1. INTERNET OF THINGS
Strategy checklist for
Microsoft Partners
to develop practice in
IOT
Welcome to the fattest guide to help Microsoft Partners Build New Practice around Internet of Things
(IoT)

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Statistics reveal that IoT market is about
to explode; investments, products, plat-
forms and solutions are all contributing
to drive sales. When an object, machine,
product or a plant becomes digitally
represented, and made IP addressable,
it opens a whole lot of opportunities to
remotely monitor, control, optimize and
automate this object.
Early adopters in several industry ver-
ticals (manufacturing, retail, field ser-
vices, healthcare) are already delivering
value to their customers using Internet
of Things.
You can also help your customers to
make products and services that can
learn about their environment, self-
diagnose their own service needs, and
adapt to users’ preferences.
Research firms as Gartner & Machina Research pre-
dict an influx of investments in the IoT space. B2B use
cases in O&G, retail, manufacturing and facilities
management are already well-documented.
However, there is a huge gap in consulting services
sector. Consultants can take benefit of low-competi-
tion in this space. Partnerships can help deliver
business value in multifaceted IoT projects.
We’v developed a strategy checklist for Microsoft partners to
help:
Identify the top industries using IoT solutions
Conceive & deliver a solution within 6 weeks
Explore the IoT ecosystem
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3. Statistics on IoT Growth
Microsoft Specific Trends
Trends in IoT

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statistics of IoT growth
What is common between Gartner, IDC, & Harbor Research?
All of them agree that in next 5 years
Enterprises will massively increase the use of
connected devices to collect data
IoT market’s revenues will outgrow all techno-
logy markets
The economic value generated by IoT will be
in trillions of dollars

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Let’s start with some conservative figures...
2015
2015
2020
2020
1.9 Billion
3.6 Billion
25 Billion
1.9 Trillion
Connectected
Devices
Economic
Value
*Statistics from Gartner, IDC & Harbor Research

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Did you wonder that
WHERE THE GROWTH IN IoT IS COMING FROM?
What is Microsoft doing about it?
A logical question is
Let’s dig the answer
Transportation 83% YoY growth
Manufacturing 204% YoY growth
Energy & Utilities 49% YoY growth
Source: Verizon Enterprise

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Windows 10 IoT operating system Free: For robots, sensors
and IoT gateways
To compete with MBed of ARM Holdings & gain market share in IoT OS market
Azure Stream Analytics: Processes massive amounts of
data coming from ‘things’.
Microsoft Specific Trends
summer
April
April
April
2015
2015
2015
2014
Why Free?
Why an individual module?
Why an IoT suite?
Why Azure ISS?
To service all clients in the IOT space_from start-ups to the most established global
enterprises
• To service clients who are already using M2M connections
• Customer investment is already growing in enterprises
• The competition is low
• The market for IoT is big
Azure IoT Suite Microsoft: MSFT’s CEO, Satya Nadella, amid pomp & glare
launched Azure IoT Suite that includes Remote Monitoring, Asset
Management & Predictive Maintenance
Azure Intelligent Systems Service : Launched for capturing & managing
M2M data from sensors & things
To generate interest in enterprises clients; and as an early part of the Azure IoT Suite

8. MANUFACTURING
TRANSPORT & LOGISTICS
HEALTHCARE
RETAIL
IoT in Industries

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We’v also penned down a solution for
Internet of Things for Manufacturing
204 % growth in IoT connections in manufacturing
sector (Verizon Data, 2013-14). How is IoT used in
the manufacturing industry; take a look at the use
cases below and assess how can you add value to
your client’s business.
Real-time Asset Monitoring
Inventory
Equipment
Sites
Factory Floor Monitoring
Predictive Maintenance
Reduction of unplanned Downtime
Improve Plant Output
Sensor-based Asset
Maintenance enables
Detect pressure, temperature &
vibration of high value machines
Predict Imminent Equipment failure
Production-line Monitoring
Plants
Equipment
Stock
Manufacturing

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204 % growth in IoT connections in manufacturing
sector (Verizon Data, 2013-14). How is IoT used in
the manufacturing industry; take a look at the use
cases below and assess how can you add value to
your client’s business.
Retail
Smart sensors to track
Product shelf statistics
On-shelf availability of products
Predict In-store customer traffic
Real-time sensor data
Generate new insights about custo-
mers
Push event/rule based notifications
Enable customer profiling based on
purchase history
Improve personalized
service using:
Facial recognition Software
In-flight Mobile applications
Targeted marketing & sales-
promotions
Digital Signage
Concierge devices
iBeacon to push messages at Point-
of-Interest (store, bus-stops, hotel
rooms)
Our solution titled ‘Internet of Things in Retail’
details what specific devices can be used to deliver

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204 % growth in IoT connections in manufacturing
sector (Verizon Data, 2013-14). How is IoT used in
the manufacturing industry; take a look at the use
cases below and assess how can you add value to
your client’s business.
Transport & Logistics
In-Vehicle
Commercial_ Usage-based Insu-
rance
Consumer_In-vehicle infotainment
Traffic Management
Toll management, e-Tag
Traffic diversion based on real-time
congestion data
Parking space management through
real-time data
Telematics
Locate, monitor, and instruct vehi-
cles more effectively
Asset Tracking
Logistics_Track packages along the
delivery route
Off-Highway (Remote Asset Trac-
king and Maintenance)

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204 % growth in IoT connections in manufacturing
sector (Verizon Data, 2013-14). How is IoT used in
the manufacturing industry; take a look at the use
cases below and assess how can you add value to
your client’s business.
Healthcare
Hospitals
EMR (Electronic Medical Records)
cloud-based access to multiple
users
Research using diagnostic labs
connected to multiple data collec-
tion sources
Traffic Management
Toll management, e-Tag
Traffic diversion based on real-time
congestion data
Parking space management through
real-time data
Generate Predictive Alerts
Skin-based sensors to monitor
blood glucose level
Monitoring patients for cardiovascu-
lar diseases
Sensors to track EKG data indicating
heart hypoxemia
Patient Care
Home-based patient monitoring
systems
Continuous physiological status mo-
nitoring of patients
Connected sensors & wireless trans-
mission to cloud
IoT delivers business value when ideas are cross-pollinated; check-out the IoT
solutions for other industries as well. IoT for Health & Fitness Clubs
IoT in Insurance

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Reference Architecture
Reference Architecture by Microsoft
Click here to see a vendor neutral IoT Architecture
‘‘Adding sense to the Internet of Things’’

14. How to spot and seize the
Opportunity?
10 Questions to discover IoT value
The Maturity Model
Use Existing IT Assets
Pick the Largest Assets

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5 Questions to discover IoT value
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Does your company have deep visibility
(location, point-to-point movement tracking, repair & main-
tenance data, humidity, heat, pressure, etc.) for all the key
assets that matter?
Drill-down question:
Does your company use
real-time asset life/repair
data to perform predic-
Manufacturing companies have high-value machines that need
periodic maintenance. Real-time+remote access to wear & tear
records plus repair history can help them decide if the asset
needs to be retired or replaced.
2
Does your company track utilization of its high value as-
sets?
Drill-down question:
Do you have access to
asset diagnostics?
Companies that have high dependence on their machines to
generate revenues are interested in optimizing performance/
utilization of these machines. IoT can give significant insights
into asset health thereby allowing customers to improve asset
reliability & availability
An exercise and health com-
pany can track machine data
such as a treadmill’s voltage
& operating time
A manufacturer can gain
access to real-time machine
uptime/downtime statistics.
Further, High-tech manufac-
turers can monitor real-time
factory floor conditions and
track machines that under-
perform when compared to
KPIs
Industrial & retail elevators
can have networked sensors
that can be used in to pre-
dict when an elevator needs
repair; their real-time main-
tenance data can also be
accessed remotely

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3
Are your company’s assets secure, indoor & outdoor?
Drill-down question: Do
you have 24/7 visual access
to your remote/moving as-
sets?
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Does your company have real time asset tracking & asset
diagnostics systems (based on sensors, actuators and
RFIDs) in place?
Do you have resource constrained devices (connected to internet)
in place to track health and environment data of your workplace for
worker safety?
Drill-down question: Do
you manage a large work-
force that performs on-field
maintenance/installation
tasks for clients?
Drill-down question: Does
your company’s operating
environment poses significant
risk regarding worker safety?
Facilities management companies are especially interested
in asset diagnostics of electrical infrastructure, equipment
trenches and clients’ sites. They can track high value electrical/
non-electrical installations to obtain real-time diagnostics and
predictive analytics
O&G, mining & manufacturing companies are especially interes-
ted in worker safety as thier operating environment poses phy-
sical/health risks to workers. They need to monitor and sup-
port remote operations and underground mining operations.
IoT solution can be used by custom mapping of the work-fields.
Operators, machines and workers can connect to each other
through browser-based & intranet applications. Manufacturing
companies can allow/restrict workers entry into specific pro-
duction facilities.
Transport, logistics & insurance companies are especially inte-
rested in asset security. They have high-value moving & static
assets such as trucks, containers, vehicle fleets and ware-
houses. IoT can deliver real-time monitoring of these revenue
generating assets by connecting through on-board diagnostic
kits, trackers, geo-fenced devices, speed cameras, speed sen-
sors, and infrared sensing. Customers can see whether their
assets are parked, moving or malfunctioned
You can also assess the existing IoT maturity stage of your client using the following graph

17. Here are the 5 questions that experts tell us are useful to ask
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Have you already implemented SCADA, CIM, M2M, IT apps?
How do you track the performance of manufacturing processes
and the impact of things like downtime, defects, etc.?
Do you have a closed loop product lifecycle management process?
[Steve Jennis, SVP Prism
Tech USA]
[Robin Mestre, Founder
Principio Group]
[Rachel Lacy, Cloud One]
Customers in manufacturing, power generation & fabrication in-
dustries may already be using SCADA (supervisory control and data
acquisition) and M2M communication systems; these customers can
benefit from IoT’s unified intelligent system that contain self-learning
algorithms. These algorithms can self-identify trends that traditional
ERPs or SCADA cannot. Early adopters are using SCADA, CIM & M2M
data by directly transporting it to web-enabled ERP screens. The
data is then published to all systems (production, asset management,
Business Intelligence & analytics) that need this critical information
to make decisions. IoT enables an engineer-to-order manufacturing
environment.
Downtime is a major concern in the manufacturing industry, especial-
ly for regional processing & resource intensive manufacturers who rely
on economies of scale to earn profits ; use this question to dig deeper
into a manufacturer’s machine maintenance concerns.
IoT can add significant value for discrete manufacturers (automobiles,
furniture, toys, smartphones, and airplanes). Historically, discrete
manufacturers have lost control of their products once products leave
factory floor. IoT can be used to track, manage and control product
information throughout its product lifecycle

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Does your product/service provide complementary web and
mobile apps to differentiate products?
Are you able to identify the supplier or manufacturing process
issues?
[Rachel Lacy, Cloud One]
[Rachel Lacy, Cloud One]
Manufacturing firms, field service companies, retail brands and in-
surance companies can move away from price-alone competition by
offering web and mobile applications that provide real-time services
and information to clients using connected devices and platforms.
Starbucks Coffee uses its mobile app to reward customers and keep
track of customer behavior.
This is a huge area of opportunity where companies can identify qua-
lity and compliance related issues by tracking material parameters
of raw-materials and semi-finished goods right from the supplier’s
warehouse. A crucial competitive advantage that cansave the com-
panies from costly warranty claims.

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IoT Maturity Model

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Use Existing IT Assets wherever possible
Pick client’s largest assets to propose solutions
Deliver narrow demonstrable value & do not follow vendor pitches about replacing
existing IT infrastructure & adding new one. Instead use existing IT assets and:
IoT promises business value when large volumes of recurring data is harnessed
which provides new insights or makes existing assets/machines more efficient. To
help deliver a big chunk of business value, consultants can pick the following:
Here’s our inforgraphic on how B2B companies are deriving business value
from IoT
• Do retrofitting at the device layer
• Add gateways at the networking layer
• Pick following assets & resources to deliver a quick
Assets
• Network
• Equipment
Data repositories
• ERP
• CRM
Retail and Wholesale
• Warehouses
• Fulfillment centers
• POS Machines
• Retail stores
Logistics and Trans-
portation
• Transport fleet
• Pick & drop terminals
Manufacturing
• Factory floor
• Production equip-
ment

21. Marketing Material &
Sales Support
Leveraging partners to deliver
PoC (Proof-of-Concept)
Pitch & Proposal Help
Microsoft’s Ready-to-go
Documents
9 best Practices to Build IoT
Practice

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Partners Pitch Help
Microsoft Ready to go
Documents
Proposals
Partners can help offset the initially
high bench cost of acquiring compe-
tent resources in the IoT domain
Quickly build, deploy and manage
cloud-based IoT solutions leveraging
partners
Aim for a narrow Slice of Demonstrable
Value in the particular industry/firm
For mature customers: Demonstrate
how an IoT solution used in another
industry can be tailored to their need
For early stage customers: Demons-
trate how their competitors are using
IOT solutions to make better decisions
and gain valuable insights
Assign your in-house marketing team
to develop:
Successful IoT proposals are multi-dis-
ciplinary Leverage partnerships to win
projects
Allied Consultants partners with Micro-
soft MVPs
(Most valued partners) to conduct 2-3
hours online
sessions to help develop consultant’s
Proof of Concept (POC)
Check this IoT Dashboard by Thingspeak for our Power
Monitoring Solution
• On-shore
• Nearshore
• Offshore
• Pitch decks
• Service execution guides
• Specialized copy blocks
• E-mail pitches
• Brochures
• Project Demo (Dashboards & PoC)

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9 Best Practices to build IoT practice
Identify potential early adopters in each industry
Deliver a narrow demonstrable value for an IoT solution
Upsell/Cross Sell IoT solutions to existing clients
Pick client’s largest asset/s to implement Pilot project
Initially, use project based hiring/engagement model
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4
5

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Retain talent and accumulate knowledge through trainings and
knowledge management
Measured rollout of projects due to multiplicity of layers in-
volved in a typical IoT solution
Do not overspend on retraining experts without projects
Communicate IoT Value Proposition for key areas and matrices
of client’s:
• Industrial operations
• Asset performance
• Service management aspects
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25. Challenges of building IoT
practice
New technology
Multidisciplinary
Bench cost
Effective partner ecosystem
Availability of talent

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Availability of Talent Pools
Bench cost
49% of the 779 top executives cite two chief obstacles that prevent them from ob-
taining business value from IoT Economist Intelligence Unit
Technology firms and schools are still
grappling with it may require to deve-
lop an efficient pool of talent required
to deliver IOT solutions and products.
From data scientists and computer pro-
grammers to networking experts and
M2M specialists, the demand is wide
but supply is very limited. This further
drives the need for consultants to have
an active role and competent partner
network
• Lack of employee multifaceted skills/knowledge
• Lack of senior management knowledge
To fill this gap, Microsoft Partners need people with skills in:
Lower-end analytics (descriptive analytics and MIS)
High end analytics (big data analytics, embedded skills, predictive and
prescriptive analytics)
Tip:
Rather than hiring multiple resources for
IoT projects in the beginning, leverage par-
tnerships to offset the problem of resource
utilization

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New Technology
Effective Partner Ecosystem
Multidisciplinary
IoT is a relatively new concept as customers and service providers are still grappling
with cloud computing.
IoT solutions demand that IT consulting partners from different backgrounds, such
as networking, device and system management, cloud services and interface mana-
gement work together to deliver the end-client with an easily usable solution.Find
trustworthy partners to developthe multifaceted skill-set that IoT requires
An IoT solution involves getting hands-on with EE (Electrical Engineering), Compu-
ter Sciences, Data Science (stats), Networking, and Device Management
Most of it has been around for years but few people understand the new wrapping
Here’s an article that details how smart &
connected partnerships across the IoT ecosys-
tem are delivering business value

28. Training
Training
Skills Audit

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Big Data BI Presentation
Gateways/Integration Device Management
You technical resource will need pro-
gramming chops in:
Sample Skill-Audit Template for IoT Consultants
A strong working knowledge of inte-
grating:
A Working knowledge of
• Apache Hadoop: Your technical re-
source needs to have a sound grip
on HDFS, MapReduce, Flume, Oozie,
Hive, Pig, HBase, and YARN
• NoSQL & NewSQL
• Machine Learning (ML) and Data
Mining
• SQL: Old grandpa of languages will
be still be relevant
• Strong skills in BI tools and pro-
cesses such as Oracle/DB2, JIRA,
Confluence
• SQL, SAS, Cognos, Tableau (Desi-
rable)
• Microsoft SSIS, SSAS and SSRS as
well as econometrics
• Advanced SQL and SaS
• Devices
• Applications
• Systems
• Technologies that bridge M2M, IoT
and Big Data
• Micro Electro Mechanical Systems
(MEMS)
• Wireless Sensor Network Design
• Quality Assurance And Testing
• Sensor data analysis, data center
management, predictive analytics,

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Through 2018, there will be no dominant IoT ecosys-
tem platform; IT leaders will still need to compose
solutions from multiple providers
Gartner,
WorkshopsonSensors-AlasdairAllas
Connected
Devices-Telecom
sAcadem
y
Certification for IoT Products - NFC
Radio Technologies for IoT - ARC Chart
Indust.Ethernet-RockwellAutomation
IoTwithAndroid-Lynda
The
W
orld
ofIoT
-Aw
ard
Solutions
Industrial Networking - Cisco
IoT Training - Tonex
Ref Arch for IoT projects - IoT-A
Big Data Trainings - Experfy
IoT Security - Black Hat USA
Industrial IoT -Rockwell Automation
IoT
M
obile
A
pps-M
icrosoft
IoTforExecutives-NobleProg
IoTSpecialist-RapidStart
Cross-PlatformDevinIoT-Microsoft
IoT
w
ith
iO
S
-Lynda
Training
IoT

31. PLEASE GIVE US YOUR 2 MINUTES BY
SHOOTING US AN EMAIL AT
INFO@ALLIEDC.COM AND
LET US KNOW WHAT YOU THINK
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ONE
LAST
THING
We’re eager to hear your experiences with Internet of
Things and to learn if the checklist helped you or could
be better (or both).
Thanks!

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Useful Resources
Success Stories
Reference Architectures
Useful Resources in IoT Space
«
«
«
Aluminum Manufacturing
Emirate Aluminum Company
Oil & Gas; Resource intense production
Rockwell Automation
Automotive
Aston Martin
Discrete Manufacturing
Discrete Manufacturing II
Microsoft’s IoT Blog
GSMA’s M2M Connections Forecast
Complete IoT Ecosystem