Winning the European Smart Home Customer – Successful Service Provider Lessons

Sigma Designs/Z-Wave - 2016 Webcast - Parks Associates

Tuesday, December 13, 2016
3 p.m. CET / 2 p.m. CMT / 8 a.m. CT

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In the webcast, Parks Associates and Sigma Designs discuss lessons learned from successful telcos who leverage their advantages and build a revenue-generating offering with smart home solutions alongside connectivity, entertainment, and content services.

Co-hosted by Sigma Designs/ Z-Wave and Parks Associates

Telcos have reached a crossroads in business strategy where innovation is inevitable and continues to impact subscriber growth across different distribution channels. Entry of nontraditional but formidable players such as Google, Amazon, and Apple into entertainment, content, and smart home services intensifies the risk; however, all players struggle with similar challenges. Key factors in driving adoption in the smart home are providing valuable and recognizable benefits to consumers, like safety and security or energy efficiency savings, while integrating solutions across vastly different ecosystems.

The challenge intensifies in Europe and the Middle East, where there isn’t the same foundational home security market that exists in the U.S., creating additional barriers to adoption of new products.

Roughly 10-15% of broadband households in the U.K., France, Germany, and Spain would trust their broadband service provider to provide smart home products or services. As this market is still in its early stages, telcos have plenty of opportunities of room to move consumer opinions.

Ecosystem players have the opportunity to grab market share and win consumer mindshare, and telcos have advantages in this race. Given strong brand recognition, strong adjacencies between their traditional services and the smart home, and the ability to provide complete customer support, telcos are in a good position to capitalize on this emerging market.

The webcast addresses:

  • Consumer demand for new services and their value impressions of smart home solutions
  • Telco business strategies that provide integrated services and deliver high-quality consumer experiences
  • Challenges from other sectors, including retailers and technology companies, and who will be the most formidable challengers to telcos
  • Innovative marketing strategies from Bezeq, Israel’s leading service provider, on selling smart home components rather than just services
  • Differences between the U.S., Europe, and Israeli markets
  • Successful smart home strategies from the perspective of a leading smart home technology provider

Erik Overbeeke, European Research Associate, Parks Associates

Gil Rosen, Chief Marketing & Innovation Officer, Bezeq

Ricco B. Winther, Director, Z-Wave Sales, Europe, Sigma Designs


Erik Overbeeke, European Research Associate, Parks Associates

Parks Associates - Erik Overbeeke

Erik has served as a marketing, strategy and M&A consultant in the Residential Security Industry, focused most recently on IoT, helping a number of leading companies develop market entry and partnership strategies. Prior to that Erik worked for eight years at KPN, the incumbent telecommunication company in the Netherlands and during 15 years at Philips Electronics in the Netherlands. He fulfilled several senior management, business development and business consulting positions. He holds a College degree of Electronics and a Master of Business Economics - Erasmus University, The Netherlands.

Ricco Winther, Director, Z-Wave Sales, Europe, Sigma Designs

Parks Associates - Z-Wave - Rocco Winther

Ricco B. Winther is the Director of European Sales for Sigma Designs and their Z-Wave technology, the worldwide standard for home control. With over a decade of experience in wireless technology and Home Area Networks, Mr. Winther is responsible for Z-Wave partnerships and the continuing growth of the Z-Wave interoperable ecosystem (now 900+ products strong) across the European continent.

Mr Winther has also held senior level positions at Booz & Company (formerly Booz, Allen & Hamilton) and at McKinsey & Co. His academic background includes Supply Chain Management program, Cranfield School of Management, UK. And an MS. Economics & Business Administration (cand. merc.), CBS. Specialising in Management Accounting as well as related studies at University of Limerick, Ireland (Bachelor); and Monash University, Australia (Master).

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