company founded in 1901 innovation as key...
TRANSCRIPT
• Company founded in 1901
• Likes a good mark-up (up to 4750% (!) margin on the
product)
• Innovation as key differentiator
• Market leader for over 100 years
• Acquired by P&G for $54B
WHY
Microsoft roadmap approach to digital innovation
DeliverDeliver, adopt and realize the
vision and value
DreamImagine and envision the
art of the possible
DesignDesign to realize the value
of the vision
Adoption & Change ManagementTechnical
Architecture
Digital Envisioning Digital Transformation PlanningValue Management & Reporting
Digital Trends & Insights
Future Business Model
Transformational
Design Led Thinking Session
Value Innovation
Compile and Select
New Model Ideas/ScenariosReport + Proposal
Structured
Brainstorming
Current Business Model
Incremental/Evolutionary
Current BM Scenarios Storyboard Complete TemplatesTailor Scenarios
with Customer
Digital Transformation Workshop Flow
Or/
And
Real Life MSFT Customer Example: “Run My Farm”
11
What started as a conventional workshop with known pain points and customer interests
ended up addressing those and creating a new Business Model
What are the alternative industries?Farmers/growers pay local experts for advice, training, fertilizer products, dispensers, irrigation equipment,
weather forecast, soil tests
What is the buyer’s chain?Local distributors, Brokers, local Experts and Agronomists, Agriculture Equipment Dealers, Marketers, Farmers
Trends and TimingFarmers adopting mobile phones, global push for wifi in suburbia and rural, distributors don’t want to carry
inventory cost, availability of accurate weather forecast, satellite technology, proliferation of affordable IoT
devices;
Customer Utility: (Inclusive Design)Diverse “Farmer-friendly” interface, one device does it all. Simple to operate and interact with.. Farmer
focused advice Service, DIY approach… Etc.
Thought Starters
Real Customer Engagement: Run My Farm (Scenario Narrative)
12
New Business Model: Running the Farm (instead of selling bags of Fertilizer)
Chief AgronomistCurrent StateOur enterprise is losing market share due to high competition.. We are
struggling to maintain sufficient margin to sustain our existence. Mass
producers at beating our prices and we tried everything we possible cutting
cost to stay competitive. We are out of options here and our management
is seriously considering shutting down the production facility next year…
Need help!
Desired Future StateWe no longer fear the competition .. WE are UNIQUE. No other player in the
market can do what we are capable of .. We had our expertise and our real
time insight and control in addition to an innovative way to deliver our
product not to the dealer but directly to the PLANT whenever it needs it in
the desired precision, leaving no waste, at an optimal cost to the farmer and
with guaranteed outcomes that factored in environmental and other noise
factors.. Our customers now are partners, and our dealers are Installers and
transporters. Our Business model now isn’t limited to profit from goods but
sharing a profit of produce!! Our Farmers are very happy with us.. They use
basic connectivity devices that overcome cultural and language barrier to
react and adjust if needed. We can monitor, analyse, remotely control and
real time advise. Our Business Model is scalable to continuous innovation.
Next year we are targeting livestock, a new market we have never been
into and we will never run out of being unique, innovative and not just
differentiated
I am always looking to…
• Sharing my passion and knowledge to help communities in developing countries
become food self sufficient
• Gain real time insight and not wait for local and often inaccurate lab tests
• Make sense from mega trends and have actionable accurate insight
• Serve my enterprise in an innovative way to capitalize on my long industry
knowledge
• Help local expert in target markets grow their knowledge and pass the knowledge
to farmers and growers
• Create value for all those involved in our value stream innovatively
• Enter new markets, ventures and experiment with great ideas to serve humanity
Run My Farm Program
13
Solution Storyboard (based on whiteboard sketch)
Data, Telemetry and ControlsRunning the fertilizer program Educate the customers and gain
Real-Time visibility on the data
Our agronomists will now be able to expand their contribution from advice to taking active control optimizing outcomes of farmland. They will be able to do
that real time, predicting and proactively controlling all variables to maximize impact
• Generate revenue from new business model
• Reduce the on-site need of an
expert/agronomist
• Support R&D groups by providing
quantitative feedback
• Improve customers’ satisfaction and
market share
Benefits
• Share field data with experts
• Machine learning capabilities to analyse
data in more accurate way.
• Gain the ability to share knowledge in a
more easy way (pull/push)
• Communicate with the farmers on a
regular basis
Start
• Grow expertise and knowledge at all levels
• Partnership with Universities, Governments,
Dealers etc. to grow expertise in the
fertilizer business
Continue
Agronomists
Suppliers
Application Schedule Real Time connection to experts/Agronomist,
suppliers, and partners
Increase
market share
Modern Equipment
IOT, Controls
and equipment Farm Crew
Program Planning
Suppliers
ICL expert/
Agronomist
Shared View Between our enterprise
and Customers
Satisfied
Customer
Optimized
program
Farm Crew
Legacy IOTApplications IP capable devices
Sensors
Telemetry
Legacy Equipment
Data
Scientist
Increased
sales
Stop
• Spending money on unnecessary field-
facing contacts
• Relying on unnecessary non-digital
means of data transfer
• Competing in conventional business
models
Technology Storyboard
14
Run My Farm Program
HDInsightAzure Machine
Learning
Skype
Azure
Storage
Azure SQL
DB
PowerBI
Stream
Analytics
HDStorm
App Service
Event Hubs
Microsoft Social
Engagement
Social Sentiment
Product
Designs
Feasibility &
Prototypes
Farm
Dynamics AX
Adjustments
Mate
rials
& S
up
plies
Mate
rial &
Part
s
Rese
arc
h R
eq
uest
s
Office365
FarmFarm
Farm
Global & Local
ICL Experts/AgronomistsMarketing
Management
Product
Development
Global
Engineering
& Suppliers
Farmer/
Partner
Facility
Facility
Supply
Chain
Social Media
Recommendations
Feasibility &
Feedback
Manufacturing SolutionSummaries
Digital Twin Microsoft Services Manufacturing Solutions
The Digital Twin solution empowers your organization to reduce
costs and foster innovation through a better understanding of how
an asset is meeting its design goals. With the data collected from
the asset and its environment under multiple performance
conditions, you can model the replica into 3D virtualizations to
maintain, troubleshoot, and repair equipment; validate design or
process innovation; or audit product quality – throughout the
product lifecycle.
• As Designed: Drive design & engineering innovation through
customer & equipment insights
• As Manufactured: Monitor performance & maximize efficiency and
reliability
• As Maintained: Refine or add value-added equipment features &
services
IMPLEMENTATION OFFER
Deliverables Documented requirements for acquisition,
cleansing and storage of product data
Design one HPC Azure environment to host
the solution
Load data from target asset
Publish an Azure Machine Learning model
that is intended to consume data
Produce sample business insights
Est. time-to-value 8 weeks* PoV
BUSINESS CHALLENGES SOLUTION BENEFITS
• Dispersed innovation
and engineering
resources
• High cost of simulation
and testing
• Disconnected product
information
• Lack of visibility across
multi-factored design
and troubleshooting
• Connected Product sensor-
enabled
• Digital Twin Platform –
Engineering, simulation &
visualization with cognitive
services & business
intelligence
• Digital Twin Services based
on business need (e.g. design
and innovation insights,
integrated customer support
and field service,
manufacturing, supply chain
and quality performance)
• Combine product
virtualizations with rich
manufacturing and usage
data
• Simulate and optimize
product performance
• Foster innovation in the
conceptualization and
design of new products
before physical
prototypes
• Accelerate time-to-
market
17
Big Compute for Visualization & Simulation Microsoft Services Manufacturing Solutions
In industries such as automotive, consumer goods, and discrete
manufacturing, engineers use simulation-driven design processes
to reduce time to market. They need the ability to analyze and
simulate complex high-fidelity models without having to build,
manage, or maintain capital-intensive infrastructure.
Azure provides HPC computing on demand, helping reduce the
cost and effort needed to run massive computational models.
Big Compute can help solve a variety of simulation problems:
Automotive crash simulation, electromagnetic simulation, vehicle
dynamics, stress analysis, computation fluid dynamics, fluid flow,
and aerodynamics, metal forming and extrusion, NVH (noise
vibration harshness and durability/fatigue) and consumer device
drop test and durability
IMPLEMENTATION OFFER
Deliverables Requirements gathering and
documentation for one design and
associated statistical modeling techniques
(e.g. design of experiments)
Optimization to run hundreds or even
thousands of simulations using high-
fidelity models.
Est. time-to-value 4 weeks* PoV
BUSINESS CHALLENGES SOLUTION BENEFITS CUSTOMER STORIES
• Dispersed innovation
and engineering
resources
• High cost of
computing
infrastructure
• Disconnected product
information
• Lack of visibility across
multi-factored design
and troubleshooting
• HPC Pack provides you with
deployment, administration,
job scheduling, and
monitoring tools for your
cluster environment. It also
gives you the ability to burst
from on-premises clusters to
Azure when additional
capacity is needed
• Democratize access to
simulation to create better
products
• Reduce time to market for
new products
• Enable engineers to work
from virtually anywhere
• Lower the cost per
simulation
Customer Evidence:
By hosting its data-to-
decision platform in Azure,
d3VIEW can scale to tens of
thousands of cores and help
customers get to market
faster.
Engineering simulation
provides CD-adapco the
most reliable flow of
information into the design
process, which drives
innovation and lowers
product development costs
Asset Performance Management Microsoft Services Manufacturing Solutions
The Asset Performance Management solution connects plant
floor assets (equipment) in order to monitor performance, improve
utilization and provide predictive insights. Helping enterprise
customers get the most out of their operational assets across their
manufacturing ecosystem
• Transform operational data into actionable insights
• Improve operational efficiencies
• Reduce equipment downtime and supply chain disruptions
• Improve key performance indicators (KPI), such as Overall
Equipment Effectiveness (OEE)
• Share knowledge across plants for optimized productivity
IMPLEMENTATION OFFER
Deliverables Connecting 1-3 lines through PLC’s, SCDA
or MES using a field gateway and IOT Suite
and Hub
Common data platform in Azure Table
Storage
Advanced analytics with machine learning
Dashboard insights through Power BI
Est. time-to-value 12* weeks Pilot Proof of Value
BUSINESS CHALLENGES SOLUTION BENEFITS CUSTOMER STORIES
• Unplanned equipment
downtime
• Poor asset utilization
• Material and labor waste
• Lack of resource flexibility
• Gather data from sensor
enabled equipment
• Computational algorithms
that can analyze large
sums of data and extract
patterns to enable
machine learning
• Big data, cloud and
analytics technologies
with machine learning
capabilities to improve
and automate business
decisions
• Actionable insights
• Real time and near real
time data monitoring
• Improved asset utilization
• Reduced operational
costs
• Improved product quality
Predictive Maintenance Microsoft Services Manufacturing Solutions
The Predictive Maintenance solution transforms production
management and service management. Move from preventive
scheduled maintenance to advance maintenance management
through predictive analytics.
• Reduce unplanned downtime through proactive and
preemptive maintenance activity to minimize operational
disruptions which cause variability
• Optimize allocation of maintenance staff and parts inventory
to avoid constraints and expedited shipping expenses
• Detect and respond to long-term equipment performance
trends, improving lifetime performance and safety
• Improve service prioritization and reduce overall maintenance
costs
• Reduce production scrap and waste
IMPLEMENTATION OFFER
What customer gets Azure IOT Suite
Advanced analytics with Power BI
Est. time-to-value 8* weeks Pilot Proof of Value
BUSINESS CHALLENGES SOLUTION BENEFITS CUSTOMER STORIES
• High or fixed maintenance
costs
• High unplanned break/fix
• Unrealized capacity
• Lack of resource flexibility
• Data gathering from
sensor enabled devices
through Azure IOT Hub
• Predict high impact failure
for preemptive repair
• Enhanced insights into
maintenance procedures
• Continuous machine
learning capabilities to
improve and automate
business decisions
• Reduce maintenance
costs
• Improve capacity with as-
needed maintenance
• Minimize unplanned
production disruptions
• Continuous improvement
feedback for design
enhancement
• Extend machine lifetime
Jabil
Mobile Worker Microsoft Services Manufacturing Solutions
The Mobile Worker solution digitally enables field workers to be
connected and engaged through mobile access to information,
training and communication. Improves productivity, compliance,
and collaboration with peers, subject matter experts and customers.
• Improve productivity by providing a fully mobile workspace
with anywhere, anytime access to expert resources.
• Improve employee engagement through frictionless
collaboration and shared operational insight.
• Improve customer service with more informed staff to deliver a
more personalized customer experience.
IMPLEMENTATION OFFER
What customer gets Onsite planning sessions
Microsoft 365
Solution vision, storyboard and blueprint
Est. time-to-value 3* week jumpstart
BUSINESS CHALLENGES SOLUTION BENEFITS CUSTOMER STORIES
• Disconnected field
workforce
• Poor training compliance
• Inconsistent customer
experience
• Too much time spent in
administrative duties
• Connected collaboration
through productivity tools
and applications
• Prioritized communication
capabilities and workflow
• Outcome based roadmap
and organizational
change assessment
• Higher employee
engagement
• Improved productivity
• More satisfied customers
• Empowered decision
making across the
organization
Connected Field Service Microsoft Services Manufacturing Solutions
The Connected Field Service solution improves field service
operations and maintenance effectiveness. Advanced analytics and
monitoring of equipment for early anomaly detection and machine
learning based predictive maintenance recommendations.
• Improve field service productivity by providing a connected
and mobile workspace. An always connected environment allows
dynamic schedule updates and better time utilization for
customer interaction.
• Improve customer service with better insight to failure and
equipment information to ensure the right technician skills and
parts are deployed. Faster response time and higher first time fix
rates.
• Reduce service costs with fewer call outs and reduced recalls.
Simplify scheduling and dispatch the right technician with full
visibility to service part inventory and customer information.
IMPLEMENTATION OFFER
What customer gets Dynamics 365 for Field Service
Azure IOT Suite
Advanced analytics and Cortana
intelligence for Machine Learning
Est. time-to-value 5* weeks Proof of Value
BUSINESS CHALLENGES SOLUTION BENEFITS CUSTOMER STORIES
• Low field service
productivity
• Inability to react quickly to
customer service needs
• High level of recalls
• Poor service part and
supply availability
• Lack of schedule flexibility
within same day
• Dynamics 365 for Field
Service enables schedule
agreements, dispatch,
inventory management
and mobile application
• Sensor enabled products
providing monitoring and
advanced anomaly
detection and alerts
• Machine learning to
predict failures before
downtime occurs
• Higher employee
engagement and
productivity
• Reduced service costs
• More satisfied customers
• Improved product quality
• Additional sales and
revenue opportunities
Tetra Pak
The milk supply chain
How Tetra Pak has transformed its Business
Connected Operations Microsoft Services Manufacturing Solutions
The Connected Operations solution is an integrated solution pack
covering end to end scenarios for discrete manufacturers and
service operations.
Drive your business with insight proactively using data in
Microsoft’s trusted cloud
Deliver operational excellence and dynamically optimize your
operations
Shorten development cycles and accelerate time to market
Open new revenue channels by serving customers in new ways
This solution contains the overall content for Optimize Operations
digital transformation pillar discussion guides and business benefits
for a manufacturer.
IMPLEMENTATION OFFER
What customer gets Overview of possible opportunities in
Industry 4.0 with IoT. Select one solution
to start: Remote Monitoring, Predictive
Maintenance, Asset Performance
Management or Connected Field Service
Est. time-to-value 8-12 weeks* for first solution POV
BUSINESS CHALLENGES SOLUTION BENEFITS CUSTOMER STORIES
• Continuous cost reduction
efforts stagnating
• Difficult to collaborate
effectively across multiple
manufacturing operations
• Lack of visibility in the
supply chain
• Included in this solution
are the business benefits
of the more specific offers
in the Manufacturing
portfolio
such as:
• Remote Monitoring
• Predictive Maintenance
• Asset Performance
Management
• Mobile Worker
• Connected Field Service
• Reduce operational costs
• Improve capacity with as-
needed maintenance
• More engaged and
productive employees
• Innovate faster
• Open new revenue
opportunities with
extended services
Jabil
27
28
WHAT
HOW
https://www.london.edu/faculty-and-research/lbsr/digital-transformation-why-you-need-to-
reimagine-your-business-model#.WfM_0YikKUl
THIS IS OURINDUSTRIALREVOLUTION
Digital transformation is the new industrial revolution
8-25 Yrs 8-25 YrsProduct Economy
Product Features and Functionality8-25 Yrs 8-25 Yrs Winding down
3-8 Yrs 3-8 YrsInformation EconomyAutomation based on I.T.
3-8 Yrs 3-8 Yrs 3-8 Yrs 3-8 Yrs 3-8 Yrs
1-3Yrs 1-3Yrs 1-3Yrs 1-3Yrs 1-3Yrs 1-3YrsExperience Economy
Value from Customer Experiences
Digital EraContinuous Business Model and Offer Innovation
Transform yourproducts
Empower youremployees
Optimize youroperations
Engage your customers
Unlock opportunities to realize your business outcomes and success
Digital is changing how business gets done
Draw better insight out of data convert
intelligent into action
Staying aheadby anticipating
what’s next
Embrace different way of bringing people together
Develop new capabilities that
help organizations transform
themselves into digital
organizations
Agile platforms and solutions
designed change and
adapt
Re-envision existing and enable new
business models
Every company is a software company.
You have to start thinking and
operating like a digital company.
It’s no longer just about procuring one
solution and deploying one. It is not
about one simple software solution.
It’s really you yourself thinking of your
own future as a digital company.
Satya Nadella, CEO, Microsoft
BUILD theintelligent cloud
CREATE morepersonal computing
REINVENT productivity& business processes
Accelerating organizations digital transformation journey
Microsoft Services EMPOWER you to achieve more by
ACCELERATINGthe value IMAGINED and REALIZED
from your digital EXPERIENCES
CREATING YOUR PROGRAM OF CHANGE FOR DIGITAL TRANSFORMATION
Engage your
CUSTOMER
Empower your
EMPLOYEE
Transform your
PRODUCTS
Optimize your
OPERATIONS
Transform your customer experience
Get to market
faster
Gain customer
insights
Deliver on
customer
needs
Build business
agility
Accelerate
value imagined
and realized
Engage your customers
Engage your CUSTOMER
Transform your employee productivity
Enable every
working style
Secure your
organization
Nurture
workforce
mobility
Harness
digital
intelligence
Deliver
exceptional
employee
experiences
Empower your employees
Empower your EMPLOYEES
Transform your operations
Optimize
asset
utilization
Drive
continuous
improvement
Optimize
costs
Leverage
dispersed
data
Reshape
customer
relations
Optimize your Operations
Optimize your OPERATIONS
Reinvent products, services and business models
Capitalize
on new
revenue
Ease
technology
transfer
Imagine
art of the
possible
Develop
innovative
solutions
Unlock
new value
creation
Transform your products
Transform your PRODUCTS
microsoft.com/services
Imagine. Realize.Experience.
©2016 Microsoft. All rights reserved.
Microsoft Services empowers organizations
to accelerate the value imagined and realized
from their digital experiences.
EXPERTISEin the Microsoft
portfolio, technology
integration, and
digital transformation
CAPABILITIESthat are broad, deep,
and suited to your
industry, along with
a global network of
skilled professionals
and partners
ACCOUNTABILITYfor the long term,
addressing complex
challenges while
mitigating risk
FLEXIBILITYto engage the way
that works for you,
with the global reach
to satisfy your
business needs
RESULTSthat demonstrate
our ability to lead
change and deliver
on our promise
Why Microsoft Services?
You are reinventing what
it means to do business
STRATEGY
BRIEFING
Identify specific
business challenges
and success factors
DIGITAL
TRANSFORMATION
WORKSHOP
Challenge the
convention by
imagining the art of
the possible
DIGITAL
ADVISORY
SERVICES
ENGAGEMENT
Accelerate the
value imagined
and realized from
your digital
experiences
1 2 3
Togetherwe can reimagine the art of the possible