Azure IoT in Industrial Automation - Practical Considerations
- 1. IoT Business Development Workshop Industrial Automation Track DANIEL LI IOT DX BOOTCAMP SHANXI IATrack
- 3. Do IA Projects Make Profits? Opportunity is Clearly There IATrack IoT DX Bootcamp Shanxi IoT = IT + OT + Devices + ISV/SI Distinct teams & apps OEM Partner Solutions Vertical Expertise End User Project Prime 1 2 3 4 Highlight Growing number of developing POCs provide GTM discussions with partners Signs of organization and business transformation in device partners IoT Aggregator and Accelerator program in place to boost POC/POB Lowlight Long lead time; developer shortage Unable to convert POCs to repeatable sale because of customization and vertical expertise required in each end user project Lack large deals as ISV/SI owns end user relationship and OT expertise Data privacy and security concerns limit project size
- 4. Our Types of IA Projects IATrack Dev & Data BizApps Cloud Platform One Microsoft Cortana Intelligence Suite SQL Dynamics 365/ ERP/MES Power BI Azure services Azure ML IoT Suite Office 365, Office, Devices, HoloLens, Yammer, Skype, etc. CONNECTED FIELD SERVICE Replace your costly break-fix service model with a more proactive “never fail” model using IoT Partner: N/A ✓ ✓ ✓ ✓ ● PREDICTIVE MAINTENANCE Vastly improve operations and asset availability with predictive and preemptive maintenance Partner: N/A ✓ ✓ ✓ ✓ ✓ ✓ ● REMOTE MONITORING Connect devices worldwide to collect untapped data, reduce downtime, and increase productivity Partner: N/A ✓ ✓ ✓ ✓ ✓ ● CONNECTED FACTORY Connect industrial devices to monitor, collect data, and increase productivity and profitability Partner: N/A ● + ● ✓ ● ✓ ● AOI BIG COMPUTE Leverage four solutions: Cloud Workstation ,Cloud Rendering, Simulation and Analysis, and Deep Learning and AI Training. Partner: N/A ✓ ● ✓ ● ✓ KEY Embedded in the solution New functionality under discussion Interoperates with the solution ✓ ● + Reference only
- 5. IoT Value Chain Consulting Prof Services (Analytics) ISV (Presentation, Analytics) Service Provider (Cloud Platform: Storage and Egress) ISV (AEP) Connectivity Service Provider (MNO, CDP) Device (OEM, ISV App, SI) IHV (Silicon, Gateway) SI (Solution) ISV (Enterprise Integration: ERP/Vert Spec) Enterprise/ Consumer IATrack Predictive Maintenance AOI Advance device mgmt Remote monitoring Device mgmt. & provisioning Connected Field Service Connected Factory Certified W10 IoT Devices • Domain expert, data scientist dependent • Machine Learning – training set availability • End user project ownership/project prime • SOW often involves new features and customizations • Less customization; higher level of productized solutions • IaaS and PaaS migration • Device management and monitor driven • Hardware devicescompatible with Windows 10 and Azure IoT
- 8. Azure IoT Platform & Service Microsoft IoT Central IoT SaaS Microsoft Connected Field Service Field Service SaaS Azure IoT Suite Remote Monitoring v2 Predictive Maintenance Connected Factory Device Support Edge Support IoT Services Data & Analytics Services Visualization & Integration Services Azure IoT Device SDK Certified Devices Azure Certified for IoT Security Program For Azure IoT Windows 10 IoT Core Azure IoT Edge Azure IoT Hub Azure IoT Hub Device Provisioning Service Azure Stream Analytics Azure Time Series Insights Azure Machine Learning Cosmo DB Azure HD Insights, Spark, Storm Kafka Azure Event Hub Azure Data Lake Analytics Azure Data Lake Microsoft Flow Azure Logic Apps Notification Hub Azure Websites Microsoft Power BI Azure Active Directory Azure Monitor IATrack
- 9. Business Model Evolution Path to Digital Transformation SaaS PaaS IATrack Organization End Customer Rental Service Aggregator End Customer Subscription EA End Customer EA EA Credit Card
- 10. Discussion IATrack • Deal size • POC -> Sale; GTM • Long lead time • SI/ISV dependence • Types of end customers • Common project types • Higher value, higher SI/ISV mix • Machine Learning, data set often needs external SI/ISV • Remote monitoring, field labor mgmt. require less customization and vertical domain expertise • Edge computing, AI/ML, DM & DPS • IoT Central fast prototyping for device monitoring • Reference architecture • Transformational – Dynamic 365 • Dedicated IoT BU & dev resources • Separate IoT business entity • Pattern of Azure usage organization • SaaS and PaaS business evolution Rationalize investment Prioritize GTM ISV/SI partner recruitment Balance value and lead time 1x100 = 5x20 …but more fast Types of service & resource Portfolio mgmt. for max return A new pair of shoes does not win you marathon; Work with transforming partner
- 11. Breakout Presentation – One Pager IATrack Rationalize investment Prioritize GTM ISV/SI partner recruitment Balance value and lead time 1x100 = 5x20 …but more fast Types of service & resource Portfolio mgmt. for max return A new pair of shoes does not win you marathon; Work with transforming partner