microsoft industry partner academy
TRANSCRIPT
Microsoft Cloud for Manufacturing
Manufacturing a more resilient
and sustainable future through
open standards and ecosystems
Microsoft confidential
Microsoft // 3
Who we are
Our extended WE Manufacturing community : 400+ members
The ATU lead community : The core team :
Switzerland
The ECM community :
Microsoft // 4
Manufacturing Bird Eye view
Austria Belux Denmark Finland Italy Norway Sweden Switzerland Netherlands
Automotive x x
Discrete Manufacturing x x x x x x x x
Process Manufacturing x x x x x x x
Pharma and Life
Sciences x x x x x
Our active markets
Research / Engineering embracing cloud : In manufacturing, automotive and Pharma space advanced workloads are a significant opportunity and the moves to cloud in their infancy
Industry 4.0 : Process, CPG, discrete manufacturing process optimization will drive exponential growth as OEE, quality improvements, productivity gains unlock major and sustainable value creation for these players.
Connected product play : Manufacturers building digital feedback loops around their product, building new services offerings, some of them becoming ISV’s
Creation of full new ecosystems : Given the historical presence of many industrial and pharma, bio-and medtech champions in Western Europe we are uniquely positioned to make markets and drive innovation for the company
Growth Drivers outside of IT migrations
WEF_GLN_2021_Reimagining_Operations_for_Growth (weforum.org)
Microsoft // 5
Sustainability – environmental sustainability
What is the business imperative this motion is addressing?
We see the focus on sustainability increase as manufacturers not only see win-win opportunities for business and sustainability when driving efficiencies, but also because the pressure from stakeholders
(such as customers & investors) and legislation (such as CO₂ tax) has increased. And as a sustainable profile is growing in importance for employees, it’s also a necessity to attract the best talent.
Microsoft enables manufacturers to drive business transformation and achieve growth and greater social responsibility through digital technology—helping create safer and more agile factories, resilient
supply chains and unlocking innovation of sustainable products & services. For instance, digital solutions to minimize production downtime with predictive analytics/maintenance strategies, optimize
production line cycle times, or improve the quality of the goods produced – with the intelligent cloud to measure and monitor reductions in energy usage and carbon emissions, reductions in usage of
water and reduced waste.
Understand the basic accounting… … and match with the Microsoft opportunity / POVShare of manufacturing sector scope 3 emissions (top contributors):
Traditionally focusing on the emissions from its own manufacturing processes, the
manufacturing sector has developed a greater capability to assess and report on its
scope 3 emissions including upstream emissions associated with purchased goods,
and downstream emissions associated with the use of sold products.
Addressing sustainability in a coordinated, integrated way to improve performance, improve margins & reduce
resource footprint with digital solutions:
• Optimize energy consumption throughout operations and through smart building strategies
• Reduce emissions and carbon footprint across investments, assets, and employees to achieve carbon neutrality
and a reduction in carbon fees.
• Minimize water consumption in production and make products, buildings, and operations as resource-efficient
as possible to reduce and eliminate waste through reuse of materials, source reduction, recycling, and
improving waste management capacity planning.
• Establish responsible value chain practices by creating a secure ecosystem to share information and increase
visibility through the supply chain, in order to create more sustainable operations and an infrastructure that is
compliant & traceable.
• Use the power of the cloud and AI to eliminate waste and engineer better outcomes for stakeholders, designing
for sustainability throughout the end-to-end value chain and lifecycle.
WW Northstar stories WE Partner references
• Outokumpu case in WE Sustainability Executive Playbook and
A sustainable stainless-steel giant with a data-driven mindset
• Danish pump manufacturer develops sustainable water
solutions with unified data governance from Azure Purview
(Grundfos)
• Bühler Group brings food safety to the forefront with IoT
• Danfoss case in WE Sustainability Executive Playbook
• Feeding the world responsibly and sustainably with Artificial
Intelligence by ABB and Microsoft
• Transparency-One helps Mars incorporate sustainability
• OSISoft: Global agribusiness is turning data into insight
• Ecolab: Solving global water challenges with Microsoft cloud
technologies
Target Audience & Qualification / Landing Target personas: Head of Sustainability, COO, Head of Product, CDO/CIO, CFO, CEO
Qualification: How are you managing/minimizing the environmental impact of your own organization (reducing carbon emissions, managing water consumption and waste)? How are you collecting &
analyzing data to support your goals? Have you done an initial business case? What funding is available? Who ‘owns’ the project? How big is the team & what are their technical skills?
Sales motion: M365 & Sustainability Calculator drive “Green IT”; greater impact is provided via Azure (Data+AI, IoT), specific ISV solutions, and consulting and advisory partners.
Product focus: Azure (AI, IoT, Synapse), M365 (Teams, mobility), Dynamics 365 (Remote Assist, Field Services) Power Platform (BI, Automate, Apps). New: Microsoft Cloud for Sustainability (GA: TBD)
Microsoft // 6
Why our IPS ?
FY22 FY21
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Finance x x x
Operations x x x x
Digital/Data/Innovation x x x x x
Supply Chain x x x
Engineering , R&D x x x x
Business Units Heads x x x
Sales & Marketing x
HR x
IPS Theme – definition and contents
An IPS Theme is a repository of strategic and tactical assets, solutions and sales collateral for a use case under an Industry
priority scenario. The purpose is to empower the account teams to have deep knowledgeable conversations with the
customer and rapidly deploy the use case at scale. For example, Supply Chain Visibility theme package under ‘Create more
resilient supply chain’ scenario will contain all the relevant assets and material
Contents of an IPS Theme
Industry and Customer Centric Value and Outcome Based Simple and Scalable
Microsoft // 8
Create more resilient
supply chains
Engage customers
in new ways
Unlock innovation and
deliver new services
Optimize Production
and Assets
Transform your
workforce
Operational Visibility
Asset Productivity
Operations optimization
Supply Chain Visibility
Planning & Optimization
Supply Chain Trust
Connected & frontline worker
Learning & Knowledge Mgt.
Health, Safety & Wellness
Customer Insight
Activate Digital Selling
Always on Service
Product Engineering
Product Twins
Product as a Service
Control tower Supply Chain Control tower
Demand Forecasting
Inventory Planning & Opt.
Integrated Bus. Planning
Supply Chain Risk
Blockchain in Supply Chain
FL Worker enablement
Mixed reality
Connected worker
Learning solutions
Virtual Reality training
Knowledge & insights
Safe return to work
H&S tracking &compliance
Connected workplace
Campaign Orchestration
Customer Analytics
Team Selling
Opportunity to Order
Contract Lifecycle Mgt.
Connected Field Service
Spare Parts Orchestration
Dealer Systems
Product Lifecycle Mgt.
Product Design & Simulation
Digital Twins
Digital Thread
Connected Product
New XaaS Bus. Models
Modeling and Simulation
Asset Management
Predictive Operations
IIoT Visibility
Remote Operations
Autonomous AI
Advisory AI
Quality Management
Robotics
Under each IPS a set of key motions & capabilities
Microsoft // 9
The way we align our partner ecosystem
Co
mm
un
icati
on
Layer
Enterprise & Plant Topology
ERP-LevelResponsive and dynamic
cross-industry value networks
MES-LevelMulti-plant performance,
coordination & flexibility
Control-LevelProduction optimization &
reduced process costs
Device-LevelEquipment automation and
performance data
IoT and Edge | Data | AI | Digital Twin | BlockchainSupply Chain Mgmt | Mixed Reality | Power BI |
PowerApps | PowerAutomate
Microsoft 365 | Teams | Graph | Security &
Compliance
Enterprise Partners
Production FactoryGlobal
Operations
Work CenterAss’y Line Mfg Cell PLC-Control
Pumps Fan Drives Motor Robot
Connected Front line worker:Keep operations going remotely & safely by connecting the experts to the first line worker enabled by AI, MR and analytic information by integrating the MOM space into a single interface with Teams and Surface Devices.Main sales plays: Enable frontline, Rapidly Build Apps, Automate Business Processes, Enable Always on Service Refresh your Devices
Unlock innovation and deliver new servicesKey motionsConnected Products unlock insights around customers usage of assets as well as asset health and uptime. They provide the foundation for new digital products and services and ultimately enabling newer subscription or outcome-based business models.Digital (Product) Twin and Digital Thread goes across system silos to bring traceability into products from as-designed, to as-manufactured and as-maintained.Product Engineering / Simulation:Product Engineering brings together a set of established solutions aimed at streamlining product development through CAD & PLM and digital verification and validation through simulationMain sales plays : IoT , Innovate with AI , Win With Analytics , Azure HPC Secure Azure, hybrid and multi-cloud Build agile factories : What's next for Manufacturing
Key motions :Asset Performance Management: Help asset intensive manufacturers to improve asset utilization and reduce maintenance cost thanks to AI powered insights enabled by an IIoT layer. Factory Control Tower: Operational Intelligence on top of IIoT. Help manufacturers to improve efficiency and productivity by integrating all elements of the production flow to make the best possible business decisions based on reliable, interconnected and real-time data. Predictive Maintenance & Quality ManagementHelp manufacturers to improve critical quality and maintenance KPIs by adopting AI powered Manufacturing Analytics.Main sales plays : IoT , Innovate with AI , Win With Analytics
Create more resilient supply chains : Key motions:OSCP ( Open Supply Chain Platform) "Empower every organization to build and operate uniquely "tailored" supply chain ecosystem with best-in-class technology solutions from 1P as well as 3P. Supply chain Visibility:Enable end-to-end visibility of your supply chain for faster, more accurate, and more informed decision-making. Supply Chain planning and optimizationDemand forecasting, inventory planning and optimization, integrated business planningMain sales plays : Build a Resilient Supply Chain
Digital Sales and Customer Experience transformation: Post-Covid digital acceleration, competition, cost/margin pressure in B2B(2X) manufacturing are leading to rethinking the customer, channel and sometimes consumer relationships. Main sales play: Activate Digital Selling;Aftersales & Services; incl. Connected Field ServicesThe broader Services & Aftersales opportunity includes CFS and extends to all priorities of the shift to "aaS" business models, incl. digital parts management and pricing, leasing, warranty, dealer and service catalogue (BOM) management.Main sales play: Enable Always on Service
Microsoft // 11
Key Motion 1
CostTime to Market
Key Motion 2
GrowthNew Revenue Streams
Our vision for unlocking innovation and delivering new services
Microsoft Partners1
1. Representative partners, not a complete list
Microsoft 365Teams | Security & Compliance
Microsoft AzureIoT | Digital Twins | HPC | Data & AI
HPC
Simulation &
Analysis
Digital Feedback Loop
Product as a Service/ ServitizationNext Generation
Digital Twins
Transform Your Workforce
and the Workplace
Cloud
Workstation
and PLM
Modern Devices &
Sensors
Disposal
Ideation
Mfg. Sales & Service
Product
Design
Product
11
Microsoft Dynamics 365 Sales | Service | Marketing | Customer Insights | Supply Chain
Microsoft DevicesHololens | Surface | OEM Devices
Microsoft // 12
Unlock Innovation: Product Engineering (CAE/ PLM/ Simulation)
What is the business imperative this motion is addressing ?
Designers and manufacturers of products are experiencing a major transformation as digital technologies are reshaping what is possible, from achieving new levels of operational efficiency to creating new service offerings and beyond with innovative business models. Product Engineering brings together a set of established solutions aimed at streamlining product development through CAD & PLM and digital verification and validation through simulation.PLM in the cloud Customers can now expand their innovation crowed from internal teams to external ecosystems by lifting PLM systems from hard access on-prem, to globally available cloud deployment. This will speed up innovation cycles and leverage the intelligence from global ecosystems. It is more than lift and shift; in fact, it provides a next generation product development platform-a one-stop shop that maximizes business value and drives innovation.Simulation/ HPCHigh-performance computing (HPC) is emerging as a platform for groundbreaking scientific discoveries and game-changing innovation. Drives innovation across nearly every industry to solve scientific and real-life problems like fluid dynamics, finite element analysis and more. Furnishes fast computation power and large-scale parallel processing for accurately processing large volumes of data. Provides deep insights into business data for driving smarter simulations and empowering intelligent decision making and finally saves time and money by delivering faster results.
Target Audience & Qualification Criterias – Questions to askTarget Personas: VP Engineering, Head of R&D, CTO, CDO, Technical Leads in business lines, PLM solution owners, business leads simulation and analyticsQualification Criteria: Customer has strong engineering capabilities (#FTE, disparate engineering team globally); CAE/ PLM is mainly OnPrem; Need for high computing in complex multiphysics and fluid simulation; Innovation is a strategic priority and time to market is essential; Priority on bigger simulation teams > 10 FTEs with bigger infrastructure > 1000 cores; Questions to ask: How does the product design process look like? Are your exploring the power of AI through generative design? How did you manage to keep the engineers productive working remotely?Do you have a challenge around limited computing resources causing you scale issues? Process Industry: How do you characterize the drugs, their stability and reactivity? How do you model the chemical reactions? Do you reduce the R&D costs and trial-error approach within silico simulations?
WE Share with customers WW Northstar stories • Connected Product Innovation – Whitepaper• HANNOVER MESSE Event 2021: Unlock innovation and deliver new
services recording)
• Microsoft Customer Story-British manufacturers unite to build ventilators for the NHS
• Bühler Customer Story HPC - Azure High-Performance Computing for Manufacturing | Microsoft Azure
• Microsoft Customer Story-Hendrick Motorsports stays a lap ahead of competition with Simcenter STAR-CCM+ and Microsoft Azure solution
Microsoft // 13
Unlock Innovation : Product Twins & Product as a Service
What is the business imperative this motion is addressing ?
Digital (Product) Twin and Digital Thread goes across system silos to bring traceability into products from as-designed, to as-manufactured and as-maintained.Connected Products unlock insights around customers usage of assets as well as asset health and uptime. They provide the foundation for new digital products and services and ultimately enabling newer subscription or outcome-based business models.Product Digital TwinsThe digital twin model is not new - What is new today is the method by which you can facilitate a digital twin strategy based on advanced technologies like IoT, cognitive services and cloud computing to form the basis to develop and deploy dynamic applications and services. Product as a service/ ServitizationConnected Products unlock insights around customers usage of assets as well as asset health and uptime. They provide the foundation for new digital products and services and ultimately enabling newer subscription or outcome-based business models.
Target Audience & Qualification Criterias – Questions to askTarget Personas: VP Engineering, Head of R&D, CTO, CDO, C-level BDM’s, Head Business Development/ Strategy, Head Customer Services (look at WE Get Ready – Product as a service – Personas)Qualification Criteria (Internal): Does your customer have a broad install base of assets from which they can derive valuable insights? Do they have connectivity and access to their products once deployed? Do they have rights/data access to the performance of their assets? Contractually, do they have access to the data or will there be a certain give-get relationship with their customers? Does your customer see value in building a digital platform to generate insights that could be of value to the entire ecosystem? Does your customer have a vision of a Digital Twin of their product?Questions to ask (External): Do you want to provide new digital products and services for incremental revenue? Do you have visibility into customers’ usage of your assets and the Remaining Useful Life (RUL) of the asset? Are your engineering and manufacturing organizations interested in improving the product design and experience? Will your customers benefit from remote connectivity and diagnostics? Would you like to enable predictive maintenance and connected field service? Are your products electrically powered and can they connect to the internet? Do you want to create a strong differentiation of your products and services against your competition? Do you want to better serve your customers by aligning closer to the nature of their business? Do you think a subscription based model or an outcome based model would be of value to your customers?
WE Share with customers WW Northstar stories • Manufacturing Digital Twin eBook• The promise of a digital twin strategy• Caglyan LinkedIn Post: Digital twin evolution - The path to simulation-based twins |
LinkedIn• Welcome to Digital Twin Consortium | Digital Twin Consortium®
• Tetrapak - Digitalisation of Services – YouTube• Thyssen Lift - Digital Twin (incl. video)• Product as a service - Danfoss Case
Microsoft // 14
Industrial Robotics
Intelligent Control Systems
Quality Management
Agile Factories –Create Efficient, Safe, Secure and Sustainable Factory
Use the Predictive Maintenance
preconfigured tool to predict
points of failure and reduce;
Unplanned downtime and
maintenance costs
Use Quality Management AI systems
that detect quality defects through
image recognition and other
parameters
Partners
Predictive Maintenance
Remote Operations
Asset Performance Management
Factory Control Tower
Modeling & Simulation
IIoT Intelligence
Use Asset Performance Management to
monitor disparate assets across the factory
or globe to address. Difficult management of
& insights into devices, sensors and systems
across plant, siloed operations and sub-
optimized processes
Use Cases:
Microsoft // 15
Transform your workforce: Connected frontline worker
What is the business imperative this motion is addressing ?
We think of Frontline workers and managers as shift-based, mobile-first workers. At their core they’re the people to first have contact with customers, first to work with the product, and first to
represent the brand. The goal is to enable connected and frontline worker with a large network of digital tools and modern devices that offers best experiences for collaboration and productivity.
Challenges they confront are a scattered technology landscape, optimization need of processes and workflows, and lots of temporary workers.
The focus for manufacturing is not only on product excellence. Workers need upskilling to match an I4.0 environment, customers have diverse and expanding needs, demand more agility and forces
the producers to offer services on top of the physical product.
Target Audience & Qualification Criterias –Questions to ask
Target personas: Tell the story of a "day in the life" and the personas challenges. 1. Factory Worker/Operator 2. Service Technicians 3. HQ Representative 4. Factory Manager/Production Leader.
Define if the situation is in a factory or service scenario.
Ask the questions:
-Has the customer a fragmented technology landscape with several different solutions?
-Need optimized workflows? (Go from paper to glass)
-Still focus on physical presence but COVID restrictions and customer landscape call for flexible remote expert support?
-Need to close the physical distance between the HQ worker and plant people to work more efficient. / Need KPI data in real time and across plants. / Largely paper based processes? / Generational
shift and a large number of temporary workers put stress on onboarding new employees/skillsgap
(Sizing: 1:3 white collar to blue collar workers)
WE Share with customers WW Northstar stories
Video: How Microsoft enables the FLW
Industry 5.0 Human in centre of technology
• Thyssenkrupp enables employees with high-tech tools
• Alcoa enables 24/7 operations with Teams
• Honeywell introduces teams and RealWear
• Weidmüller makes travel obsolete with mixed reality
Microsoft // 16
Engage customers in new ways: Aftermarket & Always-on Service
Connected Field Service delivers outcomes impact the entire enterprise
• Total Cost of servicing
• Field Service as Revenue Driver
• Asset Longevity
• Enhanced Customer Experience
Digitization of Spare Parts delivers superior customer service
while driving revenue & cash
generation.
Dealer Systems deliver
outcomes that impact the entire
enterprise
• Rental Business
• Service Delivery
• Sales and Leasing
Always on Service
Manufacturing
As Built BOM
Service Items
Marketing
Lead generation
Prospects
Campaign
Wholesale/
Assembly
Bulk Stock order
Inspection
Sales
Device configuration
Payment plans
Quotations
Service
Maintenance plan
Work Orders
Complaint cases
Warranty
Recall campaign
Service campaign
Automatic charging
Parts
Parts catalog
Advanced
supersession
Emergency
orders
Rental
Short & long-term
Rental contracts
Inspections
Used
Used purchase
Trade-in
Multiple lifecycles
Scrapping
• Post Sale Revenue
• Asset Uptime
• Inventory Optimization
Microsoft // 17
BUSINESS NARRITIVESupply chains (inbound and outbound) act as buffers between fluctuations in supply and demand, trying to ensure a steady production flow at the plant. For long, inventory was the only mechanism
available to create these buffers. With more global sourcing of materials and thus longer lead-times, more frequent changes in product design and demand as well as greater trade volatility and tariffs, this
is no longer sufficient. Better methods to anticipate disruptions, reduce their effects and be able to recover quickly are needed.
Organizations have processes in place to monitor and plan their supply chains, but these mechanism tend to be very manual, af ter-the-fact and limited in being able to provide decision support. Key
challenge is the abundance of different supply chain partners (suppliers, carriers, warehouse operators, plants, etc.) that you have the deal with, resulting in many different processes and systems, and thus
data silos. The ability to use all this disconnected data, make sense of it in real-time and create insights that help to make better decisions will help in increasing the resilience of the supply chain
operations.
MICROSOFT POINT-OF-VIEW
Through the Open Supply Chain Platform (OSCP), Microsoft and its partners deliver an open and secure approach to create unique, modular, solutions that addresses the needs for a modern and resilient
supply chain – visibility, flexibility, collaboration and control. In this approach, OSCP will deliver the core data- and technology platform for customer to jump-start the deployment of their supply chain
management platform and will be used by 1st party (Dynamics 353) and 3rd partner solutions to share a common architecture, eliminating data silos and allowing solutions to work together to solve
complex business challenges that require a combination of capabilities.
Suppliers
Operations
Carriers
Customers
DIGITAL SUPPLY
CHAIN TWIN
AI/ML SDK
DA
TA
CO
LLA
BO
RA
TIO
N POWER
PLATFORM
Supply Chain Apps
Open Supply Chain Platform Solution Extensions
Create Resilient Supply Chains
THEME : Supply Chain VisibilityEnable end-to-end visibility of your supply chain for faster, more accurate, and more informed
decision-making. Supply Chain Visibility allows you to understand, act, and learn on real-time
information from the entire supply chain ecosystem, including third party data sources.
Use case:• Supply Chain Control Tower
THEME : Supply Chain Planning & OptimizationPlanning enables quick reactions to ever-changing customer demands in terms of cost and
competitiveness.
Use cases:
• Demand Forecasting
• Inventory Planning & Optimization
• Integrated Business Planning
Microsoft // 19
How do you scale and avoid pilot purgatory ?
WEF_GLN_2021_Reimagining_Operations_for_Growth (weforum.org)Source :
Microsoft // 20
Ideally we can engage our partners as of the start of the journey and create scalable scenarios
Discovery Workshop + Sprint 0 Sprint 1-3 Sprint 4
Discovery workshop and Scoping
• Identify high-impact business
scenario
• Confirm required new capabilities
• Identify environment variables
and constraints
• Develop operational baseline
• Vision and Scope sign off
Confirm
problem to be
solved and
identify high
impact use cases
Review scope,
Assess systems
& Sprint
planning
Assess business
impact
Business value
realization
workshop
• Define target outcomes / KPIs
• Refine and confirm use cases
• Develop detailed business case
and assumptions
• Develop user stories / journey
maps
• Design and technical architecture
• Provision & configure devices
• Integrate data streams
• Develop visualizations
• Gather & incorporate end user
feedback
• Present solution/capability results
and final demo
• Update business case
• Handover environment
• Planning for scaled deployment
• Operational Support Identified for
Production implementation
Discovery and Planning Solution Build Delivery Roadmap
Acti
vit
ies
Are
as
of
Fo
cu
sP
hase
s
Define
Business Impact
Conduct ADS
Develop
User / Persona Journey
Perform
Data Validation
Systems & Data
Integration
Data Enrichment &
Visualization
Develop Production Planning &
Deployment Roadmap
Upon a successful Discovery & Planning phase, we will mobilize a SWAT team to help build the first use case
Microsoft // 21
Intentional Partnering aligned to priority scenarios
*We are looking for partner offers aligned to priority scenarios (Appsource = interface to MS sales teams, Marketplace)
Partner Ecosystem:All partners active in the Industry. Also compete partners.
MSFT Co-Sell Partner:Partners with a co-sell ready solution aligned to an Industry. Opportunity-based
collaboration on account level, no sales planning or regular ROB
MSFT Co-Sell Prioritized Partner:Co-sell ready partners with solutions co-sell prioritized aligned to Solution area
sales plays or min 1 Industry Priority Scenario. Connect to sales teams and drive
shared pipeline at targeted accounts with sales play in focus.
MSFT IPS-aligned Co-Sell Prioritized Partner:Prioritized partners with offers aligned to prioritized industry use cases. Dedicated
sales plan and rhythm of business with ECM and ATU. Joint account planning and
envisioning on aligned target accounts.
Intentional Partnering:
Describes process of intentional and targeted collaboration with industry-
prioritized partners. Overarching goal is to work out clear joint value
proposition, drive Sales plan and joint co-sell pipeline as well as rhythm of
business to measure outcome for both parties. Defined expectations, joint
acount planning, pipe & asks are available for LT/Industry Sponsors, ROB to
drive progress/unblock engagements, joint envisioning, PoV, success stories,
openess to partner-to-partner activities to accelerate time-to-value for our
customers as an ecosystem
Microsoft // 22
Microsoft Cloud for Manufacturing | Partner opportunities
Partner roadmap
Connecting open customer, workforce, production, and supply chain ecosystems13
Facilitate integration into the
Customer’s environment
”We identify the plan then lift and
shift the Customer into the future”
Partner offering is deeply
integrated
“The Customer cannot identify
where Microsoft 1P ends and we
begin”
Beyond compatibility
”When the Customer uses our
solutions, it will seamlessly
interoperate with Microsoft Industry
Cloud”
Evangelize value to Boards,
C-Suite, and LOB
“We demonstrate the value and
business case to influence top-down
decision-making and the market”
AmplifyImplement ExtendIntegrate
• Microsoft Cloud for
Manufacturing overview,
opportunity, and alignment
• High-level overview of cloud and opportunity
• Strategic partner nomination criteria shared with partners
through PDM
• PDM led nominations for partner participation in Public
Preview high-touch motion
• Strategic partners invited to join Public
Preview and Microsoft Cloud for
Manufacturing program
• Breadth partner onboarding plan shared
• All partners provided more detailed PDM-
led briefings
• Strategic partners aligned to GTM and
launch assets
• All partners provided readiness content and
GTM assets on MPN Industry pages