Originally written by Julie Sanford, find her on LinkedIn here.
Organizations are on a digital transformation journey. They realize how critical technology is to differentiate themselves from their competitors, reinvent their company cultures and extend capabilities. Microsoft focuses on turning the unique challenges within an industry into areas of digital transformation that we can engage on with our customers, to deliver on their business objectives. One of our key differentiators is the strength of our partner ecosystem, and we have a tremendous opportunity to work together to empower every person and organization on the planet to achieve more.
This is the first blog post of a series that will give an overview of how large the opportunity is and the benefits of adopting an industry go to market approach. Each subsequent blog post will include details around a specific industry, Microsoft approach and examples of how you, our Microsoft partners, are helping our customers.
Capitalize on the Industry opportunity
Industry will spend approximately $100 trillion dollars over the next decade as organizations update their technology. Microsoft partners that have already engaged with customers to build industry solutions have reported increases in revenue of up to 340 percent and margin uplifts of up to 75 percent* (*Grant Thornton research study, June 2017).
Focus on eight priority industries for your go to market
Across Microsoft’s engineering, sales and marketing teams, we have agreed on eight priority industries, grounded in the market opportunity, so that whether you’re talking to an internal Microsoft sales representative or customer that everyone can be on the same page.
The eight priority industries are Automotive, Education, Financial Services, Government, Healthcare, Manufacturing and Energy, Media and Communications and Retail and Consumer Goods. Within the industries, we have further defined the verticals and scenarios to go to market in. Think of scenarios as the beginning of the customer journey to narrow down what they are interested in.
Microsoft’s priority industry scenarios
Below is a table that outlines our priority industries and corresponding scenarios. Please also visit this link to see videos that will provide further context to help you understand the scenarios.
Develop Industry solutions
Each of the industry scenarios come to life with the full Microsoft portfolio of cloud solutions and is rounded out by best in class industry ISV solutions and partner services engagements. To enable these large digital transformation projects, we have learned that it requires partners to build competencies and practices across our productivity, business process, Data & AI and infrastructure solution areas.
An example of a partner that has recently done this is Haivision. Broadcasters and media companies want to create, distribute, and generate revenue from live event video such as sports or remote reporting, but the cost can be prohibitive, requiring a satellite truck or dedicated fiber line and other resources. Haivision developed SRT Hub, a Microsoft Azure-based solution with Microsoft 365 and Dynamics 365 integration that enables media companies to quickly create and distribute content. Using SRT Hub, customers experience greater agility, reduced risk, and lower costs. SRT Hub enables solutions that transform workflows as well as distribute and monetize content in new ways. A group of broadcasters and media companies recently used SRT Hub to cover a live PGA tournament, eliminating the need for satellite truck and on-site resources, which can cost up to $250,000.
Access our global Microsoft Partner Network Program benefits
Microsoft’s global Microsoft Partner Network Program provides access to benefits that can help you build, market and sell your industry solutions. There are also resources to help you build partnerships so that you can go to market faster and reach more customers.
Thank you partners for making more possible.