This document summarizes an IoT business development workshop on industrial automation. It discusses opportunities in industrial automation projects but also challenges, such as long lead times and an overreliance on system integrators and customization. The document analyzes Microsoft's IoT portfolio and services and proposes that the business model evolve from licensing to a SaaS/PaaS model. It recommends rationalizing investments, prioritizing go-to-market strategies, recruiting more system integrator partners, and balancing project value and lead times.

1. IoT Business Development
Workshop
Industrial Automation Track
DANIEL LI
IOT DX BOOTCAMP SHANXI
IATrack

2. Industrial Automation Track
IATrack

3. Do IA Projects Make Profits?
Opportunity is Clearly There
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IoT DX Bootcamp Shanxi
IoT = IT + OT + Devices + ISV/SI
Distinct teams
& apps
OEM Partner
Solutions
Vertical
Expertise
End User
Project Prime
1
2
3
4
 Highlight
 Growing number of developing POCs provide
GTM discussions with partners
 Signs of organization and business
transformation in device partners
 IoT Aggregator and Accelerator program in
place to boost POC/POB
 Lowlight
 Long lead time; developer shortage
 Unable to convert POCs to repeatable sale
because of customization and vertical
expertise required in each end user project
 Lack large deals as ISV/SI owns end user
relationship and OT expertise
 Data privacy and security concerns limit
project size

4. Our Types of IA Projects
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Dev & Data BizApps Cloud Platform One Microsoft
Cortana
Intelligence
Suite
SQL
Dynamics
365/
ERP/MES
Power BI
Azure
services
Azure ML IoT Suite
Office 365, Office,
Devices, HoloLens,
Yammer, Skype, etc.
CONNECTED FIELD SERVICE
Replace your costly break-fix service model with a more
proactive “never fail” model using IoT
Partner: N/A
✓ ✓ ✓ ✓ ●
PREDICTIVE MAINTENANCE
Vastly improve operations and asset availability with
predictive and preemptive maintenance
Partner: N/A
✓ ✓ ✓ ✓ ✓ ✓ ●
REMOTE MONITORING
Connect devices worldwide to collect untapped data,
reduce downtime, and increase productivity
Partner: N/A
✓ ✓ ✓ ✓ ✓ ●
CONNECTED FACTORY
Connect industrial devices to monitor, collect data, and
increase productivity and profitability
Partner: N/A
● + ● ✓ ● ✓ ●
AOI BIG COMPUTE
Leverage four solutions: Cloud Workstation ,Cloud
Rendering, Simulation and Analysis, and Deep Learning
and AI Training. Partner: N/A
✓ ● ✓ ● ✓
KEY Embedded in the solution
New functionality under discussion
Interoperates with the solution
✓
●
+
Reference only

5. IoT Value Chain
Consulting
Prof
Services
(Analytics)
ISV
(Presentation,
Analytics)
Service Provider
(Cloud Platform:
Storage and
Egress)
ISV (AEP)
Connectivity
Service Provider
(MNO, CDP)
Device
(OEM, ISV App,
SI)
IHV
(Silicon,
Gateway)
SI (Solution)
ISV (Enterprise
Integration:
ERP/Vert Spec)
Enterprise/
Consumer
IATrack
Predictive Maintenance
AOI
Advance device mgmt
Remote monitoring
Device mgmt. & provisioning
Connected Field Service
Connected Factory
Certified W10 IoT Devices
• Domain expert, data scientist dependent
• Machine Learning – training set availability
• End user project ownership/project prime
• SOW often involves new features and
customizations
• Less customization; higher level of
productized solutions
• IaaS and PaaS migration
• Device management and monitor driven
• Hardware devicescompatible with
Windows 10 and Azure IoT

6. Schneider Electronic
Observation 1
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7. Predictive Maintenance
Observation 2
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8. Azure IoT Platform & Service
Microsoft IoT Central
IoT SaaS
Microsoft Connected Field Service
Field Service SaaS
Azure IoT Suite
Remote Monitoring v2 Predictive Maintenance Connected Factory
Device Support Edge Support IoT Services Data & Analytics Services Visualization & Integration Services
Azure IoT Device
SDK
Certified Devices
Azure Certified
for IoT
Security Program
For Azure IoT
Windows 10
IoT Core
Azure IoT Edge Azure IoT Hub
Azure IoT Hub
Device Provisioning
Service
Azure Stream
Analytics
Azure Time
Series Insights
Azure
Machine Learning
Cosmo DB
Azure HD Insights,
Spark, Storm
Kafka
Azure Event Hub
Azure Data Lake
Analytics
Azure Data Lake
Microsoft Flow
Azure Logic
Apps
Notification
Hub
Azure
Websites
Microsoft
Power BI
Azure Active
Directory
Azure
Monitor
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9. Business Model Evolution
Path to Digital Transformation
SaaS PaaS
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Organization
End
Customer
Rental
Service
Aggregator
End
Customer
Subscription
EA
End
Customer
EA
EA
Credit
Card

10. Discussion
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• Deal size
• POC -> Sale; GTM
• Long lead time
• SI/ISV dependence
• Types of end customers
• Common project types
• Higher value, higher
SI/ISV mix
• Machine Learning, data
set often needs external
SI/ISV
• Remote monitoring, field
labor mgmt. require less
customization and
vertical domain expertise
• Edge computing,
AI/ML, DM & DPS
• IoT Central fast
prototyping for device
monitoring
• Reference
architecture
• Transformational –
Dynamic 365
• Dedicated IoT BU &
dev resources
• Separate IoT business
entity
• Pattern of Azure usage
organization
• SaaS and PaaS
business evolution
Rationalize investment
Prioritize GTM
ISV/SI partner recruitment
Balance value and lead time
1x100 = 5x20 …but more fast
Types of service & resource
Portfolio mgmt. for max return
A new pair of shoes does not
win you marathon; Work with
transforming partner

11. Breakout Presentation – One Pager
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Rationalize investment
Prioritize GTM
ISV/SI partner recruitment
Balance value and lead time
1x100 = 5x20 …but more fast
Types of service & resource
Portfolio mgmt. for max return
A new pair of shoes does not
win you marathon; Work with
transforming partner