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(upbeat music)

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<v ->Ben, thank you so much for being here today.</v>

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It's terrific to have you share your perspectives

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about getting value from car data.

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<v ->Thank you, Alex, thank you for having me here today.</v>

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<v ->Cars have recently become the most sophisticated</v>

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and expensive technology mass-market gadget

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that is basically being bought by everybody.

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They have millions of lines of software code

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that generate vast amounts of data

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but it seems like the industry has trouble

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to really unlock their value.

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And you have recently crossed to the milestone

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of having more than 18 million cars globally connected

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to your platform.

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So what is your strategy?

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What would you say is making up your success?

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<v ->That's true.</v>

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We are growing rapidly.

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2019, we ramped up about 12-13 million vehicles

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and it's really becoming faster and faster.

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And I think really that the reason we are growing fast

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is the value we generate.

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Most of the car manufacturers

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don't want to build all the technology needed

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and if you talk to the data consumers

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on the other side, they will tell you,

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we don't want API for every car manufacturer

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and different data dictionary

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and each one has his own privacy and different rules.

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Everybody prefers someone in the middle.

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<v ->You are moving into having more and more partnerships.</v>

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I would also suspect that the number of conflicts

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is also going up because you need

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to manage between those different parties

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so how do you actually manage the trade-offs there?

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<v ->I think we have complexities on both sides</v>

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of the platform.

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We enable, for example, the providers of the data

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to provide us blacklists.

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I think that also the decision that we made

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is to stay in the platform level.

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We had many requests, Otonomo,

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can you help us to do the scoring?

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Can you help us with the accident reconstruction?

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And we are very careful not to compete

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with our ecosystem.

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So part of it is really knowing

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what we do best and staying there.

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<v ->We've been looking now on one side</v>

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on your direct customers, the OEMs,

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as well as on the potential data consumers.

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Now, there's a third party, of course,

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into this which is the end user

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who is providing his data.

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Don't we expect that at some point in time,

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we actually will compensate

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the end consumer for him sharing the data?

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And actually something being happening

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to his data that he may not have full control about?

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<v ->We took a stand from day one,</v>

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the driver or the car owner, depending on the country

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or the use case, is the owner of the data.

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And the OEM is the custodian of the data.

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He controls it but the data really belongs

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to the driver or the owner.

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To get the approval of the driver

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or his support to use the data is by creating value.

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If I bring to you services

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that will benefit you, you'll be happy to share your data.

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Having said that,

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we really see a lot of initiatives

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by OEMs to create additional value.

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For example, the car manufacturer, the OEM might come

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to you and say, "You know what?

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"If you share your data,

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I'll give you two services for free for three months."

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Or you might see a car manufacturer come

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and say "If you share your data,

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we'll reduce five euros from the monthly leasing."

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<v ->We will have a pretty complicated web</v>

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of interactions happening

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between all of those different players.

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How do you actually get to setting the right prices?

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<v ->There're a lot of unique things around data.</v>

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Data is something that you can sell over and over.

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When providing GPS from the vehicle,

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we might provide it to your insurance company once

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for usage-based insurance.

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We might provide it again to a parking service

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to help you to find parking

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and again, maybe to a smart city

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to improve the city

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but it will have different value

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and different costs associated with every time.

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A lot of what we done in the last four years

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is really build the knowledge

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and the algorithms around it

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to know first what segments wants the data

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and what use cases in each segment.

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And what data is needed for each one of those use cases.

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And then to understand the range,

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the comfort zone for the data.

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What's the value of the data for the service?

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How much they are willing to pay

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and etcetera and build this knowledge.

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The refresh rate of the data.

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Is the data coming every 10 seconds or every 10 minutes?

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The latency of the data.

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<v ->If you think about the full value that can be created out</v>

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of car data, I guess nobody knows what that number is

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but what would you say are the most interesting

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and most valuable places?

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<v ->Everybody likes to talk about UBI, usage-based insurance</v>

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but I think today penetration is less than 2% in the market

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and in some countries, it's almost a taboo.

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I think there are about a dozen horses

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that will make it to the finish line.

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We see some interesting use cases coming out

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around residual value of vehicles.

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So when someone come and sells the car,

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think about the world when you can check the car data

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and come with some reports saying

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what's the value of the status of the vehicle?

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We see a lot of value in the concierge economy.

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Someone to come and view your car

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or clean the car or you bought something on the web

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and it will be delivered to your vehicle.

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Improving your life using data.

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<v ->Given all these complexities</v>

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and the changes that are happening,

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if you taking now the long view,

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the five- to ten-year view,

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what is your dream image?

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What is the positive outcome

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that we would expect out of using data and creating value for the whole setup

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of the industry and the consumer?

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What's like the long-term picture you're dreaming of?

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<v ->I hope to see a future</v>

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where Otonomo is helping to build value

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around the vehicle.

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Using data to enable services

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that will make our life better, our life safer,

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our life more convenient

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and we'll make all these driving journey

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of the car ownership experience better

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by making a large ecosystem of services enabled

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around the vehicle.

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<v ->Ben, thank you so much for spending the time today</v>

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with us and let's now work

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on building this bright future then

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where we really get the value out of car data.

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<v ->Thank you, thank you for seeing me today.</v>

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It was a real pleasure chatting with you.