the four steps of digital transformation...the four steps of digital transformation raquel tejedor...
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The four steps of Digital Transformation
Raquel TejedorPrincipal Solutions Specialist, IoT, Microsoft
Here’s what we’re covering
Four steps of digital transformation
Differences between PaaS & SaaS
Digital transformation case studies
P&L opportunities by partner type
Digital Disruption and the 4th Industrial Revolution
1780s
Mechanized production Mass production Automated production Digitized production
1870s 1970s 2015+
Digital Transformation
Operational Efficiencies
New Business Models Features and Rev Streams
Process engineering and product engineering improvements
Cost reduction
Time to market reduction
Predictive maintenance
Provision of services alongside devices and hardware.
Devices / hardware / machines delivered “as a service”.
Enablement of ancillary businesses, new businesses and transformed businesses
Business Insights
Sensor proliferation
Data collection, transfer, storage and processing
New insights - understanding product and service more deeply
Digital Transformation
Business Insights Operational Efficiencies
New Business Models Features and Rev Streams
Sensor proliferation
Data collection, transfer, storage and processing
New insights - understanding product and service more deeply
Process engineering and product engineering improvements
Cost reduction
Time to market reduction
Predictive maintenance
Provision of services alongside devices and hardware.
Devices / hardware / machines delivered “as a service”.
Enablement of ancillary businesses, new businesses and transformed businesses
Digital Transformation
Business Insights Operational Efficiencies
New Business Models Features and Rev Streams
Sensor proliferation
Data collection, transfer, storage and processing
New insights - understanding product and service more deeply
Process engineering and product engineering improvements
Cost reduction
Time to market reduction
Predictive maintenance
Provision of services alongside devices and hardware.
Devices / hardware / machines delivered “as a service”.
Enablement of ancillary businesses, new businesses and transformed businesses
Digital Transformation
Business Insights Operational Efficiencies
New Business Models Features and Rev Streams
Sensor proliferation
Data collection, transfer, storage and processing
New insights - understanding product and service more deeply
Process engineering and product engineering improvements
Cost reduction
Time to market reduction
Predictive maintenance
Provision of services alongside devices and hardware.
Devices / hardware / machines delivered “as a service”.
Enablement of ancillary businesses, new businesses and transformed businesses
Digital Transformation
Business Insights Operational Efficiencies
New Business Models Features and Rev Streams
Sensor proliferation
Data collection, transfer, storage and processing
New insights - understanding product and service more deeply
Process engineering and product engineering improvements
Cost reduction
Time to market reduction
Predictive maintenance
Provision of services alongside devices and hardware.
Devices / hardware / machines delivered “as a service”.
Enablement of ancillary businesses, new businesses and transformed businesses
Market offering
• From “MRI Scanner” to “Remote diagnostics subscription”
• From “Industrial Machine” to “Machine uptime subscription”
• From “Thermometer” to “Temperature Control Service”
Profitability
• From hardware margin to subscription margin
• From capex to capex+opex
Customer relationships
• From transaction relationship to annuity relationship
• From procurement relationship to business owner relationship
Transformation in your…
End Points Security Connectivity Business Consultants
Distributors Developers
IoT Partner Value Chain
Services Regulators
Suitable for more complex solutions requiring high controllability, high customization, with low endpoint
volume
IoT … “as a service” models
Suitable for less complex solutions and common use cases requiring low degree of customization, with high endpoint
volume
Suitable for more complex solutions requiring high controllability, high customization, with low endpoint
volume
IoT … “as a service” models
Suitable for less complex solutions and common use cases requiring low degree of customization, with high endpoint
volume
Partnership Opportunities for PaaS providers:
• System Integrators for integrating customer apps into platform
• ISVs for delivering companion apps for customer integration
• Cloud Service and Connectivity Providers for IaaS services
Partnership Opportunities for SaaS providers:
• ISVs for app dev
• Channel partners for customer acquisition
• Cloud Service and Connectivity Providers for IaaS services
• CRM partners for customer data management
IoT … “as a service” models… in Microsoft
SaaS
Azure IoT CentralFully managed IoT SaaSNo cloud solution expertise required
Built on the same Azure IoT Platform Services
Azure IoT Solution AcceleratorsSolution accelerators for customers with cloud solution expertise and the need to fully customize
PaaS
Opportunities for P&L transformation by business type
Opportunities for P&L transformation by business type
New Insight opportunities
Insight on how product is used in the field.
Operational efficiencies
Decrease manufacturing downtime by predicting and resolving issues before they happen.
Business Model changes
Product as a service.
New Revenue opportunities
Attach and monetize new services.
Device Builder / OEM
Opportunities for P&L transformation by business type
New Insight opportunities
Enhance customer experience by understanding how product features are used.
Operational efficiencies
Increase speed to market and reduce cost through process automation.
Business Model changes
Subscription-based services.
New Revenue opportunities
Consumer apps represent a new channel for future services.
ISV
Opportunities for P&L transformation by business type
New Insight opportunities
Remote monitoring of systems and processes.
Operational efficiencies
Remote troubleshoot and problem resolution.Service engineer arrives with right parts to fix physical infrastructure.
Business Model changes
Selling repeatable solutions and retaining IP.
New Revenue opportunities
New services offerings such as business consulting, data science and device lifecycle management.
System Integrator
Opportunities for P&L transformation by business type
New Insight opportunities
Remote monitoring of systems and processes.
Operational efficiencies
Single relationship and billing for customer including applications, infrastructure and cloud.
Business Model changes
Aggregation of hardware and software-based connected device solutions for specific verticals.
New Revenue opportunities
Subscription-based revenue.Higher margin for higher value services than pure hardware distribution.
Solution Aggregator
Introducing an example of all four steps of business model transformation through broad ecosystem partnership
• Passenger wifi access• Fleet management• Digital signage• CCTV security • Driver panic button
Transit and Commuter solutions
• Aggregate multiple solutions• Single platform for end-customer• Simplified billing• Cloud Solution Provider
Solution Aggregator
Image needed
Connected Buses
How Synnex gets value from all 4 stagesBusiness Insights Operational Efficiencies New Business Models New features & Revenue
streams• Fleet management and
GPS location• Video-based security
• Digital signage enables remote management of advertising collateral
• Single platform for the end customer (1 app instead of 6)
• Single vendor and billing (Synnex)
• Modular platform of services on top of wifi solution
• Inclusion into Microsoft Smart City blueprint offering
• Service-based margins• Recurring revenue stream from
Digital Signage and other services.• App represents new channel to
customer for delivery of future services.
• Ongoing solution management services.
Agenda Reading – June 19TIME SESSION SPEAKER
9:00-9:30 Welcome and Executive Keynote James Lockyer
9:30-10:00 Intelligent Edge and Intelligent Cloud James Lockyer
10:00-10:30 Addressing the Challenges of IoT Security with Azure Sphere Maarten Struys
10:30-11:00 Coffee Break and Showcase Time
11:00-11:30 Building Intelligent Edge Solutions with Microsoft IoT and other Technology Programs Maarten Struys, Dmitry Teteruk
11:30-12:00 The 4 Steps of Digital Transformation Raquel Tejedor
12:00-13:00 Lunch and Showcase Time
13:00-16:00 Break-outs
Business Methodology on IoT Raquel Tejedor, Alastair Worth, Carl Payne, Johan Pensar, Elliet Hall-Jones
Experience Connecting Microsoft IoT Services and Technologies Maarten Struys, Dmitry Teteruk
16:00-16:30 Coffee Break and Showcase Time
16:30-17:30 Experience Connecting Microsoft IoT Services and Technologies Maarten Struys, Dmitry Teteruk
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