Michael Gaudlitz Regional Sales Manager IoT/Embedded

25. Oktober 2016

Intelligente Medizingeräte und Applikationen monetarisieren und schützen

Tel: +49 89 894 221-191

Mob: +49 175 7272 455

Michael.Gaudlitz@gemalto.com

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Gemalto Business Areas We enable our clients to deliver secure and trusted digital services to billions of people worldwide.

Mobile Internet of Things

Government

Software Monetization

Enterprise Security

Financial Services & Retail

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Leader in Software Monetization

10K+ CUSTOMERS

100+ COUNTRIES

32 INDUSTRIES

30+ YEARS

52% “Gemalto continues to dominate the market on the strength of traditional hardware sales and innovation in emerging use cases”, Frost & Sullivan

GLOBAL MARKET LEADERSHIP AWARD

Gemalto delivers reliable award winning technology and offers the most complete suite of solutions in the market.

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Technology Focus Today embedded software is part of our daily lives and is used in many different machines, products and devices.

Consumer Goods

Automobile Systems

Digital Printing

Medical Equipment

Machine Automation

Telecom Networks

EMBEDDED

Embedded software is physically part of a device that controls various device functions. Embedded software makes things happen in the real world and in real time. Embedded software is around us every day although we rarely notice it.

SOFTWARE IS EVERYWHERE

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Industry Trends

Jeffrey Immelt Chief Executive Officer General Electric

“The notion that there is huge difference between the industrial world and the software world is no longer valid….those days are over. In today’s world, everything is software”

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Customer References

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Medical Trends The evolution of technology is driving the Internet of Things also in the healthcare sector

Remote Health monitoring

Consumer-driven healthcare

Data analytics

Ensure security and privacy

Manage complexity

Leadership challenges

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Key Motivations and Enablers

TECHNOLOGY DEVELOPMENTS

Embrace new technologies to

advance your competitors

CHANGING APPLICATIONS

Anticipate changes in user

demands

BUSINESS DYNAMICS

Support new revenue stream

opportunities and business models.

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Rethinking the Concept of Value Market evolution creates new revenue streams and opportunities for business model innovation.

Value Capture The “monetization" of value.

How to make money from the offering

To take advantage of IoT device vendors need to fundamentally rethink conventional views and methods about value.

Value Creation Customer Value Proposition.

Increases the value of company offering

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Enforcement & Protection

Licensing Usage Tracking

Entitlement Management

Digital Business Architecture

Digital Product / Service

CRM System

Marketing Automation

Customer Interaction

CRM

Online Purchasing App

Billing System

Payment Methods

e-Commerce

Software Monetization

Digital Product/Service

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BUSINESS GOALS

Remote Upgrades

Cost Reduction

Flexible Pricing Models

Self-Service Activation

Usage Tracking

Customer Business Goals The Purpose of Software Monetization Technologies Is to Help You Achieve Your Business Goals

A key factor for the success of your software monetization strategy is to make sure you choose the right technology solution to achieve your business needs.

Software Monetization Strategy

TECHNOLOGY SOLUTIONS

Trial Licenses

Life Cycle Management

Back-Office Integration

Time-Based Enforcement

Copy Protection

Monetization Opportunities for the Internet of Things

Business Models for Medical Device Vendors

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Monetization Opportunities

Ecosystem Monetization

Services Monetization

Data Monetization

Device Monetization

Monetization Complexity Basic Advanced

Types of IoT Monetization Models There are four main revenue models. Companies can select one or more models to match level of complexity, business needs and the type of customer relationship. C

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Device Monetization

How It Works Basic model where companies charge a price premium for the product feature enablement

Ecosystem Monetization

Services Monetization

Data Monetization

Device Monetization

Monetization Complexity Basic Advanced

Example: Feature Based Licensing Control feature and functions of devices through licensing, e.g. same device for hospital and home usage, Software management automation

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Services Monetization

How It Works Conversion of a traditional product into a service by tying in a recurring pricing model for specific features.

Monetization Complexity Basic Advanced

Ecosystem Monetization

Services Monetization

Data Monetization

Device Monetization

Example: MRI Machine Charge per scan or maintenance call on a usage based subscription fee versus a “one

time sell” of the machine.

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Data Monetization

How It Works Organizations generate revenues by selling packaged data gathered from sensors.

Ecosystem Monetization

Services Monetization

Data Monetization

Device Monetization

Monetization Complexity Basic Advanced

Example: Lifestyle devices Make data from fitness tracker, sports watches and weareables available for medical research.

Example: 3D Printer for medical equipment, ensure quality

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Ecosystem Monetization

How It Works Organizations create a platform and make money from other product vendors and end consumers.

Ecosystem Monetization

Services Monetization

Data Monetization

Device Monetization

Monetization Complexity Basic Advanced

Example: Hospital network Create platform where devices and applications from different vendors works together. Manage entitlements and data exchange.

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Evolving Customer Demands ‒ New applications are driving the Internet of

Things forward at a fast pace.

Business Transformation ‒ The Internet of Things is changing the way

companies do business.

Revenue Opportunities ‒ Companies can adopt various revenue models to

generate growth.

Key Takeaways

THANK YOU ! This presentation brought to you by Gemalto

Michael Gaudlitz

Regional Sales Manager IoT/Embedded

Tel: +49 89 894 221-191

Mob: +49 175 7272 455

Michael.Gaudlitz@gemalto.com