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Transforming Your Business
Andrew SmithSenior Director, Strategy & Operations, IoT Device
Partners, Microsoft
Here’s what we’re covering
What is a repeatable
IoT solution?
Building repeatable
IoT solutions to
support a
transforming business
model
Microsoft Go to
Market Support
Programs
Co-Selling with
Microsoft
What is a repeatable IoT solution?
What is a repeatable IoT solution?
Device to cloud solutions that address a specific use case either
horizontally, cross industry or vertically within an industry.
They get built once, and are sold to many customers.
Start with the business model
Outcomes from a Business Model Workshop
Define value
proposition
Understand
organizational
impact
Assess
organizational
capability
Secure
business
stakeholder
buy-in
Input to
Architectural
Design
© Strategyzer
Business Model Canvass
Revenue StreamCost Structure
Partnerships Value Proposition Customer
Relationships
Customer
Segments
Resources
Key Activities
Channels
Revenue StreamCost Structure
Partnerships Customer
Relationships
Customer
Segments
Resources
Key Activities
Channels
Business Model Canvass
Value Proposition
Business Value
© Strategyzer
Business Model Canvass
Revenue StreamCost Structure
Partnerships Value Proposition Customer
Relationships
Customer
Segments
Resources
Key Activities
Channels
© Strategyzer
The Customer
Business Model Canvass
Revenue StreamCost Structure
Partnerships Value Proposition Customer
Relationships
Customer
Segments
Resources
Key Activities
Channels
© Strategyzer
Organizational Capability
Organisational Capability
Partnerships
Resources
Key Activities
Organizational Capability
© Strategyzer
Revenue StreamCost Structure
Partnerships Value Proposition Customer
Relationships
Customer
Segments
Resources
Key Activities
Channels
Costs
Business Model Canvass
1. Solution Architecture
tells us what services will be used
2. Business Volumetrics
determines scale of messaging & services
To estimate costs we need 2 things:
What’s the cost of an IoT Solution?
Cost Structure
Costs
Azure Pricing Calculator
Cost Model
Revenue Stream
Business Model Canvass
Cost Structure
Partnerships Value Proposition Customer
Relationships
Customer
Segments
Resources
Key Activities
Channels
Revenue and Pricing
© Strategyzer
1. Cost-Plus Pricing
understand my costs,
add my margin
2. Value-Based Pricing
how much value am I bringing to
the value chain?
Pricing Models
How will I price my IoT solution?
Revenue Stream
Revenue and Pricing
3. Outcome as a Service Pricing
Understand relationship between
operational costs & customer
outcomes.
© Strategyzer
Business Model: Predictive Maintenance
Revenue StreamCost Structure
Partnerships Value Proposition Customer
Relationships
Customer
Segments
Resources
Key Activities
Channels
• Hardware (Machine engineering,
Sensors etc.)
• Connectivity
• Software Dev
• Data Science
• E2E Integration
• Security
• Engineering
• Operations (Process, Data)
• Project Management
• Business Analysis
• S/W development
• H/W device partner
• Cloud
• Security / auditing
Brand
• Association with innovation
New Revenue Opportunities
• Improved SLA
• Product utilisation insights
Customer experience / Insights
• Process insights / remote
monitoring
Efficiency / Cost Reduction
• Reduced downtime
• Improved service planning
• Increased machine utilisation
Product improvement / reliability
• R&D insights (common faults,
machine utilisation)
• Direct sales force
• Distributors
• Resellers
• Aerospace
• Automotive
• Medical
• Oil & Gas
• Medical
• Concept Development & POC
with 5 “friendly” customers
• Potential move to subscription-based “as a service” model
• Revenue model – ensure revenue scales at least as fast as costs do and ensure we
are incentivised only on factors under our control
• Cloud costs depend on approach (e.g. predictive maintenance cost greater than
remote monitoring due to compute load)
• Costs can be estimated once architecture and business volumetrics confirmed. How
costs scale also confirmed in POC
Technical Architecture
An Architectural Design Session is a one to multi-day engagement driven by
technical sales that maps technical solutions to customer opportunities.
Designing the technical architecture
Architectural Design Session Outcomes
✓ project scope
✓ solution requirements
✓ technical implementation approach
✓ risk assessment
✓ resources needed
✓ cost and timeline
ADS Types
Solution-focused
Envisioning
Proof of Value (PoV) scoping
Architectural Review
Target Audience
Business sponsors to articulate needs
Technology executive team to understand impact
Lead architects, developers, DBAs, operations, etc.
What is an Architectural Design Session (ADS)?
Key Deliverables
Vision/Scope document
Architecture Assessment document
Proof of Value (PoV) project plan
Proof of value
Common Proof of Concept Blockers
Avoiding the Proof of Concept Trap
Lack of executive
buy-inLack of resources
Prohibitive cost to
scale
Business value is
unclear
Difficult to justify short-term
impact of pilot
Is this a qualified opportunity? Use BANT (Budget, Authority, Need, Timing) criteria.
Proof of Value Checklist
Complete the Business Case with the customer stakeholders
Get commitment ahead of time that if a PoV proves the desired business outcome,
steps to progress towards full production.
Examples
Machine X is currently serviced reactively (as it breaks) resulting in production halts whenever it goes offline
Manual-based production scheduling and sequencing generating problems in quality (rework, scrap) that are difficult to trace
Examples
7% increase in production line uptime
12% reduction in rework/scrap
Examples
Instrument Machine X with basic remote monitoring to trigger when certain thresholds are exceeded
Add sensors to detect anomalies in production materials
Identify customer stakeholders
Please welcome…
Adeline Hsieh
Principal Solution Specialist
Microsoft IoT solution support
Business Model Workshop
Architectural Design Session
IoT Accelerate
Reference Architecture
Tune-up
Case Studies
Broad Partner Enablement
Amplification
Partner-ready BOM
Seller quota
retirement
One Commercial
Partner Catalog
Microsoft IoT Solution Support
Build-with Go To Market Co-Sell
IoT Ecosystem Partners - APAC
ISV, OEMSIPartners
Solution Aggregators
IoT Accelerate co-funding
Concept development
Proof of Value (POV)
Pilot/Proof of Business (POB)
1
2
3
Energy
Retail
Factory/Industrial
Security & Surveillance
Healthcare
Buildings
Target verticals
Events
Webinars
Evidence
Tune up
Go To Market Build Ready
GTM: Microsoft tools to help scale your solution
IoT in Action Webinar Schedule
Energy Retail
Manufacturing
Security &
Surveillance
Healthcare
Smart
Buildings
July - September October - December January - March April - June
Smart Cities
Technical
Bootcamp
Technical
BootcampAgriculture
Azure Sphere
All available on-demand
Tune-up examples
Foundational
document providing
guidance for how to
message the partner
solution to
customers.
Customer-ready
slides with a strong
solution story,
intended to start the
conversation with
customers, help
drive interest in the
solution, highlight
differentiators, and
communicate
business value.
Customer-facing
one-pager
summarizing key
points about the
solution and
communicating
solution value—
great for e-mailing
to customers.
Helps sales teams
quickly understand
the partner
solution. It includes: ▪ Elevator pitch
▪ Understanding the
scenario
▪ Types of accounts to
target
▪ Next steps
▪ Partner sales
contacts
Co-selling with Microsoft
Why Co-sell?
Microsoft’s platform
grows as a result
Enterprise sellers get to
introduce new innovation to
their customers
Partners get introduced
to new customers in
new geographies
WIN WINWIN
Microsoft Go to
Market Support
Programs
Co-Selling with
Microsoft
Building repeatable
IoT solutions to
support a
transforming business
model
Here’s what we covered
What is a repeatable
IoT solution?
What’s next?
What’s next?
Hear from
partners
Jenny Shern
Please welcome…
General Manager
NexCOBOT
Embracing the IoTEcosystem with Nexcom & MicrosoftAzure
The Value Proposition of Nexcom
Cyber World
Data TransformationPhysical World
Cloud
Services
Edge
Computing
Automation
NEXCOM iAT2000 CloudSCADAExtending factory control into the cloud
IAT2000 Modularized System
Potential of IIoT to Improve Operations
Potential to reduce
maintenance costs by
implementing IIoT
technologies2
10-40%Reduction in total
machine downtime by
implementing IIoT to
increase asset utilization3
30-50%Growth of U.S.
manufacturing output
driven by automation
IIoT, and OEE1
20%
IIoT Challenges within Plants
Enable controllers and sub-system data from
across an enterprise to be integrated,
controlled and monitoring from anywhere
Integrate different
brands of machinery
Generate breadth of
business intelligence
Increase ROI of cloud
technology investment
Aggregate, analyze and visualize the
breadth of operational data to uncover
efficiencies, predictive insights, and cost-
savings
Improve business outcomes by decreasing
production and management inefficiencies,
optimizing energy using, and cutting labor
costs
iAT2000 CloudSCADA is an automation control system that simplifies building and migrating IIoT and cloud-based SCADA applications
Increases
efficiencies
Improves
collaboration
Reduces
costs
Increases efficiencies
Improves collaboration
Reduces costs
Expands usage and sharing of raw
data, dashboards, and insights
across an organization by enabling
anytime, anywhere access via
mobile devices and a web browser
Complements local control and
monitoring systems by
providing greater access to
operational intelligence to
pinpoint potential cost-savings
and reduce the need for on-
premise storage and compute
Collects and analyzes data from local
control and monitoring systems,
providing actionable insights to
optimize operational efficiencies,
detect issues, and increase product
quality and consistency.
Simultaneously Monitor Machines in Six CountriesOne of Asia’s largest machine tool makers
wanted the ability to track the performance
of the machines they installed at customers’
factories.
They used Nexcom iAT2000 CloudSCADA to
extend the control, monitoring, and
dashboard capabilities of their machines into
the Azure Cloud. The solution enables
Nexcom along with their customers to track in
real-time the status of machines in eight
factories in six countries. In addition, they can
more rapidly respond to alarms, and
determine how various machines are
performing under specific circumstances,
influencing maintenance schedules and
protocols.
Smart Retail Face Register & Self Checkout
NexStore Face Register Access Control Solution Camera for facial recognition
Access Control
Gateway
PLC
Gate
Face Registration
Face APIUser can fill in
info with voice
input
In Smart Access Control
System, user can register
his/her face and fill in
personal info with voice
input by Cortana. When
camera captures face and
matches it with authorized
face database , the Access
Control Gateway will open
the gate and record this
access.
NexStore Self Checkout IoT Edge Solution
Smart Retail Self-Checkout solution is built on Microsoft Face API and object detection to solve the challenge of high labor cost and turnover rate.
Enhances
customer
service
Provides
detailed
customer
analytics
Improves
workforce
productivity
Enhances customer
service
Provides detailed
customer analytics
Improves workforce
productivity
The Smart Self-Checkout solution
elevates and simplifies the customer
experience with compelling graphics
and touchscreen displays that enable
fast self-checkout
Provides a cloud dashboard that lets
retailers accurately analyze customer
demographics, buying patterns and
hotspot analytics.
Frees retail employees to focus
on other tasks and
responsibilities that help drive
business growth and deliver
better customer service
Thank You!
Philip ChangGeneral Manager
Avalue Technology Inc.
Please welcome…
Digital Transformation
Philip Chang
General Manager, Avalue Technology Inc.
Avalue Digital Transformation: IoT Opportunities
Create New
Business Models
(Leasing,
Subscription…)
Innovation in
Solution and
Service (SaaS)
Efficiency,
Productivity
(Cost Reduction)
Revenue
Generation
HARDWARE DEVICES/EQUIPMENTDesign/Manufacturing/ODM/OEM
Avalue's Role of IoT In Digital Transformation
Traditional Hardware Provider
Box Moving/OS ready/ISV/System Integrator/Distributors
Intelligent & Smart Solution AggregatorDigital transformation with Cloud, AI forces toward to each vertical
domain services such as Retail, Healthcare, Manufacturing,
Transportation
Integration & Installation ServicesCustomer-oriented project management
Integrated with hardware and software
Professional installation, technical maintenance and
after-sales service
Solution
Package
Cloud
Management
Report
Integration
Technical
Support
Local Sales
Marketing &
Promotion
Installation &
Configuration
On-field
Customer Service
Ecosystem Partner
Hardware &
On-Premises
Software
Installation &
Configuration
Fee
SaaS
Monthly Service Fee
Business Model
Focused IoT Segments
Digital Healthcare/ Medical Smart Retail Intelligent TransportationSmart Manufacture
Why Microsoft Azure
◼ High credibility and trusted by
enterprises
◼ Enterprise public cloud market
share: 1st in Taiwan market, 2nd
globally
◼ Open platform supports multiple OS and
various programming language, enabling
developers to have quick start
◼ Pre-established modules optimize learning
curve
◼ Compatible with existing IT structure, saves
on reconstruction cost
Powerful Integration Tools
and Services
Various Smart Technology◼ Cognitive Services Tools support various
API : language, recognition, search,
knowledge
◼ Predictive Analysis (Machine Learning,
Power BI)
◼ AI -Custom Vision
◼ First Cloud supplier to be certified
by EU data protection laws
◼ Complies to ISO/IEC 27018, the
only international set of privacy
controls in the cloud
Made by Microsoft
Safety First
EPC-BTCRFanless Intel® Atom™
Processor Z3735F
system
RiTab-10T110.1" Semi-Rugged
Tablet w Intel ATOM
Z3735F
RiPac-10P110" All-In-One Mini POS
Terminal w Intel Atom
Z3735F
Viewable
Report
Instant
Inventory
LBA, Third Party
Payment, Ordering
Data Bridge
POS/CRM/Inventory
Devices Status
Predictive
Auto Update
Face Recognition
Cognitive service
Machine Learning
Digital AdvertisingWaring, Popup
Promotion
Transformation
Digital Transformation in Retail
Media Service
Device
Management Notification Center
Power BI
Event Hub/ IoT HubStream Analytics
Document DB
Machine Learning Cognitive Service
Mobile App
OFT-10W0110.1” Open frame tablet
w Intel® Atom™
Processor Z3735F system
Case StudyAzure - helping to capitalize on business opportunity
Azure - accelerating innovation with the cloud
Thank You!
Please Welcome
Paul Shieh
Founder & CEO
Linker Networks
AI and ML
Paul Shieh Founder & CEO /Linker Networks
62
Linker Networks
• Robust Expertise on Converged ICT and Deep Learning Technology
• Technology and Business Transformation
➢ End To End AI Ecosystem Offering
➢ AI Services Delivery
• Focus on AI Platform SaaS, Vision AI, Dataset Preprocessing
• AI Managed Services Enabling for Enterprise and Carriers
CT
DTIT
Business Transformation - Vision AI (Intelligent Edge)
Real-Time Inference • Hyperscale Model Management• Containerized AI Models• Continuous Learning
• Dataset Preprocessing • Batch AI Training
Manual Label – Today’s Dataset Preprocessing
100M images Require 1000 MAN YEAR to label
Intelligence Cloud - Auto Labeling
Labeled by Trained Models
• Linker Provides Pre-Trained Model• Pin Point Focus on Few objects Recognition with Transfer Learning Technology• Continuous Learning Technology to Improve the Accuracy
Auto Labeling – Driver Behavior
Auto Labeling – Autonomous Driving
Continuous Learning AI Platform
Labeled Photo
Auto Labeling AI Model
AI App
Batch AI for Training
Container
Vision AI Edge Deploy
VISION AI Platform
Continuous Learning
Linker Networks Business Models and Value
End Customer
End Customer
LinkerNetworks
MS CSP
MS
FeeServiceProvider
Subscription
EA
End Customer
Service
Fee
End Customer
Solution
<Surveillance, Telco>
<AOI, Retail>
<AI Data Service>
End UserBiz model
• New revenue streams• Auto-Label Service for verticals • AI Platform SaaS for SMB and Telco• Vision AI (from Taiwan to Global)
• Industries and alliance• Autonomous driving • Surveillance and manufacturing• Smart city, retail, and factory, ….
• Specific business value• Bring time and cost efficiency in
processing massive AI training data• Scale up to multiple customers – SaaS
with Azure Batch AI, IoT Edge are keys to unlock this.
• Enable service revenue – Partner with local SI and service providers
Business Transformation Opportunities-End2End AI Eco-System
• Microsoft + Linker Deliver “AI Continuous Learning Platform” (AIoT Takeoff)
• Azure ML + Intelligent Edge
• Autonomous Driving (AD)
• Vision AI
• Driving Behavior Detection with Face Recognition
• Government Smart City Initiatives (AIoT Mainstream)
• Mobile Telecom Market – 5G + AI (AIoT 5G Evolution)
➢ Enable AI Managed Services for Enterprise and Carriers
© 2018 Microsoft Corporation. All rights reserved.
Thank you