Internet of Things
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INTERNET OF THINGS PAGE 1 Internet of Things Microsoft Practice Development Playbook Published: July 2021 aka.ms/practiceplaybooks INTERNET OF THINGS PAGE 2 About the IoT Playbook Developed by partners, for partners, as a guide to building or expanding an Internet of Things (IoT)-focused practice Objectives The goal of this playbook is to help partners accelerate or optimize an IoT-focused practice and understand how to define their practice strategy, hire and train resources, go to market, and optimize and grow their practice. It does not attempt to re-write the existing body of detailed guidance on how to perform any given recommendation; instead, it points to relevant resources. The playbook provides valuable resources for driving new revenue opportunities, developing strategies for marketing, selling, and lead capture, and building deeper and longer-term engagements with customers through potential new service offerings like managed services. It offers guidance on the technical skills needed, resources available to accelerate learning, and the key opportunities for technical delivery. How this playbook was made This playbook is part of a series of guidance written by Microsoft Partner, Solliance, while working in conjunction with Microsoft One Commercial Partner and 12 other successful partners that have volunteered time and information to provide input and best practices to share with the rest of the partner community. To validate the guidance provided in these playbooks, MDC Research surveyed 743 global partners. The results of this survey are provided in-line with the guidance found within this playbook. Partner Practice Development Framework The playbook is structured into five stages that take a practice from concept to growth. Go-to-market and Optimize and Define strategy Hire and train Operationalize close deals grow Define the offer, Hire talent, train Prepare for launch Execute sales and Collect feedback, benchmark the resources, and with systems, tools, marketing strategy identify expansion practice, and identify complete and process in place to find customers opportunities, required resources certifications and close deals with optimize the winning proposals practice, grow partnerships, and refine the offer Microsoft confidential. © 2021 Microsoft. INTERNET OF THINGS PAGE 3 CONTRIBUTING PARTNERS AND IoT EXPERTS Arrow Electronics ICONICS ArtisConsulting New Signature Bright Wolf Softline Codit TechData Crayon Xoriant Fathym Zinnov Microsoft confidential. © 2021 Microsoft. INTERNET OF THINGS PAGE 4 Contents About the IoT Playbook ................................................ 2 Create engagement checklists and templates .............. 109 What is the Internet of Things? ................................................ 5 Go-To-Market and Close Deals ................................ 110 The IoT Opportunity ..................................................................... 6 Introduction ................................................................................ 111 Industry opportunities.................................................................. 7 Marketing to the IoT buyer ................................................... 112 Define the Strategy ..................................................... 14 Consultative selling and technical pre-sales .................. 114 Introduction .................................................................................... 15 Microsoft Technology Centers ............................................ 115 Define the Practice Focus.......................................................... 15 Optimize & Grow ...................................................... 116 Understanding the IoT practice .............................................. 16 Introduction ................................................................................ 117 The IoT landscape ........................................................................ 20 Understanding customer lifetime value........................... 117 The Azure IoT User Model ........................................................ 28 The evolution of IoT .................................................................... 32 IoT Playbook Summary ............................................. 120 Understanding how IoT systems are created ................... 33 The Microsoft approach to IoT ............................................... 34 Establish an IoT practice using Azure IoT ........................... 36 Define and design the solution offer ................................... 52 Understanding project based services ................................ 53 Understanding managed services ......................................... 62 Understanding intellectual property .................................... 67 Define industry-specific offerings .......................................... 69 Microsoft licensing options ...................................................... 70 Calculate Azure practice costs ................................................ 74 Identify partnership opportunities ........................................ 75 Define engagement process .................................................... 76 Identify potential customers .................................................... 77 Join the Microsoft Partner Network ..................................... 78 Partner programs for IoT partners ........................................ 78 Stay informed on IoT matters ................................................. 80 Identify marketplaces ................................................................. 83 Hire & Train ................................................................. 85 Introduction .................................................................................... 86 Building a team ............................................................................. 87 Competencies and certifications ............................................ 95 Operationalize ............................................................ 100 Introduction ................................................................................. 101 Implement an IoT solution delivery process .................. 102 Implement a customer support program and process .......................................................................................................... 103 Support options from Microsoft ......................................... 104 Support ticket setup and tracking ...................................... 107 Setup social offerings .............................................................. 108 Microsoft confidential. © 2021 Microsoft. INTERNET OF THINGS PAGE 5 What is the Internet of Things? The Internet of Things (IoT) describes the practice of interconnecting the physical world with cloud services via electronic devices, software, and sensors. IoT OVERVIEW IoT applications can be described as Things (or devices), collecting data or events that are then used to generate Insights, which translate into Actions implemented to help improve a business or process. An example is an engine (a thing), sending pressure and temperature data used to determine if the engine is performing as expected (an insight), which is then used to proactively schedule maintenance on the engine (an action). The end-goal of all IoT solutions is to take action on business insights found through gathering data from assets. (image from the Azure IoT Reference Architecture Guide) By gathering data from sensors instead of people we can focus those people on more effective and efficient things that drive value back to our owner. MARK BRYANT, PCL Construction DISCOVER THE BENEFITS OF IoT With IoT being a relative newcomer to technology trends, its benefits, to some extent, are unclear or misunderstood by many existing or potential clients. The implementation of IoT can help businesses realize many benefits, from improved productivity and increased profits to deeper insights into how their products are being used. In fact, many organizations are already benefiting from automated approaches to common workforce tasks that traditionally have been performed manually. From remotely monitoring sensors anticipating maintenance needs to acting as a sales tool on a retail floor, IoT has the potential to directly impact the bottom line. At the root of these benefits is access to and analysis of more data. Data collection and analysis allows organizations to become substantially more responsive. Microsoft confidential. © 2021 Microsoft. INTERNET OF THINGS PAGE 6 IoT WILL ASSUME JOB TASKS, NOT NECESSARILY ELIMINATE THE JOB An IoT solution should be perceived as an enhancement, rather than a threat, to the human workforce. Using IoT to automate mundane or repetitive tasks that are typically performed by an employee allows for the customer to re-target the focus of the employee to more fruitful tasks that directly target the bottom line and improve all-over productivity. As an example, a construction company building a high-rise deploys sensors to multiple areas of the building that report on temperature, humidity, and pressure. These readings were previously manually gathered by personnel. With the implementation of the IoT solution, these employees are now freed up to tackle other tasks. The IoT Opportunity Today’s biggest opportunities are enabled by data collected from connected technologies. While IoT is a relative newcomer to the technology landscape, it is important to note that it is not emerging, it is already here! IoT is a booming