e
Dynamics 365 Business Transformation Cloud
Workshop
Participant Workbook
Prepared for Microsoft by Neural Impact
AUTHOR: SHARKA CHOBOT
Neural Impact Inc. | [email protected]
Date: Fall 2017
www.Neuralimpact.ca i
Table of Contents
YOUR WORKSHOP OBJECTIVES.......................................................................................................................................................... 4
WORKSHOP SLIDES AND RESOURCES LOCATED AT: ............................................................................................................................................ 4 WHAT’S DRIVING CLOUD ADOPTION? ............................................................................................................................................................ 4
FORCES ACCELERATING AND SLOWING DOWN MOVING TO THE CLOUD .......................................................................................... 6
PARTNER CLOUD CAPABILITIES ......................................................................................................................................................... 8
KEY AREAS TO FOCUS ON............................................................................................................................................................................. 8
WHAT IS YOUR DIFFERENTIATION TODAY? ....................................................................................................................................... 8
COMPETITIVE MAP ............................................................................................................................................................................ 9
VALUE PROPOSITION....................................................................................................................................................................... 10
VERTICAL ASSESSMENT ................................................................................................................................................................... 11
ASSESSING YOUR TARGET VERTICAL................................................................................................................................................ 12
WHERE ARE YOU ON THE IP STAIRCASE? ......................................................................................................................................... 12
LOW RISK RAPID DESIGN PROCESS .................................................................................................................................................. 13
YOUR CURRENT DEVELOPMENT PROCESS ....................................................................................................................................... 13
MAP OUT THE STEPS YOUR ORGANIZATION CURRENTLY TAKES TO BRING A PRODUCT IDEA FROM CONCEPT TO CUSTOMER. ...... 13
TRADITIONAL VS LEAD DEVELOPMENT MODEL ............................................................................................................................... 13
PRODUCT DEVELOPMENT STRATEGY .............................................................................................................................................. 15
INDUSTRY DRIVERS ......................................................................................................................................................................... 16
EMOTIONAL MESSAGING FRAMEWORK (EMF) ................................................................................................................................ 17
EMOTIONAL MESSAGING FRAMEWORK EXERCISE .......................................................................................................................... 18
EMOTIONAL MESSAGING FRAMEWORK DRIVEN SOLUTION DEVELOPMENT ................................................................................... 19
FULL BREADTH INDUSTRY SOLUTION .............................................................................................................................................. 23
SOLUTIONING BRAINSTORM – BUSINESS APPS ............................................................................................................................... 23
SOLUTIONING BRAINSTORM – PRACTICE AREA: MODERN WORKPLACE ......................................................................................... 24
SOLUTIONING BRAINSTORM – PRACTICE AREA: DATA AND ARTIFICIAL INTELLIGENCE ................................................................... 25
SOLUTIONING BRAINSTORM – PRACTICE AREA: APPS AND INFRASTRUCTURE ................................................................................ 26
SOLUTIONING BRAINSTORM (OPTIONAL) ....................................................................................................................................... 27
SOLUTIONING BRAINSTORM – SALES/MRKTG ................................................................................................................................. 28
VERTICAL INDUSTRY SOLUTION ....................................................................................................................................................... 29
YOUR TURN! .................................................................................................................................................................................... 30
PERSNAL DEFINITION ...................................................................................................................................................................... 31
DASHBOARD DESIGN ....................................................................................................................................................................... 32
PERSONA DRIVEN – MVP DESIGN .................................................................................................................................................... 33
DAY 1 KEY TAKEAWAYS ................................................................................................................................................................... 34
CURRENT REVENUE ......................................................................................................................................................................... 35
www.Neuralimpact.ca ii
SERVICES METRICS .......................................................................................................................................................................... 36
IDENTIFY POTENTIAL SELECTION SERVICES/ONE TIME .................................................................................................................... 37
IDENTIFY POTENTIAL PROJECT SERVICES TO “AUTOMATE” ............................................................................................................. 38
IDENTIFY POTENTIAL OPTIMIZATION SERVICES RECURRING ........................................................................................................... 39
ONE TIME SERVICES BRAINSTORM: ................................................................................................................................................. 40
RECURRING SERVICES BRAINSTORM: .............................................................................................................................................. 40
BUNDLED SUPPORT PACKGES .......................................................................................................................................................... 41
DIFFERENTIATED VERTICAL CLOUD SOLUTION OFFERING PACKAGES SAMPLE ................................................................................ 42
YOUR CLOUD INDUSTRY SOLUTION PACKAGES ............................................................................................................................... 43
PACKAGE PRICE MODELLING ........................................................................................................................................................... 44
SIMPLIFIED BUSINESS CASE ............................................................................................................................................................. 45
CONTENT SUBSCRIPTION IDEAS ...................................................................................................................................................... 46
FREE FOREVER IDEAS ....................................................................................................................................................................... 46
UPSELL IDEAS .................................................................................................................................................................................. 47
APPSOURCE MARKETING ................................................................................................................................................................ 50
DAY 2 KEY TAKEAWAYS ................................................................................................................................................................... 52
WORKSHOP EVALUATION ............................................................................................................................................................... 54
www.Neuralimpact.ca 1
WWW.Neuralimpact.ca
P. 604-987-4275
FACILITATOR BIO
Sharka Chobot, for the past 30 years, has played a leading role in guiding and inspiring
hundreds of individuals and companies to successfully realize their business goals. Sharka’s
expertise lies in assisting business leaders to take their organizational results to the next
level. Her key strength is facilitating and accelerating growth and change, leading to
increased results.
Her remarkable career began when Sharka emerged as a technology ‘change maker’ in the
1980’s, as Vice President, Sales & Marketing and Director of Marketing with Stratford
Software and Bedford Software Inc. launching the highly acclaimed Simply Accounting
(now Sage) software to the world market. This success lead to the acquisition of the
company by competitor Computer Associates.
Next in the early 1990’s, Sharka, expanded her expertise to become the Worldwide Director
of Marketing for Toronto based ATI Technologies Inc. where she contributed to increasing
revenues from 159 million to 232 million in only three years. ATI was the world’s leading
video graphics board and chip manufacturer. Sharka remained with the company until a
successful IPO in 1995. The company was later acquired by Advanced Micro Devices
(AMD) for $5.6 billion. One of Canada’s greatest success stories.
In the late 1990’s Sharka took on her greatest business challenge with Pivotal Corporation,
skyrocketing the company from 12 employees and 0 revenue to 800 employees and 80
million in annual revenue in less than 5 years. During this time Sharka coined and launched
a new software product category, called “Customer Relationship Management” or
“CRM”. Industry analysts such as Gartner and Yankee Group quickly bought into her vision
of this new category of software and the birth of CRM began, replacing SFA. At that time,
Deloitte Touché, name Pivotal the 9th fastest growing technology company in North
America. Pivotal reached a valuation of over $100 per share after its successful IPO. Pivotal
was the first back office enterprise applications to differential with a pure Microsoft platform
and build upon Microsoft Exchange when first launched.
In 1999, Sharka was selected as one of the Top 40 business individuals in British Columbia;
Canada by Business in Vancouver magazine; and, in 2000 was nominated one of the 20
Most Influential business women in British Columbia, Canada.
Sharka has an Executive MBA (Simon Fraser University); is a Certified Executive Coach (Royal
Roads University); and has a Facilitator designation from Corporate Coach University in
Texas.
Today, Sharka is passionate about and committed to using her significant talents to
contribute to helping individuals and organizations increase and reach their maximum
potential. Sharka spends her time facilitating strategy, leading change, coaching executives,
and advising companies around the world. She is also an angel investor and sits on the
board of directors and advisors of various technology companies. Sharka also served on
the board of directors of the B.C. Technologies Industries Assoc. for 7 years.
Sharka is a Professor, Marketing & Behavioural Science at the University of British Columbia
and Simon Fraser University where she teaches marketing, venture startups,
entrepreneurship and organizational behavior.
Sharka founded Social Venture Partners an organization that provides funding to social
enterprises and is a Board Member of the Elements Society which develops educational
programs to increase conservation and sustainability. She has also published a research
paper on the business case for technology companies being socially responsible.
www.Neuralimpact.ca 2
Dynamics 365 Business Transformation
Cloud Workshop
DAY ONE
Topic Key Discussion Points
Introduction, Agenda,
Objectives
• Current State
• Overview of agenda
• Workshop Objectives
Break
Why Innovate – Cloud
Market Opportunity
• The cloud market opportunity
• Factors driving adoption and impeding change
How to Innovate –
Vertical Market Strategy • Areas of the business that need to be transformed
• Competitive differentiation in a cloud world
• Value proposition definition
• Market segmentation strategy
Lunch
What to Innovate
Cloud Solution Design
• Traditional vs lean development process
• Emotional messaging driven development process
• Moving along the IP staircase
Break
Creating a Minimum
Viable Solution to
Reduce Risk
• Cloud product solution ideation
• Persona driven development
• Minimum Viable Product (MVP) design
Wrap Up • Day 1 summary
• Key take aways
www.Neuralimpact.ca 3
DAY TWO
Transforming to a Cloud
Business Model
• Shifting to a recurring revenue model
• Moving from time and materials to fixed packages
Break
Industry Solution
Services Packages
• New innovative cloud services brainstorm
• Packaging and bundling service offerings
• Determination of 3 core industry solution packages (basic, silver, gold)
Lunch
Cloud Monetization &
Price Modelling
• Subscription pricing modelling worksheet
Break
Pricing Psychology and
Upsell Strategies
• Pricing approaches and tactics
• Free trials
• Limited offers
• Upselling and cross selling
• AppSource
Closing • Key take aways
• Mapping next steps
www.Neuralimpact.ca 4
Your Workshop Objectives
1. _______________________________________________________________________________________________________________
2. _______________________________________________________________________________________________________________
3. _______________________________________________________________________________________________________________
Workshop Slides and Resources Located at:
http://neuralimpact.ca/CLOUD-workshop/
What’s Driving Cloud Adoption?
www.Neuralimpact.ca 5
Adoption: Edge Goes First, Core Business
Systems Last
www.Neuralimpact.ca 6
Forces Accelerating and Slowing Down Moving to the Cloud
Exercise: Identify each of the forces at play which are contributing towards your organization moving to the cloud and
those forces opposing moving to the cloud.
Rate each factor in terms of its strength (3) Significant (2) Moderate (1) Minor. Calculate the score in both columns.
Score FORCES FOR CHANGE FORCES AGAINST Score
Significant (3)
Moderate (2)
Minor (1) i.e. New customers not wanting on premise Majority of current clients on premise
Significant (3)
Moderate (2)
Minor (1)
3 Competitors launching cloud offerings
3 Microsoft pushing partners
TOTAL TOTAL
www.Neuralimpact.ca 7
www.Neuralimpact.ca 8
Partner Cloud Capabilities
Key Areas to Focus On
1. _______________________________________________________________________________________________________________
2. _______________________________________________________________________________________________________________
3. _______________________________________________________________________________________________________________
What is Your Differentiation Today?
1.
2.
3.
www.Neuralimpact.ca 9
Competitive Map
Exercise: Place your company and your top competitors on the following competitive map.
100% Cloud
Horizontal
Product
100% On Premise
Deep
Vertical
Solution
www.Neuralimpact.ca 10
Value Proposition
Your Value Proposition: __________________ _ _________________________________________
Try the free value proposition generator: http://neuralimpact.ca/valueproposition/
5 Value Proposition Options:
Low Price
Better Product
Easier, more Convenient
Customer Relationship/Dependency
www.Neuralimpact.ca 11
Vertical Assessment
Competitiveness Assessment
Rate each factor:
Vertical 1
_________
Vertical 2
_________
Vertical 3
_________
We know about this industry & their unique challenges better than
competitors do.
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
We have IP we have developed specifically to meet the needs of this
industry. This is something others would not easily know how to do.
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Our team members have worked in this vertical industry and/or
have years of industry specific domain knowledge.
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Our website specifically speaks to this target vertical audience
today.
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
We have proven and quantifiable results that have been gained by
our customers in this industry.
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
We have won awards, spoken at conferences or belong to industry
related associations or organizations in this sector.
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Through delivering services we have gained unique industry
workflow and process expertise and knowledge.
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
We have more than 30% of our clients in this vertical industry
already.
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
We have a 50% of higher win rate. Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
We have one or more industry specific dedicated resources. Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Yes (3)
Somewhat (2)
No (1)
Other:
Assessment also available online: http://neuralimpact.ca/industryassessment/ TOTAL
www.Neuralimpact.ca 12
Assessing your Target Vertical
Where are you on the IP Staircase?
Target Vertical Considerations
Profitability
Revenue Growth
Number of Potential
Customers
Innovation Level
Urgency and Intensity of
Need
Level of Industry
Disruption
Our Top 3 Verticals:
www.Neuralimpact.ca 13
Low Risk Rapid Design Process
Your Current Development Process
Exercise: Map out the steps your organization currently takes to bring a product idea from concept
to customer.
Traditional vs Lead Development Model
Requirements Design Implementation TestingRelease +
Maintenance
www.Neuralimpact.ca 14
Industry Analysis &
Customer Insights
Understand
Industry Problem +
Persona
Build Minimal
Viable Cloud
Product
Test & Pivot
www.Neuralimpact.ca 15
Product Development Strategy
www.Neuralimpact.ca 16
Industry Drivers
Before you can build your cloud solution, you must determine what will drive a change in behavior and initiate buying
action.
www.Neuralimpact.ca 17
Emotional Messaging Framework (EMF)
Here is a sample EMF for the Manufacturing Industry
Market Forces & Industry Drivers Business Impacts Why
(Emotional trigger Event)
Brocken Business
Process,
Operational Challenge
Macroeconomic
Primary Theme: Returning to
Growth
Emerging from recession
Private and public investment in
industry & infrastructure
Decreasing energy costs
Higher offshore labour costs
Regulatory:
Primary Theme: Increasing
Regulatory Oversight
EPA changes: wastewater
treatment, OSHA/Dept. of Labour –
increasing workplace safety
regulations
Clean air, solvents and lubricants
legislation
Supply:
Primary Theme: Complex Supply
Chain
Fluctuating raw materials costs
Supply constraints
Globalization
Consolidation
Competitive:
Primary Theme: Limited
Differentiation (Product Parity)
Heavy discounting
Commoditization of non-
specialized products
New offshore entrants
New product offerings
Customer:
Primary Theme: Personalization
& Customization
Consumer driven product
configurations
Increasing demand for improved
service
Increasing dealer expectations
Demand for on-site spare parts
inventory
Macroeconomic:
Opportunity to capitalize on growing
demand from several industry sectors;
mining, oil and gas and construction.
New equipment sales increasing
Regulatory:
Increasing regulatory oversight:
environmental and employee safety
Labor costs increasing
Re-engineering of machinery and
manufacturing processes required to
achieve green compliance
(manufacturing and field service)
Inspections/penalties/fines increasing
Compliance and training costs
increasing
Suppliers:
Lower margins
Higher inventory levels (less working
capital)
Higher transportation costs
Longer order lead times
Quality issues
Competitive:
Lost bids emerging nations produce
lower cost machinery due to lower
labor costs, lower energy costs and
limited regulatory oversight.
Product parity: equipment looks and
performs the same.
Product development costs increasing
Capital investment requirements
increasing
Sales costs increasing
Customer:
New product development
investments required
Dealer management increasingly
important
Services costs increasing
Longer warranty periods
Growth/Greed
M&A
New Product/Service
Offering
New Market Expansion
Fear
Low New Equipment Sales
Lost Customer
Customer does not Renew
Low Margins
High Warranty Claims
Unprofitable Dealers
Excessive Inventory
(spares) Carrying Costs
Critical Stock-Out
Low Dealer Turns
OTD Penalty
Competitors Introduced
New Offering
Key Client Equipment
Breakdown
Risk
Compliance/Regulatory
Fine
Technology Failure
Control
Bad Decision
New Leadership
Inaccurate Bids/Quotes
Product Obsolescence
Poor Field Service
Poor Warranty Tracking
Plants Operating
Over/Under
Capacity
Stock-outs/Backorders
Product Recalls (quality)
Faulty Records
Poor Maintenance
Insufficient Employee
Training
Inadequate Sustainability
Practices/Green
Poor Spare Parts
Management
Complex Configurations
Order Entry Issues
Need Extended Service
Offerings
Need Warranty Tracking
for In/Out Parts
Need Better Product
Design
Poor Dealer Mgmt.
Weak In-House Quality
Control
Poor Returns
Management (RMA)
Inefficient Order
Management
Poor Project Costing
Example
www.NeuralImpact.ca 18
Emotional Messaging Framework Exercise
Now that you have finished mapping out the industry drivers most affecting your target vertical industry and the impact this is having on your customers, move to
the next step and identify the Trigger Event that that will cause a prospect to seek out a new solution, the specific internal operational business challenges that are
limiting their ability to respond to these industry changes and identify new possible functionality you could offer as a solution to this challenge.
ECONOMIC
Industry
Drivers/Market Forces
Industry Driver
Market Force
Observable
Measurable
Business Impact
Emotional
Trigger Event
Internal Operational
Business
Challenge/Limitation
Desired New
Capability Solution Elements
Macro Economic
Currency
Less Revenue Missed our quarter –
again.
Can’t see the impact early
enough, don’t have real time
revenue data
Real time revenue and
profitability
monitoring
Power BI reporting
Currency hedging?
Regulatory
Suppliers
Competitors
Customers
As a result of <industry drivers > we <trigger event> which is impacting our <key operating metrics>. We struggle with <business challenge> because of our
inability to <operational limitation>. This issue would be resolved if we could <new capability>.
www.Neuralimpact.ca
www.NeuralImpact.ca 19
Emotional Messaging Framework Driven Solution Development
Exercise: Now choose the 3 most important emotional triggers from your messaging framework and build a solution.
a
Emotional Trigger Event
Food Safey - Massive recall.
Internal Operational
Business
Challenge/Limitation
Legacy system
incapable of keeping
detailed records of
production, inventory
and distribution. The
exact location of
delivery of the finished
product can be
determined quickly
and accurately.
New Desired Capability
1. Keeping record of
each customer name,
addresses, contact
information, amount and
lot/code of any products
delivered or sold to them
and when the product
was shipped.
Microsoft
Stack:
Dynamics
Operations +
CRMOL
ISV App:
RSM’s
Dynamics 365
for Operations
Lot Trace and
Safety module
IP:
Integrate with
their poduct
bar code
tracking
system
New Desired Capability
2. Ability to quickly notify
customers quickly.
Microsoft
Stack:
CRMOL
Skype
Office 365
ISV
Agile BI
IP - Recall
respomse
monitoring
system
Example:
www.Neuralimpact.ca
www.NeuralImpact.ca 20
Exercise: Identify the top 3 Emotional Triggers from your Emotional Messaging Framework and Design your Solution Offering.
Emotional Trigger Event #1
Internal Operational
Business
Challenge/Limitation
New Desired
Capability #1
Microsoft Stack
Cloud solutions:
Web apps: Dynamics 365:
Cortana Intelligence Operations
Project Service Automation Sales
Skype Financials
Power BI Customer Service
Sharepoint Field Service
Office 365 Project Service Automation
Dynamics NAV
ISV App:
IP/Code:
Desired
Capability #2
Microsoft Stack
Cloud solutions:
Web apps: Dynamics 365:
Cortana Intelligence Operations
Project Service Automation Sales
Skype Financials
Power BI Customer Service
Sharepoint Field Service
Office 365 Project Service
Automation
Dynamics NAV
ISV App:
IP/Code:
www.Neuralimpact.ca
www.NeuralImpact.ca 21
Emotional Trigger Event #2
Internal Operational
Business
Challenge/Limitation
New Desired
Capability #1
Microsoft Stack
Cloud solutions:
Web apps: Dynamics 365:
Cortana Intelligence Operations
Project Service Automation Sales
Skype Financials
Power BI Customer Service
Sharepoint Field Service
Office 365 Project Service Automation
Dynamics NAV
ISV App:
IP/Code:
Desired
Capability #2
Microsoft Stack
Cloud solutions:
Web apps: Dynamics 365:
Cortana Intelligence Operations
Project Service Automation Sales
Skype Financials
Power BI Customer Service
Sharepoint Field Service
Office 365 Project Service
Automation
Dynamics NAV
ISV App:
IP/Code:
www.Neuralimpact.ca
www.NeuralImpact.ca 22
Emotional Trigger Event #3
Internal Operational
Business
Challenge/Limitation
New Desired
Capability #1
Microsoft Stack
Cloud solutions:
Web apps: Dynamics 365:
Cortana Intelligence Operations
Project Service Automation Sales
Skype Financials
Power BI Customer Service
Sharepoint Field Service
Office 365 Project Service Automation
Dynamics NAV
ISV App:
IP/Code:
Desired
Capability #2
Microsoft Stack
Cloud solutions:
Web apps: Dynamics 365:
Cortana Intelligence Operations
Project Service Automation Sales
Skype Financials
Power BI Customer Service
Sharepoint Field Service
Office 365 Project Service
Automation
Dynamics NAV
ISV App:
IP/Code:
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 23
Full Breadth Industry Solution
Solutioning Brainstorm – Business Apps
Current Offered Opportunity
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 24
Solutioning Brainstorm – Practice Area: Modern Workplace
Current Offered Opportunity
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Yes No
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 25
Solutioning Brainstorm – Practice Area: Data and Artificial Intelligence
Data and AI
Practice/
Solution Practice building blocks
Data Platform
and Analytics
Data Platform
Modernization and Mission
Critical Applications
Oracle Migration to
SQL/Azure
Data Warehousing and Big
Data
Business Analytics and AI
Modern Business
Intelligence
IoT PaaS Solutions
IoT SaaS Solutions
Opportunity
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 26
Solutioning Brainstorm – Practice Area: Apps and Infrastructure
Opportunity
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 27
Solutioning Brainstorm (Optional)
Exercise: Identify possible opportunities for differentiation in several key business opportunity areas.
Emotional Trigger Microsoft Functionality Potential new IP or 3rd party ISV opp
Operational Efficiency &
Decision Making
HR,
Supply Chain,
Scheduling, Inventory,
Reporting,
IOT,
Predictive Analytics,
Artifical Intelligentc, etc.
Customer Engagement
Analytics,
Mobile,
Field Service,
Self Assisted Service
Customer
Exerience/Intelligence
Customer Satisfaction
First Call Resolution,
Timeliness of Delivery,
Quality – Reliability,
Timeliness of Delivery,
Employee Engagement
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 28
Solutioning Brainstorm – Sales/Mrktg
Exercise: Identify possible opportunities for differentiation in several key business opportunity areas.
Emotional Trigger Microsoft Functionality Potential new IP or 3rd party ISV
Customer
Acquisition & Retention
Customer Loyalty,
Churn,
Advocacy,
Marketing Automation,
Content Management
Brand and Social
Social Listening,
Sentiment Analysis,
Social Media
Sales Optimization
Lowering Costs of
Selling,
Sales Configuration,
Demand Forceasting,
Sales Automation,
Digital Selling
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 29
Vertical Industry Solution
Web Apps
Cortanat Intelligence Skype Power BI t
Microsoft Stack
Cortana
IntelligenceSkype Power BI Sharepoint Office 365
Dynamics 365
Operations Sales Financials
Customer
Service
Field Service
Talent
Project
Service
Automation
Marketing
& Adobe
ISV Potential
DocuSign - PayPal - Bing Maps – Contracts – Sales Product Editor – Mail Chimp – HR – Project Mgmt.
Repeatable Core IP
Labeled
Bundles
Packaged
Extension
i.e. Azure, Connectors
to outside databases,
and Power BI with
Industry-specific
Dashboards
Full Vertical
Solution
Turn Key
Functional
Infrastructure
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 30
Your Turn!
Using the work you did on your EMF, design your vertical cloud MVP!
ISV Potential
Web Apps
Mobile,
Block Chain,
Digital Media Big
Data, Analytics,
IOT,
Digital Mrktg,
E-Commerce
Vertical Specific
Core IP
Cortana
Intelligence
Skype,
Power BI,
Sharepoint,
Office 365
Dynamics 365
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 31
Persnal Definition
WHY HOW WHAT
Goals
Demographics
Fears
Age
Male/Female
Married
Kids
Personal Profile Tool Online:
www.neuralimpact.ca/buyerpersonaprofile
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 32
Dashboard Design
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 33
Persona Driven – MVP Design
Exercise: Identify the key pains of HOW persona, a line of business manager: i.e. VP Manufacturing, VP Supply Chain, VP
Sales.
Accelerate
GrowthReduce
Costs
Reduce
RiskImprove
Control
Critical
Low
Necessity
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 34
Day 1 Key Takeaways
Capture the top learnings or ideas that you will take away from today’s session.
Key Learnings
Next Implementation Steps
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 35
Current Revenue
Revenue
Recurring
One Tme
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 36
Services Metrics
Identify your Current Service Offering Categories
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 37
Identify Potential Selection Services/One Time
• Business Impact Assessment
o Leadership Workshop
o Business Process Review
o Technical Readiness Assessment
• Vision and Scope Definition
• Business Case Expansion/Validation
• Business/Project Risk Assessment
• Cloud Readiness Assessment
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 38
OTHER_________________________________________________________________________________
Identify Potential Project Services to “Automate”
Self service support
Online training
ISV integration
3rd party data migration tools
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 39
Identify Potential Optimization Services Recurring
• Telemetry/Consumption Review (Azure)
(data are collected at remote or inaccessible points and automatically communicated)
• Industry Benchmarking Review
• Compliance Risk Assessment
• Change Management Acceleration
• Business Process Optimization
• Dashboard Optimization
Cloud Business Transformation Workshop / Participant Workbook www.Neuralimpact.ca 40
One Time Services Brainstorm:
Recurring Services Brainstorm:
Preparation Services
One Time
Business Impact Workshop ROI
Cloud Fit Gap
Hybrid Risk Assessment
Solution Strategy & Roadmap
Project Services One Time
Needs Analysis
System & Data Migration
System Integration
Configuration
Data Transformation
Scoping/Validation
Proactive Strategic Value Add Services
One Time
Cloud Readiness
Cloud Transformatin Map
Annal Business Strategy Review
Bi-Annal Reporting Requirements Review
Managed Services
Recurring
Application Managed Services (AMS)
Application Support
Training
Help Desk
Proactive Strategic Value Add Services
Recurring
Business Process Optimization
Social Listening
Self Serve Training
Telemetry, Usage Monitoring
Benchmarking
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Bundled Support Packges
Bronze Silver Gold
/month /month /month
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Differentiated Vertical Cloud Solution Offering Packages SAMPLE
Out of the Box
Industry Specific
Dynamics 365
Repeatable Industry Specific CRMOL
Vertically Focused PowerBI Intelligence
Industry Specific Social
Industry Optimized Office
Azure Differentiation IP
Differentiated Service Package
Out of the Box Vertical Solution
One time Risk Reducing Pre Purchase Service (amortized over time)
Minimal Fixed hours of industry configuration and customization
Repeatable Software Integration (canibalized service revenue)
Managed Servcie Bundle
Customized
Out of the Box Vertical Solution
Managed Services
Extensive Configuration
Extensive Customization
Recurring Value add Servcies
Add On Speciality ISV or IP Products
Add On Value Recurring Monthly Services
One Time A la CArte Products/Services
Integration with Software X
Data Cleansing, Migration
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Your Cloud Industry Solution Packages
Add On Speciality ISV or IP Products
Add On Value Recurring Monthly Services
One Time A la CArte Products/Services
Integration with Software X
Data Cleansing, Migration
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Package Price Modelling
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Simplified Business Case
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Content Subscription Ideas
Free Forever Ideas
s
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UPSELL IDEAS
Add on Functionality
(i.e. integration with a
specific app, bar code
module, geo mapping.)
Value Add CONTENT
(data you license and
resell – currency
exchange data,
commodity pricing,
federal agency daily
recalls)
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Free Trial
Fremium Forever
(limited functionality)
Free to specific markets
(offfice free to
students)
Scarcity and Loss
Promotion
(limited time, limited
number)
Competitive Price
Comparisons/Upgrades
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AppSource Marketing
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Action Planning
EXERCISE: Based on today’s workshop, document your next steps/action items.
Action Item
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Day 2 Key Takeaways
Capture the top learnings or ideas that you will take away from today’s session.
Key Learning/New Idea
1.
2.
3.
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NOTES
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WORKSHOP EVALUATION
Thank you for attending the Cloud Solution Strategy Workshop. We have made every effort to anticipate your needs to
ensure your learning experience is as rewarding as possible. To help us maintain a high-quality offering, please take a
moment to complete this Evaluation Form. Your honest assessment, from content to delivery, will help us greatly as we
evaluate and refine our workshop in the future.
https://www.surveymonkey.com/r/Z2LGCDP
Thank you very much for your time and valuable feedback.
If you have any further comments or suggestions, please email [email protected]
