ai practice development workshop - neural...
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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
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
Your Workshop Objectives
AI Practice Customer Cluster Mapping
2
1
3
ModernWorkplace
BusinessApplications
Applications& Infrastructure
Data & ArtificialIntelligence
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
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)
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/problem area. 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/business area for years and have specialized 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 or workload area 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 or workload area.
Yes (3)Somewhat (2)No (1)
Yes (3)Somewhat (2)No (1)
Yes (3)Somewhat (2)No (1)
We have won awards, spoken at specialty conferences or belong to industry related associations or organizations in this industry/area.
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 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 or for which we have solved this specific problem area.
Yes (3)Somewhat (2)No (1)
Yes (3)Somewhat (2)No (1)
Yes (3)Somewhat (2)No (1)
We have a 50% or 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)
TOTAL
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
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
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
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
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
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.
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
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:
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
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
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
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
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
AI Service Offerings: Recurring
Managed Services
End User Support
Application Support
Training
Optimization Services
Business Process Optimization
Telemetry, Usage Monitoring
Analytics as a Service
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
AI Solution Validation White Board
Business CaseImpacts
Required Investments
Challenges & Barriers
Business Objectives &Priorities
Strategic Al Initiatives
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
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.
© 2018 Neural Impact. All Rights Reserved.
AI Practice Development Workshop
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.
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