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![Here are the 5 questions that experts tell us are useful to ask
17
6
7
8
Have you already implemented SCADA, CIM, M2M, IT apps?
How do you track the performance of manufacturing processes
and the impact of things like downtime, defects, etc.?
Do you have a closed loop product lifecycle management process?
[Steve Jennis, SVP Prism
Tech USA]
[Robin Mestre, Founder
Principio Group]
[Rachel Lacy, Cloud One]
Customers in manufacturing, power generation & fabrication in-
dustries may already be using SCADA (supervisory control and data
acquisition) and M2M communication systems; these customers can
benefit from IoT’s unified intelligent system that contain self-learning
algorithms. These algorithms can self-identify trends that traditional
ERPs or SCADA cannot. Early adopters are using SCADA, CIM & M2M
data by directly transporting it to web-enabled ERP screens. The
data is then published to all systems (production, asset management,
Business Intelligence & analytics) that need this critical information
to make decisions. IoT enables an engineer-to-order manufacturing
environment.
Downtime is a major concern in the manufacturing industry, especial-
ly for regional processing & resource intensive manufacturers who rely
on economies of scale to earn profits ; use this question to dig deeper
into a manufacturer’s machine maintenance concerns.
IoT can add significant value for discrete manufacturers (automobiles,
furniture, toys, smartphones, and airplanes). Historically, discrete
manufacturers have lost control of their products once products leave
factory floor. IoT can be used to track, manage and control product
information throughout its product lifecycle](https://image.slidesharecdn.com/71f677a8-18d4-4e43-94e4-551cb6dcb3c6-151022222821-lva1-app6891/85/eBook-IoTPractice-17-320.jpg)
![18
Allied Consultants
9
10
Does your product/service provide complementary web and
mobile apps to differentiate products?
Are you able to identify the supplier or manufacturing process
issues?
[Rachel Lacy, Cloud One]
[Rachel Lacy, Cloud One]
Manufacturing firms, field service companies, retail brands and in-
surance companies can move away from price-alone competition by
offering web and mobile applications that provide real-time services
and information to clients using connected devices and platforms.
Starbucks Coffee uses its mobile app to reward customers and keep
track of customer behavior.
This is a huge area of opportunity where companies can identify qua-
lity and compliance related issues by tracking material parameters
of raw-materials and semi-finished goods right from the supplier’s
warehouse. A crucial competitive advantage that cansave the com-
panies from costly warranty claims.](https://image.slidesharecdn.com/71f677a8-18d4-4e43-94e4-551cb6dcb3c6-151022222821-lva1-app6891/85/eBook-IoTPractice-18-320.jpg)
Uploaded byShargeel sohaib
eBook-IoTPractice
This document provides guidance for Microsoft Partners to develop an Internet of Things (IoT) practice. It discusses IoT growth statistics and trends, industries using IoT solutions, and how to identify opportunities. It also outlines a strategy checklist, marketing materials to support IoT pitches, and best practices for building an IoT practice. Some of the key challenges highlighted include the multidisciplinary nature of IoT, high bench costs due to a lack of talent availability, and ensuring an effective partner ecosystem.
eBook-IoTPractice
- 1. INTERNET OF THINGS Strategychecklist for Microsoft Partners to develop practice in IOT Welcome to the fattest guide to help Microsoft Partners Build New Practice around Internet of Things (IoT)
- 2. 2 Allied Consultants Statistics revealthat IoT market is about to explode; investments, products, plat- forms and solutions are all contributing to drive sales. When an object, machine, product or a plant becomes digitally represented, and made IP addressable, it opens a whole lot of opportunities to remotely monitor, control, optimize and automate this object. Early adopters in several industry ver- ticals (manufacturing, retail, field ser- vices, healthcare) are already delivering value to their customers using Internet of Things. You can also help your customers to make products and services that can learn about their environment, self- diagnose their own service needs, and adapt to users’ preferences. Research firms as Gartner & Machina Research pre- dict an influx of investments in the IoT space. B2B use cases in O&G, retail, manufacturing and facilities management are already well-documented. However, there is a huge gap in consulting services sector. Consultants can take benefit of low-competi- tion in this space. Partnerships can help deliver business value in multifaceted IoT projects. We’v developed a strategy checklist for Microsoft partners to help: Identify the top industries using IoT solutions Conceive & deliver a solution within 6 weeks Explore the IoT ecosystem 2 3 1 ,, ,,
- 3. Statistics on IoTGrowth Microsoft Specific Trends Trends in IoT
- 4. 4 Allied Consultants statistics ofIoT growth What is common between Gartner, IDC, & Harbor Research? All of them agree that in next 5 years Enterprises will massively increase the use of connected devices to collect data IoT market’s revenues will outgrow all techno- logy markets The economic value generated by IoT will be in trillions of dollars
- 5. 5 Allied Consultants Let’s startwith some conservative figures... 2015 2015 2020 2020 1.9 Billion 3.6 Billion 25 Billion 1.9 Trillion Connectected Devices Economic Value *Statistics from Gartner, IDC & Harbor Research
- 6. 6 Allied Consultants Did youwonder that WHERE THE GROWTH IN IoT IS COMING FROM? What is Microsoft doing about it? A logical question is Let’s dig the answer Transportation 83% YoY growth Manufacturing 204% YoY growth Energy & Utilities 49% YoY growth Source: Verizon Enterprise
- 7. 7 Allied Consultants Windows 10IoT operating system Free: For robots, sensors and IoT gateways To compete with MBed of ARM Holdings & gain market share in IoT OS market Azure Stream Analytics: Processes massive amounts of data coming from ‘things’. Microsoft Specific Trends summer April April April 2015 2015 2015 2014 Why Free? Why an individual module? Why an IoT suite? Why Azure ISS? To service all clients in the IOT space_from start-ups to the most established global enterprises • To service clients who are already using M2M connections • Customer investment is already growing in enterprises • The competition is low • The market for IoT is big Azure IoT Suite Microsoft: MSFT’s CEO, Satya Nadella, amid pomp & glare launched Azure IoT Suite that includes Remote Monitoring, Asset Management & Predictive Maintenance Azure Intelligent Systems Service : Launched for capturing & managing M2M data from sensors & things To generate interest in enterprises clients; and as an early part of the Azure IoT Suite
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- 9. 9 Allied Consultants We’v alsopenned down a solution for Internet of Things for Manufacturing 204 % growth in IoT connections in manufacturing sector (Verizon Data, 2013-14). How is IoT used in the manufacturing industry; take a look at the use cases below and assess how can you add value to your client’s business. Real-time Asset Monitoring Inventory Equipment Sites Factory Floor Monitoring Predictive Maintenance Reduction of unplanned Downtime Improve Plant Output Sensor-based Asset Maintenance enables Detect pressure, temperature & vibration of high value machines Predict Imminent Equipment failure Production-line Monitoring Plants Equipment Stock Manufacturing
- 10. 10 Allied Consultants 204 %growth in IoT connections in manufacturing sector (Verizon Data, 2013-14). How is IoT used in the manufacturing industry; take a look at the use cases below and assess how can you add value to your client’s business. Retail Smart sensors to track Product shelf statistics On-shelf availability of products Predict In-store customer traffic Real-time sensor data Generate new insights about custo- mers Push event/rule based notifications Enable customer profiling based on purchase history Improve personalized service using: Facial recognition Software In-flight Mobile applications Targeted marketing & sales- promotions Digital Signage Concierge devices iBeacon to push messages at Point- of-Interest (store, bus-stops, hotel rooms) Our solution titled ‘Internet of Things in Retail’ details what specific devices can be used to deliver
- 11. 11 Allied Consultants 204 %growth in IoT connections in manufacturing sector (Verizon Data, 2013-14). How is IoT used in the manufacturing industry; take a look at the use cases below and assess how can you add value to your client’s business. Transport & Logistics In-Vehicle Commercial_ Usage-based Insu- rance Consumer_In-vehicle infotainment Traffic Management Toll management, e-Tag Traffic diversion based on real-time congestion data Parking space management through real-time data Telematics Locate, monitor, and instruct vehi- cles more effectively Asset Tracking Logistics_Track packages along the delivery route Off-Highway (Remote Asset Trac- king and Maintenance)
- 12. 12 Allied Consultants 204 %growth in IoT connections in manufacturing sector (Verizon Data, 2013-14). How is IoT used in the manufacturing industry; take a look at the use cases below and assess how can you add value to your client’s business. Healthcare Hospitals EMR (Electronic Medical Records) cloud-based access to multiple users Research using diagnostic labs connected to multiple data collec- tion sources Traffic Management Toll management, e-Tag Traffic diversion based on real-time congestion data Parking space management through real-time data Generate Predictive Alerts Skin-based sensors to monitor blood glucose level Monitoring patients for cardiovascu- lar diseases Sensors to track EKG data indicating heart hypoxemia Patient Care Home-based patient monitoring systems Continuous physiological status mo- nitoring of patients Connected sensors & wireless trans- mission to cloud IoT delivers business value when ideas are cross-pollinated; check-out the IoT solutions for other industries as well. IoT for Health & Fitness Clubs IoT in Insurance
- 13. 13 Allied Consultants Reference Architecture ReferenceArchitecture by Microsoft Click here to see a vendor neutral IoT Architecture ‘‘Adding sense to the Internet of Things’’
- 14. How to spotand seize the Opportunity? 10 Questions to discover IoT value The Maturity Model Use Existing IT Assets Pick the Largest Assets
- 15. 15 Allied Consultants 5 Questionsto discover IoT value 1 Does your company have deep visibility (location, point-to-point movement tracking, repair & main- tenance data, humidity, heat, pressure, etc.) for all the key assets that matter? Drill-down question: Does your company use real-time asset life/repair data to perform predic- Manufacturing companies have high-value machines that need periodic maintenance. Real-time+remote access to wear & tear records plus repair history can help them decide if the asset needs to be retired or replaced. 2 Does your company track utilization of its high value as- sets? Drill-down question: Do you have access to asset diagnostics? Companies that have high dependence on their machines to generate revenues are interested in optimizing performance/ utilization of these machines. IoT can give significant insights into asset health thereby allowing customers to improve asset reliability & availability An exercise and health com- pany can track machine data such as a treadmill’s voltage & operating time A manufacturer can gain access to real-time machine uptime/downtime statistics. Further, High-tech manufac- turers can monitor real-time factory floor conditions and track machines that under- perform when compared to KPIs Industrial & retail elevators can have networked sensors that can be used in to pre- dict when an elevator needs repair; their real-time main- tenance data can also be accessed remotely
- 16. 16 Allied Consultants 3 Are yourcompany’s assets secure, indoor & outdoor? Drill-down question: Do you have 24/7 visual access to your remote/moving as- sets? 4 5 Does your company have real time asset tracking & asset diagnostics systems (based on sensors, actuators and RFIDs) in place? Do you have resource constrained devices (connected to internet) in place to track health and environment data of your workplace for worker safety? Drill-down question: Do you manage a large work- force that performs on-field maintenance/installation tasks for clients? Drill-down question: Does your company’s operating environment poses significant risk regarding worker safety? Facilities management companies are especially interested in asset diagnostics of electrical infrastructure, equipment trenches and clients’ sites. They can track high value electrical/ non-electrical installations to obtain real-time diagnostics and predictive analytics O&G, mining & manufacturing companies are especially interes- ted in worker safety as thier operating environment poses phy- sical/health risks to workers. They need to monitor and sup- port remote operations and underground mining operations. IoT solution can be used by custom mapping of the work-fields. Operators, machines and workers can connect to each other through browser-based & intranet applications. Manufacturing companies can allow/restrict workers entry into specific pro- duction facilities. Transport, logistics & insurance companies are especially inte- rested in asset security. They have high-value moving & static assets such as trucks, containers, vehicle fleets and ware- houses. IoT can deliver real-time monitoring of these revenue generating assets by connecting through on-board diagnostic kits, trackers, geo-fenced devices, speed cameras, speed sen- sors, and infrared sensing. Customers can see whether their assets are parked, moving or malfunctioned You can also assess the existing IoT maturity stage of your client using the following graph
- 17. Here are the5 questions that experts tell us are useful to ask 17 6 7 8 Have you already implemented SCADA, CIM, M2M, IT apps? How do you track the performance of manufacturing processes and the impact of things like downtime, defects, etc.? Do you have a closed loop product lifecycle management process? [Steve Jennis, SVP Prism Tech USA] [Robin Mestre, Founder Principio Group] [Rachel Lacy, Cloud One] Customers in manufacturing, power generation & fabrication in- dustries may already be using SCADA (supervisory control and data acquisition) and M2M communication systems; these customers can benefit from IoT’s unified intelligent system that contain self-learning algorithms. These algorithms can self-identify trends that traditional ERPs or SCADA cannot. Early adopters are using SCADA, CIM & M2M data by directly transporting it to web-enabled ERP screens. The data is then published to all systems (production, asset management, Business Intelligence & analytics) that need this critical information to make decisions. IoT enables an engineer-to-order manufacturing environment. Downtime is a major concern in the manufacturing industry, especial- ly for regional processing & resource intensive manufacturers who rely on economies of scale to earn profits ; use this question to dig deeper into a manufacturer’s machine maintenance concerns. IoT can add significant value for discrete manufacturers (automobiles, furniture, toys, smartphones, and airplanes). Historically, discrete manufacturers have lost control of their products once products leave factory floor. IoT can be used to track, manage and control product information throughout its product lifecycle
- 18. 18 Allied Consultants 9 10 Does yourproduct/service provide complementary web and mobile apps to differentiate products? Are you able to identify the supplier or manufacturing process issues? [Rachel Lacy, Cloud One] [Rachel Lacy, Cloud One] Manufacturing firms, field service companies, retail brands and in- surance companies can move away from price-alone competition by offering web and mobile applications that provide real-time services and information to clients using connected devices and platforms. Starbucks Coffee uses its mobile app to reward customers and keep track of customer behavior. This is a huge area of opportunity where companies can identify qua- lity and compliance related issues by tracking material parameters of raw-materials and semi-finished goods right from the supplier’s warehouse. A crucial competitive advantage that cansave the com- panies from costly warranty claims.
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- 20. 20 Allied Consultants Use ExistingIT Assets wherever possible Pick client’s largest assets to propose solutions Deliver narrow demonstrable value & do not follow vendor pitches about replacing existing IT infrastructure & adding new one. Instead use existing IT assets and: IoT promises business value when large volumes of recurring data is harnessed which provides new insights or makes existing assets/machines more efficient. To help deliver a big chunk of business value, consultants can pick the following: Here’s our inforgraphic on how B2B companies are deriving business value from IoT • Do retrofitting at the device layer • Add gateways at the networking layer • Pick following assets & resources to deliver a quick Assets • Network • Equipment Data repositories • ERP • CRM Retail and Wholesale • Warehouses • Fulfillment centers • POS Machines • Retail stores Logistics and Trans- portation • Transport fleet • Pick & drop terminals Manufacturing • Factory floor • Production equip- ment
- 21. Marketing Material & SalesSupport Leveraging partners to deliver PoC (Proof-of-Concept) Pitch & Proposal Help Microsoft’s Ready-to-go Documents 9 best Practices to Build IoT Practice
- 22. 22 Allied Consultants Partners PitchHelp Microsoft Ready to go Documents Proposals Partners can help offset the initially high bench cost of acquiring compe- tent resources in the IoT domain Quickly build, deploy and manage cloud-based IoT solutions leveraging partners Aim for a narrow Slice of Demonstrable Value in the particular industry/firm For mature customers: Demonstrate how an IoT solution used in another industry can be tailored to their need For early stage customers: Demons- trate how their competitors are using IOT solutions to make better decisions and gain valuable insights Assign your in-house marketing team to develop: Successful IoT proposals are multi-dis- ciplinary Leverage partnerships to win projects Allied Consultants partners with Micro- soft MVPs (Most valued partners) to conduct 2-3 hours online sessions to help develop consultant’s Proof of Concept (POC) Check this IoT Dashboard by Thingspeak for our Power Monitoring Solution • On-shore • Nearshore • Offshore • Pitch decks • Service execution guides • Specialized copy blocks • E-mail pitches • Brochures • Project Demo (Dashboards & PoC)
- 23. 23 Allied Consultants 9 BestPractices to build IoT practice Identify potential early adopters in each industry Deliver a narrow demonstrable value for an IoT solution Upsell/Cross Sell IoT solutions to existing clients Pick client’s largest asset/s to implement Pilot project Initially, use project based hiring/engagement model 1 2 3 4 5
- 24. 24 Allied Consultants Retain talentand accumulate knowledge through trainings and knowledge management Measured rollout of projects due to multiplicity of layers in- volved in a typical IoT solution Do not overspend on retraining experts without projects Communicate IoT Value Proposition for key areas and matrices of client’s: • Industrial operations • Asset performance • Service management aspects 6 7 8 9
- 25. Challenges of buildingIoT practice New technology Multidisciplinary Bench cost Effective partner ecosystem Availability of talent
- 26. 26 Allied Consultants Availability ofTalent Pools Bench cost 49% of the 779 top executives cite two chief obstacles that prevent them from ob- taining business value from IoT Economist Intelligence Unit Technology firms and schools are still grappling with it may require to deve- lop an efficient pool of talent required to deliver IOT solutions and products. From data scientists and computer pro- grammers to networking experts and M2M specialists, the demand is wide but supply is very limited. This further drives the need for consultants to have an active role and competent partner network • Lack of employee multifaceted skills/knowledge • Lack of senior management knowledge To fill this gap, Microsoft Partners need people with skills in: Lower-end analytics (descriptive analytics and MIS) High end analytics (big data analytics, embedded skills, predictive and prescriptive analytics) Tip: Rather than hiring multiple resources for IoT projects in the beginning, leverage par- tnerships to offset the problem of resource utilization
- 27. 27 Allied Consultants New Technology EffectivePartner Ecosystem Multidisciplinary IoT is a relatively new concept as customers and service providers are still grappling with cloud computing. IoT solutions demand that IT consulting partners from different backgrounds, such as networking, device and system management, cloud services and interface mana- gement work together to deliver the end-client with an easily usable solution.Find trustworthy partners to developthe multifaceted skill-set that IoT requires An IoT solution involves getting hands-on with EE (Electrical Engineering), Compu- ter Sciences, Data Science (stats), Networking, and Device Management Most of it has been around for years but few people understand the new wrapping Here’s an article that details how smart & connected partnerships across the IoT ecosys- tem are delivering business value
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- 29. 29 Allied Consultants Big DataBI Presentation Gateways/Integration Device Management You technical resource will need pro- gramming chops in: Sample Skill-Audit Template for IoT Consultants A strong working knowledge of inte- grating: A Working knowledge of • Apache Hadoop: Your technical re- source needs to have a sound grip on HDFS, MapReduce, Flume, Oozie, Hive, Pig, HBase, and YARN • NoSQL & NewSQL • Machine Learning (ML) and Data Mining • SQL: Old grandpa of languages will be still be relevant • Strong skills in BI tools and pro- cesses such as Oracle/DB2, JIRA, Confluence • SQL, SAS, Cognos, Tableau (Desi- rable) • Microsoft SSIS, SSAS and SSRS as well as econometrics • Advanced SQL and SaS • Devices • Applications • Systems • Technologies that bridge M2M, IoT and Big Data • Micro Electro Mechanical Systems (MEMS) • Wireless Sensor Network Design • Quality Assurance And Testing • Sensor data analysis, data center management, predictive analytics,
- 30. 30 Allied Consultants Through 2018,there will be no dominant IoT ecosys- tem platform; IT leaders will still need to compose solutions from multiple providers Gartner, WorkshopsonSensors-AlasdairAllas Connected Devices-Telecom sAcadem y Certification for IoT Products - NFC Radio Technologies for IoT - ARC Chart Indust.Ethernet-RockwellAutomation IoTwithAndroid-Lynda The W orld ofIoT -Aw ard Solutions Industrial Networking - Cisco IoT Training - Tonex Ref Arch for IoT projects - IoT-A Big Data Trainings - Experfy IoT Security - Black Hat USA Industrial IoT -Rockwell Automation IoT M obile A pps-M icrosoft IoTforExecutives-NobleProg IoTSpecialist-RapidStart Cross-PlatformDevinIoT-Microsoft IoT w ith iO S -Lynda Training IoT
- 31. PLEASE GIVE USYOUR 2 MINUTES BY SHOOTING US AN EMAIL AT INFO@ALLIEDC.COM AND LET US KNOW WHAT YOU THINK 31 Allied Consultants ONE LAST THING We’re eager to hear your experiences with Internet of Things and to learn if the checklist helped you or could be better (or both). Thanks!
- 32. 32 Allied Consultants Useful Resources SuccessStories Reference Architectures Useful Resources in IoT Space « « « Aluminum Manufacturing Emirate Aluminum Company Oil & Gas; Resource intense production Rockwell Automation Automotive Aston Martin Discrete Manufacturing Discrete Manufacturing II Microsoft’s IoT Blog GSMA’s M2M Connections Forecast Complete IoT Ecosystem