Smart Home Strategies and Partnerships for …...- Build connected products which solve real...
Transcript of Smart Home Strategies and Partnerships for …...- Build connected products which solve real...
Presented by:
Smart Home Strategies and Partnerships for Energy Utilities
Parks Associates Webcast
Sponsored by:
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Audio Recording
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Smart Home Strategies and Partnerships for Energy Utilities
Agenda • Barriers to Adoption of the Smart Home
• Energy Management Solutions
• Integrating Energy and Smart Home Solutions
• Privacy and Security
• Awareness
• Partnerships
• Q&A
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www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Smart Home Strategies and Partnerships for Energy Utilities
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Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Barriers to Smart Home System Adoption - Awareness
62% 62% 72% 69%
10% 11% 8% 9%
80%
70%
60%
50%
40%
30%
20%
10%
0%
10%
20%
Smart home services Smart home products Where to buy smart home services
Where to buy smart home products
Very familiar (Rating 6-7) Not familiar (Rating 1-3)
% o
f Res
pond
ents
Source: American Broadband Households and Their Technologies Q2 2014 N=10,000 broadband households, ±0.98% © 2014 Parks Associates
Smart Home Familiarity (Q2/14)
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Barriers to Adoption - Interoperability
51%
58% 60%
0%
10%
20%
30%
40%
50%
60%
70%
1st device purchased (n=736, ±3.61%)
2nd device purchased (n=573, ±4.09%)
3rd device purchased (n=520, ±4.3%)
% R
epor
ting
"Ver
y Im
port
ant"
(R
atin
g 6/
7 w
ith 7
="Ex
trem
ely
Impo
rtan
t")
Source: American Broadband Households and Their Technologies Q2 2014 N=10,000 broadband households, ±0.98% © 2014 Parks Associates
Importance of Interoperability by Order of Purchase (Q2/14)
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Barriers to Adoption – Privacy and Security
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39% 38%
24% 20%
0%
10%
20%
30%
40%
50%
60%
70%
Concern over unauthorized access Concern over historical data
Concerned (Rating 5) Very concerned (Rating 6-7)
Source: American Broadband Households and Their Technologies Q2 2014 N=10,000 broadband households, ±0.98% © 2014 Parks Associates
% o
f Res
pond
ents
Smart Home Privacy Concerns (Q2/14)
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Introductions
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Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
”Energy is a huge growth opportunity – we believe in bundles, partnerships and clear customer benefits” Dick Seger President of Strategic Partnerships & & Alliances December 2, 2014
A catalyst for the Connected Smart Home in Europe - with > 20k new customers joining every month
1.7 Million monitored customers
Europe’s leading provider of full-service safety, security and home control solutions.
7,000 Employees and large partners organisation
14 Business in 14 countries in Europe and South America
812
Net Sales € 812 million Full Year 2013
Owned by Bain Capital and Hellman & Friedman
Connected and Protected Together with partners we create the smart home
Consumers do not buy a smart home...
Consumers buy products and services with clear benefits...
-21
2 6
17 26
38 45 46
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Smart alarm system
Smart home bundle
2014 High NPS-scores for the Verisure smart home system reflects earlier consumer research findings
4%
18%
Under-penetrated market – 200 to 300 million European households waiting to be connected
18%
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Introductions
15
Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
Hive British Gas Connected Homes Seb Chakraborty
December 2014
Overview of Hive
- Is the UK brand name for British Gas Connected Homes Products which launched in Nov 2013
- Part of an innovation hub for British Gas, the largest UK provider for domestic gas and electricity
- Hive Active Heating is the no.1 ‘smart thermostat’ in the UK with over 130K customers
- It recently won 10 separate awards and is driving the agenda for connected homes in the UK
What our customer think?
- More than 50% use the app daily
- 70% say Hive has given them energy savings
- 92% would recommend it to a friend
- 97% feel more in control of their heating
Connected Homes: Innovation Hub
Products Developed By Connected Homes
130K 700 Trial 500K
Connected Homes Agenda
- Build connected products which solve real customer problems to give them control over their lives
- Build meaningful customer experiences
- Build propositions as part of existing energy services
- From no.1 in ‘smart thermostats’ to other exciting areas of the connected home in 2015
- Build products, partnerships and a customer fan base
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Introductions
22
Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
Connected Home
Connected Portfolio Expansion
Introducing New Players
Voice Controlled Thermostat Single Zone Thermostat
The Lyric Architecture
For Partners…. • Lowers installation and on-going
maintenance costs through remote diagnostics and flash upgrade capability
• Improves business operations and sales through insights and analytics
For Homeowners…. • Enables best in class user experience
- delightful, ease of use, easy to install • Allows for building a connected home
in bite size solutions vs. having to buy and install everything at once
• Offers one app designed for your lifestyle with one touch button integration
• Provides beautifully crafted products that look good in your home
For Like-Minded Companies…. • Provides the opportunity to integrate
best in-class solutions creating new and exciting value propositions
• Enables a co-marketing platform for cross-selling
29 ECC PAC Template 7/2013 Honeywell Confidential and Proprietary
Provides peace of mind when there’s too little time to consider Lets you know if you’ve left open a door or window. Preventative, not reactive.
30 ECC PAC Template 7/2013 Honeywell Confidential and Proprietary
Communicates through multiple media. Peace of mind when away from home or links with your
trusted circle
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Market for Energy Solutions
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Where is the greatest demand for energy services? What applications are your customers using?
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
Most common energy management applications
• All Verisure installations include temperature and humidity readings along side with some remote control functions such as smart plugs
• The remote on/off functions are very popular for heat-pumps and boilers especially for second homes
• Energy readings combined with household energy and power consumption • Price comparisons between different energy suppliers • Smart thermostats in combination with the above applications • Notifications for power cuts, min/max power consumption, temperature, etc • Integration with the security system for away, home and vacation heating
schemes
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Market for Energy Solutions
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Why did you start with Hive?
Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Market for Energy Solutions
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What are the leading residential energy service opportunities in Europe?
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
Trends shaping the DSM Landscape
The Future of DSM
Ubiquitous Connectivity
Multi-Channel Product
Deployment
“Blurred Lines” Of EE/DR
Data as an Asset
Our View of the Future
Connected Products Across
All Customer Segments Delivering EE and DR
Benefits to both Customer & Utility
Managed Via a Single Open Protocol
Software Platform
Deployed through Multi-Channel Programs
Driving Greater Customer Satisfaction
Lower Overall Cost per kW and KWh
All Controlled by One Single Platform
• Residential • Small commercial • Large commercial • Industrial
• Grid balancing • Frequency regulation • Spinning/non-spinning reserves • Renewable energy integration • Peak pricing programs • Load shaping
• Flexible asset grouping/aggregation • Facility dashboards for C&I sites • API for residential mobile apps
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Energy Apps Driving Adoption
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Will we see new energy related services enabled by smart meters that will drive broad adoption?
Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Energy Apps Driving Adoption
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What do you see as the key service bundle that will drive broad adoption?
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
Page 40
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Energy Apps Driving Adoption
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What are the killer apps that can expand adoption of energy services?
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct
- Verisure
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Working toward Interoperability
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Customers will eventually expect all of their smart products to work together. How will Honeywell meet that customer need?
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
Mobile web adoption is growing 8x faster
than web adoption did in the 1990s and
2000s.
Source: supermonitoring.com
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• Let our #1 products work with others
• Evolve the Lyric experience
• Leverage our core to create valuable solutions
• Let others into our connected home system
For Like-Minded Companies…. • Provides the opportunity to integrate best in-
class solutions creating new and exciting value propositions
• Enables a co-marketing platform for cross-selling For Channel Partners…. • Lowers installation and on-going maintenance
costs through remote diagnostics and flash upgrade capability
• Improves business operations and sales through insights and analytics
The Consumer Decides
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Working toward Interoperability
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How will British Gas approach interoperability? Would the Hive solution benefit from communication with a broad array of smart products?
Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Working toward Interoperability
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Why has Verisure aggressively expanded it ecosystem of products? Would Verisure benefit from integrating energy applications?
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Overcoming Privacy and Security Concerns
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What is your approach to addressing privacy and security concerns?
Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
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Overcoming Privacy and Security Concerns
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Are the new EU regulatory requirements sufficient to assure customers that their data is private and secure?
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Overcoming Privacy and Security Concerns
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How does Verisure build trust with customers?
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Overcoming Low Awareness
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Honeywell sells product using a multi channel strategy – what is working, what is not?
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
Page 51
Partners Help Generate Demand
Comfort Control API Development Program: Through web based API software integration, allowing partners of choice to interact with products of choice within their own app.
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Overcoming Low Awareness
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Are you selling Hive in the same way as other value added services? If not, what is different?
Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Overcoming Low Awareness
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What go-to-market strategy is required to be successful selling smart home products and services? What is your selling approach?
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Pulling Together Partnerships to Grow the Market
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What strengths does a manufacturer bring to a partnership?
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
GROUNDED
Know how to bring a home to this state Build offerings integrating best of partnership Beyond manufacturability to end user experience creation Creating an intelligent home across multiple disciplines
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Pulling Together Partnerships to Grow the Market
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What strengths does the utility channel bring to a partnership?
Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Pulling Together Partnerships to Grow the Market
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What strengths does a security services company bring to a partnership?
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Pulling Together Partnerships to Grow the Market
59
Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Questions from the Audience
60
Seb Chakaborty
Director of
Technology
(Smart Home)
British Gas
Jeremy Peterson
General Manager, Home
Comfort and Energy
Systems, EMEA
Honeywell
Dick Seger
President of Strategic
Partnerships & Alliances
Securitas Direct -
Verisure
www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates
Download at www.parksassociates.com/verisure
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Energy and the Smart Home in Europe
© P
AR
KS
AS
SO
CIA
TES
Thank You.
© P
AR
KS
AS
SO
CIA
TES
Tom Kerber Director of Home Systems and Energy
Parks Associates
15950 N. Dallas Parkway, Suite 575 Dallas, Texas 75248
Office: 972.490.1113
Fax: 972.490.1133
Thank You.