IoT Practice Builder Workshop (IOT-PB-WS) – Outline

Outline detalhado do curso

Module 1: The Business Relevance of IoT solutions for Your Customers

  • Overview of the enterprise IoT solution stack
    • Device layer
    • Core platform services
    • Analytics
    • Cognitive services and solutions
  • IoT management and security requirements and concerns
  • Primary IoT platforms
    • Comparing IoT platform vendors:
      • AWS (Amazon IoT platform)
      • Microsoft (Azure IoT services)
      • Intel (The Intel IoT platform)
      • IBM (IoTF and Bluemix)
      • GE (Predix)
      • Thingworx
      • Cisco (the IoT System)
    • Open Source IoT platform approaches (Spark MLib, Spark Streaming, Apache Cassandra)
    • Dominant and emerging players
  • The current state, vision and roadmap of IoT solutions
    • Evolving standards
    • Emerging, ground-breaking technologies
    • IoT 2.0
  • Sales-ready IoT solution opportunities:
    • Rapid IoT solution development with relayr
    • Remote asset management use cases with Azeti
    • Fleet management and connected transportation solutions with Davra Networks
    • IoT analytics with Cisco’s Parstream and IBM
    • Connected manufacturing with Rockwell Automation, GE and relayr
    • IoT ready clouds with Jasper and AWS
    • IoT analytics with SAP and SAS
    • Connected buildings with Honeywell, UTC, relayr, and Philips
    • Connected grid with OSIsoft and BitStew
    • Smart and connected cities with Sensity, World Sensing, Acuity and molex

Module 2: Engage new buying centers in existing or new customers with IoT solutions

  • Overview of IoT solutions, architectures and Use cases addressing:
    • Connected building solutions
    • Connected transportation solutions
    • Connected manufacturing solutions
    • Connected asset management solutions
  • Insights regarding market drivers that result in relevant business outcomes from existing/new customer’s strategic intents
  • Guidance on identifying key customer contacts instrumental in the IoT Buying process
  • Leveraging LOB buyer intelligence information, buyer personas, and aligning with the customer’s problem solving lifecycle
  • Steps for educating customers on their B2B vertical focused key challenges
  • Driving vertical specific proven use cases that are aligned to the appropriate IoT solutions
  • Leveraging recent wins and customer stories that help drive customer conversations that close IoT deals

Module 3: How resellers and SIs mon-IoT-ize enterprise IoT solutions

  • Understanding the IoT solution Lifecycle model
  • Building awareness - proven methods of generating strong leads in your target vertical customers, building internal customer champions and positioning with critical buyers
  • Accelerating the sale - using approaches that demonstrate value, building internal technical and business champions within the customer, and connecting solution value to direct customer needs
  • Rapid IoT use-case methodology such as customer engagement workshops to generate business outcome driven use cases customized to the customer’s environment
  • Solution development and deployment for IoT solutions —Guidance on developing or partnering to create successful multi-vendor IoT solutions that specifically answer to customers’ particular use cases and settings