OUTLINE

• What is IoT?

• A typical IoT customer journey

• The Microsoft IoT Advantage

• Developing an IoT Practice

IoT IS AT AN INFLECTION POINT

Hardware is cheap

Connectivity is pervasive

The state of the art is maturing

Analysis enablesnew businesses

Potential savingsfuel investment

IoT MEANS BUSINESS MODEL CHANGE

$130BNew monetization avenues

due to IoT-related services

40%Top 100 manufacturers will provide

product-as-a-service by 2018

80%Companies that increased

revenue as a result of IoT

implementation

Change offers tremendous opportunityIoT is no longer just for early adopters

Innovators Early

adopters

Early

majority

Late

majority

Laggards

The

“Chasm”

IoT

References in notes

INTERNET OF THINGS OPPORTUNITY

70%

Connected “things” by 2020—Gartner

Market for IoT by 2020 —IDC

Smart Building

Smart City

Transport & Logistics

Fleet management

Field Service

Connected

Manufacturing

Operations

Asset Tracking

Device Management

Remote Monitoring

Predictive

Maintenance

Manufacturing

Servicing

Operating

Servicing

Transporting

Tracking

Monitoring

BUILDERS USERS

The IoT Customer Journey

FROM ASSETS TO DECISIONS AND ACTIONS

FROM ASSETS TO DECISIONS AND ACTIONSRevenue Sources:

Deployment

& Service

Software

Integration

Change

Management

Data Science

& Business Intelligence

Digital

Consulting

The Microsoft IoT Advantage

IoT PROJECTS CAN BE COMPLEX

Difficult to maintain cohesive security

Time-consuming to get started

Incompatible with existing infrastructure

Challenging to scale over time

AZURE IoT IS READY FOR ANYTHING

FastStart in minutes

OpenConnect anything

ScalableGrow effortlessly

SecureEnd-to-end

MICROSOFT SOLUTIONS FOR IoT

Azure IoT Device SDK

Azure IoT Edge

Windows 10 IoT

Build

Things

Dynamics 365

Hololens

Take

Action

Microsoft IoT Central

Azure IoT Suite

Control

Anything

Advanced Analytics

Artificial Intelligence

Gain

Insights

MICROSOFT IS SIMPLIFYING IoT

PaaS

SaaSSaaS

MICROSOFT IS SIMPLIFYING IoT

Azure IoT Edge

Securely distribute cloud

intelligence locally,

quickly, and at scale

Azure IoT Suite

Preconfigured solutions

to help accelerate the

most common scenarios

Microsoft IoT Central

A fully managed SaaS

solution for the Internet

of Things

On-premises and hybrid cloud

Platform as a Service

Software as a Service

AZURE IoT IS AN OPEN PLATFORM

Languages

Devices

Protocols

Operating Systems

Work with any device Work with business processes

RTOS

Business solutions and processes

And other business systems

Dynamics 365

• C

• Node.js

• Java

• .NET

• Python

• MQTT

• HTTP

• AMQP

• LwM2M

MICROSOFT DELIVERS ACROSS THE BOARD

Do they

have the

experience?

Can they

scale?

Are they

open?

Will they

accelerate

time to

market?

Are they

complete?

REAL WORLD IoT USE CASES

Electric charging stations

Street sweepers

Postboxes

AircraftsAuto

Elevators

Factory floor

Oil equipment

Cows

Engines

Vending machines

Buildings

Fryers

Medical devices

Vaccine dispensers

Trucks

BusesDogs

Oil distribution

Smart meters

Internet of Things

Power plant

Surveillance

Power tools

Racing

Mining equipment

Smart grids

BUSINESS IMPACT OF IoT

Gathers data from sensors and systems to create valuable business intelligence and

reduce downtime by 50%

Cutting fuel usage by 1 percent could save $250,000

per aircraft per year

Chillers now up and running 9x faster than unconnected equipment, avoiding more than $300,000 in hourly

downtime costs

Improves access to production and supply chain data

worldwide, reducing downtime costs by as much as $300,000

per day

Tailor your product in a connected factory

Challenge

KUKA, a robotics

manufacturer, was looking

to design the next

generation of robots—

ones that could sense

their surroundings and

safely work side-by-side

with humans.

Strategy

Connect 60,000 devices

and robots to back-end

monitoring systems,

enabling them to adapt

quickly and provide

actionable insights into

factory operations on

the Azure platform.

Results

• Humans and robots worked

together in close proximity, with

robots alerting human technicians

of issues and calling for

assistance when needed

• Improved safety and operations

“Thanks to disruptive breakthroughs in robotics technology, combined with the

power of the cloud…our solution enables human-robot co-working and directly

connects the management with the shop floor.”

— Dominik Bösl, Technical Fellow, Corporate Innovation Office, KUKA AG

Minimize downtime with predictive capabilities

Challenge

Better predict errors or

failures on assembly floor

before they occur, saving

customers’ time and

money.

Strategy

Transformed its

manufacturing

production line with

advanced analytics

solutions like Azure IoT

Suite and Cortana

Intelligence Suite.

Results

• Predicted machine processes

that will slow down or fail with

an 80% accuracy

• Reduced costs of scrap and re-

work of 17%

• Delivered energy savings of 10%

“Since deploying the Microsoft predictive analytics solutions, we have seen at least

an 80% accuracy rate in the prediction of machine processes that will slow down or

fail, contributing to a scrap and rework savings of 17 percent.”

— Clint Belinsky, Vice President, Global Quality, Jabil

Give staff real-time insights from the plant floor

Challenge

Collect information from

the entire production floor

and see issues, trends, and

results in real time.

Strategy

Improve the entire

production process and

inform decision-making

by leveraging Microsoft

Azure and the Fujitsu

IoT/M2M2P platform.

Results

• Real-time “plant floor” insights to

improve product quality

• Dynamic production realignment

by streamlining systems

• Improved time to production

“Together with Microsoft, we are on the leading edge, combining our technologies

to help realize business and social innovations in this hyper-connected world.”

— Ryosuke Mori, Vice President, Global Strategic Alliances, Fujitsu Ltd.

DEVELOPING AN IoT PRACTICE

Manufacturing

Natural

Resources Retail Smart Cities Transportation Healthcare

Monitor manufacturing

equipment

Monitor customer

equipment

Optimise field service

Predict oil & gas

equipment issues

Monitor water quality

Track waste

management

Align energy production

with demand

Reduce operating costs

Streamline inventory

Increase brand loyalty

Improve customer

engagement

Build the supermarket

of the future

Optimise energy use

Create safer cities

Connect buildings and

systems

Improve field service

Optimise fleet

operations

Keep traffic moving

Maintain vehicle

performance

Develop autonomous

vehicles

Monitor patient care

Monitor medical assets

Maintain vital

equipment

Track equipment usage

FOCUS ON SOLUTIONS

TARGET BUSINESS DECISION MAKERS

MANUFACTURINGroles

RETAILroles

HEALTHroles

CITY / GOVERNMENTroles

Director/VP of Operations

VP Services

VP of Customer Support

Head of Digital

Chief Innovation Officer

Regional Manager

Managing Director

VP Sales

Head of Digital

Director of Marketing

Director/VP of Operations

Director of Merchandising

Chief Innovation Officer

Regional or District Manager

City Manager

Transportation Manager

Infrastructure or Utilities Manager

Communications Manager

Office of the Mayor – Department Heads

VP of Health Innovation

Head of Digital

Chief Clinical Officer

Chief Medical Officer

Chief Medical Informatics Officer

Director/VP of Operations

Chief Innovation Officer

$

$

$

STAGES IN AN IoT ENGAGEMENT

Business case development

Build vs buy & vendor evaluation

Proof of conceptPilot of limited rollout

Full scale rollout

Des

crip

tio

n Developed by cross-functional team; approved by execs or board; may involve assistance by SI

Evaluate Build vs Buy; vendor evaluation performed by cross-functional team

Validates vendor selection(s) for scalability, quality, ease-of-use, and overall fit

Staged rollout of IoT solution for specific product lines, geographies or beta customers

Rollout of IoT solution across all geos and customers

Typ

ical

D

ura

tio

n

4-12 mos 1-9 mos 2-18 mos 6-12 mos 3+ mos

Co

mm

on

C

hal

len

ges

Unclear business goals, customer value proposition

Identification of correct KPIs

Fragmented vendor landscape

Complexity of tech, architectural choices

Danger of project stalling

Challenges in executing realistic PoC (e.g., scalability)

Compete with core business objectives

Lack of planning for org/process changes

Insufficient skills for analyzing data

Insufficient training and buy-in from users of system

AZURE REVENUE FROM AN IoT PROJECT

ActionsThings Insights

AZURE REVENUE FROM AN IoT PROJECT

ActionsThings InsightsIoT CentralIoT SuiteIoT Edge

SQL DB/DWHDInsightData LakeCortanaPowerBI

Dynamics365HololensSurface

AZURE REVENUE FROM AN IoT PROJECT

ActionsThings InsightsIoT CentralIoT SuiteIoT Edge

SQL DB/DWHDInsightData LakeCortanaPowerBI

Revenue From:

Management Consulting

Software and Device

Deployment

Service

Transactions

…

Dynamics365HololensSurface

AZURE REVENUE FROM AN IoT PROJECT

ActionsThings InsightsIoT CentralIoT SuiteIoT Edge

SQL DB/DWHDInsightData LakeCortanaPowerBI

Revenue

Revenue From:

Management Consulting

Software and Device

Deployment

Service

Transactions

…

Dynamics365HololensSurface

AZURE REVENUE FROM AN IoT PROJECT

PARTNER SUCCESS CHECKLIST

Explore the IoT opportunity www.InternetOfYourThings.com

Learn about the Internet of Things (IoT)

Think about how IoT applies to your business

See how Microsoft Azure IoT has the power to transform businesses

Build your practice

Get trained on the technical details of Azure IoT

Acquire the IoT end-to-end solution skills, internally or by partnering

Develop your Azure-based IoT solution

Execute sales and marketing training

Secure your first IoT PoCwith a customer

Identify target customers and qualifying opportunities to develop an initial pipeline

Deliver IoT Quick Start consultations to accelerate proof of concepts

Execute and land an initial proof of concept

Get executive support

Articulate the opportunity to industry decision makers

Build understanding among technical decision makers

Develop an IoT plan and engagement model

Grow your IoT practice

Build Repeatable IP and expand marketing efforts

Explore Managed Services

Get showcased in the Azure IoT Partner Directory

Learn how to attach Digital Partner of Record to an Azure subscription

Become a Microsoft PartnerJoin the Microsoft Partner Network and access

technical, sales and marketing resources at

https://aka.ms/iotpartner.

HOW TO GET STARTED

Learn More:

www.InternetOfYourThings.com

IoT partner practice handbook & resources

Azure IoT blog

Cloud partner profitability handbook

Need Help? Contact us:

Mike Thomas

Azure IoT Business Lead UK

mith@microsoft.com

Ready?

1. Azure IoT Training

2. Define your Market Position &

Solution

3. Start using the Offers &

Incentives

4. Get Schowcased