growing the iot ecosystem in brazil
TRANSCRIPT
Sources: IDC, Gartner, Accenture analysisNote: [1] ‘Other’ includes Other HW, Security (HW & SW), Servers, and Storage. [2] An IoT Platform provides at least two of the following elements: device management, connectivity management, data management, visualization, or applications enablement for connecting IoT endpoints. [3] ‘“Cross” includes smart buildings, connected cars, & staff identification
94%Value is in Ecosystem
Security Software
Analytics software
AI/Machine Learning
Application Software
Services
IT & Infrastructure Services
Ongoing Services Security consulting
Hardware
Other HW
Module Sensor
Connectivity
Software
$1.3 trillion IoT by 2020
21 billion Connected “things”
IoT Platform
Go To
Market Build
Get
Ready
Building Repeatable IoT Solutions on Azure
Co-sellingJoin MPN
Guided Experience
IoT Playbook
Azure IoT
Training
IoT Community
Go To
Market
Build Get
Ready
Get ready: Microsoft resources to grow your IoT skills
Develop your IoT practice - Today
IoT focused Repository
of resources on MPN
▪ Get started
▪ Technical
▪ Sales & marketing
▪ Offers & incentives
▪ Get showcased
https://partner.microsoft.com/en-us/solutions/practice-areas/artificial-intelligence/internet-of-things#simple-tab-content-1
Develop your IoT practice – Guided Experience – April 2019:
What
The always-on digital Partner Development manager that assists partners in building a practice or solution with Microsoft.
https://aka.ms/buildapractice
Why
The guided experiences deliver content and resources digitally to partners by
practice specialization and lifecycle. Digital personalization and nurture features
encourage partners to continue building their solution or practice and prepare
them to take their solution or service to market. Content engagement scoring can
also qualify partners for tele-assisted help through the Cloud Enablement Desk.
Partners can leverage the always-on digital guided experience for building a
practice or solution with Microsoft in:
- Artificial Intelligence
- Data Platform Modernization
- Security and Compliance
- Collaboration
- App Innovation
- Modern Desktop
- Cloud Infrastructure
- ISV Resource Hub
- Business Applications
- Cloud Migration
- Internet of Things
Who Partners who want to build and develop their solution or practice and take their service to market.
https://aka.ms/practiceplaybooks
Define Your Strategy, continuedAbout this Playbook
Define Your Strategy
Hire & Train
Operationalize
Go to Market and Close Deals
Optimize & Grow
Get Ready – beyond IoT in Action
Interactive eBook - The Right IoT Business Model for You and Your Customers
▪ https://content.microsoft.com/iot/business-models
IoT Reference Architecture
▪ http://download.microsoft.com/download/A/4/D/A4DAD253-BC21-41D3-B9D9-87D2AE6F0719/Microsoft_Azure_IoT_Reference_Architecture.pdf
IoT in Action Virtual boot camp: : 3 days / build your first IoT app end to end
▪ https://infopedia.eventbuilder.com/index?landingpageid=4dSL41&ocid=IOTVB17_SM_CDS_OPC_10101
IoT Curriculums / On demand learning paths
Learning Portal: https://partner.microsoft.com/en-us/training
• Partner University: https://partneruniversity.microsoft.com/?whr=default
• C+ E University: https://infopedia.eventbuilder.com/index?landingpageid=Y0wLMD
• IoT School: https://iotschool.microsoft.com/learning-paths
Stay up-to-date / Join the Community
Join our IoT Partner Yammer Group (US)
• https://www.yammer.com/msuspartner/#/home
Join our
• http://aka.ms/iotinactiongroup
Follow
Subscribe to Channel 9 IoT show
• Subscribe to the show https://aka.ms/ch9iotshow
• You can also follow the YouTube playlist on https://aka.ms/ch9iotshowyoutube
Check out the Azure IoT blog on a regular basis:
• https://blogs.microsoft.com/iot/
Labs and MTCs
Solution
Accelerators
Microsoft Investment
Funds
Go To
Market
Build Get Ready
Microsoft resources to help build your IoT solution
Microsoft IoT Ecosystem
Get Connected to other Partners
Microsoft Azure Certified for IoT:
Benefits: gain trust with buyers,
develop your business, work with a
leader in IoT
4 steps: create a profile, add a device,
test and validate, get listed
Microsoft Partner Center
Benefit: Be visible by end customers
and Partners, by employee #, key
words or solution area (IoT) and
location
MPN Partner Center
https://www.microsoft.com/en-us/solution-providers/search
“Certified for Azure” Device Catalog
https://catalog.azureiotsuite.com/partner
IoT Ecosystem Partners - AMERICAS
IoT Ecosystem Enablers
IoT Solution Aggregators
Get help to build repeatable solutions: IoT & AI Insider labs:
Help you to develop, test and
operate intelligent product
solutions at scale
Located in Seattle, USA; Munich,
Germany and Shenzhen, China. https://iotlabportalcms.azureedge.net/112419_iot_lab_master_mixedaudio_-16lkfs_1920x1080_8mbps.mp4?sfvrsn=2
Link to the video:
www.microsoftiotinsiderlabs.com
Get help to build repeatable solutions: 3rd Party Solution Accelerators (3PSA)
open source and freely available for partners and end customers alike to leverage in the development of their IoT solutions on the Microsoft Azure IoT platform.
“fast-forward” your development up to 12 months and bypass upfront development costs which often run $1M.
8 Reference Designs Available today:
• Energy Management
• Asset Tracking
• Digital Signage
• Fleet Management
• Security and Surveillance: Edge Video Analytics
• Safety Notification – Project Edison
• Oil & Gas: Edge Dynocard Analysis
• Device Management Portal and Azure Sphere Device Management Portal
https://iotaccelerators.com/?refkey=dpc
Technical docs
& demos
GTM & sales
playbook
Deployment
strategy
Device
list
Packaged
code
Concept development
• Market analysis and opportunity validation
• Envisioning session, Mock-up and validation of the basic concept
• Align partner mgmt. with IoT solution value prop
Proof of Concept (POC)
• Complete design of the basic solution
• In-house validation of the solution subject to success criteria
Pilot/Proof of Business (POB)
• Time-bound, limited scope deployment to validate biz. fit
with 2-3 customers
• Development continues
• Exits stage as commercially viable product
1
2
3
Get help to build repeatable solutions: IoT Accelerate Funding
Target IOT Scenarios
Energy
Retail
Factory/Industrial
Security & Surveillance
Healthcare
Buildings
Up to $ 25,000
Up to $50,000
Up to $ 75,000
ACTION: Contact one of our IoT Ecosystem Enablers
or Solution Aggregators active in Brazil
Solution Catalogs
and Market place
Showcase at Events and
Webinars
Customer Evidence
Tune-up process +
Cosell readycatalog
Go To
Market Build Get Ready
Microsoft tools to help sell your IoT solution at scale
Get Your IoT Solution ShowcasedOne Cloud Marketplace, Two Storefronts
Where customers can find, try and deploy industry leading cloud
solutions from Microsoft partners
3 options:
Get
Started:
Appsource.Microsoft.com/Partners
Azuremarketplace.com
Learn
Read
Marketplace
Publisher Guide
Apply
Submit to Azure
Marketplace or
AppSource
Create
Register as a
publisher and
build the offer
Publish
Preview, test,
and go live
Grow
Use Go-To-
Market services
to grow your
business
“Contact Me” for SaaS and
Consulting Services
SaaS
• Limited Use/Duration
Account
• Guided Trial
Experience
• Test Drive (sandbox)
Virtual Machines
Azure Solution Templates
Azure Managed Apps
Containers (new)
SaaS Subscriptions (new)
LIST TRIAL TRANSACT
Cloud Enablement Desk (CED) led engagement
Services provided▪ Assist partners to build marketing capabilities and direct to best available
resources
▪ Guide partners to achieve Silver/Gold competency + activating benefits
▪ Partners in program receive unlimited access to Partner Technical Consultants (PTCs) for deep technical skilling and pre-sales consultations
▪ Onboard partner solutions into marketplaces + warm handoffs with GTM Resource Desk
▪ Set up and optimize Referral Engine profile + regular check ins on lead sharing status
Accelerate to GTM ready
Tele-Assisted practice building acceleration for high potential unmanaged partners.
Services provided▪ Set up “SW-only” profile in OCP CRM
▪ Help build and validate Co-Sell BOM
▪ Attach co-sell solution to OCP CRM profile
▪ Set up solution in OCP Catalogue
▪ Assist in validating IP co-sell solution requirements
▪ Process exception requests
▪ Onboard and walk through co-selling process within tools
aka.ms/CEDnominate
Onboard to Co-Sell Ready
Act as temporary PDM to onboard unmanaged partners into co-sell tools and program.
Which partners qualify?Partners must have an MPN ID and be non-PDM managed building a repeatable, scalable app or solution. Must have purchased a paid offering (Action Pack Subscription or competency) to engage with PTCs or GTM Resource Desk.
Which partners qualify?Partners must meet the Co-Sell Ready requirements and their solution vetted and approved by the local Microsoft GTM team.
CDS “Tune-up” Program
Ready-to-go
marketing assets
To help accelerate
co-selling
And
fuel growth
4: FINALIZE + DELIVER – Finalize assets & deliver to
Partner and Microsoft field for co-selling
3: ASSET TUNE-UP – Refresh existing partner
marketing materials to support co-sales
1: INTRODUCTION – Review project overview and process
Final assets include: Positioning & messaging framework; sales
presentation; customer brochure; sales guide, and reference architecture.
The process is simple:
Take advantage of an exclusive benefit for select IoT partners
The IoT Tune-up program is a complimentary partner benefit designed to help accelerate co-selling
and expand your sales reach with Microsoft, fueling business growth and helping you sell more.
5: HAND OFF + AMPLIFICATION – Completed materials
posted to OCP catalog and actions taken to raise solution
awareness among sales field and partner communities
2: REFERENCE ARCITECTUE– Diagram solution,
end points, Azure services and output
Tune-up Process- We develop 5 Assets
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
Reference Architecture
A one-page overview of
the solution components
and flow, including Azure
integration.
Starting with a reference
architecture helps familiarize
everyone with the end-to-
end solution and highlights
Azure services used.
Assets submitted to OCP Catalog Solution Map = Co-Sell Ready Status
Raise awareness with
enterprise sellers and get to
Co-Sell Ready
Drive solution awareness with facilitated support for posting to the OCP catalog and submitting for approval to become Co-Sell Ready
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
Call To Action
1. Make the best use of the upcoming matchmaking
opportunity
2. Visit the showcase and network with our exhibiting Partners
3. Join MPN and leverage every benefit!
4. Join the IoT Community online and keep networking!
5. Bring up your IOT opportunities to your local Microsoft
representative, a Microsoft partner or contact the Microsoft
IOT Global BlackBelt Sales team
© 2018 Microsoft Corporation. All rights reserved.
Thank you!