FY20 Solution Taxonomy Microsoft Confidential - PowerPoint Presentation

1. FY20 Solution TaxonomyMicrosoft ConfidentialFile: aka.ms/FY20Taxonomy

2. Table of ContentWhat you’ll find in this documentSlidesTaxonomy Design PrinciplesBusiness GoalsGuiding PrinciplesStructure and Definitions for Solution Areas and prioritized Industries4Taxonomy Overview – Solution Areas, Industry Priority Scenarios and Industry Solution Categories10Tagging Guidance16Solution Area Details – Technical Scenarios Descriptions, Products and Technical Review CriteriaModern WorkplaceBusiness ApplicationsAzure19202327Industry Details - Industry Solution Categories, ISC – Details with Descriptions34Industry Details - ISC to Industry Priority Scenario MappingAutomotiveFinancial ServicesHealthcareManufacturing & Resources Media & CommunicationsRetail & Consumer Goods GovernmentEducation36Key Resources53Solution Area – FY19-to-FY20 Tagging Conversion RulesModern WorkplaceBusiness ApplicationsAzure54575657Industry Details - FY19-to-FY20 ISC Rationalization and Conversion60

3. Taxonomy Design Principles

4. Business GoalsOne company, one language. Define a common language across OCP, M&O, BG, Services, ATU, STU & CSU leveraged for processes/assets with a clearly defined cross-company taxonomySimplify & Clarify. Simplify and clarify the GTM, build-with and sell-with taxonomy language that resonates with customers, partner and MSFT internal audiencesContinuity. Define a clear path to migrate the current model and solution classification, across process/assets/tools, without disrupting or overloading our executionActionability. Ensure a level of taxonomy that enables high level ecosystem analysis, as well as depth for insights and local mobilization

5. Taxonomy Guiding PrinciplesSupports Industry, Solution Area and Category ongoing business strategyAgile, evergreen approachReflect the optimal customer experience across storefrontsManaged through cross-org governanceSimple and clear – less is moreEnables other audiences to easily align and adopt

6. Consistent Taxonomy across all Systems Partner CentralOne Commercial Planning Commercial Execution DashboardAHRMSX/CRMNew Business Framework (NBF) Account PlanningMSX InsightsOCP Capacity PlanningOCP CRMCo-sell Solution FinderAzure Market PlaceAppSourceGlobal Engagement Programs (GEPs)MCS Services Offering PortfolioCapacity Planning and Partner EnablementCustomerEngagementBusiness Planning and ExecutionSales Enablement

7. Three layers architecture based on Solution Area, Priority Scenario and Technical Scenario.When looking at solutions for a given priority scenario, it is important to select the proper technical scenarios that will determine what the partner, or Microsoft Services, is delivering within the selected scenario. This is also the level where any capabilities view should be plugged.Requirement:Mandatory to select one Priority scenario and Technical Scenario for a new engagement.Three layers architecture based on Industry, Vertical and Industry Solution Category. Partner solutions are categorized against Solution Categories within a specific Vertical.Priority Scenarios are comprised of several Industry Solution Categories. They represent the prioritized DT business conversations based on industry trends.Requirement:Select an Industry Solution Category for a new engagement with clear industry focus (Optional).SolutionAreaModern WorkplaceBiz AppsAzureIndustryTaxonomy Structure and DefinitionsPriority Scenario nSolution AreaPriority Scenario 1IndustryVertical nVertical 1Vertical 2Priority Scenario 1Industry Solution Category nTechnical Scenarios nPriority Scenario 2Priority Scenario 2Industry Solution Category 1Industry Solution Category 2Industry Solution Category 3Industry Solution Category 4Technical Scenarios 1

8. TermDescriptionExamplesSolution AreaSolution AreaCommon high-level Microsoft alignment across groups, four customer buying scenarios.Modern Workplace, Business Applications, AzurePriority ScenarioFocus Areas aligned to Microsoft priorities where we want to develop Microsoft solutions, across partners and Microsoft Services. Security, AnalyticsTechnical ScenariosThe Technical Scenarios define what we expect partners, or Microsoft Services, to offer capabilities on for delivering solutions in each Priority Scenario.Identity & Access Management, Knowledge MiningTaxonomy DefinitionsIndustryIndustryA classification that refers to a group of companies that are related in terms of their primary business activities. In modern economies, there are dozens of different industry classifications, which are typically grouped into larger categories called sectors. (Level 1)Financial Services, Manufacturing & Resources, Retail & Consumer Goods, etc.VerticalA market in which vendors offer goods and services specific to an industry, trade, profession, or other group of customers with specialized needs. (Level 2)Banking & Capital Markets, Discrete Manufacturing, etc.Industry Priority ScenarioA specific business conversation (aka Sales Plays) prioritized by Microsoft based on industry trends, market opportunity, customer interest and product truths. Industry Priority Scenarios, IPS, are designed to activate the field to engage BDM audience with powerful business conversations and to enable sellers to successfully drive customer adds, consumption and usage across Microsoft’s cloud offerings. (think of it as a Level 2.5, aggregation)Discrete Manufacturing – Factory of the FutureRetailers – Deliver Intelligent Supply ChainIndustry Solution CategoriesA specific targeted customer business process/opportunities that can be solved with a combination of one or more products, services or applications. One to few Industry Solution Categories, ISC, are combined to enable an Industry Priority Scenario. (Level 3)Banking – Bank Payments;Retailers – Intelligent Inventory; Health Payor – Patient Engagement

9. SA and Industry Summary

10. Priority ScenarioTechnical ScenarioArtificial Intelligence (AI)Machine LearningAI Apps & AgentsKnowledge MiningAI Compute & Deep LearningAI & Business IntelligenceAI & Big DataAI & Automation3rd Party AI to AzureAnalyticsModern Data WarehouseReal-time AnalyticsSelf-Service BIOn-premises BI ModernizationHadoop/HDInsightSpark to AzureDatabricksAdvanced NetworkingVirtual WAN (SDWAN)Windows Azure FirewallFront DoorAdvanced SecurityIdentity & Access Management (IAM)Threat ProtectionNetwork SecurityData & Information ProtectionSecurity ManagementMixed RealityMixed RealityEnable AzureResilient Planning & ArchitectureCloud Adoption Framework & GovernanceCost OptimizationBusiness Continuity & Disaster RecoveryFY20 Solution Area TaxonomyPriority ScenarioTechnical ScenarioServer MigrationWindows Server MigrationLinux Server MigrationMainframe MigrationCloud to Cloud MigrationVMWare MigrationData MigrationSQL Server Migration to SQL DB/SQL MISQL Server Migration to IaaSCosmos DB MigrationData Modernization on-premisesOSS DB to AzureSAP on AzureSAP on AzureApplication Innovation Modernize/New OSS ApplicationsModernize/New .NET ApplicationsContainerize with KubernetesDev OpsIoTIoT HubIoT CentralDigital Twins3rd Party IoTHigh Performance ComputeHigh Performance Compute (Core)High Performance Compute (GPU)Specialized StorageDedicated HPCVirtual DesktopRDS on IaaSRDS on WVDIntelligent EdgeAzure StackDatabox (Gateway/Edge)IoT EdgePriority ScenarioTechnical ScenarioTeamworkTeamwork DeploymentEmployee Engagement & CommunicationTeams Custom Solution DevelopmentContent & Knowledge ManagementMeetings & Meeting RoomsCallingComplianceAdvisory ServicesInformation GovernanceSecurity Identity & Access ManagementInformation & Data ProtectionNetwork SecurityThreat ProtectionSecurity ManagementUnified Endpoint ManagementDevice DeploymentDesktop VirtualizationDevice as a ServiceMobile Device ManagementAdoption& Change ManagementAdoption & Change ManagementPriority ScenarioTechnical ScenarioCustomer EngagementIntelligent Sales & MarketingProactive Customer ServiceConnected Field ServiceUnified OperationsModernize Finance & OperationsConnected CommerceModernize HRPower PlatformModern AnalyticsBusiness Process AutomationApp ModernizationScalable Business ManagementModernize Finance & Operations (OP to Cloud)Intelligent Sales & MarketingCustomer Service ProPriorityGrowthModern WorkplaceBusiness ApplicationsAzure

11. FY20 Industry Priority Scenarios, IPSMedia & CommunicationsFinancial ServicesManufacturing & Resources1Retail & Consumer Goods1GovernmentHealthcare1EducationAutomotiveEnterprise Commercial Enterprise Commercial Public SectorAutomotiveConnected VehiclesAutonomous Vehicle DevelopmentSmart Mobility ServicesConnected Marketing, Sales & ServiceIntelligent Supply ChainNotes: Renamed Industry in FY20New Vertical in FY20L1: Industry (8) L2: Vertical (19)IPS – Industry Priority Scenario (73)Banking & Capital MarketsManage Risk Across The OrganizationModernize Payments and Core BankingCombat Financial CrimeDeliver Differentiated Customer ExperiencesEmpower Your Employees Through TeamworkInsuranceDeliver Differentiated Policy Holder ExperiencesModernize Core Insurance SystemsImprove Risk ModellingEmpower Employees & Agents Through TeamworkPharmaceuticalsEnable Personalized CareEmpower Care TeamsImprove Operational OutcomesHealth ProviderEnable Personalized CareEmpower Care TeamsImprove Operational OutcomesHealth PayorEnable Personalized CareEmpower Care TeamsImprove Operational OutcomesDiscrete ManufacturingConnected Field ServiceConnected Sales & ServiceFactory of the FutureIntelligent Supply ChainConnected Product InnovationChemicals & AgrochemicalsConnected Field ServiceConnected Sales & ServiceOperations of the FutureIntelligent Supply ChainConnected Product InnovationPrecision AgricultureEnergyConnected Field ServiceConnected Products & Customer ExperienceOperations of the FutureIntelligent Supply ChainEnergy Management Library & MuseumsVisitor SolutionsCollections & ResearchInfrastructureOperationsMedia & EntertainmentInspire Creativity & CollaborationOptimize Digital Media Supply ChainEngage & Monetize AudiencesTelecommunicationsDeliver Personalized ExperiencesProvide Agile OperationsAccelerate Innovation & GrowthRetailersKnow Your CustomersEmpower Your EmployeesDeliver Intelligent Supply ChainReimagine RetailConsumer GoodsMaximize Brand PerformanceDeliver sustainable and operational excellenceConnect your enterpriseAccelerate innovationDefense & IntelligenceStrengthen Alliances & PartnershipsModernize the Defense & Intelligence WorkplaceOptimize Defense & Intelligence OperationsCivilian Government2Engage & Connect with CitizensModernize the Government WorkplaceEnhance Government ServicesPublic Safety & Justice2Engage & Connect with CitizensModernize the Government WorkplaceEnhance Government ServicesHigher EducationStudent Success & Lifecyle ManagementTeaching & LearningConnected CampusAcademic ResearchPrimary & Secondary Edu / K-12Strategic SuccessModern DeploymentModern Classroom Use

12. FY20 Industry Solution Categories, ISC (1 of 3)Banking & Capital MarketsBank PaymentsSecurity for Financial ServicesCollaboration & Productivity for Financial ServicesCore BankingCustomer Experience ManagementCompliance for Financial ServicesRisk ComputeRobo AdvisoryAnti-Money LaunderingKYC OnboardingPayments Fraud PreventionNext Best ActionOther Industry Solution CategoryInsuranceCompliance for Financial ServicesSecurity for Financial ServicesCollaboration & Productivity for Financial ServicesCustomer Experience ManagementRisk ModelingCore ProcessesClaims ProcessingCatastrophe ModelingUnderwritingOther Industry Solution CategoryFinancial ServicesHealthcare1AutomotiveEnterprise Commercial AutomotiveConnected Vehicle ServicesSpeech ServicesLocation-based ServicesIn-car productivityPredictive MaintenanceData Ingest, Storage & ManagementSimulation & AIModel ManagementHD MapsFare & TollTraffic & TransitFleet & Asset ManagementParking ManagementData MarketplaceCustomer 360Digital MarketingCustomer Experience ManagementDealer Management SystemsConnected Field ServiceConnected FactoryConnected SuppliersIntelligent Decision MakingSmart Spaces and RealityOther Industry Solution CategoryPharmaceuticalsSecurity & ComplianceGenomicsOperational AnalyticsPatient EngagementBusiness administrationClinical TrialsFinancial ManagementHuman CapitalSalesSupply ChainResearchMarketingDrug ManufactureOther Industry Solution CategoryHealth PayorClinical AnalyticsSecurity & ComplianceGenomicsHealth Team CollaborationOperational AnalyticsPatient EngagementRevenue CycleBusiness AdministrationMarketingHuman CapitalOther Industry Solution CategoryNotes: Renamed Industry in FY20New Vertical in FY20L1: Industry (8)L2: Vertical (19)L3: ISC - Industry Solution Category (274)Health ProviderCare CoordinationSecurity & ComplianceHealth Team CollaborationMobile Care WorkerOperational AnalyticsPatient EngagementBusiness AdministrationHuman CapitalClinical SystemsRevenue Cycle ManagementInteroperabilityMarketingOther Industry Solution Category

13. FY20 Industry Solution Categories, ISC (2 of 3)Notes: Renamed Industry in FY20New Vertical in FY20Enterprise Commercial Media & CommunicationsRetail & Consumer Goods1Media & EntertainmentContent CreationContent ManagementContent Distribution and MonetizationAI-infused collaboration for work teamsPersonalized content and ad experiencesOther Industry Solution CategoryTelecommunicationsAutomated Customer CareCustomer Experience AnalyticsModern Workplace for TelecommunicationsIntelligent Customer ServiceNetwork CloudificationSubscriber Churn Management & AnalyticsRevenue Assurance & Fraud ManagementArtificial Intelligence for IT OperationsPredictive Maintenance for Customer-Premises Equipment (CPE)Internet of Things Platform PartnershipsCloud Business Support Systems (BSS)Field Services for Network, B2B, and B2CB2B Sales and MarketingOther Industry Solution CategoryRetailersProductive WorkforceOperations: RetailUnified Customer Unified CommerceIntelligent InventoryIntelligent FulfillmentIntelligent Supply ChainIntelligent Warehouse Reimagine StoresReimagine AdvertisingOther Industry Solution CategoryConsumer GoodsConnected WorkforceUnified ConsumerUnified CommerceUnified MarketingIntelligent InventoryIntelligent Supply ChainIntelligent FulfillmentIntelligent WarehouseReimagine RetailOther Industry Solution CategoryManufacturing & Resources1Discrete ManufacturingBig Compute for ManufacturingConnected Field ServiceContract Life Cycle ManagementConnected Products (include Digital Twin)Connected FactoryCPQ: Configure, Price, QuotePredictive MaintenanceSmart ProvisioningProduct Lifecycle ManagementAsset ManagementAutomation ServicesPlanningSourcingLogistics & DistributionEnergy Management & SustainabilityOther Industry Solution CategoryChemicals & AgrochemicalsBig Compute for Manufacturing(Design & Development)Connected Field ServiceContract Life Cycle ManagementPredictive MaintenanceConnected OperationsYield ManagementCPQ: Configure, Price, QuoteConnected Products (include Digital Twin)Smart ProvisioningProduct Lifecycle ManagementAsset ManagementEnergy Management & SustainabilityPlanningSourcingLogistics & DistributionOther Industry Solution CategoryEnergyBig Compute for Energy (Design & Development)Connected Field ServicePredictive MaintenanceConnected OperationsEnergy ManagementContract Life Cycle ManagementCPQ: Configure, Price, QuoteConnected Products (include Digital Twin)Smart ProvisioningProduct Lifecycle ManagementAsset ManagementSustainabilityPlanningSourcingLogistics & DistributionOther Industry Solution CategoryL1: Industry (8)L2: Vertical (19)L3: ISC - Industry Solution Category (270)

14. FY20 Industry Solution Categories, ISC (3 of 3)Notes: Renamed Industry in FY20New Vertical in FY20Public SectorGovernmentEducationLibrary & MuseumsFacilities Management & Energy EfficiencyFuture Ready SkillsGenomicsHigh Performance ComputingInstitutional EffectivenessLearning ManagementResearch PortalSmart and Secure CampusStudent CompletionStudent RetentionStudent RecruitingAlumni ManagementData SharingCollaborative Teaching and LearningLearning SpacesOther Industry Solution CategoryDefense & IntelligenceCommand and ControlSmart InstallationsPredictive Analytics and Resource ModelingOpen Source IntelligenceDefense CloudCross-agency CollaborationCybersecurity and Cyber Range DeploymentSimulation and Operations ModelingCommunication and Data SharingSmart BordersNational Guard and Reserve ManagementMaritime SurveillanceDigital TrainingForce ReadinessOther Industry Solution CategoryCivilian Government2Digital TaxSocial ServicesSkilling and EmploymentTransportationCitiesPostalCross-agency CollaborationProtect Your Agency Against ThreatsSmart Buildings & SpacesNatural Resources & EnvironmentCitizen ServicesGovernment Records and Document ManagementTranslation, Transcription and Language InterpretationRegulatory, Licensing, Grants Management & PermittingSporting Events, Tourism and TravelConnected Government (G2G and B2G)Resilient Government and Business ContinuityOther Industry Solution CategoryPublic Safety & Justice2Coordinated First ResponseDigital JusticeIntelligence Led PolicingBody Worn, CCTV, In-Vehicle, Interview Room,and Fire CamerasCross-agency CollaborationProtect Your Agency Against ThreatsIntegrated Courts Case ManagementComputer-Aided DispatchAudio Transcription and TranslationDigital ForensicsEvidence ManagementInformation Analysis & VisualizationRecords Management SystemOther Industry Solution CategoryHigher EducationFacilities Management & Energy EfficiencyFuture Ready SkillsGenomicsHigh Performance ComputingInstitutional EffectivenessLearning ManagementResearch PortalSmart and Secure CampusStudent CompletionStudent RetentionStudent RecruitingAlumni ManagementData SharingCollaborative Teaching and LearningLearning SpacesOther Industry Solution CategoryPrimary & Secondary Edu / K-12Modern Classroom ExperiencesLearning PlatformsEducation AnalyticsFuture Ready SkillsStudent Information Systems (SIS)Device Enrollment and ManagementVirtual LabsSchool Management SolutionsCurriculum ContentIdentity ManagementClass WebsitesDigital PortfoliosPhysical SafetyInstitution and Constituent PortalsOther Industry Solution CategoryL1: Industry (8)L2: Vertical (19)L3: ISC - Industry Solution Category (270)

15. Solution Tagging Guidance

16. Taxonomy to connect the right solution/partner to the right opportunityCustomer/market needsPARTNER TEAM: Build-with, GTM, Sell-With motionSALES TEAM: Sell-with motion1st and 3rd party solutions (applications and services)Co-sell Solution Finder lists partners and Microsoft Services solutions, which are designed to serve our customer’s business needsSolutions are tagged and discoverable based on their value proposition and leveraging the Solution Area and Industry TaxonomyFor Co-sell outbound Lead sharing the Co-sell Solution Finder is directly integrated into MSXSolution Area and Industry taxonomy are aligned with the MSX Sales Programs.Co-sell Solution FinderPrinciples

17. Solution Tagging Guidance – Maximize the Build-with investments17HOW WE TAGCOMMON PITFALLS TO AVOIDPrinciplesA Solution Area or Industry tag describes the outcome of a solution, application or serviceIt enables the seller and/or customer to identify quickly a solution in the Co-sell Solution Finder1, which addresses a customer need or provides a capability to support business process.Detailed guidance on tagging a solution with a Solution Area Technical Scenario is provided in the Solution Area Details section. A solution must deliver an outcome, based on its Description and meet Products- and Technical Review Criteria.Solution Area solutions should not have an Industry association, unless it is purpose-built for that Industry.Accuracy beats quantity: always put yourself into the shoes of the seller first and answer the question – is my solution solving for that Technical Scenario.Have clarity with your partner right out of the gate on the outcome of the solution. It is required before promoting a solution from Co-sell Ready to Co-sell Prioritized to have the tagging accuracy reviewed by a CSA or PTA (see Local Governance Overview Deck). The PMA-S is the only role that can promote a solution for specific Technical Scenarios or Industry Solution Categories to Co-sell Prioritized.Tags for In-Market and Co-sell Ready (left side in OCP GTM) are accurate and in sync with the validated Co-sell Prioritized tags (right side in OCP GTM)If you are not clear on the appropriate tag, do consult an Industry (IE or ITS) or/and Solution Area expert.Pitfall: Solution Area or Industry tagging is an afterthought and only done at the tail end of the Build-with cycle. Right: should be done right at the creation of the engagement.Pitfall: A tag describes how a solution is built. Right: a tag describes what a solution delivers. Pitfall: A tag does describe which building blocks of e.g. Azure capabilities make up a solution or service for internal reporting purposes. Right: we do have attributes in OCP CRM/GTM to associate that information like Platform and EPP tags.Pitfall: Over-pivoting on IP solutions or fabrication of branded IP for solutions representing services capabilities.Right: Document relevant service practices and tag correctly to make these discoverable for sellers. Pitfall: Over-tagging to improve supposedly the discoverability.Right: Accuracy beats quantity. Upload different IP and/or services solutions, each described and tagged appropriately. Pitfall: The partner requests the tagging. Right: Work with the partner on the importance of correct tagging and be sure the solution is accurately tagged and reflected in the description, collateral and along the Technical Scenario review guidance. Pitfall: A solution is opportunistically tagged for many industries since it might serve them. Right: If a solution serves multiple Verticals the partner/PDM might create vertical-specific versions of the offer to position and differentiate it clearly for that Vertical or business scenario in the market.Pitfall: Push for a Co-sell Prioritization exception since partner is “strategic” Right: especially for strategic partners it is important to have their solutions meet the criteria as defined for Co-sell Prioritization here to drive successful sell-withPitfall: A solution delivers against the Technical Scenario but is not pushing Microsoft or even a competing technology.Right: A Co-sell Prioritized solution must leverage Microsoft Technology. E.g. a Knowledge Mining Solution leveraging competing stacks, even if running on Azure, should not be tagged with a Technical Scenario of Knowledge Mining.OutcomesCustomer, Partner and MSFT speak the same language and tagging of the solutions is globally consistent and preciseField has trust in completeness and accuracy of the Co-sell Solution Finder1 as THE source for solution discovery1) Co-sell Solution Finder is the Microsoft internal only marketplace storefront; Note: AppSource and Azure Marketplace are external facing storefronts

18. Solution Areas – DetailsDescriptions & Technical Review Criteria

19. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsTeamwork Teamwork DeploymentPartners who are eligible to deliver FastTrack benefits on behalf of MicrosoftTeams, ExO, SPO, YammerSolution enables the design and implementation of M365 services (Manage domains, Plan a M365 implementation, Setup M365 tenancy and subscription, Manage M365 subscription and tenant health, Plan migration of users and data)Solution allows to manage user identity and roles (Design identity strategy, Plan identity synchronization by using Azure AD Connect, Manage identity synchronization by using Azure AD connect, Manage Azure AD identities, Manage user roles)Solution provides Access Management and Authentication (Manage authentication, Implement Multi-Factor Authentication, Configure application access, Implement access for external users of M365 workloads)Solution provides an Implementation Plan of Office 365 workloads and applications (Plan for O365 workload deployment, Plan O365 applications deployment)Solution provides Configuration and Management for SharePoint Online, OneDrive for Business, TeamsEmployee Engagement & CommunicationPartners who provide services and solutions to enable internal communications and learning and sharing across the organizationYammer, SPO, KaizalaSolution provides for Offer planning and configuration of SharePoint site collections and hub sitesSolution uses SharePoint communication sites. Modernizing classic SharePoint sitesSolution uses Live Events StreamSolution enables Enterprise SocialSolution enables Firstline Worker implementations with Teams or KaizalaTeams Custom Solution DevelopmentPartners that develop custom solutions on Teams using the Teams platform extensions and APIsTeams (Platform)Custom solutions extend Teams to automate business processes or integrate into LoB systemsSolution assumes familiarity with Messaging Extensions, Adaptive Cards, Task Modules, Connectors and API integrations”Solution uses PowerApps and FlowSolution includes development of Teams Tab using SharePoint FrameworkSolution includes the development of Bots with Azure Bot Builder SDK and Teams Bot Builder ExtensionsSolution requires experience in C#, Python, and any existing BOT or App included in the solution (in case of ISV, integrating Teams with their existing applications or dashboards help)Content & Knowledge ManagementPartner who advise on and deploy enterprise content management solutions that enable the harvesting, classification, coordination, and protection of contentSPO (New ECM SKU)Solution includes to plan and configure SharePoint site collections and hub sitesSolution includes to plan and configure managed metadataSolution allows SharePoint Records Management (manage file plan, retention labels, disposition, retention policies)Solution supports SharePoint Search managementSolution includes configuration and management of a hybrid SharePoint environment incl. data migrationMeetings & Meeting RoomsPartners who deploy and manage meeting services, rooms, and solutionsTeams (Meetings and Teams Rooms)Solution enables network assessment and remediationSolution provides meeting policies and settings managementSolution enables Audio ConferencingSolution provides meeting room installation and managementSolution enables Cloud Video InteropCallingPartners who deploy and manage Phone System with PSTN calling capabilities (1st party or 3rd party)Microsoft Teams (Phone System)Solution enables network assessment and remediationSolution provides for phone system deployment with Calling Plans OR Direct RoutingSolution supports phone number porting and managementSolution provides Skype to Teams migrationModern Workplace (1 of 3)

20. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsAdoption & Change ManagementAdoption & Change ManagementPartners that provide advisory, internal marketing, and training services to help customers envision their future state and execute an adoption and change program to achieve it.Teams, Yammer, SPOSolution enables organizational change managementSolution enables building and supporting an internal champ communitySolution provides for building and executing internal awareness campaignsSolution includes training solutionsUnified Endpoint ManagementDevice DeploymentPartners who provide operating system and productivity software deployment and ongoing services support Windows 10, ProPlusSolution enables Windows 10 deploymentSolution provides Office 365 ProPlus deploymentSolution provides AAD DeploymentSolution enables Windows 10/ ProPlus Patch Management Solution enables App compatibility [ORT, Win analytics & Desktop analytics]Desktop VirtualizationPartners who provide deployment and solutions support for virtual desktop environments.Solution enables WVDSolution enables Azure infra mgmtSolution enables FSLogic configuration (ProPlus)Solution enables App compatibility [ORT, Win analytics & Desktop analytics]Device as a ServicePartners who provide integrated hardware and software solutions as a serviceSolution enables Windows autopilotSolution enables SCCM/Intune configurationSolution provides App compatibilitySolution enables Windows 10 Patch Management [Win analytics, Desktop analytics]Mobile Device ManagementPartners who provide device management for mobile devices including cellphoneSolution enables SCCM/Intune configurationSolution enables AADSolution enables Windows 10/ ProPlus Patch Management [Desktop analytics]Modern Workplace (2 of 3)

21. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsSecurity Identity & Access ManagementPartners who provide advanced consultation on user identity services, data access and data governanceAzure Active Directory Premium Windows HelloMobile Device ManagementSolution enables AADP (MFA, SSPR, SSGM)Solution enables MFASolution enables Role-Based Conditional Access ControlSolution enables Windows HelloSolution enables Credential GuardInformation & Data ProtectionPartners who provided advanced technical services on information safeguarding and cloud data protectionAzure Information ProtectionMobile Application ManagementOffice 365 Data Loss PreventionMicrosoft Cloud App SecurityAzure Key VaultAzure Confidential ComputingEncryption (Disks, Storage, VMs)Solution enables Azure Information ProtectionSolution enables Microsoft Cloud App SecuritySolution enables Office 365 DLPSolution enables Confidential Computing1Solution enables Encryption (Disks, Storage, SQL)1Solution enables Azure Key Vault1Network SecurityPartners who provide advanced technical services assisting in cloud-based network security for Microsoft 365 and third-party solutions integrating with Microsoft 365Micro Segmentation Application GatewayAzure FirewallDDoS Protection StandardVirtual WanSolution enables Microsoft Segmentation (VNET, Service End points, NSG/ASG)1Solution supports Application Gateway (WAF), Azure Firewall1Solution enables DDoS Protection Standard1Solution enables Virtual WAN (Express Route, VPN)1Threat ProtectionPartners who provide advanced technical services focused on identifying and mitigating cloud and device malicious threatsAzure Security CenterMS Antimalware for AzureWindows DATPOffice 365 ATPAzure AAPMicrosoft Cloud App SecurityMicrosoft Azure SentinelSolution enables Office 365 ATPSolution enables WD-ATPSolution enables Azure ATPSolution enables Azure Security Center1Solution enables Azure Sentinel1Solution enables Microsoft Cloud App SecuritySecurity ManagementPartners who provide advanced technical services enabling organizational security controls, policies and proceduresAzure Security CenterMicrosoft Azure SentinelAzure Log AnalyticsAzure Security Insight Secure ScoreMS Security and Compliance Center Solution is a Managed Security Service based on M365 and/or Azure Security components:1Solution supports Azure Security Center1 Solution enables Azure Log Analytics1Solution enables Azure Sentinel (SIEM as a Service)1Solution enables Microsoft security and compliance centerComplianceAdvisory ServicesPartners who provide advanced consultative services focused on regulatory compliance including GDPRCompliance CenterSolution enables ReportingInformation GovernancePartners who provide advanced consultative and technical services on identifying, tagging, tracking and protecting information across the Microsoft cloud ecosystemCompliance CenterSolution enables Office 365 LockboxSolution enables Office 365 Data GovernanceSolution enables Office 365 eDiscoverySolution enables Office 365 AuditingSolution enables GDPR managementModern Workplace (3 of 3)Notes: 1) Solutions leveraging only these atomized services need to be tagged under Azure-Advanced Security. If the solution leverages both M365 and Azure components, then they need to be tagged in both places.

22. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsCustomer EngagementIntelligent Sales & MarketingHelp customers turn prospects into revenue by nurturing more sales-ready leads through Sales and Marketing alignment, marketing and selling smarter and leveraging and adaptable Platform. Turn prospects into business relationshipsFind and nurture more sales-ready leads by moving beyond basic email marketing. Connect sales and marketing, automate processes, and make smarter decisions to maximize your marketing results.Dynamics 365 for SalesAdobe MRSS (LinkedIn)Solution offers an integrated approach between sales management, marketing, and relationship sales by leveraging D365 for Sales, Adobe Cloud Experience, and Linked-in Sales Navigator. Mandatory components: Power BI, Dynamics 365 for Sales, Sales Navigator, Sales Insights.Solution is mostly focused on Sales and pipeline management without marketing integratedProactive Customer ServiceHelps customers differentiate their brand with Microsoft Dynamics 365 for Customer Service. Built-in intelligence delivers faster, more personalized service and adds value to every interaction, even on the go. Deliver effortless experiences on your customers’ terms, through any channel and on any device. Make it easy for agents to meet rising customer expectations. Intelligent processes guide agents to the right action every time. Continuously improve while reducing the cost to serve using data and intelligence to transform how you provide service. Empower customer service managers with actionable insights to improve the service experienceDynamics 365 for Customer ServiceSolution explores case management across multiple channels in an integrated approach and leverages Customer Service Insights to drive pro-active customer engagement.Mandatory components: Power BI, Dynamics 365 for Customer Service, Customer InsightsSolution only uses Case Management basic functionality, and one channel for engagementConnected Field ServiceConnected Field Service enables organizations to transform the way they provide service from a costly break-fix model to a proactive and predictive service model through the combination of IoT diagnostics, scheduling, asset maintenance, and inventory on the same platform.Key benefits of Connected Field Service:Reduce downtime by connecting to IoT devices to diagnose problems before customers are aware of an issueAddress issues faster by remotely monitoring devices and keeping customers in the loopDevice telemetry and service maintenance data helps to make intelligent decisions around dispatching technicians with the right expertise, availability, and proximity to the jobDynamics 365 for Field ServiceSolution collects IoT data from devices and uses AI agents or Machine Learning to generate work orders in Dynamics 365 automatically.Mandatory components: Power BI, Dynamics 365 for Field Service, Customer Insights, Customer Service Insights, Azure AI Platform, Azure IoT CentralSolution only collects IoT data without any additional processingBusiness Applications (1 of 4)

23. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsUnified OperationsModernize Finance & OperationsUnify global financials and operations to empower people to make fast, informed decisions. Dynamics 365 for Finance and Operations helps businesses adapt quickly to changing market demands and drive rapid business growthDynamics 365 for Finance & OpsSolution offers a streamlined approach to implement ERP with a fast turnaround for out of the box processes.Partner can explain the critical challenges with customization and extensibility in the cloud.Mandatory components: Power BI, Dynamics 365for F&OPartner’s experience withF&O is low, with less than 2 projects deployed in the cloudConnected CommerceUnify digital, in-store, and back office operations to personalize customer engagement and increase employee productivity. Dynamics 365 for Retail empowers retailers to create exceptional, insightful shopping experiences. Increase revenue, customer satisfaction, and brand loyalty by delivering a consistent shopping experienceDynamics 365 for RetailSolution drives a multi-channel approach for retail across at least 2 channels (brick & mortar + on-line).Mandatory components: Power BI, Dynamics 365for RetailSolution only focused on POS without other commerce processesModernize HRHire, onboard, and retain people who can deliver impactful results. Microsoft Dynamics 365 for Talent empowers your HR team and people managers with the tools they need to land top candidates and accelerate their successDynamics 365 for TalentSolution integrates Attract and Onboardprocesses with Core HR processes.Mandatory components: Power BI, Dynamics 365for TalentSolution only offers Attract or Onboard without a full talent management perspectiveBusiness Applications (2 of 4)

24. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsPower Platform Modern AnalyticsBusiness analytics solution that lets you visualize your data and share insights across your organization or embed them in your app or website. Connect to hundreds of data sources and bring your data to life with live dashboards and reportsPower BIUsage of Power BI as the visualization layer for data generated via Dynamics 365 applications via stand alone, or embedded dashboardsThe solution doesn’t use Power BI as the visualization layer for the dataBusiness Process AutomationCustomize, extend, and build all the apps you need with the Microsoft Power Platform. Include powerful workflow automation directly in your apps with a no-code approach that connects to hundreds of popular apps and servicesPower AppsPower AutomateUsage of Power Apps connected to CDS or a Dynamics 365 Application to collect and/or, transform data that is associated to a broader business process within or without Dynamics 365 applications.Usage of Power Automate to extend and automate business processes across different applications.Mandatory components: Power BI, Power Apps,Power Automate, CDSPower Apps used only as a replacement for SharePoint forms.Power Apps usage without CDS or one of its data connectors,Power Automate used only for workflow approval scenariosApp ModernizationEmpower everyone to innovate with one connected app platform. Creating apps for your business just got easier. A powerful, point-and-click approach to app building makes it easy for anyone familiar with Microsoft Office to customize and extend Dynamics 365 and Office 365 and build a new category of appsPower AppsUsage of Power Apps connected to a data sourceto collect and/or, transform data, with logic extended/augmented with other MicrosoftCloud services.Mandatory components: Power BI, Power Apps, Power AutomatePower Apps used only as a replacement for SharePoint formsBusiness Applications (3 of 4)

25. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsScalable Business ManagementModernize Finance & Operations (OP to Cloud)Grow beyond the limits of your basic accounting software. Dynamics 365 Business Central is an all-in-one business management solution that's easy to use and adapt, helping you connect your business and make smarter decisions.Business CentralThe partner’s services has process, patterns and tools implemented to migrate data from NAV/GP/SL.The partners can explain how extensibility works, and its services includes developing customizations in Business Central.Partner has less than 2 projects as references from data migration to the cloud.Partner cannot explain how customizations and extensibility work with Business CentralIntelligent Sales & MarketingHelp customers turn prospects into revenue by nurturing more sales-ready leads through Sales and Marketing alignment, marketing and selling smarter and leveraging and adaptable Platform. Turn prospects into business relationshipsFind and nurture more sales-ready leads by moving beyond basic email marketing. Connect sales and marketing, automate processes, and make smarter decisions to maximize your marketing results.Dynamics 365 for SalesDynamics 365 for MarketingUsage of opportunity managements, Sales Insights, and sales dashboards to drive seller productivity and results.Usage of Marketing features and market insights to improve lead generation.Solution only offers basic pipeline management.Solution only offers email marketing or event management not integrated to sales.Customer Service ProHelps customers differentiate their brand with Microsoft Dynamics 365 for Customer Service. Built-in intelligence delivers faster, more personalized service and adds value to every interaction, even on the go. Deliver effortless experiences on your customers’ terms, through any channel and on any device. Make it easy for agents to meet rising customer expectations. Intelligent processes guide agents to the right action every time. Continuously improve while reducing the cost to serve using data and intelligence to transform how you provide service. Empower customer service managers with actionable insights to improve the service experience.Dynamics 365 for Customer ServiceSolution leverages Case Management and at least of the Dynamics 365 Add-ons (portals, USD, chat, etc.) across at least 2 channels for an omni-channel customer service scenario.Solution only uses Case Management basic functionality.Business Applications (4 of 4)

26. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsServer Migration1Windows Server MigrationMigrate legacy on-premises Windows Server apps to Azure virtual machines, either current version or newer version.Azure MigrateAzure Site RecoveryAzure Cost ManagementAzure MonitorAzure Security CenterAzure BackupStorage Migration ServiceAzure Virtual MachinesComprehensive solution including assessment, migration execution and optimization based on proven migration practice focusing on Windows Server VMs lift and shift. This solution will be built based on Microsoft Migration tools or (and) 3rd party migration tools. This solution should ensure minimal to zero application/user disturbance and keep or increase SLA availability of migrated applicationLinux Server MigrationMigrate on-premises Linux server to Azure, which has broad support for leading Linux distributions.Azure MigrateAzure Site RecoveryAzure Cost ManagementComprehensive solution including assessment, migration execution and optimization based on proven migration practice focusing on Linux Server VMs lift and shift.This solution will be built based on Microsoft Migration tools or (and) 3rd party migration tools. This solution should ensure minimal to zero application/user disturbance and keep or increase SLA availability of migrated applicationMainframe MigrationMigrate some or all mainframe (including IBM System Z servers or IBM plug-compatible systems running MVS, DOS, VSE, Os390, z/OS) workloads, applications, and databases to the cloud. Azure IaaS, PaaSSolution based on reference architecture and performed by recommended partner, which could be found from mainframe migration page under Azure Migration Center. This solution should ensure minimal to zero application/user disturbance and keep or increase SLA availability of migrated applicationCloud to Cloud MigrationMigrate existing cloud solutions from other clouds to AzureAzure MigrateAzure Site RecoveryAzure Cost ManagementSolution based on guidance of "Migrate Amazon Web Services(AWS) to Azure", which could be found from mainframe migration page under Azure Migration Center. This solution will be built based on Microsoft Migration tools or (and)3rd party migration tools. This solution should ensure minimal to zero application/ user disturbance and keep or increase SLA availability of migrated applicationVMWare MigrationTransform VMware environment with AzureAzure MigrateAzure Site RecoveryAzure Cost ManagementComprehensive solution including assessment, migration execution and optimization based on proven migration practice focusing on VMware VMs lift through Azure VMware Solutions or other lift and shift options. This solution will be built based on Microsoft Migration tools or (and) 3rd party migration tools. This solution should ensure minimal to zero application/user disturbance and keep or increase SLA availability of migrated applicationAzure (1 of 7)Notes: 1) Hidden Technical Scenario: “Temp Server Migration”. FY19 Solutions with “Datacenter Migration” tag were tagged at FY roll-over automatically with “Temp Datacenter Migration”. Will be cleaned by field in H1 FY20.

27. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsData MigrationSQL Server Migration to SQL DB/SQL MIMigrating apps to the cloud without needing to refactor the SQL databaseAzure SQL DatabaseManaged InstanceAzure Database Migration ServiceSeamlessly compatible with on-premises SQL Server; up to 100 TB of on-demand scalable storage per DB; intelligent performance tuning and intelligent security protection and 99.99 percent availability SLASQL Server Migration to IaaSMigrate SQL Server to Azure virtual machinesSQL Server in Azure VMsFull parity with the matching version of on-premises SQL Server and easy migration from SQL Server on-premises, private IP address within Azure Vnet, ability to deploy application or services on the host where SQL Server is placed, 99.95% availabilityCosmos DB MigrationMigrate OSS NoSQL/non-relational databases to run on AzureAzure Cosmos DBSolution must support migration of data from one of the other NoSQL databases (MongoDB, Cassandra, Gremlin, Graph, etc.) to Azure Cosmos DB service as destinationSolution supports migration to 3rd party NoSQL database hosted on Azure and not using Azure Cosmos DB as the destination serviceData Modernization on-premisesUpgrading and modernizing the SQL Server data platform while remaining on-premisesSQL ServerDeployment of current version of SQL with the usage of analytics over structured and unstructured data, data in-memory across workloads, current security practicesOSS DB to AzureMigration of OSS databases to run on AzureAzure Database for MySQLAzure Database for PostgreSQLLook for a fully managed cloud service data offering for building and powering innovative apps built on Azure Database for MySQL or PostgreSQL. Additional indicators include built-in capabilities such as database intelligence, high availability, and a comprehensive set of compliance offerings, improve the performance, scalability, and security of your databaseAzure (2 of 7)

28. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsSAP on AzureSAP on AzureReliably run and deploy popular SAP products and solutions on AzureSAP S/4HANASAP Azure Large InstancesAzure NetApp FilesSAP Business SuiteSAP HybrisAzure VMs certified for SAPSolution must either:Manage/Monitor/Secure/Optimize SAP workloads on AzureAssess/Migrate SAP workloads to AzureApplication Innovation1 Modernize/New OSS ApplicationsMigrate existing OSS apps and create new ones using Azure PaaS portfolio. Includes LAMP, MEAN, Java, .NET Core and other Linux-tailored applicationsApp Service for Linux,Azure Database for MySQL/PostgreSQL/MariaDB, Functions, App InsightsMySQL/PostgreSQL/MariaDB, Functions, App InsightsSolution should end up by running OSS-based application on Azure PaaS stack. Includes non-Kubernetes container technologies like containers within App Service.Includes digital agency solutions, based on OSS technologiesMay include some insignificant portion of the application as IaaS, but Azure PaaS services should prevail.Modernize/New .NET ApplicationsEasily migrate existing .NET web apps to Azure App Service, the fully-managed Azure PaaS. Add ground-breaking functionality to existing apps or build entirely new apps directly in the cloudAzure App Service, Azure SQL Database, App Insights, Functions, Azure Cosmos DB, Azure Cognitive ServicesSolution should end up by hosting .NET web apps on Azure PaaS - Azure App Service. Azure App Service also supports Windows and Linux containerized web appsMay include some insignificant portion of the application as IaaS, but Azure PaaS services should prevailContainerize with KubernetesHelp customers with containerizing and managing applications using Azure Kubernetes ServicesAzure Kubernetes Services, Azure DevOpsSolution or service should be based on AKS, OpenShift (managed offering) or ACI. Use of ACR is optionalDoesn’t include Kubernetes deployed inside VMs or other container technologies in Azure.DevOpsProvides services and solutions that enable software to be developed and release faster with better quality and more controlled timingAzure DevOpsMust address the people, process or technology of releasing better software fasterIoTIoT HubDeploys and manages Azure Hub enabling customer to connect, monitor, and manage billions of IoT assets. Deployments may include open-source SDKs and multiple protocols for IoTIoT HubSolution must either:Manage/Monitor/Secure/Optimize Azure IoT Hub workload or build custom/ repeatable applications which uses IoT HubDon't tag solutions directly built on Azure IaaS offering and don't use IoT PaaS offerings as IoT Hub solutions. IoT CentralDeploys and manages Azure IoT Central as a fully managed global IoT SaaS (software-as-a-service) solution that makes it easy to connect, monitor, and manage your IoT assets at scale IoT CentralSolution must either:Manage/Monitor/Secure/Optimize Azure Central workload or build custom/ repeatable applications which uses IoT CentralDon't tag solutions directly built on Azure IaaS offering and don't use IoT PaaS offerings as IoT Central solutionsDigital TwinsImplements Azure Digital Twins to build repeatable, scalable experiences that correlate data from digital sources and the physical worldAzure Digital TwinsSolution must either:Manage/Monitor/Secure/Optimize Azure Digital Twins workload or build custom/ repeatable applications which uses Azure Digital TwinsDon't tag solutions directly built on Azure IaaS offering and don't use IoT PaaS offerings as Azure Digital Twins3rd Party IoTImplements or uses 3rd Partner IoT solutions directly built on Azure IaaS or uses other services such as Event HubEvent Hub, Azure VMsCustom/ Repeatable/ Services/ IoT Management Solutions which do not use core Azure IoT offerings: IoT Hub, IoT Central, Digital Twin but is an IoT offering built on Azure directly on IaaS Azure (3 of 7)Notes: 1) Hidden Technical Scenario: “Temp App Modernization”. FY19 Solutions with “App modernization” tag were tagged at FY roll-over automatically with “Temp App Modernization”. Will be cleaned by field in H1 FY20.

29. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsHigh Performance ComputeHigh Performance Compute (Core)Supports High Performance Compute workloads, typically consuming considerable amounts of computing power and memory and are traditionally executed on clusters of computers. Azure CycleCloudBatchH-Series VMsCovers HPC simulation scenarios. Can be full migration, or incremental improvement via bursting to the cloud. Common scenarios include Seismic/Res Simulation, Fluid Dynamics, Weather, Physics, Chemical, Finite Element Analysis, Molecular Dynamics, Seismic Analysis, etc. HPC Core prioritized industries include Automotive, Manufacturing, Oil & Gas, Media & Entertainment, FSI / Insurance, and EDA High Performance Compute (GPU)Supports High Performance Compute workloads, typically consuming considerable amounts of computing power and memory. GPU HPC involves leveraging graphics processing unit cores for massively parallel processing.Azure CycleCloudBatchN-Series VMsSupports the following customers scenarios including AI, Machine Learning, Deep Learning, media rendering, and remote visualization through GPU workstations. Remote visualization is driven by ISV partners such as Workspot and Teradici. Specialized StorageSupports the highest performance in the most demanding, data-intensive supercomputing, HPC and high-performance data analytics (HPDA) environment while providing the right performance, speed, scalability, data protection and availability. Azure FXT Edge FilerAvere vFXTHPC cacheCray ClusterStorNetApp FilesAdvanced storage will always be used in conjunction with HPC core or GPU. The type of storage solution is depending on the customer requirements.Avere vFXT, HPC cache are not general purpose caching solutions for Azure. Dedicated HPCSupports the ability to solve end to end dedicated HPC instances on Azure to solve compute-intensive problems & industry scenarios.CrayCray is a dedicated tenant deployed in an Azure DC that is custom configured per customer. The Cray environment has been customized to be able to natively take advantage of Azure services to complement the Cray scale and performance metrics. Virtual DesktopRDS on IaaSRemote Desktop Services (RDS) provides virtualization solutions for end customers, including delivering individual virtualized applications, providing secure mobile and remote desktop access, and providing end users the ability to run their applications and desktops from the cloud.RDS on Azure IaaSSolution must either:Manage/Monitor/Secure/Optimize RDS on IaaS workloads orAssess/Migrate RDS workloads to Azure IaaS RDS on WVDWindows Virtual Desktop is a comprehensive desktop and app virtualization service running in the cloud. It’s the only virtual desktop infrastructure (VDI) that delivers simplified management, multi-session Windows 10, optimizations for Office 365 ProPlus, and support for Remote Desktop Services (RDS) environments.RDS on WVDSolution must either:Manage/Monitor/Secure/Optimize WVD workloads or Assess/Migrate RDS workloads to Azure WVD Azure (4 of 7)

30. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsIntelligent EdgeAzure StackUsing Azure Stack solutions to build Cloud applications that meet regulatory requirements, modernize legacy systems and deployed at the edge for remote locations or intermittent connectivityAzure StackSolution must either:Manage/Monitor/Deploy/Secure/Optimize Azure Stack Build custom/ repeatable applications available on Azure Stack Databox (Gateway/Edge)Uses the Azure Data Box cloud solution to send terabytes of data into Azure in a quick, inexpensive, and reliable way. Data Box Edge has all the gateway capabilities of Data Box Gateway. Data Box is additionally equipped with AI-enabled edge computing capabilities that help analyze, process, or filter dataData Box Edge, Data Box GatewaySolution must:Manage/Monitor/Deploy/Secure/Optimize/ Leverage Data Box Edge/ Data Box Gateway IoT EdgeDeploys Azure IoT Edge as a fully managed service that delivers cloud intelligence locally by deploying and running artificial intelligence (AI), Azure services, and custom logic directly on cross-platform IoT devices. Run your IoT solution securely and at scale—whether in the cloud or offlineAzure IoT EdgeSolution must either:Manage/Monitor/Deploy/Secure/Optimize Azure IoT EdgeBuild applications available on Azure IoT Edge Artificial Intelligence (AI)Machine LearningUses Machine Learning (ML) to build predictive models that optimize business processes & decision makingAuto ML, ML StudioSolution Builds, train and deploy ML models using AML, Auto ML, Azure Databricks, ONNXAnd/or the solution can manage ML models- cloud & edgeAI Apps & AgentsCreates AI-powered apps and agents to deliver natural user experience by integrating vision, speech, and language capabilitiesCognitive Services, Bot Service Innovate/transform new & legacy apps through Cognitive & Bot Services across cloud, edge, containers; and/or DevOps for AIKnowledge MiningApplying knowledge mining to uncover latent insights from documents, images & mediaAzure SearchIntegrate cloud search with built-in AI capabilities to discover patterns and relationships from documents, images & mediaAI Compute & Deep LearningProvides platform and industry solutions for compute-intensive ML and deep learningHPCDeep learning solutions and expertise e.g. Data Science, compute system accelerated with GPUs or application-specific integrated circuits [ASICs] AI & Business IntelligenceAI Solutions and machine learning models using Power BI. Power BIServices & solutions leveraging Machine Learning, Natural language & Cognitive services capabilities in Power BIAI & Big DataBig data and AI platform and solutions- e.g. Azure Databricks/Spark, Hadoop, Data to AI ScenariosDatabricksSolutions & services on Big Data and AI Services – e.g. using Apache Spark; Python, Scala, R, SQL, deep learning frameworksAI & AutomationAutonomous systems and business processes using AI, Machine Learning, Reinforcement LearningTBD (Bonsai)Build AI-based autonomous systems and processes e.g. development, training, and deployment of industrial systems & processes3rd Party AI to AzureAI and Machine Learning solutions (Partner or Open Source) on AzureAzure IAAS, PAASMigrating third-party AI solutions to AzureAzure (5 of 7)

31. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsAnalyticsModern Data WarehouseThe partner solution allows the customer to deploy an enterprise scale data warehouse on Azure. The data warehouse will either be a new deployment or a competitive migration of an on-prem data warehouse (Netezza, Teradata, etc.)SQL Data Warehouse, Databricks, Azure Data Lake StorageSolution supports deployment of new enterprise scale data warehouse or migration of an existing on-prem 3rd party data warehouse to Azure leveraging the Modern Data Warehouse reference architectureSolutions supporting migration of on-prem SQL based data warehouses to Azure SQL DB or solutions using 3rd party enterprise data warehouse products (Teradata, Snowflake, etc.) on Azure. For a solution to be tagged against this scenario it must comply with the Modern Data Warehouse reference architectureReal-time AnalyticsPartner solution includes the ability to capture and analyze data in real time for scenarios like IoT, Fraud Detection, etc. Azure Stream Analytics The partner solution specifically includes real time data capture leveraging Azure stream analytics, leverages one or more of our storage services (SQL DB, Datalake, OSS DB, etc.)  Self-Service BIDeploy a self-service BI solution using Power BIPower BISolution must provide for customer ability to manage and deploy new visualizations leveraging Power BI On-premises BI ModernizationSolution modernizes the customer on-prem BI solution, leveraging SQL DB and power BI on-premOn-prem Power BI server, SQL ServerSolution must leverage SQL Server (on-prem) and Power BI Hadoop/HDInsightDeploy a customer Big Data solution on AzureHD InsightSolution helps customer capture unstructured data in HD Insight or Azure Datalake Spark to AzureBig data & AI platform and solutions- e.g. Azure. Databricks/Spark, Hadoop, Data to AI ScenariosSpark, HD Insight, Azure DatalakeSolution helps customer manage and build ML models on their big data, leveraging Spark DatabricksPartner solution specifically spins up the Databricks service on an existing customer big data (DataWarehouse, Datalake, etc.)DatabricksSolution must include Azure Databricks in the architecture Advanced NetworkingVirtual WAN (SDWAN)Software-defined networking (SD-WAN) simplifies the management and operation of a WAN by decoupling the networking hardware from its control mechanismAzure Virtual WANSolution must either:Manage/Monitor/Configure/Implement Azure Virtual WAN Windows Azure FirewallAzure Firewall is a managed, cloud-based network security service that protects your Azure Virtual Network resources. It is a fully stateful firewall as a service with built-in high availability and unrestricted cloud scalabilityAzure FirewallSolution must either:Manage/Monitor/Configure/Implement Azure Firewall Front DoorAzure Front Door Service provides dynamic website acceleration (DSA) including global HTTP load balancingAzure Front Door ServiceSolution must either:Manage/Monitor/Configure/Implement Azure Front Door Service Azure (6 of 7)

32. Priority ScenarioTechnical ScenarioDescriptionProductsTechnical Review CriteriaRed FlagsAdvanced SecurityIdentity & Access Management (IAM)Azure provides secure multi-factor authentication, central identity management, identity protection, and role-based access control (conditional access)Azure Active Directory (AAD) - B2B and B2CSolution must use Azure Active Directory Premium Threat ProtectionAzure helps stop damaging attacks with integrated and automated security. This includes antimalware, AI based detection and response, cloud workload protection, SQL threat protection, and IoT securityAzure Security CenterAzure SentinelMicrosoft Antimalware for AzureIoT SecuritySolution should provide threat protection utilizing at least one of Azure Security Center or Azure Sentinel  Network SecurityAzure provides DDoS protection, network segmentation, firewall security, and enterprise connectivity and ISVs build 3rd party network security applications (for example, intelligent firewall solutions) leveraging or enhancing the Azure network security capabilitiesApplication Gateway (WAF)Azure FirewallVirtual WAN (ExpressRoute, VPN)Micro Segmentation (VNET, Service End points, NSG/ASG)Solution should provide network security utilizing at least one of the key Network security products Data & Information ProtectionAzure provides information protection through encryption for disks, storage, and SQL, confidential computing, and key managementAzure Key VaultSolution must use encryption or Azure Key Vault.  Security ManagementAzure provides security incident and event management (SIEM), security posture assessment, and log management. Azure Security Center provides unified security management and advanced threat protection across hybrid cloud workloadsAzure Security CenterAzure Sentinel (SIEM as a Service)Azure Log AnalyticsSolution should use at least one of the key products to the left Mixed RealityMixed RealityMixed reality (MR), sometimes referred to as hybrid reality, is the merging of real and virtual worlds to produce new environments and visualizations where physical and digital objects co-exist and interact in real timeHoloLensSolution must provide a Mixed Reality experience tothe user Enable AzureResilient Planning & ArchitectureHelp customers design scalable, resilient, and high available applications, based on proven practices learned from customer engagementsAzure Architecture CenterSolution must provide scalable, resilient and high availability architecture based on proven practices Cloud Adoption Framework & GovernanceA process for creating an organization-wide cloud adoption strategy, focusing on policies, governance, and infrastructureAzure Resource ManagerRBACAzure PolicyAzure BlueprintCompliance ManagerAzure MonitorSolution must provide customer clear cloud adoption strategy based on customer's business scenarios Cost OptimizationAfter migration, this process will help customers optimize cost and make the business cost more predictableAzure AdvisorAzure Cost ManagementSolution must provide clear cost optimization analyses, action items and cost prediction and estimated cost improvement Business Continuity & Disaster RecoveryBusiness continuity (BC) and disaster recovery (DR) are closely related practices that support an organization's ability to remain operational after an adverse event. The goal of BC/DR is to limit risk and get an organization running as close to normal as possible after an unexpected interruptionAzure BackupAzure Site Recovery3rd Party BCDR SolutionsSolution must provide either Business Continuity and/or Disaster Recovery for either:On-premises workloads failing over to AzureCloud workloads failing over to Azure Azure (7 of 7)

33. FY20 Industry DetailsIndustry Solution Categories, ISC

34. Industry Solution Categories, ISC - DetailsDetailed ISC Descriptions here: aka.ms/FY20IndustryTaxonomy

35. FY20 Industry DetailsISC to Industry Priority Scenario Mapping

36. ISCs and ISC to IPS Mapping – AutomotiveEnterprise Commercial AutomotiveAutomotiveIPSIndustry Solution Category, ISCConnected VehiclesAutonomous Vehicle DevelopmentSmart Mobility ServicesConnected Marketing,Sales & ServiceIntelligent Supply ChainConnected Vehicle ServicesX    Speech ServicesX    Location-based ServicesX    In-car productivityX    Predictive MaintenanceX    Data Ingest, Storage & Management X   Simulation & AI X   Model Management X   HD Maps X   Fare & Toll  X  Traffic & Transit  X  Fleet & Asset Management  X  Parking Management  X  Data Marketplace  X  Customer 360   X Digital Marketing   X Customer Experience Management   X Dealer Management Systems   X Connected Field Service   X Connected Factory    XConnected Suppliers    XIntelligent Decision Making    XSmart Spaces and Reality    XOther Industry Solution Category

37. ISCs and ISC to IPS Mapping – Financial Services Enterprise Commercial Financial ServicesBanking & Capital MarketsIPSIndustry Solution Category, ISCManage Risk Across the OrganizationModernize Payments and Core BankingCombat Financial CrimeDeliver Differentiated Customer ExperiencesEmpower your Employees Through TeamworkBank Payments X   Security for Financial ServicesX    Collaboration & Productivity for Financial Services   XXCore Banking X   Customer Experience Management   X Compliance for Financial ServicesX    Risk ComputeX    Robo Advisory   X Anti-Money LaunderingX X  KYC OnboardingX X  Payments Fraud PreventionXXX  Next Best Action   X Other Industry Solution CategoryInsuranceIPSIndustry Solution Category, ISCDeliver Differentiated Policy Holder ExperiencesModernize Core Insurance SystemsImprove Risk ModellingEmpower Employees & Agents Through TeamworkCompliance for Financial Services    Security for Financial Services    Collaboration & Productivity for Financial Services   XCustomer Experience ManagementX   Risk Modeling  X Core Processes X  Claims Processing X  Catastrophe Modeling  X Underwriting    Other Industry Solution Category

38. ISCs and ISC to IPS Mapping – Healthcare (1 of 2)Enterprise Commercial HealthcareHealth PayorIPSIndustry Solution Category, ISCEnable Personalized CareEmpower Care TeamsImprove Operational OutcomesClinical Analytics  XSecurity & Compliance XXGenomicsX  Health Team Collaboration X Operational Analytics  XPatient EngagementX  Revenue Cycle  XBusiness Administration  XMarketingX  Human Capital  XOther Industry Solution CategoryHealth ProviderIPSIndustry Solution Category, ISCEnable Personalized CareEmpower Care TeamsImprove Operational OutcomesCare CoordinationX  Security & Compliance  XHealth Team Collaboration X Mobile Care Worker X Operational Analytics  XPatient EngagementX  Business Administration  XHuman Capital X Clinical SystemsXXXRevenue Cycle Management  XInteroperabilityX  MarketingX  Other Industry Solution Category   

39. ISCs and ISC to IPS Mapping – Healthcare (2 of 2)Enterprise Commercial HealthcarePharmaceuticalsIPSIndustry Solution Category, ISCEnable Personalized CareEmpower Care TeamsImprove Operational OutcomesSecurity & Compliance  XGenomicsX  Operational Analytics  XPatient EngagementX  Business administration  XClinical TrialsX  Financial Management   Human Capital X Sales  XSupply Chain  XResearchX  MarketingX  Drug Manufacture  XOther Industry Solution Category

40. ISCs and ISC to IPS Mapping – Manufacturing & Resources (1 of 3)Enterprise Commercial Manufacturing & ResourcesChemicals & AgrochemicalsIPSIndustry Solution Category, ISCConnected Field ServiceConnected Sales & ServiceOperations of the FutureIntelligent Supply ChainConnected Product InnovationPrecision AgricultureBig Compute for Manufacturing(Design & Development)  X X Connected Field ServiceX     Contract Life Cycle Management X X  Predictive MaintenanceX X   Connected Operations  XX  Yield Management     XCPQ: Configure, Price, Quote X X  Connected Products (include Digital Twin)XX  X Smart Provisioning    X Product Lifecycle Management  X X Asset ManagementX X   Energy Management & Sustainability  X  XPlanning   X  Sourcing   X  Logistics & Distribution   X  Other Industry Solution Category      

41. ISCs and ISC to IPS Mapping – Manufacturing & Resources (2 of 3)Enterprise Commercial Manufacturing & ResourcesDiscrete ManufacturingIPSIndustry Solution Category, ISCConnected Field ServiceConnected Sales & ServiceFactory of the FutureIntelligent Supply ChainConnected Product InnovationBig Compute for Manufacturing  X XConnected Field ServiceX    Contract Life Cycle Management X X Connected Products (include Digital Twin)XX   Connected Factory  XX CPQ: Configure, Price, Quote X X Predictive MaintenanceX X  Smart Provisioning    XProduct Lifecycle Management  X  Asset Management  X  Automation Services  X  Planning   X Sourcing   X Logistics & Distribution   X Energy Management & Sustainability  X  Other Industry Solution Category     

42. ISCs and ISC to IPS Mapping – Manufacturing & Resources (3 of 3)Enterprise Commercial Manufacturing & ResourcesEnergyIPSIndustry Solution Category, ISCConnected Field ServiceConnected Products & Customer ExperienceOperations of the FutureIntelligent Supply ChainEnergy Management Big Compute for Energy (Design & Development)  XX Connected Field ServiceX    Predictive MaintenanceX X  Connected OperationsXXX XEnergy Management XX XContract Life Cycle Management X X CPQ: Configure, Price, Quote X X Connected Products (include Digital Twin)XXX XSmart Provisioning X   Product Lifecycle Management X   Asset ManagementX X XSustainability  X XPlanning   X Sourcing   X Logistics & Distribution   X Other Industry Solution Category

43. ISCs and ISC to IPS Mapping – Media & CommunicationsEnterprise Commercial Media & CommunicationsMedia & EntertainmentIPSIndustry Solution Category, ISCInspire Creativity & CollaborationOptimize Digital Media Supply ChainEngage & Monetize AudiencesContent Creation X Content Management X Content Distribution and Monetization XXAI-infused collaboration for work teamsX  Personalized content and ad experiences  XOther Industry Solution CategoryTelecommunicationsIPSIndustry Solution Category, ISCDeliver Personalized ExperiencesProvide Agile OperationsAccelerate Innovation & GrowthAutomated Customer CareXX Customer Experience AnalyticsX  Modern Workplace for TelecommunicationsX  Intelligent Customer ServiceX  Network Cloudification XXSubscriber Churn Management & AnalyticsX  Revenue Assurance & Fraud ManagementXX Artificial Intelligence for IT Operations X Predictive Maintenance for Customer-Premises Equipment (CPE)XX Internet of Things Platform Partnerships  XCloud Business Support Systems (BSS)XX Field Services for Network, B2B, and B2CX  B2B Sales and MarketingX XOther Industry Solution Category

44. ISCs and ISC to IPS Mapping – Retail & Consumer Goods (1 of 2)Enterprise Commercial Retail & Consumer GoodsConsumer GoodsIPSIndustry Solution Category, ISCMaximize Brand PerformanceDeliver sustainable and operational excellenceConnect your enterpriseAccelerate innovation Connected Workforce  X Unified ConsumerX   Unified CommerceX   Unified MarketingX   Intelligent Inventory X  Intelligent Supply Chain X  Intelligent Fulfillment X  Intelligent Warehouse X  Reimagine Retail  XOther Industry Solution Category

45. ISCs and ISC to IPS Mapping – Retail & Consumer Goods (2 of 2)Enterprise Commercial Retail & Consumer GoodsRetailersIPSIndustry Solution Category, ISCKnow Your CustomersEmpower Your EmployeesDeliver Intelligent Supply ChainReimagine RetailProductive Workforce X  Operations: Retail X  Unified Customer X   Unified CommerceX   Intelligent Inventory  X Intelligent Fulfillment XX Intelligent Supply Chain  X Intelligent Warehouse  X Reimagine StoresX XXReimagine AdvertisingX  XOther Industry Solution Category

46. ISCs and ISC to IPS Mapping – Government (1 of 3)Public SectorGovernmentCivilian GovernmentIPSIndustry Solution Category, ISCEngage & Connect with CitizensModernize the Government WorkplaceEnhance Government ServicesDigital Tax XXSocial ServicesXXXSkilling and EmploymentX XTransportationX XCitiesX XPostalX XCross-agency CollaborationXX Protect Your Agency Against ThreatsXX Smart Buildings & SpacesX XNatural Resources & EnvironmentX XCitizen ServicesX XGovernment Records and Document Management XXTranslation, Transcription and Language InterpretationXXXRegulatory, Licensing, Grants Management & PermittingXXXSporting Events, Tourism and TravelX XConnected Government (G2G and B2G) XXResilient Government and Business Continuity XXOther Industry Solution Category   

47. ISCs and ISC to IPS Mapping – Government (2 of 3)Public SectorGovernmentDefense & IntelligenceIPSIndustry Solution Category, ISCStrengthen Alliances & PartnershipsModernize the Defense & Intelligence WorkplaceOptimize Defense & Intelligence OperationsCommand and ControlXXXSmart Installations XXPredictive Analytics and Resource Modeling XXOpen Source IntelligenceXXXDefense Cloud XXCross-agency CollaborationX XCybersecurity and Cyber Range DeploymentXXXSimulation and Operations ModelingXXXCommunication and Data SharingX XSmart BordersX XNational Guard and Reserve ManagementXXXMaritime SurveillanceX XDigital Training XXForce Readiness XXOther Industry Solution Category

48. ISCs and ISC to IPS Mapping – Government (3 of 3)Public SectorGovernmentPublic Safety & Justice IPSIndustry Solution Category, ISCEngage & Connect with CitizensModernize the Government WorkplaceEnhance Government ServicesCoordinated First ResponseX XDigital JusticeXXXIntelligence Led PolicingX XBody Worn, CCTV, In-Vehicle, Interview Room,and Fire CamerasXXXCross-agency CollaborationXX Protect Your Agency Against ThreatsXX Integrated Courts Case Management XXComputer-Aided Dispatch X Audio Transcription and TranslationXXXDigital ForensicsXX Evidence Management X Information Analysis & Visualization X Records Management System X Other Industry Solution Category   

49. ISCs and ISC to IPS Mapping – Education (1 of 3)Public SectorEducationHigher EducationIPSIndustry Solution Category, ISCStudent Success & Lifecyle ManagementTeaching & LearningConnected CampusAcademic ResearchFacilities Management & Energy Efficiency  X Future Ready Skills X  Genomics   XHigh Performance Computing   XInstitutional Effectiveness  X Learning Management X  Research Portal   XSmart and Secure Campus  X Student CompletionX   Student RetentionX   Student RecruitingX   Alumni ManagementX   Data Sharing  X Collaborative Teaching and Learning X  Learning Spaces X  Other Industry Solution Category    

50. ISCs and ISC to IPS Mapping – Education (2 of 3)Public SectorEducationLibraries & MuseumsIPSIndustry Solution Category, ISCVisitor SolutionsCollections & ResearchInfrastructureOperationsExhibition DevelopmentX   Fundraising   XVisitor ExperienceX   Collections and Research X  Education and CommunityX   Constituent Relationship Management   XTicketing   XFacilities Management  X Smart Buildings  X Hosting Infrastructure and Productivity  X New Construction  X Digitization X  E-Reader PlatformsX   Library Management X  Beyond the WallsX   Other Industry Solution Category    

51. ISCs and ISC to IPS Mapping – Education (3 of 3)Public SectorEducationPrimary & Secondary Edu / K-12IPSIndustry Solution Category, ISCStrategic SuccessModern DeploymentModern Classroom UseModern Classroom Experiences  XLearning Platforms X Education AnalyticsX  Future Ready Skills  XStudent Information Systems (SIS) X Device Enrollment and Management X Virtual LabsX  School Management SolutionsX  Curriculum ContentX  Identity Management X Class Websites  XDigital Portfolios  XPhysical SafetyX  Institution and Constituent Portals X Other Industry Solution Category