• 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