DHL's Quick Scan
How to roll out new wireless Connected Home Solutions in Europe?
1 Introduction
Adding connectivity/intelligence to products (like dishwashers, speakers/musicsystems, TV’s, security products, lighting, thermostats, airco’s, sunblinds/motorized shades, doorlocks/camera’s, detectors, health care products, refrigerators) represents a significant money-making opportunity for service providers, manufacturers and technology companies. In the US large new players enter this market each month: ADT, AT&T, Staples, Lowe’s, Verizon, Philips/Apple. Europe is behind the US, but it is expected that 15 EU service providers will launch a new wireless connected home service in 2014. They all have to decide on a business model, choose partners, products and functionalities/services. Moreover: what will the large European players do this year? DT/Qivicon, Saturn/Media Markt, Samsung, or the typical EU companies like Somfy, Schneider Electric, LeGrand, and all the others. New initiatives of these companies can make or break business results of many others.
2 Quick Scan: the new business development service
DHL developed a new business development service for companies (utilities, service providers, custom installers, national installers, retailers, OEM companies, technology companies, online retailers) that are planning to roll out new solutions/services on the fast growing connected home market. Goals of the service are to ensure that business development investments are based upon the correct facts and that the 2014 strategy is strengthened. Results of the quick scan can be delivered within two weeks including recommendations, findings and next steps.
3 Quick Scan: the checkpoints
During the Quick Scan the following checkpoints will be evaluated:
1 Introduction
Adding connectivity/intelligence to products (like dishwashers, speakers/musicsystems, TV’s, security products, lighting, thermostats, airco’s, sunblinds/motorized shades, doorlocks/camera’s, detectors, health care products, refrigerators) represents a significant money-making opportunity for service providers, manufacturers and technology companies. In the US large new players enter this market each month: ADT, AT&T, Staples, Lowe’s, Verizon, Philips/Apple. Europe is behind the US, but it is expected that 15 EU service providers will launch a new wireless connected home service in 2014. They all have to decide on a business model, choose partners, products and functionalities/services. Moreover: what will the large European players do this year? DT/Qivicon, Saturn/Media Markt, Samsung, or the typical EU companies like Somfy, Schneider Electric, LeGrand, and all the others. New initiatives of these companies can make or break business results of many others.
2 Quick Scan: the new business development service
DHL developed a new business development service for companies (utilities, service providers, custom installers, national installers, retailers, OEM companies, technology companies, online retailers) that are planning to roll out new solutions/services on the fast growing connected home market. Goals of the service are to ensure that business development investments are based upon the correct facts and that the 2014 strategy is strengthened. Results of the quick scan can be delivered within two weeks including recommendations, findings and next steps.
3 Quick Scan: the checkpoints
During the Quick Scan the following checkpoints will be evaluated:
- Selling to whom? Once that is clear: how?
- Selling what? How extensible is the range of products?
- With which partners: verticals (energy, health, security) /horizontals (custom installers, tech support companies, new homes developers)
- Communication protocol? Gateway versus cloud control.
- Customer support: installation (DIY, hourly rate), maintenance, extension services, remote control.
- Competitors: a cable provider in Germany (versus Deutsche Telekom) will have a higher risk than a cable provider in the Netherlands (versus KPN)
- Pricing
- Risk analysis: business model, USP’s, costs/benefits (churn reduction: SP’s)
- Planning: first things first