A brief forecast on the inverse transactions between customer, vendors and things, presentation held on ID World 2012, Frankfurt

1. ID WORLD 2012
IoT Session at ID WORLD 2012
IoT linked vendor relation ship management
Mirko Ross, CEO, echolot digital worx GmbH
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

2. About myself
Mirko Ross
1972 Born, Germany
1998 Diploma degree: University of
applied science nuertingen
1999 Founder: Rahlfs+Ross Multimedia GmbH
2007 Bitkom Award best mobile solution
BW web 2.0 award
2010 CEO / Founder echolot digital worx GmbH
2011 - Academic at University Heilbronn
m.ross@digital-worx.de
twitter.com/mirko_ross
www.facebook.com/mirko.ross
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

3. Okay, let's start the presentation...
IoT linked vendor relation
ship management (VRM)
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

4. Linking the parts
„Vendors spent a lot of affords to pick up potential customers, their needs, offering
goods and push a re buy after sales. This sales process is always done by the
viewpoint of a vendor and is based upon his assumed demand of customers.“
Three questions:
Is the CRM based selling process still contemporary?
Why should not customer announce their demand public and then
select the incoming offers of attractive vendors?
Why many offers of goods often doesn't fit the in time needs
of customer?
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

5. The idea of VRM.
Vendor relation ship management (VRM)
http://cyber.law.harvard.edu/projectvrm/Main_Page
Customers must enter relationships with vendors as independent actors
Customers must be the points of integration for their own data
Customers must have control of data they generate and gather
Customers must be able to assert their own terms of engagement
Customers must be free to express their demands and intentions outside
of any one company's control
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

6. The idea of VRM.
Vendor Relationship Management changes the viewpoint from vendors to customers
during sales stages.
If a costumer profiles allows to announce needs, a selected group of vendors will
have the chance to compete by their offer.
Blocked: wrong candy
I want candy!
Pass: right candy, best price, trusted vendor
Blocked: too expensive
Blocked: untrusted
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

7. Peer-to-Peer VRM
If we think in an IoT peer-based-architecture vendors and customers can be represented
by a peer or a group of peers. Items for example are peers, grouped by a vendor.
Customer Peer
Vendor Item Peers
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

8. Linking VRM and IoT
Now let's stick the bricks together
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

9. Linking VRM and IoT
Let's talk about you're walking down a
shopping lane in a VRM IoT
environment...
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

10. Linking VRM and IoT
Vendor Peer
Vendor Peer
Customer Peer
Vendor Peer
As a location based mobile service, customer peers are always handshaking with other peers around
in a specific area. It's depending on the privacy profile weather a personal software agent allows
changing information with another peer.
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

11. Linking VRM and IoT
In case of matching a trusted vendor peer, the mobile phone will keep you informed about the vendor
and its offer. Now it's up to you, to ignore the vendor offer or to give it a chance.
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

12. IoT linked VRM Scenario
Most of the parts for a IoT
linked VRM Scenario are
almost there
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

13. Linking the parts
Existing parts
Location based service on a ubiquity environment e.g. Smart phones
IoT information storage for goods e.g. RFID
Profiling by social interaction e.g. Facebook API
Peer to peer technologies e.g. G2
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

14. Linking the parts
Topics to be solved:
Standard semantic description for needs e.G. aletheia project
Preventing spam by trust managed peers
Peer-to-Peer protocol fitting VRM
Prototyping
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

15. At the end...
Any questions?...
As a location based mobile service, customer peers are always handshaking with other peers around
in a specific area. It's depending on the privacy profile weather a personal software agent allows
changing information with another peer.
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

16. About echolot
Brand Development
Public relations
Software Developent
50 people working in Stuttgart, 100 % owner managed.
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de

17. Mirko Ross
ross@digital-worx.de
www.digital-worx.de
www.facebook.com/echolot.digital.worx
www.facebook.com/mirko.ross
echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de