Smart Home Strategies and Partnerships for …...- Build connected products which solve real...

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Smart Home Strategies and Partnerships for Energy Utilities

Parks Associates Webcast

Sponsored by:

www.parksassociates.com | © Parks Associates | [email protected] | 972.490.1113 | @ParksAssociates

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Agenda • Barriers to Adoption of the Smart Home

• Energy Management Solutions

• Integrating Energy and Smart Home Solutions

• Privacy and Security

• Awareness

• Partnerships

• Q&A

3



4

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


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)

5


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")


Importance of Interoperability by Order of Purchase (Q2/14)

6


Barriers to Adoption – Privacy and Security

7

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)


% o

f Res

pond

ents

Smart Home Privacy Concerns (Q2/14)


Introductions

8

Seb Chakaborty

Director of

Technology

(Smart Home)

British Gas

Jeremy Peterson


Comfort and Energy

Systems, EMEA

Honeywell

Dick Seger



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

59

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%


Introductions

15

Seb Chakaborty

Director of

Technology

(Smart Home)

British Gas

Jeremy Peterson


Comfort and Energy

Systems, EMEA

Honeywell

Dick Seger



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


Introductions

22

Seb Chakaborty

Director of

Technology

(Smart Home)

British Gas

Jeremy Peterson


Comfort and Energy

Systems, EMEA

Honeywell

Dick Seger



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


Market for Energy Solutions

31

Where is the greatest demand for energy services? What applications are your customers using?

Dick Seger



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



33

Why did you start with Hive?

Seb Chakaborty

Director of

Technology

(Smart Home)

British Gas



34

What are the leading residential energy service opportunities in Europe?

Jeremy Peterson


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


Energy Apps Driving Adoption

38

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



39

What do you see as the key service bundle that will drive broad adoption?

Jeremy Peterson


Comfort and Energy

Systems, EMEA

Honeywell

Page 40



41

What are the killer apps that can expand adoption of energy services?

Dick Seger



Securitas Direct

- Verisure


Working toward Interoperability

42

Customers will eventually expect all of their smart products to work together. How will Honeywell meet that customer need?

Jeremy Peterson


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

Page 44

• 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



45

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



46

Why has Verisure aggressively expanded it ecosystem of products? Would Verisure benefit from integrating energy applications?

Dick Seger



Securitas Direct -

Verisure


Overcoming Privacy and Security Concerns

47

What is your approach to addressing privacy and security concerns?

Seb Chakaborty

Director of

Technology

(Smart Home)

British Gas



48

Are the new EU regulatory requirements sufficient to assure customers that their data is private and secure?

Jeremy Peterson


Comfort and Energy

Systems, EMEA

Honeywell



49

How does Verisure build trust with customers?

Dick Seger



Securitas Direct -

Verisure


Overcoming Low Awareness

50

Honeywell sells product using a multi channel strategy – what is working, what is not?

Jeremy Peterson


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.



52

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



53

What go-to-market strategy is required to be successful selling smart home products and services? What is your selling approach?

Dick Seger



Securitas Direct -

Verisure


Pulling Together Partnerships to Grow the Market

54

What strengths does a manufacturer bring to a partnership?

Jeremy Peterson


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



57

What strengths does the utility channel bring to a partnership?

Seb Chakaborty

Director of

Technology

(Smart Home)

British Gas



58

What strengths does a security services company bring to a partnership?

Dick Seger



Securitas Direct -

Verisure



59

Seb Chakaborty

Director of

Technology

(Smart Home)

British Gas

Jeremy Peterson


Comfort and Energy

Systems, EMEA

Honeywell

Dick Seger



Securitas Direct -

Verisure


Questions from the Audience

60

Seb Chakaborty

Director of

Technology

(Smart Home)

British Gas

Jeremy Peterson


Comfort and Energy

Systems, EMEA

Honeywell

Dick Seger



Securitas Direct -

Verisure


Download at www.parksassociates.com/verisure

61

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

[email protected]

Thank You.

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