NeMo D7.2 Business Model and regulatory guidelines

Hyper-Network for electroMobility
Business Model and regulatory guidelines
Work package WP7: Deployment, business model, operational and organisational issues
Task
Task 7.3: Actor value, business model and roll-out process of new use cases
Task 7.4: Regulatory requirements to ensure sustainability of electromobility
Hyper-Network
Main authors
Edouard CAUMONT – Renault
Adrien CASTAGNIE – Renault
Sonja PAJKOVSKA – Hubject
Pantelis KANELLOPOULOS - ICCS
Dissemination level Public (PU)
Status Final
Due date 30/04/2019
Document date 30/09/2019
Version number 1.0
This project has received funding from the European Union’s Horizon 2020
research and innovation programme under grant agreement no 713794.

Business Model and regulatory
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Version 1.0 Date 30/09/19 Page | 2
Revision and history chart
Version Date Main author Summary of changes
0.1 16/04/2019
A.CASTAGNIE
E.CAUMONT
First draft outline
0.2 28/06/2019 Sonja Pajkovska Chapters 5 and 6
0.3 21/08/2019 Pantelis Kanellopoulos BAEM Business Model (chapters 1,2,3)
0.4 27/08/2019 Andrew Winder Review and merging of two versions
0.5 06/09/19 Pantelis Kanellopoulos Final Edits on BAEM Business Model
0.6 10/09/19 C.Anagnostopoulou Revisions before QR
0.7 27/09/19 C.Anagnostopoulou
Additions on market analysis, OCPI and
regulations
1.0 30/09/19
C.Anagnostopoulou, E.
Portouli
Final editing

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Table of contents
Glossary of terms..............................................................................................6
List of abbreviations and acronyms................................................................7
Executive Summary .........................................................................................ix
1. Introduction ...............................................................................................10
2. The BAEM and its business model .........................................................12
2.1 The BAEM and its Role ........................................................................................................... 12
2.2 What is the Business Model Canvas?..................................................................................... 12
2.3 Partners input via BMC............................................................................................................ 14
2.4 Initial Marketing Plan ............................................................................................................... 15
2.4.1 Market & Competitors Analysis....................................................................................................15
2.4.2 Marketing Goals...........................................................................................................................18
2.5 Analysis of the BAEM Business Model.................................................................................... 21
2.5.1 Value Proposition.........................................................................................................................21
2.5.2 Customer Segments ....................................................................................................................23
2.5.3 Channels......................................................................................................................................24
2.5.4 Customer Relationships...............................................................................................................25
2.5.5 Key activities................................................................................................................................25
2.5.6 Key Resources.............................................................................................................................26
2.5.7 Key Partners ................................................................................................................................27
2.5.8 Revenue Streams ........................................................................................................................27
2.5.9 Cost Structure..............................................................................................................................29
2.5.10 Expected Revenues.....................................................................................................................32
3. Regulatory and business requirements for sustainability of the Hyper-
Network ............................................................................................................33
3.1 Regulatory requirements ......................................................................................................... 33
3.2 Businesswise requirements..................................................................................................... 34
3.2.1 For Hyper-Network partners...........................................................................................................34
3.2.2 For CPOs and EMPs ...................................................................................................................35
4. Conclusions...............................................................................................40
References .......................................................................................................41

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Index of figures
Figure 1: Business Model Template ....................................................................................................... 13
Figure 2: Marketing Goals Timeframe .................................................................................................... 18
Figure 3: Global electric car sales and market share, 2013-2018 .......................................................... 19
Figure 4: Customer segments................................................................................................................. 23
Figure 5: Key Activities for sustainability................................................................................................. 26
Figure 6: Examined variants of BAEM’s Revenue Model ....................................................................... 28
Figure 7: Representation of BAEM’s Revenue Model ............................................................................ 29
Figure 8: Operating Costs....................................................................................................................... 30
Figure 9: BAEM Cost Structure Analysis ................................................................................................ 31
Figure 10: Cost Trends in short term period (Y1-Y3).............................................................................. 31
Figure 11: Hubject’s user charges at Gireve’s CPO ............................................................................... 35
Figure 12: Gireve’s user charges at Hubject’s CPO ............................................................................... 36
Figure 13: Hubject’s EMP connection agreement with Gireve’s CPO.................................................... 37
Figure 14: Gireve’s EMP connection agreement with Hubject’s CPO.................................................... 37
Figure 15: Hubject’s EMP payment clearance flow ................................................................................ 38
Figure 16: Gireve’s EMP payment clearance flow.................................................................................. 39

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Index of tables
Table 1: Intended audience..................................................................................................................... 10
Table 2: Partners input via BMC ............................................................................................................. 14
Table 3: Markeplaces in operation for other domains............................................................................. 16
Table 4: Marketing Goals (low-high scenario) in the short term period .................................................. 20
Table 5: Fees in S1................................................................................................................................. 20
Table 6: Fees in S2................................................................................................................................. 20
Table 7: Offer per customer segment ..................................................................................................... 22

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Glossary of terms
Term Description
BAEM The Business Alliance for Electro-Mobility (BAEM) as the non-profit
association that will take over the management of the Hyper-Network and
endure its sustainable operation as well as promote electromobility after the
project ends.
BAEM Board The Business Alliance for Electro-Mobility (BAEM) management structure.
Electro mobility or
e-mobility
The use of electric-powered drivetrains for road vehicles designed to shift
vehicle design away from the use of fossil fuels and carbon gas emissions.
e-roaming or eRoaming A market model in electro mobility whereby EV drivers may charge their
vehicles at all charging stations, regardless of any contracts concluded with
operators. The billing then takes place via the customer’s own contractual
partner.
Hyper-Network A distributed environment with open architecture based on standardised
interfaces, in which actors (physical or digital) can connect and interact
seamlessly, exchange data and provide integrated and interoperable ICT
services.
Hyper-Network
Business Partner
A user of the Hyper-Network which NeMo or the BAEM has accredited as
being compliant with the relevant protocols and procedures. Potentially a
“label” that could be used by the organisation concerned.
NeMo Associated
Partner
An external legal entity that has signed the MoU and NDA in order to
participate in the work resulted under the project and future BAEM.

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List of abbreviations and acronyms
Abbreviation Meaning
BAEM Business Alliance for Electro-Mobility
BMC Business Model Canvas
B2B Business to Business
B2C Business to Consumers
CDR Charge Detail Record
CIM Common Information Model
CPO Charge Point Operator
DSO Distribution System Operator
EC European Commission
EM Electromobility
EMSP or EMP Electromobility Service Provider
EU European Union
EV Electric Vehicle
EVSE Electric Vehicle Supply Equipment
IPR Intellectual Property Rights
Mx Month x
OCPI Open Charge Point Interface
PER Pan European eRoaming
SLA Service Level Agreement
SoC Status of Charge
SOH State of Health

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Abbreviation Meaning
VC Variable Costs
FC Fixed Costs
TC Total Costs
TSO Transmission System Operator
TFC Total fixed costs
TRL Technology Readiness Level
TVC Total variable costs
WP Work Package
Yx Year x

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Executive Summary
This deliverable is the outcome of the work under Tasks 7.3 and 7.4 of NeMo, and presents the
value sharing model among the actors and key partners joining the NeMo Hyper-Network,
building a sustainable business model for the Hyper-Network that can last beyond the project
lifetime. Regulatory and business requirements that will ensure that the Hyper-Network
continues to be fully operational under the European electromobility ecosystem in a sustainable
way is also presented at the last chapter of the document.
In the present deliverable, the Business Model Canvas approach was used to define the value
proposition of the Business Alliance for Electro-Mobility (BAEM), a subscription based
association to be formed by the first group of key actors, responsible to develop and engage
the relations with the Hyper-Network partners, to manage and be the legal entity ensuring full
exploitation of the NeMo Hyper-Network and its services permitting the sustainability of the
network. The business model includes identification of the key actors, the main resources, the
revenues streams that are analysed in depth. A proposition of the first years’ financial plan of
the association and a marketing plan are also proposed.
Requirements are also being proposed for building the necessary regulatory and business
framework for the Hyper-Network’s sustainable and interoperable operation within the EU. A
business solution is being proposed for a Connection Service Agreement between charging
network operators and mobility service providers that would support their business inter-
connection.
The NeMo Business Alliance for Electromobility will need to meet the dynamic market trends
and regulation changes and take action over the needed regulatory and business tasks
mentioned in this deliverable, establishing standardizations update processes, enabling
commercial framework for Inter-roaming and service provision, and participating in policy
recommendations.

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1.Introduction
This deliverable is the outcome of the work performed under Task 7.3 “Actor value, business
models and roll-out process of new use cases” and Task 7.4 “Regulatory requirements to
ensure sustainability of electromobility Hyper-Network” of NeMo project. The outcomes derived
from this work contribute towards the overall aim of WP7 of NeMo “Deployment, business
model, operational and organisational issues”, which is to create a self-sustaining business
model for the NeMo Hyper-Network that can last beyond the project’s lifecycle.
The current document aims to describe partners’ perspective on exploiting the NeMo outcomes
after the end of the project that will ensure the long-term sustainability of the NeMo Hyper-
Network. Moreover, it is presenting detailed blueprints for closing identified regulatory gaps
helping in the efficient implementation of interoperable electromobility services within EU
member states.
The methodology followed for compiling this deliverable was based on constructive close
collaboration of the project partners, on the Business Model Canvas and seriatim
teleconferences and email exchanges among project partners.
This deliverable is structured as follows. The first chapter is the introductory one that briefly
presents its scope, the methodology followed for its creation and the audience that it addresses.
The second chapter analyses in detail the BAEM Business Model based on partners input on
the topic, calculates roughly the costs that will occur during its first years of operation, presents
a draft marketing plan, and attempts an estimation of expected revenues within a set timeframe.
The third chapter presents the regulatory requirements to ensure the sustainability of the NeMo
Hyper-Network and the needed business framework for the Hyper-Network and its members.
The content of this document is public according to the DoA. This means that all audience
without any restrictions can access the information it contains. The following table describes
the reasons for reading the current deliverable.
Table 1: Intended audience
Intended audience Reasons for reading this document
NeMo Project partners
to assist project members in order to create the basis for a
common understanding that will lead in joint actions after the
end of the project and will ensure that NeMo’s results will be
sustained beyond the project’s lifecycle.
European Commission
it is a report presenting the vision of the consortium on how
NeMo partners will manage to exploit the project’s outcomes
after the end of the grant.
Target Groups:
electromobility sector, businesses,
charge point operators, electric grid
operators, battery manufacturers
to be informed about the actions that NeMo consortium is
planning to do in order to sustain the Hyper-Network and the
project’s results. Moreover, to attract players in the
electromobility sector to participate into the next step as
potential members of the NeMo “successor”, the BAEM.

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Representatives involved into
similar EU funded projects
to share knowledge, information and vision in the
electromobility sector.
Anyone interested
to share knowledge, information, vision related to the
project's topic, raising visibility in wider audience and in
general contributing to raising awareness around
electromobility topics in Europe.

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2.The BAEM and its business model
2.1 The BAEM and its Role
NeMo has developed a Hyper-Network, a distributed IT system comprising of multiple NeMo
Nodes hosting the business functionality which is provided by the NeMo Marketplace. Each
network node within the Hyper-Network contains processes, methods, frameworks, and
development and test tooling in order to:
• create new electromobility services within the NeMo Hyper-Network;
• register, search for and use electromobility services;
• execute services being offered within the Hyper- Network.
The Business Alliance for Electro-Mobility (BAEM) will be the managing entity of the Hyper-
Network after the end of the project’s lifecycle. It will be established under the legal form of a
not-for-profit association with membership open to all categories of the electromobility value
chain players or providers (legal entities, whether private or public). The founding members of
the BAEM will be the project partners of NeMo without excluding associate partners or any other
party that expresses interest to participate. This legal entity will ensure the full exploitation of
the NeMo Hyper-Network and its services. Its revenues will be based on membership fees that
will cover all fixed and operational costs of the entity.
The subscription fees will differ and will reflect the membership category, while a usage element
will be included, e.g. for users of services on the Hyper-Network, a small percentage of the
transaction value or a flat fee per transaction. Articles of association for the BAEM will be
prepared and a business plan will be created based on the analysis made in the current
document.
The Business Model Canvas (BMC) was selected as a tool for collecting per partner its
individual perspective about the actions that should be performed and the roles that should be
assigned in order for the BAEM to uptake into the electromobility market all the solutions that
the Hyper-Network offers. Based on the discussions made among the project partners for each
block that the BMC consists, the analysis as well as our assumptions and estimations were built
up and are presented in the current chapter.
2.2 What is the Business Model Canvas?
A business model is a representation of the value logic of an organization in terms of how it
creates and captures customer value. The definition of Business Model according to
Osterwalder and Pigneur (2010) is:
“A business model describes the rationale of how an organization creates, delivers, and
captures value”.
The most celebrated framework used by organizations is the Business Model Canvas (BMC)
created by Osterwalder and Pigneur (2010). The BMC provides a shared language (i.e.
common terms) in order to assist the organizations to describe, visualize, assess and change

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business models. It is focused on design and innovation, in particular by using visual thinking,
which stimulates a holistic approach and storytelling. [1]
This template is a visual chart consisting in nine blocks (elements):
• Key partners
• Key activities
• Key resources
• Value proposition
• Customer relationships
• Channels
• Customer segments
• Cost structure
• Revenue streams
The Business Model Canvas (template) presented in the figure below is provided by
Strategyzer AG under a Creative Commons license and can be used without any
restrictions for modelling businesses.
Figure 1: Business Model Template
According to Smith et al. (2014) the segments of BMC are described as follow:
• Customer Segments are the groups of people and/or organizations a company or
organization aims to reach and create value for with a dedicated value proposition.
• Value propositions are based on a bundle of products and services that create value
for a customer segment.
• Channels describe how value propositions are communicated and delivered to a
customer segment through communication, distribution, and sales channels.

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• Customer relationships outline what type of relationships are established and
maintained with each customer segment, and they explain how customers are acquired
and retained.
• Revenue streams result from a value proposition successfully offered to a customer
segment. It is how an organization captures value with a price that customers are willing
to pay.
• Key resources are the most important assets required to offer and deliver the
previously described elements.
• Key activities are the most important activities an organization needs to perform well.
• Key partnerships show the network of suppliers and partners that bring in external
resources and activities.
• Cost structure describes all costs incurred to operate a business model.
2.3 Partners input via BMC
As mentioned in the methodology part of the current document, a BMC template was deployed
for establishing a common understanding among the consortium and approaching the proper
Business Model for the BAEM. For collecting the partners’ perspective on the topic this template
was the ideal one and assisted us for exploring ideas and forming our analysis during
teleconferences and email communication.
Taking into consideration the high volume of information exchanged among partners, for
reader’s ease, all responses were accumulated in the table below, which resembles the BMC.
The presented ideas in each block were the responses of NeMo partners and constitute the
basis of our analysis that follows in the next chapters.
Table 2: Partners input via BMC
NeMo partners input via BMC
Key Partners
- charging points
operators
- DSOs
- E-Mobility service
providers
- cloud service
providers;
- sales partners
network;
- NeMo Technical
partners.
Key Activities
- upgrade &
maintain the system
- system’s
demonstration
- marketing & sales
- train customers
- collect data from
charge points
- customer’s
support
Value
Proposition
Data exchange
facilitating via
Hyper-Network
needed for
integrated and
interoperable e-
mobility ICT
services (both B2B
and B2C)
Customer
Relationship
- partners’ personal
contacts
- partners network
- support team for
customers’ queries
Customer
Segments
- Electromobility
Service Providers;
- IT Service
Developers;
- IT Cloud Platform
Providers;
- eRoaming
Platform Providers;
- map/routing
providers
- navigation/travel
& traffic providers
- CPOs
- Parking & Service
Stations Providers;
Key Resources
- Hardware
- Cloud service
- Human resources
Channels
- Hyper-Network
portal

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- Financial
resources
- commercial
partners’ sales
network
- Policy makers
- Banking Service
Operators
Cost structure
cloud infrastructure costs, upgrade costs,
training costs, travel costs, customers’
support costs, marketing & sales costs,
maintenance costs, staff costs
Revenue Streams
pay per transaction, pay-per-use, subscription (basic, pro,
premium), resemblance of HomeKit & Nest
2.4 Initial Marketing Plan
2.4.1 Market & Competitors Analysis
For defining the term “market” concerning projects, in general, the analysis involves the main
customer groups, what their needs are, and how well existing suppliers serve these needs. The
aim of this process is to identify market performance gaps, against which the project can
position itself and develop relevant market competencies. To the extent that existing
competitors fail to meet market expectations they leave behind market performance gaps.
Nevertheless, a market is made up of many individual consumers and suppliers where each
consumer has a different demand function and each supplier has a different supply function, all
consumers and suppliers are different, then there must be more than one way for a project to
attain and sustain a competitive position [3].
In NeMo project’s case, as there is no pre-defined market that could be examined, the most
reliable path is to examine NeMo system not as a standalone solution but as an ecosystem
where a wide range of electromobility services will be provided. It must be highlighted that the
NeMo Hyper-Network is much more than a platform providing electromobility services and is
even much more than an eRoaming platform, the way these are operating now. The NeMo
Hyper-Network is an open cloud marketplace for electromobility business actors that gives them
tools and methods so that they can extend their business of services provision.
The notion of marketplace already exists in the market and marketplaces are operational for
other domains. Specifically, there are existing platforms acting as marketplaces providing
accessibility to automotive data and services (i.e. Otonomo Automotive Data Services Platform,
Xevo Market). There are also marketplaces for the mobility ecosystem, like the Caruso
dataplace, which is a B2B brokering platform, and the WEDEEX platform for energy suppliers
and producers. More details about these marketplaces are given in the table 3. All information
presented was extracted by the publicly available (websites & reports) through online search
made.

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Table 3: Markeplaces in operation for other domains
No. Name Description Business Model Status
1. Otonomo The Otonomo Automotive
Data Services Platform uses
patented technology to
ingest, secure, cleanse,
normalize, aggregate, and
enrich car data from multiple
sources. It delivers
application-ready, enriched
datasets and insights
and eliminates a significant
amount of the development
work needed to launch apps
and services based on
connected car data.
Funded by:
Private sector
Provide data from 18M vehicles,
track 192B miles/year and ingest
2B+ data points/day
Platform features:
• Anonymization
• Consent Management
• Neutral Server
• Use Cases
Data sources:
• Automotive Data
• Mercedes-Benz
• Avis Budget Group
• Road Signs
Offered
solution in
the market
2. Xevo
Market
Xevo Market: automotive
commerce and services
platform that allows both
automakers and merchant
brands to engage with their
customers directly through
the touchscreens of their
vehicles and vehicle-branded
smartphone companion
apps.
Funded by:
Private sector
Provision of convenient, highly-
contextual offers and
promotions, and enabling
consumers to order & pay, make
reservations, and find locations,
all from their in-vehicle
touchscreens with engagement
of mobile apps. Easily scalable
and already live in millions of
connected US cars on the road.
Promotes in-vehicle commerce
and consumer engagement (fuel,
parking, food and drink,
reservations, curbside pickup),
allowing a B2C relationship for
automotive OEMs.
Offered
solution in
the market.
Customers
include:
Chevrolet,
GMC,
Cadillac,
BUICK,
Toyota,
LEXUS,
Hyundai,
Pioneer,
Clarion,
Panasonic
3. Caruso
dataplace
Marketplace for the Mobility
Ecosystem: B2B brokering
platform that provides an
open, neutral, state-of-the-
art, secure and trusted
marketplace for all
participants.
Funded by:
Search & compare data and
customers to deal with, fast,
legal, cost effective & reliable
implementation, transparent and
on time operations and
monitoring.
- live data & service
connectivity
- harmonised data
categories
Offered
solution in
the market.

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Private sector - State-of-the-Art
scalability & security
- User Consent
Management
Technology
4. WEDEEX SaaS platform for energy
suppliers and producers. It is
a vertically integrated SaaS
platform, packed with the full
range of energy supply
features (from supply
management through to
billing).
Funded by:
Private Sector
Platform’s features:
• Billing
• Network data acquisition
• Customer management
• Market access
• Electric mobility
• Dashboards
• Green Trading
• Digital energy coach
• Smart Contract
Offered
solution in
market
Still, no such marketplace exists in the domain of electromobility, providing data, tools and
methods enabling the interoperable service provision for any type of actor in the electromobility
ecosystem. It should be mentioned that the deployment of NeMo will create a whole new market
and all available currently existing solutions will be viewed as niche ones. In other words, it will
act as enabler for new and existing products and services, empowering them with increased
connectivity and interoperability.
Lately, the Open Charge Point Interface (OCPI) protocol has found great support in its
development by several stakeholders and projects, and seems to be increasingly used among
electromobility actors. This protocol allows for a scalable, automated roaming setup between
Charge Point Operators, managing the charge stations, and e-Mobility Service Providers, who
have as customers the EV drivers. It supports authorisation, charge point information exchange
(including transaction events), charge detail record exchange and finally, the exchange of
smart-charging commands between parties. Its main functionalities are:
• A roaming system (for bilateral usage and/or via a hub);
• Real-time information about location, availability and price;
• A uniform way of exchanging data (Notification Data Records and Charge Data
Records), before during and after the transaction;
• Remote mobile support to access any charge station without pre-registration.
Many companies already implement OCPI, support it or participate actively in its development,
including several EU energy and smart charging programs.
OCPI is independent and open protocol (free to use) that offers alternative ways to connect by
supporting both connections to the hubs as well as peer-to-peer, thus reducing the need to
connect to every hub.
The goal of OCPI is to simplify, standardize and harmonize the communication among the
growing number of players, and is thus partially competitive to NeMo, as regards the Pan

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European eRoaming possibility. NeMo addressed this need by developing its Open Inter-
roaming protocol that enables the exposure of the several hubs’ roaming features to the Hyper-
Network, as well as by creating the Common Information Models, as an extended protocol
language. The latter is more extended than OCPI as it includes structures for smart charging
functionalities, grid loads management, vehicle preconditioning, wireless authentication
processes, vehicle data sharing (Extended Vehicle standard), etc. Although OCPI is an
important advancement to a seamless electromobility experience, the NeMo Hyper-Network is
much more as it provides several tools, and a marketplace for all electromobility service
providers, not only related to charging. Additionally, it provides the functionality to create added
value composite services, via the service creation domain, and the delivery/registry of those in
a common format, via the extended NeMo CIM, to all involved stakeholders extending to energy
aggregators, grid operators and any third IT provider, upon a secured and distributed
environment. NeMo offers the technical as well as the business framework enabling
connections and discovery of services among all actors in the ecosystem.
2.4.2 Marketing Goals
In the current phase of the project the goals that are presented in this section are a series of
hypotheses that will be further evaluated on how realistic they are. Currently, goals have been
set for six different aspects. These aspects are the:
1. Number of nodes (distributed IT connection point)
2. Number of node owners
3. Number of big size NeMo members who own a node
4. Number of small size NeMo members who do not own a node
5. Number of services available in the Hyper-Network
6. Number of transactions (i.e. service invocations via the Hyper-Network)
The achievements per aspect will be measured in regular intervals after the project’s end and
will be evaluated according to the targets presented below. The assessment will be made in a
time frame as presented in the figure below.
Figure 2: Marketing Goals Timeframe
For our analyses, the short term frame has been defined from the end of the project until 3 years
upon its completion, when it will be important to widely communicate BAEM and the
functionalities it provides, and attract as many subscribers, service providers, nodes, nodes’
owners, etc., as possible in order to make it sustainable. Within the context of this deliverable,
the mid-to long term period is not examined as it does not serve its scope.

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After studying carefully the historical data about global electric car sales and market share in
Europe for the period 2013 -2018 as provided in the report Global EV outlook 2019 [4] the
attempt was to set realistic goals based on the trends occurred in the previous period.
Figure 3: Global electric car sales and market share, 2013-20181
In 2018 Europe’s electric car fleet consisted of 1.2 million vehicles with market growth of
385,000 units within a year. Only information about Europe is presented, nevertheless Global
EV outlook 2019 provides statistics and data in global level. There are possibly several barriers
(e.g. political, cultural, etc.) in markets such as the Chinese or the U.S. ones that can create
miscalculation in our estimations around BAEM, so at this stage Europe’s market is the focus.
The marketing goals (low – high) were set per aspect that will act as guide for the effort that will
be put and also it will give the opportunity to BAEM’s board to monitor their performance towards
sustaining the offered solution within the short term period. The marketing goals (low scenario
– high scenario) in the short term period are presented in detail in table 4. The Y1 goals are the
same for both scenarios. The lower limits in Y2 and Y3 depict the low scenario (S1) and the
upper limits the high scenario (S2).
• Aim for the short-term period Project End until two years after is to have at least 30
nodes available at the Hyper-Network.
• Within the first year of BAEM operation, at least 10,950 transactions will have occurred
via the Hyper-Network, while in the second year at least 100% of increase is expected.
• Aim for up to 30 services available in Y1 and at least 60 in Y2. As the NeMo BAEM will
start building trust around its services, as well as its brand name, in parallel the market
1
Source: Figure 1, p. 10, IEA (2019), "Global EV Outlook 2019", IEA, Paris

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of electromobility will be more mature in two years from now as customer’s behaviour
towards EVs will continue to rapidly change.
Table 4: Marketing Goals (low-high scenario) in the short term period
Year 1 Year 2 Year 3
Number of nodes Up to 10 20 - 50 30 - 100
Number of node owners Up to 10 20 - 40 30 - 60
Number of big size members
who do now own a node
Up to 10 20 - 40 30 - 60
Number of small size members
who do not own a node
Up to 10 20 - 40 30 - 60
Number of services Up to 30 60 - 120 90 - 180
Number of transactions 10.950 - 21.900 21.900 - 87.600 32.850 - 131.400
The total costs for the BAEM operation have to be covered by the expected revenues, which
are the subscription fees and fees per transaction. The target fees for both scenarios are
depicted below. It must be noted that if the marketing goals reach the high performance
scenario (S2) and demand grows in quick pace, then the total costs for BAEM’s operation will
be covered and profit could be generated if using the same target fees as in S1. Nevertheless,
as already mentioned in previous chapters, BAEM will not aim for profit but for sustaining the
offered Hyper-Network and benefiting the EU single market and European citizens. For this
reason, the fees that any interested party would be asked to pay in order to be a member of
BAEM will be lower compared to S1.
Table 5: Fees in S1
Node owners € 20.000 € 20.000 € 20.000
Big size members who do
not own a node
€ 5.000 € 5.000 € 5.000
Small size members who
do not own a node
€ 1.000 € 1.000 € 1.000
Fee per transaction € 0,50 € 0,50 € 0,50
Table 6: Fees in S2

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Node owners € 15.000 € 15.000 € 15.000
Big size members who do
now own a node
€ 3.000 € 3.000 € 3.000
Small size members who
do not own a node
€ 500 € 500 € 500
Fee per transaction € 0,50 € 0,50 € 0,50
Lastly, in case of high volume of transactions that will further exceed the hypothesis of S2, and
given that all BAEM’s costs would have been covered, the € 0.50 fee-per-transaction could be
reduced.
2.5 Analysis of the BAEM Business Model
The current section makes an analysis of the identified elements and forms the hypothesis that
will assist the BAEM Board to create - when necessary - a Business Plan that will ensure the
sustainability of the Hyper-Network. The BAEM Business Model along with the Draft Market
analysis will deed as the starting point for a future Business Plan.
2.5.1 Value Proposition
The value proposition block is considered as the starting point when creating a Business Model.
It describes the offer to the consumer (what’s in it for me?) as well as how and why it satisfies
their needs. The Hyper-Network is a distributed environment composed of NeMo Nodes with
an open architecture based on standardised interfaces to enable the interoperability of
electromobility services among service providers, so that they are seamlessly offered to the
final users. The Hyper-Network facilitates the data exchange needed for integrated and
interoperable e-mobility ICT services (both B2B and B2C).
By joining BAEM and the NeMo Hyper-Network, a new business partner will have access to the
main community gathering all the electromobility actors. Any partner can make business with
any of the business partners on the Hyper-Network and enjoy their expertise on specific areas.
Partners will be able to gain overview of the whole ecosystem and be at the cutting edge of
innovation and quickly identify, test and develop a new service within the Hyper-Network.
What’s the offer?
The NeMo project provides a distributed, Blockchain-based environment to create, deliver and
execute business services to all ecosystem partners connected to the network where all
participants share the same data about:
• Partners;
• Services;
• Contracts.

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The system will deliver its value proposition via its web portal. The NeMo IT environment
enables seamless integration of data and services for developers and business users.
• a distributed service IT environment where partner, service & contract information are
stored in a decentralized manner using a distributed ledger technology (Hyper Ledger,
Block chain);
• an IT environment, that allows developers search & use third party services;
• a BPMN-based tool-suite, that provides the possibility to specify value-added
electromobility IT services;
• an IT deployment/delivery mechanism that lets business users easily take part in the
NeMo Open Marketplace;
• Common Information Models to commonly describe the business objects for all
electroMobility services;
• increased innovation towards Digital Single Market for Europe.
NeMo provides a set of new and adapted electromobility services, offered through the Open
Cloud Market place, including:
• Hyper-Network horizontal services,
• Grid related services,
• EV driver / owner related services, and
• EV and battery related services.
The NeMo project has also designed an open protocol, the Common Information Models
(meta-model), that contains and describes all the data required by electromobility actors in a
structured way, incorporating existing information representation and exchange standards.
Table 7: Offer per customer segment
No. Customer Offer
A. OEM Valorise the Customer data by giving access to Third Parties
Provide advanced EV services (list of ePOI, smart route planner,
sophisticated smart charging) embedded in the car
B. Charge Point
Operators
Provide dynamic pricing to your customers based on traffic influence or local
grid capacity
Connect to eMSP by OCPI or through eRoaming platform
Enjoy of state of the art EV services (booking, smart charging) and access
to high level quality services
C. eMSP Access to accurate ePOI Data in one click
Be able to develop and offer advanced interoperable electromobility services
for your customers (i.e. itinerary planning, smart charging, battery protection)
D. Exploit EV charging to provide new services for grid stability and balancing
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Energy players
(TSO, DSO,
Energy
providers,
Aggregators)
Be able to provide your customers EV with tailored offers and dynamic
pricing
Introduce more flexibility in the grid by increased communication and data
availability of various actors within energy sector or other
E. Navigation
providers
Getting data from EVs and charging points to provide advanced itinerary
planning for customers
Be able to get EV data from multiple OEMs with the same data structure
F. Public
authorities
Provide incentives for their people (free tolls, parking)
Access to usage of data to improve charging stations location
2.5.2 Customer Segments
The current block of customer segments in the BAEM Business Model presents the groups of
potential customers (subscribers) that may create revenues for the Hyper-Network.
Figure 4: Customer segments
The customers of the NeMo offered solution can be clustered into 14 large groups:
• Charge Point Manufacturers;
• Electromobility Service Providers;
• IT Service Developers;
• IT Cloud Platform Providers;
• eRoaming Platform Providers;
• Other Service Providers
(map/routing and navigation/travel and traffic information);
• Charge Point Operators;
• Parking and Service Stations Providers;
• Policy makers / Regulatory Bodies;
• Authorities

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(regional, road);
• Energy actors;
• Associations and Interest Groups;
• Fleet Operators;
• Banking Service Operators;
• Logistics Companies.
2.5.3 Channels
The consortium can deliver the value proposition of the NeMo Hyper-Network to its potential
members through its own channel (web portal) as well as partners’ channels. These channels
can serve as efficient and cost-effective tools for conveying the desired “message” to the
potential customers. Nevertheless, the possible use of IBM, Gireve, Hubject, Renault, CRF,
TomTom, Verbund (commercial partners) sales channels would require significant resources
for network’s demonstration as sales staff would be employed, travel costs would be occurred
and other technological equipment will be deployed.
On the other hand, academic partners (ICCS), associations (ERTICO) and municipality
(Barcelona) have a large network for promoting the project’s results. This network is comprised
by students, professors, policy makers, charge point operators, IT companies, institutions
related to the project’s topic, press, and media and so on. Overall, the aforementioned networks
will be used to widely communicate the platform. Other channels that are considered for usage:
• Publications;
• Post on blogs related to electromobility;
• Social media posts on NeMo accounts;
• Newsletters published by partners involved in NeMo consortium;
• Promotional Materials;
• Press releases published by the involved partners;
• Articles and posts at partners’ organizational websites and social media accounts;
• Presentations of the platform at relevant conferences;
• Presentations of the platform in workshops open in public;
• Presentations of the platform in local actors of electromobility.
Given that the majority of the expected customers are businesses, the most appropriate mean
for Business-to-Business (B2B) communication is a direct one through face-to-face meetings
and live demonstrations of the system. Before face-to-face meetings, research on identifying
relevant contacts should be done and a preliminary introductory communication via phone and
email should be followed as a practice. In addition, recommendations about the NeMo system
from prestigious customers, such as car manufacturers, charge point manufacturers, energy
actors, etc., that have already used the system could be sent to potential customers via post or
email.
In order to promote the NeMo Hyper-Network, a business web portal, as mentioned previously,
will provide the channel needed so that electromobility players and potential business partners
/ BAEM members can discover all relevant information about the Hyper-Network, and its main
available services, and understand the connections to help them make business specifically in
their field of expertise. The goal of the portal will also be to facilitate engagement of potential

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partners for further subscription to BAEM and consequently create a real community working
for the development of electromobility in Europe.
The current NeMo website is not suitable for this as it was designed as a dissemination tool
during the project’s timeline and would require a private area for members (with log-in creation)
and allow entry directly into aspects of the Hyper-Network. The Business Alliance for Electro-
Mobility (BAEM) shall be in charge of managing and maintaining a business relevant website
as a communication channel. On this BAEM web portal, targeted topics can be covered
providing more insight to the BAEM and the Hyper-Network. The information should focus on
explaining i) the BAEM, its structure and its vision; ii) the Hyper-Network, how the technical
network operates, its tools and models (CIM), providing a general description of the main
advantages of joining the Network, as well as more tailored ones depending on the status and
role of the viewer; iii) exhaustive list of available services; iv) the way for a prospect partner to
apply for subscription to BAEM and the Hyper-Network and enjoy all the services provided or
reach out for further information about the NeMo Hyper-Network if needed with a contact
person; and v) the activities undertaken by BAEM along with the electromobility advancements.
2.5.4 Customer Relationships
The hands-on experience of several consortium partners in providing services/products has
shown that building consumer trust is one of the most important aspects in being sustained
in the market. For this reason, the NeMo Business Model will be based initially on partners’
personal contacts with potential customers, hence their well-established networks will act
supportively on that. By this practice, the costs for this type of activities will be kept low. The
consortium will rely upon these well-established contacts across Europe (and beyond) with
service providers, charging point operators, municipalities, mayors, decision makers, public
authorities, car manufactures, energy actors, IT companies, innovative entrepreneurs that by
the word of mouth will act as a multiplier factor attracting more customers and generally
audience beyond these contacts. Supplementary, the constant participation of project partners
in public events (local, national and international) accompanied by live demonstrations of the
NeMo Hyper-Network will foster trust around it.
It is important to mention that the satisfied members and subscribers, who will be the first
ones to deploy a NeMo node or use its functionalities would deed as “promoters”. Their
experience as users, as well as their recommendations will motivate more actors to use the
network and be benefited by the offered solutions. Lastly, a support team - consisting of the
technical partners of the project - would serve as helpdesk for users’ queries. The form of this
helpdesk could be a hotline, email, skype calls (or other communication tools) while an on-site
customer support has been examined.
2.5.5 Key activities
The NeMo Hyper-Network has been developed, tested and evaluated during the project’s
lifecycle. Nevertheless, after the end of the project further upgrade would be needed in order to
achieve full commercial viability. The actions that are considered significant in order to sustain
the NeMo Hyper-Network and further exploit its outcomes are:
• Upgrade & Maintenance of the system;

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• Demonstration of the system;
• Marketing & sales activities;
• Training program for customers (municipalities, CP Operators);
• Collect data from charging points, end users;
• Provide support to customers (helpdesk) via email, hotline, skype, on site visit at
customers’ premises.
Figure 5: Key Activities for sustainability
2.5.6 Key Resources
The resources that are necessary to create the value proposition for the subscribers and
members of the NeMo Hyper-Network are considered as assets for its sustainability, as per any
Business Model. The consortium has so far identified and categorized these resources as listed
below:
• Hardware and Cloud infrastructure for the components’ function (servers, etc.)
• Human resources (developers, trainers, sales personnel etc.)
• Financial resources
The financial resources are needed in order to realize a range of activities for the creation of
the BAEM’s offer to its subscribers. Such activities are: a) upgrade of the NeMo Hyper-Network
(initial investment); b) maintenance and smooth operation; c) hardware acquisition; d) loyalty
fee (IPR fees); e) travel and subsistence costs for demonstration of the system to potential
subscribers; f) design and print marketing materials (when needed).
Human resources, specifically staff of developers, play an important role in key resources
since the solution should be further upgraded to full commercial viability after the end of the
project. Moreover, anticipating a high volume of network’s users, maintenance and smooth
operation of the system is essential. The market creation and the attraction of new subscribers
to join the network that will make it financially viable is highly dependent on the sales staff, so
their contribution should also be highlighted.
Lastly, cloud service and hardware provide the necessary infrastructure for delivering the offer
to BAEM subscribers.

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2.5.7 Key Partners
In every Business Model, key partners are considered significant as they provide the necessary
input to the business for delivering the value proposition. The cultivation of buyer-supplier
relationships assists in optimizing the operations and reduces any potential risks that eventually
lead the business to focus on its core activities. For this reason, the needed partnerships in
order to deliver our service were identified. The key partners are:
• E-Mobility service providers;
• Charging Points Operators;
• Energy players;
• Cloud service providers;
• Sales partners network;
• Technical partners involved in the development of the NeMo Hyper-Network.
The first line of partnership is the technical partners involved in the development of the NeMo
Hyper-Network. They have the know-how on system’s components and their integration. This
means that the system’s upgrade, as well as its maintenance, will be undertaken by the
technical partners of NeMo project.
Other partnerships that are also important are sales networks active in electromobility sector
(charging points, energy actors, e-mobility service providers) that would attract customers and
act in a multiplier manner.
2.5.8 Revenue Streams
After identifying the subscribers’ segments, the revenue sources, which will generate income
for the Hyper-Network and render it viable after the end of the project, were explored. As this
deliverable consists of a plan of sustaining and exploiting the NeMo Hyper-Network, the
revenue streams listed in this section form a hypothesis that its elements will be further
investigated, tested and discussed among BAEM (Business Alliance for Electro-Mobility)
partners.
The revenue model that has been accepted by all partners and was perceived as the one that
better fits our case is the subscription revenue model. For the creation though of this document,
several revenue models (income generation models) have been discussed and examined
among the consortium partners throughout the project’s lifetime. During the offline and online
discussions that the NeMo consortium has made on the topic, the following variants of this
revenue model have been examined for ensuring that all possible options and arguments have
been expressed.
a. Pay per transaction;
b. Pay-per-use;
c. Subscription (basic, pro, premium);
d. HomeKit (by Apple) & Nest (by Google) resemblance.

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Figure 6: Examined variants of BAEM’s Revenue Model
Nevertheless, the most appropriate one that better serves the needs of the electromobility
market in Europe and at the same time the scope of creating the NeMo Hyper-Network and
making it available in the market via the BAEM, is the combination of subscription fee and
payment per transaction.
In other words, whoever (businesses, municipalities, individuals2
) wants to offer services and
products via the ecosystem of NeMo’s Hyper-Network should become a member of BAEM
and pay a subscription fee for a pre-defined period. Moreover, a small flat fee per transaction
will be set for the maintenance costs of the Hyper-Network (higher volume of transactions will
lead in higher variable costs). It should be noted that a variant of the flat fee per transaction has
also been discussed among the consortium under the form of a standard commission rate
(percentage) per transaction occurred within the Hyper-Network.
Overall, the fees will not aim for profit, but to generate income only for maintaining and
upgrading the NeMo Hyper-Network with main goal to contribute in Europe’s Single Market
and entrepreneurship around the topic, promoting Electro-Mobility’s benefits and facilitating
EVs usage by the European citizens.
2 Individuals: IT professionals, developers, freelancers who want to provide their services at the platform and/or
potential future entrepreneurs before establishing a start-up relevant to Electromobility who wish to seek information
and further explore this market by providing their pilot service/product.

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Figure 7: Representation of BAEM’s Revenue Model
Expecting that the system’s subscribers will be businesses (B2B), one of the most appropriate
variant of subscription revenue model is to secure the customer on a long term contract with
a pre-determined fee so that they will be able to use the Hyper-Network and consume services
(according to their service contracts) without any disruptions. In order to follow this model, the
BAEM members should take into serious account that the cost of customer acquisition could
be high. Long term subscription could also give discounts as a “reward” to loyal customers.
2.5.9 Cost Structure
The production of any product/service, in general, involves two types of costs: the fixed and the
variable ones. The initial attempt to define the main costs that will occur for sustaining the NeMo
value proposition and deliver it to subscribers led us to the conclusion that both cost types exist
in the cases of a) upgrading the system, b) maintaining its smooth operation, and c) attracting
customers (sales and marketing). These costs can be clustered into the following categories:
• Cloud infrastructure costs
• Upgrade costs
• Training costs
• Travel costs
• Customers’ support costs
• Marketing & sales costs
• Maintenance costs of IT structure
• Staff costs (developers, trainers, sales representatives, customer support agents)
The main costs that concern the upgrade of the system include staff costs and infrastructure
costs. Staff costs though do not include only the salaries of the developers, but also the
employees who will undertake sales, training and customers’ support activities.
The travel costs, which can also be allocated in marketing & sales costs, cannot be overlooked
as there is a high possibility of demonstrating the system in companies and other actors across
Europe and beyond. Moreover, the marketing costs for targeted campaigns to promote a culture
of using electromobility services and EVs that would further reinforce the ecosystem around
NeMo Hyper-Network (more EV users will attract more companies in deploying interoperable
electromobility services and the Nemo Hyper-Network) will increase the Hyper-Network’s
demand (economies of scale), so training programs and events for different kinds of audiences
should also be calculated.
It should be mentioned that in this section the costs of creating the value proposition of the
NeMo Hyper-Network, as they have been already covered by the EU grant, are not examined.
The costs examined are the ones that will occur after the “succession” of NeMo by BAEM, which
will undertake the task to sustain the project’s Hyper-Network and offered solutions, and make
them available to the market. This means that an initial investment (capital) required for covering
the upgrading costs of the Hyper-Network is also calculated.

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Figure 8: Operating Costs
A table that analyses all the identified – so far - costs along with a 3-year projection of rough
estimations is provided in Annex 1, that is submitted as a separate confidential attachment to
this deliverable. All costs have been categorized into variable and fixed ones for assisting
BAEM’s board to better define the subscription fee (pricing) after the completion of NeMo
project.

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Figure 9: BAEM Cost Structure Analysis
Figure 10: Cost Trends in short term period (Y1-Y3)

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2.5.10 Expected Revenues
After calculating the total costs that will occur within the short-term period in order for BAEM to
offer the Hyper-Network to the market and set the marketing goals for the same period, the
expected revenues for both scenarios S1 and S2 were calculated (revenues are in Euro). The
results of the profit / loss analysis are presented in the confidential Annex 2 to the deliverable.

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3.Regulatory and business requirements for
sustainability of the Hyper-Network
As previously discussed in Deliverable 1.3 of the NeMo project, the interoperability between
different actors from different domains is one of the major barriers for electromobility. NeMo has
tackled this barrier via its Common Information Models and via the establishment of the Hyper-
Network components that ensure the interoperability of service execution across providers via
the Hyper-Network.
But apart from technical issues, also legal and businesswise issues need to be harmonised to
ensure interoperability, and this requires cooperation between countries and between actors
from different domains.
Below there is a list of requirements and recommendations to support the sustainability of the
NeMo Hyper-Network.
3.1 Regulatory requirements
An important barrier in the regulatory framework was identified in NeMo Deliverable 3.2, and is
relevant to the assignment of IDs, the unique identifiers for CPOs and eMSPs, that should be
specifically defined by a respective national institution and controlled by authorities. Four
countries have defined a specific association responsible for these IDs assignments, France
with AFIREV, Germany with BDEW, Netherlands with eViolin and Austria with AMP, while in
other countries, CPOs and eMSPs assign themselves their operator IDs, creating a
risk, as there is no central entity ensuring the uniqueness of the identifiers. The above
mentioned entities have tried, via the eMI3 working group, to address this topic and presently
this has been transformed into a relevant programme support action, the IDACS project: ID
AND DATA COLLECTION FOR SUSTAINABLE FUELS IN EUROPE, where all ID issuing
bodies from countries that these do exist are participating with the directive that each member
state needs to set up one official authority taking care of ID issuing. The results of this action
will meet and support the regulatory requirements of the Hyper-Network.
Another important barrier results from the regulatory framework for grid operators, who have a
natural monopoly position under regulated rules and tariffs that could be unsuitable for the
further development of e-mobility market [5]. Regulation is typically inefficiently constrained by
asymmetries of information between the utility and the regulator, or, possibly worse, the form of
regulation discourages collecting the information that would be needed for efficient charges.
Industrial players active in EV charging are driven by their interest to localize CPs according to
final user’s needs while DSOs choices are driven by other aspects, as needs and constraints
of the distribution network. There is considerable experience with incentive regulation, and a
recognition that innovation needs active stimulation, ideally through competitive processes, and
in large part that is left to Member States subject to EU Directives (e.g. on unbundling,
independence of the regulator, etc.).
Electricity suppliers, DSOs and TSOs or energy aggregators, within the Hyper-Network may be
directly involved in the EV value chain as EMSPs, but others will be interacting with EMSPs or

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CPOs and will need to ensure that these interactions are possible and efficient. The most
important change to make to the regulatory framework governing these actors is to allow /
incentivise them to secure these various services competitively, rather than restricting the
eligibility of service providers. Thus, if balancing services can only be procured under restrictive
contract conditions (e.g. above some minimum size, and with registration as a balancing
responsible party and with various equipment requirements) then it may be difficult to overcome
the barriers for new entrants such as aggregators. The main regulatory/legal barrier to remove
is any restrictions on what agents are allowed to sell and/or meter electricity making use of
intelligent metering systems and offer services to or as aggregators. Prices at which they
transact should reflect the relevant costs and the system should allow the provision of smart
charging services, flexible consumption and energy storage via dynamic pricing services/ad-
hoc solutions, bidirectional services based upon the network capacity, the availability of RES,
the EVs storage power capabilities, etc. The main action needed will be requirements to support
flexibility services to the power system and frequency regulation and participation of EVs for
dispatching services.
Finally, a mutual understanding, increased Member States’ coordination as well as timely and
appropriate implementation of the AFI Directive 2014/94/EU Europe-wide will be crucial to
ensure the creation of an EU Single Market for electro-mobility and thus the NeMo sustainability.
3.2 Businesswise requirements
3.2.1 For Hyper-Network partners
After subscribing to BAEM and using the NeMo Hyper-Network, a new partner will have access
to the services available on the Hyper-Network as well as their owners. The Hyper-Network
facilitates their contact in order to make a partnership and for the service consumer to use the
service provided. In case the new partner is a service provider, he will be able to create or
integrate (in case of existing service), publish and commercialize the developed service. The
Hyper-Network provides all the tools for developers to create a service.
When a business partner develops a service, he will have to define its business model. One of
the parameters to consider is the variable cost to run his service within the Hyper-Network,
which will depend of the service usage rate from the service consumers. A module in the Hyper-
Network should give some guidelines regarding these running costs. The service providers
should have access to technical and business support that will be managed by the BAEM and
will guide the partners on how to create and consume different services. The support should be
reachable through the Hyper-Network web portal (an email address or a phone number should
be created for this purpose).
To implement an added value service, a service that relies on other services available on the
Hyper-Network, the developer of the new service will have to contact the concerned service
owners, and agree with their commercial service offerings by concluding the related service
contracts in order for him to be able to invoke these services.
Once any service is developed, before publishing it on the Hyper-Network, the service provider
will have to check several things:
- Creation of the commercial offer (usage rate, price, eligible service consumer)

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- Quality check (as explained in the D7.1)
- Validation by the support (quality & performance test)
Once the service provider has passed this checklist, he will be able to publish the service on a
pre-production environment of the Hyper-Network. The environment will be accessible to
designated service consumers for testing the service.
3.2.2 For CPOs and EMPs
Within NeMo, the Open Inter-Roaming protocol was developed and implemented by the two e-
roaming platforms members of the project, Hubject and Gireve, in order to expose their
eRoaming features to the network via inter-connection with each other, and establish a
functional implementation for any third similar player (this work is presented in D3.2). Besides
these two platforms, the solution extends to the Charging Point Operators (CPOs) who manage
the infrastructure of chargers and the Electromobility Service Providers (EMSPs or EMPs) who
enable customers to charge their cars.
The technical implementation should be followed by the respective commercial agreement so
that the connections allow the customer to charge his EV and clear payment at any CPO
connected to any of these two eRoaming platforms.
Within NeMo, the data and information exchanged by the different actors are standardized. For
example, in the case of Hubject and Gireve:
Case #1: the customer using an EMP connected to Hubject is able to charge his EV by using a
CPO connected to Gireve, via the following clearance (image simplified to end points flow).
Figure 11: Hubject’s user charges at Gireve’s CPO
Case #2: the customer using an EMP connected to Gireve, is able to charge his EV by using a
CPO connected to Hubject, via the following clearance (images simplified to end points flow).

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Figure 12: Gireve’s user charges at Hubject’s CPO
To enable the above mentioned connections in the business world among any two actors, it will
be necessary to make a technical agreement between the two similar to that prepared in NeMo:
the «Connection Service Agreement» with Pan European eRoaming conditions. The purpose
of this agreement is to set forth the terms and conditions under which the parties shall provide
a connection service to each other, and defines the object and target of the contract, the
connection services and the quality of these service (SLA: Service level agreement), the
governance and the mutual obligation, the intellectual property and confidentiality, the law and
jurisdiction.
Here for example is the preamble of this agreement prepared within NeMo, summarized at the
following points:
1. Platform-A and Platform-B both have developed an e-roaming platform to facilitate
exchanges between e-mobility service providers (EMPs) and charge point operators
(CPOs) in Europe.
2. The parties are willing to support an open and interoperable e-mobility market based on
e-roaming.
3. The parties wish to give their clients, either EMPs or CPOs, when connected to their
platform, the opportunity to access to the platform of the other party and to the services
offered by the other party.
4. The parties agree to set up a connection service between both platforms based on
existing protocols.
Once this agreement is signed between the two actors, the technical connection can be
established. Since there are and there will be more CPOs than EMPs, EMPs shall lead the
connection to new CPO they want to be connected with.

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Here below is the description of the agreement process led by EMPs in each case:
Figure 13: Hubject’s EMP connection agreement with Gireve’s CPO
Figure 14: Gireve’s EMP connection agreement with Hubject’s CPO
As regards to the business aspects of the agreement, the solution focused on small over cost
for the final customer. Consequently, only the e-roaming platform of the CPO will receive flat

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fees, while the e-roaming platform that the EMP belongs to will not receive any fees for enabling
the roaming. Here below are two business schemes that describe the above:
When a customer of a Hubject EMP charges on a Gireve CPO:
1. The Gireve CPO sends the Charge Detail Record to Gireve
2. Gireve receives a fee of commissioning depending on its EMP subscription
3. Hubject receives a fee equal to the cost of working
4. The EMP sends an invoice to its customer
5. The customer pays the EMP
6. The EMP returns the money to CPO and platforms
Figure 15: Hubject’s EMP payment clearance flow
When a customer of a Gireve EMP customer charges on Hubject CPO:
1. The Hubject CPO sends the CDR to HUBJECT
2. Hubject receives a flat fee of commissioning
3. Gireve receive a fee equal to the cost of working
4. The EMP send an invoice to its customer
5. The customer pays the EMP
6. The EMP returns the money to CPO and platforms

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Figure 16: Gireve’s EMP payment clearance flow
In conclusion, a contractual framework between eRoaming platforms or other actors like CPOs
and EMPs, members of the Hyper-Network, will be necessary to ensure the value proposition
of the project. To realise interoperability in the productive environment, the regulatory
requirements of all the project stakeholders must be taken into consideration. The Hyper-
Network will need a continuous development, which should be managed in a predefined
governance structure. The regulatory framework for the NeMo Hyper-Network should cover the
following aspects:
• Agree and establish contracts for Inter-roaming between the connected actors,
platforms and the Hyper-Network;
• Produce a requirements whitepaper for a European wide contractual framework for the
Hyper-Network including the eRoaming;
• Define the governance structure of the Hyper-Network, aligned with the requirements of
the project stakeholders.
These are the reasons why NeMo envisages the establishment of the Business Alliance for
Electromobility which will be required to meet the dynamic market trends and regulation
changes.

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4.Conclusions
In the present deliverable, the analysis of the NeMo Business Alliance for Electro-Mobility
(BAEM) business model was presented based on the methodology of the Business Model
Canvas, a widely accepted business modelling tool. The document presented the proposition
of a draft marketing plan based on the market and competitors’ analysis keeping in
consideration the BAEM marketing goals, and proposing a first years’ financial plan of the
association with estimations of the expected revenues. BAEM, being the managing entity of the
Hyper-Network, builds a sustainable business model for the technical network beyond the
project timeline. The BAEM Business Canvas template was filled in, and the analysis described
the value sharing model among the actors; the targeted customers and their relationships; the
appropriate channels; the main activities, resources and partners; the revenue streams; and
the cost structure of the alliance. This analysis sets the basis for the future business plan of
BAEM.
Finally, requirements are proposed for building the regulatory and business framework for the
Hyper-Network’s sustainable and interoperable operation within the EU. A business solution is
being proposed for a Connection Service Agreement between charging network operators and
mobility service providers that would support their business inter-connection.
NeMo envisages the establishment of the Business Alliance for Electromobility which will need
to meet the dynamic market trends and regulation changes and take action over the needed
regulatory and business tasks mentioned in this deliverable, establishing standardizations
update processes, enabling commercial framework for Inter-roaming and service provision, and
participating in policy recommendations, etc.

guidelines
References
1. Fielt, Erwin. “Conceptualising business models: definitions, frameworks and classifications.” (2014).
2. Alan Smith, Alexander Osterwalder, Gregory Bernarda, Trish Papadakos, and Yves Pigneur, eds.
’Value Proposition Design: How to Create Products and Services Customers Want’, 2014.
3. Savvakis C. Savvides, Market Analysis and Competitiveness in Project Appraisal (2000).
4. IEA (2019), "Global EV Outlook 2019", IEA, Paris
5. “Regulatory issues in the development of Electromobility Services: Lessons learned from the Italian
Experience", L.L.Schiavo, D. Bonafede, (AEEGSI), S.Celaschi, F.Colzi, (RSE), in 1st Mobility Power
System Integration Symposium, Berlin 23 Oct 2017

Disclaimer:
Content reflects only the authors’ view and European Commission is not responsible for any use that
may be made of the information it contains.
For more information:
NeMo Project Coordinator:
Dr. Angelos Amditis,
Research Director
Institute of Communication & Computer Systems (ICCS)
9 Iroon Politechniou Str.
GR-157 73 Zografou, Greece
a.amditis@iccs.gr
http://nemo-emobility.eu
Hyper-Network for electroMobility

NeMo D7.2 Business Model and regulatory guidelines

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