AI Practice Development Workshop - Neural...

AI Practice Development WorkshopParticipant WorkbookPrepared for Microsoft by Neural Impact

AUTHOR: MARK STUYT Neural Impact Inc. | [email protected]

Date: April 2018

Copyright © 2018 Neural Impact Inc. All rights reserved. This document is for the use of client personnel only. No part of it may be circulated, quoted, or reproduced for distribution outside

of the client organization without prior consent.

© 2018 Neural Impact. All Rights Reserved.

AI Practice Development Workshop

3 Your Workshop Objectives

3 AI Practice Customer Cluster Mapping

5 Vertical/Domain Assessment

6 Emotional Messaging Framework (EMF)

7 Emotional Messaging Framework Exercise

8 Emotional Messaging Framework Driven Solution Development

10 IP Staircase

11 AI Services Brainstorm

11 AI Services Offerings: Project

12 AI Service Offerings: Recurring

13 AI Solution Validation White Board

14 Action Planning

14 Key Takeaways

15 Notes

15 WORKSHOP EVALUATION

TABLE OF CONTENTS



Your Workshop Objectives

AI Practice Customer Cluster Mapping

2

1

3

ModernWorkplace

BusinessApplications

Applications& Infrastructure

Data & ArtificialIntelligence



Vertical/Domain Assessment

Competitiveness Assessment – Rate each factor

Vertical 1 Vertical 2 Vertical 3

We know about this industry (or workload area) & related unique challenges better than competitors do.

Yes (3)Somewhat (2)No (1)



We have IP we have developed specifically to meet the needs of this industry/problem area. This is something others would not easily know how to do.




Our team members have worked in this vertical industry and/business area for years and have specialized knowledge.




Our website specifically speaks to this target vertical audience or workload area today.




We have proven and quantifiable results that have been gained by our customers in this industry or workload area.




We have won awards, spoken at specialty conferences or belong to industry related associations or organizations in this industry/area.




Through delivering services we have gained unique workflow and process expertise and knowledge.




We have more than 30% of our clients in this vertical industry already or for which we have solved this specific problem area.




We have a 50% or higher win rate. Yes (3)Somewhat (2)No (1)



We have one or more industry specific dedicated resources.




TOTAL

http://neuralimpact.ca/industryassessment/



Emotional Messaging Framework (EMF)

Sample EMF for the Manufacturing Industry

Market Forces & Industry Drivers Business Impacts Why

(Emotional Trigger Event)Broken Business Process,Operational Challenge

MacroeconomicPrimary Theme: Returning to GrowthEmerging from recessionPrivate and public investment in industry & infrastructureDecreasing energy costsHigher offshore labour costs

Regulatory:Primary Theme: Increasing Regulatory OversightEPA changes: wastewater treatment, OSHA/Dept. of Labour – increasing workplace safety regulationsClean air, solvents and lubricants legislation

SuppliersPrimary Theme: Complex Supply ChainFluctuating raw materials costsSupply constraintsGlobalizationConsolidation

Competitors:Primary Theme: Limited Differentiation (Product Parity)Heavy discountingCommoditization of non-specialized productsNew offshore entrantsNew product offerings

Customers:Primary Theme: Personalization & CustomizationConsumer driven product configurations Increasing demand for improved serviceIncreasing dealer expectationsDemand 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 safetyLabor costs increasingRe-engineering of machinery and manufacturing processes required to achieve green compliance (manufacturing and field service)Inspections/penalties/fines increasingCompliance and training costs increasing

Suppliers:Lower marginsHigher inventory levels (less working capital)Higher transportation costsLonger order lead timesQuality issues

Competitors: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 increasingCapital investment requirements increasingSales costs increasing

Customers:New product development investments requiredDealer management increasingly importantServices costs increasingLonger warranty periods

Growth/GreedM&ANew Product/Service OfferingNew Market Expansion

FearLow New Equipment Sales Lost CustomerCustomer does not RenewLow MarginsHigh Warranty ClaimsUnprofitable DealersExcessive Inventory (spares) Carrying Costs Critical Stock-OutLow Dealer TurnsOTD PenaltyCompetitors Introduced New OfferingKey Client Equipment Breakdown

RiskCompliance/Regulatory FineTechnology Failure

ControlBad DecisionNew Leadership

Inaccurate Bids/QuotesProduct Obsolescence Poor Field ServicePoor Warranty TrackingPlants Operating Over/UnderCapacityStock-outs/BackordersProduct Recalls (quality)Faulty Records Poor MaintenanceInsufficient Employee TrainingInadequate Sustainability Practices/GreenPoor Spare Parts ManagementComplex ConfigurationsOrder Entry IssuesNeed Extended Service OfferingsNeed Warranty Tracking for In/Out PartsNeed Better Product DesignPoor Dealer Mgmt. Weak In-House Quality ControlPoor Returns Management (RMA)Inefficient Order ManagementPoor Project Costing



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 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.

As a result of <industry drivers> we are experiencing an impact on <key operating metrics>. We have recently experienced a <trigger event>, which can be

traced to <business challenge> and/or our inability to <operational limitation>. This issue would be resolved if we could <new capability>.

ECONOMICIndustry Drivers/Market Forces

Industry DriverMarket Force

Observable Measurable Business Impact

Emotional Trigger Event

Internal Operational Business Challenge/Limitation

Desired New Capability Solution Elements

Macro-Economic Fluctuating currency rates. Declining profitability Missed EPS

commitment Inaccurate estimatingReal time project profitability monitoring

Power BI Currency hedging

Regulatory

Suppliers

Competitors

Customers



Emotional Messaging Framework Driven Solution Development

EXERCISE: Now choose the 3 most important emotional triggers from your messaging framework and build a solution.

Example:

Emotional Trigger EventFood Safey - Massive recall.

Internal Operational Business Challenge/LimitationLegacy system incapable of keeping detailed records of production, inventory and distribution. The exact location of delivery of the finished product cannot be determined quickly and accurately.

Microsoft Stack:Dynamics Operations + Sales +Talent

ISV App:RSM’s Dynamics 365 for Operations Lot Trace and Safety module

IP:Integrate with their poduct bar code tracking system

Microsoft Stack:SkypeOffice 365 Outlook

ISV Agile BI

IP - Recall response monitoring system

New Desired Capability1. Accurate records 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.

New Desired Capability2. Ability to immelyediat notify customers of a recall.



Emotional Trigger Event #2

Operational Business Challenge/Limitation

New Desired Capability #1

Desired Capability #2

Microsoft Solution Element:

ISV Solution:

IP/Code:

Microsoft Solution Element:

ISV Solution:

IP/Code:



IP Staircase

Labeledbundles

Full functionalsolutions

Packagedextensions

Full verticalsolutions

Complexity/Cost/Revenue Potential

Determine your “current state AI practice model and your desired “future state” model.

Diff

eren

tiatio

n/Cu

stom

er V

alue

/Usa

ge

POTENTIAL ISV PARTNERING



AI Services Brainstorm

AI Services Offerings: Project

Al Services Strategy

Business Case

Industry Benchmarking

SelectionServices

Project AccelerationServices

OptimizationServices

Selection Services

Business Impact Assessment

EnvisioningWorkshop

AI Strategy& Roadmap

Project Services

Needs Analysis

Data Wrangling

Data ModelDeployment

Optimization Services

Business Strategy Review

AI Solution Benchmarking

Pilot Projects



AI Service Offerings: Recurring

Managed Services

End User Support

Application Support

Training

Optimization Services

Business Process Optimization

Telemetry, Usage Monitoring

Analytics as a Service



AI Solution Validation White Board

Business CaseImpacts

Required Investments

Challenges & Barriers

Business Objectives &Priorities

Strategic Al Initiatives



Action Planning

Key Takeaways

EXERCISE: Based on today’s workshop, document your next steps/action items.

EXERCISE: Capture your key takeaways and new ideas from today’s session.

Action Item

Key Learning/New Idea

1.

2.

3.

4.

5.



Notes

WORKSHOP EVALUATION

Thank you for attending the AI Practice Development Workshop. We have made every effort to anticipate your needs to ensure your learning experience is productive and insightful. 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 improve future workshops.

[email protected]

www.neuralimpact.ca

+1 604-987-4275

North Vancouver, BC, Canada

http://neuralimpact.ca/ai-content/

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