Mixed Reality Partner Playbook

Mixed Reality Partner Playbook
Fall 2018

Table of Contents 3 12 30 32 40 45 47 53 60 61 63 65 72 78 82 Introduction to Microsoft Mixed Reality Mixed Reality Partner Opportunity Building a Mixed Reality Practice Practice Development Guidance Customer Insights & Feedback Demand Generation Envisioning Positioning (Sales) Security & Management Account Planning & Growth Mixed Reality Apps: Project Step-by-Step Dynamics 365 Remote Assist Dynamics 365 Layout Key Resources Appendix © Microsoft Corporation Dynamics 365

Introduction to Microsoft Mixed Reality

Mixed Reality is the blending of the physical and digital worlds
Mixed Reality is the blending of the physical and digital worlds. And that lets you experience the digital content with the context, format, and collaborators that make it most relevant to you. When we say context, we’re talking about how Mixed Reality helps you overlay 3D graphics and data callouts inside the model you're building or the room you're in. The format is the mode of delivery—not an architectural blueprint to show the dimensions of a house or what it should look like, but a 3D model. And that model can even be reproduced to scale, so you can visualize that giant engine part in its actual size. The format changes dramatically when you have these digital models you can layer on top of physical ones, and so does the collaborative experience. And this is an entire computer we’re using here. You can call the people you’re collaborating with. We're not doing screen sharing anymore. We're actually sharing a space. I can see what you see. So when you're doing remote monitoring and things like that, instead of having to have the experts on site, you can project the vision back to people, all with built-in Skye communication. So those are the three dimensions: pulling in the right context, using the format that makes sense, and working with the people who are going to provide the most value. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Digital Transformation
Create more personal computing Digital Transformation Mixed Reality is a core component of digital transformation Mixed Reality is a core component of digital transformation Digital transformation (DT) brings together the relationship of these three concepts: Reinvent productivity and business processes Build the intelligent Cloud platform Create more personal computing Mixed Reality platforms and devices are key drivers of each of these elements of DT. Perhaps the most important questions to ask relative to Digital Transformation are: How is your business being digitally transformed? How is your business MODEL being transformed? Reinvent productivity & business processes Build the intelligent cloud platform © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Mixed Reality device partners
Microsoft HoloLens Our wide range of devices enables organizations to choose the ones that best meet their needs, and scale their investment by having one platform for all Mixed Reality experiences Mixed Reality device partners Customer choice is key here. We’ll talk about HoloLens next, but there are quite a few Mixed Reality partners—including Asus, Dell, Lenovo, and others. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

HoloLens devices deliver a distinct experience
MOBILITY PERFORMANCE Portable HoloLens VR/mobile apps PHYSICAL REALITY DIGITAL REALITY See-through Opaque AR headsets Windows Mixed Reality headsets VR/tethered headsets We can categorize devices in terms of the distinct experiences that you can get. What we call see-through devices are on the far left of the x-axis, and on the far right would be those opaque or occluded devices that you can't see through. Another key dimension to think about is the mobility spectrum. On the y-axis, the devices are tethered, meaning the user is in one spot, either because of power cords because sensors are required in the environment. On the other end are completely portable devices. You can you take your Mixed Reality device wherever you need to be. We can talk about how specific devices fit onto this grid. On the bottom right, there are VR tethered headsets—things like Vive. We're going to focus on HoloLens, and specifically the completely portable, see- through mixed-reality experiences. Looking for the fully untethered, blended digital and physical reality experience, Microsoft’s partner ecosystem (Dell, Asus, Lenovo) and HoloLens deliver just that. Tethered DESKTOP PERFORMANCE © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Mixed Reality will revolutionize many business processes
WITH Mixed Reality… Auto manufacturers can visualize their vehicle prototypes before building clay models Product designers will be able to experience 3D models of their products without printing or making physical models Doctors can visualize patient’s exams in more detail and in 3D to better plan surgeries and improve outcomes Mixed Reality is poised to change business processes much like the desktop computer decades before. Mixed Reality will revolutionize the everyday productivity experience of people like designers, allowing them to see their prototypes or models in three 3D before building clay or physical models. Doctors will even be able to see their patient’s exams in three dimensions, allowing them to prepare for procedures in more realistic settings, ultimately improving patient outcomes. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

What does Mixed Reality mean for your customer’s business?
Through Mixed Reality, Microsoft is empowering every company to create, problem solve, and collaborate in 3D. Reduce timelines and costs and create more accurate solutions with better previewing capabilities Bring customers closer to products at all stages of the buying journey Improve team communication and collaboration through high-fidelity digital rendering So, what does that Mixed Reality opportunity mean for businesses? We like to connect this to some of the key tenets of digital transformation and what it means for an organization's customers, for their employees, their operations, and their innovation centers. Any time new technology is introduced into the workplace, the value it will bring is never perfectly understood. But empowering an organization with new technology and new capabilities allows them to determine where the innovation areas are. We believe a lot of organizations are going to see that just by enabling this kind of technology with their employees, they're going to unlock new product and offering areas or evolve existing offerings and customer outreach in a way they hadn't previously imagined. There's a lot of opportunity here, and when you're talking about digital transformation with customers, this is one of the key areas to focus on. With Mixed Reality, and HoloLens specifically, an organization can bring customers closer to products at all stages of the buying journey. We've all gone on Amazon or Google Shopping to look at products before we buy them, for example. Mixed Reality experiences allow you to actually see a product inside your home before buying it. And then there’s the team collaboration and communication potential. Instead of spending so much time trying to build up context with project groups, or describing three-dimensional objects in two dimensions, or explaining nebulous ideas with current tools, Mixed Reality allows us to bring team members on board and get them contributing much more quickly. When you're able to create clarity early on, it helps reduce iteration and the amount of onboarding work that happens. So organizations will increase operational efficiency through these Mixed Reality experiences. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Mixed Reality Business Applications are now part of Dynamics 365
Intelligence With Dynamics 365, customers are reimagining their business processes by leveraging modern, unified, intelligent, and adaptable solutions that bring together vast amounts of data across their organization to empower their employees Mixed Reality enables a totally new dimension to this solution because of the unique capabilities it delivers. Firstline Workers need information in context at the right place, and at the right time, that they can use hands-free to produce greater impact for their organizations. By integrating Mixed Reality business applications with the common data service that underlies Dynamics 365, companies can create truly transformational scenarios that leverage the full value of connected data and workflows. Data Modern Unified Intelligent Adaptable Talent Marketing Service Finance Sales Operations Power platform Power BI Flow PowerApps With Dynamics 365, customers are reimagining their business processes by leveraging modern, unified, intelligent, and adaptable solutions that bring together the vast amounts of data across their organization to empower their employees with new tools to help them feel more effective at work. Factory and field service worker. Patient and provider. Storefront and supply chain. No silos — just customers, products, employees and data more closely connected than ever before. Mixed Reality represents a totally new part of this solution because of the capabilities it provides. We recognize that these employees need information in context to apply their knowledge and craft. Not only on a 2-D screen — but information and data in context, at the right place, and at the right time, that they can use hands-free so employees can produce even greater impact for their organizations. We’ve focused on integrating these Mixed Reality business applications with the common data service that underlies Dynamics 365 so that companies get the full value of high-value data connecting the full workflow. © Microsoft Corporation © Microsoft Corporation

Mixed Reality, Artificial Intelligence and quantum computing are three path-breaking technologies that will shape the future. Satya Nadella, Microsoft CEO, believes so strongly in Mixed Reality that he recently cited it as 3 of the most important technologies that will shape the future of computing. “Computing history has so far been about enhancing the man-machine interface”, Nadella said, adding that the ultimate computing experience will be “mixed reality” that blends the real and the virtual world. Nadella also cited examples of how the company’s HoloLens is being used across sectors like education. HoloLens is a holographic computer designed by the Redmond-based company that allows users to interact with digital content to get an immersive experience. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Mixed Reality Partner Opportunity
© Microsoft Corporation Dynamics 365

Microsoft CSP partners have a massive opportunity
Firstline workers (FLW) are the majority of the workforce, yet have historically been underserved by IT initiatives…until now WW FLW Market1 (Orgs with >100 Employees) 4:1 Ratio of firstline to information workers in key industries such as hospitality, manufacturing, retail, and healthcare2 Only 26% Say their Firstline Workers who produce and maintain equipment are digitally connected & empowered3 78% Business leaders agree that success requires connecting & empowering Firstline Workers with technology3 Microsoft believes that Mixed Reality will impact every worker, extending how we interact and consume information beyond the traditional screens we use today. You’ve seen the market projections. Most analysts expect the market for Mixed Reality to explode over the next 5 years. One worker segment that stands out is the Firstline worker (FLW) segment. We’ll define the different types of FLWs on the next page, but Firstline Workers, an estimated 57% of the total workforce representing >2 BILLION workers, are often the first to engage customers, represent a company's brand, and see products and services in action. FLWs exist in almost every industry: people behind the counter, on the phone, building products, and running the day-today operations. In some industries This huge segment of the market has, for the most part, not participated in many of the technology advancements as their Information Worker counterparts; many lack even basic capabilities such as . But this is about to change. An overwhelming percent of leaders recognize the need to empower these workers with technology as a critical component to their success. Sources: 1 Gartner Industry Addressability Report 2017 2 Forrester Total Economic Impact Study: The Partner Business Opportunity for Maximizing the Impact of Firstline Workers with Microsoft 365 3 Building for success at the firstline of business, Harvard Business Review Analytic Services Survey, 2017 © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Audience Segment Definitions
Information Worker Knowledge workers are typically in roles with a high level of autonomy and tend to transform information or create documents using productivity applications. E.g. Finance, Marketing, Human Resources Firstline “Service” Worker These are workers who primarily spend their time performing client-facing activities: e.g. answering customer questions, managing client orders etc. They typically represent the “face” of an organization. E.g. Sales Associates, Customer Service, Housekeeping Firstline “Task” Worker These are workers who primarily spend their time performing operational activities: e.g. producing or maintaining products, running daily operations, etc. They typically represent the “heart” of an organization. E.g. Field Service, Production Line, Maintenance Firstline workers fall into two categories: firstline “service” workers and firstline “task” workers There are 2 billion firstline workers worldwide billion of them are task workers for whom 3D content and environment understanding are frequently required Firstline Workers Firstline workers are typically in roles with well-defined responsibilities. The type of work requires greater mobility in the workplace and the physical environment is typically industry specific. Firstline workers can be generally divided into two main categories: “service workers” and “task workers”. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Our Firstline Vision Maximize the impact of the Firstline Workforce
Foster culture and community Train and upskill employees Digitize business process Deliver real-time expertise Minimize risk and cost Microsoft’s vision delivers across 5 key promises: Put people first and strengthen culture, community and inclusivity by connecting firstline workers to each other and the rest of the company. Deliver new experiences to train and upskill employees, amplifying institutional knowledge and creating opportunities for workers to develop, grow, and apply their skills. Empower firstline workers with intelligent tools and digital business processes they need to be agile and meet customer needs. Amplify the capabilities of firstline workers by enabling them to harness real-time expertise from others using Mixed Reality. And, of course, minimize risk and cost by extending security to every endpoint and employee. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Partner Opportunity – Firstline Worker Service Portfolio
A complete Firstline Worker solution Good Better Best Sell Microsoft 365 F1 and Microsoft 365 Powered Devices Project Services Provide Firstline Workers with a secure and easy-to-maintain digital identity Enable schedule and basic task management Enable self-service deployment of Microsoft 365 powered devices Project Services Enable effective communication and community interactions Enable training and onboarding by creating training portals and content Managed Services Provide systems management and end-user support Manage Firstline Worker kiosks, devices, identities, and apps including signage Ongoing development of new training content Ongoing adoption engagements Project Services Optimize processes by automating tasks with custom workflows Integrate Microsoft StaffHub with workforce management applications Optimize resource allocation by surfacing insights from IoT-based signals Managed Services Monitor and respond to security threats Monitor and optimize device health Repeatable / Packaged Solutions Solutions to reduce training and support costs for high user volumes Mixed Reality service management solutions Opportunities to drive revenue Here you can see an extensive list of services and solutions that partners can offer to monetize the Firstline Worker opportunity. The project services listed under “Good” address the fundamentals needed to digitally enable Firstline Workers and deliver value quickly. These services may not drive a lot of revenue for partners but the intent at the first stage of engagement is to deliver value quickly to create a base from which to grow. Services and solutions such as process automation, resource optimization by surfacing IoT-based signals, and Mixed Reality service management solutions address core aspects of a customer’s operations and could lead to a dramatic transformation of the customer’ business. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Foster culture and community Good Better Best Sell Microsoft 365 F1 and Microsoft 365 Powered Devices Project Services Azure Active Directory Premium – Provide Firstline Workers with a secure and easy-to-maintain digital identity Yammer – Enable Yammer and drive adoption engagements to help Firstline Workers share and find best practices across the company Exchange – Provision or migrate mailboxes for Firstline Workers to enable corporate announcements and news to flow all the way to Firstline Workers Project Services Microsoft Teams – Enable Microsoft Teams and drive adoption engagements to allow customers to coordinate distributed teams with a hub for teamwork that includes persistent chat and instant access to relevant content and tools. SharePoint – Build SharePoint based portals to support inclusive communities of interest Managed Services Provide systems management and end-user support Provide ongoing adoption services to expand usage of the communication and collaboration platform into new functions and processes Project Services Skype Meeting Broadcast – Enable live all-hands meetings to facilitate communications between the C-suite and the Firstline Workforce which can result in better engaged and more informed employees Managed Services Continuously incorporate new features and capabilities to address new use cases and deliver more value Repeatable / Packaged Solutions Solutions to manage and produce broadcast events Opportunities to drive revenue Here you can see an extensive list of services and solutions that partners can offer to monetize the Firstline Worker opportunity. The project services listed under “Good” address the fundamentals needed to digitally enable Firstline Workers and deliver value quickly. These services may not drive a lot of revenue for partners but the intent at the first stage of engagement is to deliver value quickly to create a base from which to grow. Services and solutions such as process automation, resource optimization by surfacing IoT-based signals, and Mixed Reality service management solutions address core aspects of a customer’s operations and could lead to a dramatic transformation of the customer’ business. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Train and upskill employees: Equip their employees for success in the digital age Good Better Best Sell Microsoft 365 F1 and Microsoft 365 Powered Devices Project Services Azure Active Directory Premium – Provide Firstline Workers with a secure and easy-to-maintain digital identity SharePoint – Build training portals to facilitate the distribution of onboarding material and training content on any supported device Microsoft Stream – Configure and incorporate video libraries to facilitate self-service training with dynamic, role based content and video Project Services SharePoint – Build corporate library portals to retain and manage institutional knowledge in one place. Develop workflows that automate the process of capturing best practices from Yammer communities and preserving them for future reference and use Managed Services Provide systems management and end-user support Provide ongoing content development services as the number of use cases grows and support the need for customers to continuously refresh the skills of their employees Project Services Yammer – Enable Yammer and drive adoption engagements to help Firstline Workers share and find best practices across the company Managed Services Monitor uptake and effectiveness of training program Repeatable / Packaged Solutions Provide solutions that streamline the process of developing and publishing new training content Build chatbots that provide easy access to information in real time and can proactively prompt Firstline Workers to adhere to policies and best practices Opportunities to drive revenue Here you can see an extensive list of services and solutions that partners can offer to monetize the Firstline Worker opportunity. The project services listed under “Good” address the fundamentals needed to digitally enable Firstline Workers and deliver value quickly. These services may not drive a lot of revenue for partners but the intent at the first stage of engagement is to deliver value quickly to create a base from which to grow. Services and solutions such as process automation, resource optimization by surfacing IoT-based signals, and Mixed Reality service management solutions address core aspects of a customer’s operations and could lead to a dramatic transformation of the customer’ business. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Digitize and optimize their business processes Good Better Best Sell Microsoft 365 F1 and Microsoft 365 Powered Devices Project Services Azure Active Directory Premium – Provide Firstline Workers with a secure and easy-to-maintain digital identity Microsoft StaffHub – Enable Microsoft StaffHub to facilitate the creation, updating and management of Firstline Worker schedules and tasks Project Services Microsoft StaffHub – Enhance the value of existing customer investments in workforce management applications by integrating them with Microsoft StaffHub via ready-made connectors Managed Services Provide systems management and end-user support Windows AutoPilot – Transform new devices quickly and easily (without imaging) into ready-to- use, productive organizational PCs Project Services PowerApps and Flow – Build custom workflows to automate repetitive everyday activities. Surface the workflows in Microsoft StaffHub as the single app to manage the workdays of Firstline Workers and their managers Microsoft StaffHub – Enhance the value of existing customer investments in workforce management applications by integrating them with Microsoft StaffHub via the API Integrate insights from line-of- business applications which empower Firstline Workers to deliver improved customer service and resolve problems more efficiently Opportunities to drive revenue Here you can see an extensive list of services and solutions that partners can offer to monetize the Firstline Worker opportunity. The project services listed under “Good” address the fundamentals needed to digitally enable Firstline Workers and deliver value quickly. These services may not drive a lot of revenue for partners but the intent at the first stage of engagement is to deliver value quickly to create a base from which to grow. Services and solutions such as process automation, resource optimization by surfacing IoT-based signals, and Mixed Reality service management solutions address core aspects of a customer’s operations and could lead to a dramatic transformation of the customer’ business. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Enables Firstline Workers to access real-time expertise Good Better Best Sell Microsoft 365 F1 and Microsoft 365 Powered Devices Project Services Azure Active Directory Premium – Provide Firstline Workers with a secure and easy-to-maintain digital identity Skype for Business – Deploy and manage Skype for Business to allow Firstline Workers to connect across remote sites on any supported device to tap available talent when and where it’s needed Project Services Yammer – Enable Yammer and drive adoption engagements to facilitate the crowdsourcing of new ideas and solutions Managed Services Provide systems management and end-user support Provide ongoing adoption services to expand usage of the communication and collaboration platform into new functions and processes Project Services Mixed Reality – Develop solutions that allow subject matter experts to support Firstline Workers in context across physical and virtual space Repeatable / Packaged Solutions Mixed Reality service management solutions Build chatbots that provide easy access to expertise in real time Opportunities to drive revenue Here you can see an extensive list of services and solutions that partners can offer to monetize the Firstline Worker opportunity. The project services listed under “Good” address the fundamentals needed to digitally enable Firstline Workers and deliver value quickly. These services may not drive a lot of revenue for partners but the intent at the first stage of engagement is to deliver value quickly to create a base from which to grow. Services and solutions such as process automation, resource optimization by surfacing IoT-based signals, and Mixed Reality service management solutions address core aspects of a customer’s operations and could lead to a dramatic transformation of the customer’ business. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Minimize risk & cost: Extend security and protection to employees, endpoints, and environments Good Better Best Sell Microsoft 365 F1 and Microsoft 365 Powered Devices Project Services Azure Active Directory Premium – Extend a digital identify to Firstline Workers to protect corporate assets while empowering user productivity with capabilities like single sign-on and self service password reset Intune – Provide flexible mobile device and app management controls to allow Firstline Workers to use the devices and apps they choose while protecting company information Windows Defender Antivirus – Provide comprehensive protection for shared kiosk and Firstline devices from viruses, malware, spyware, and other threats Project Services Windows Hello – Firstline Workers are prone to reuse and forget passwords. Keep them safe with the ability to authenticate identities without passwords Windows Information Protection and BitLocker – Secure data on lost or stolen devices and prevent accidental data leaks without degrading the user experience Credential Guard – Protect derived domain credentials. Systems are vulnerable to “pass the hash” attacks that exploit user credentials after users have logged in Windows Defender Application Control – Provide application controls that help prevent malware and untrustworthy apps on devices. Leverages core Device Guard’s application control capability without special header requirements Managed Services Provide systems management and end- user support Advanced Threat Analytics – Detect suspicious activity and threats with behavioral analytics, reducing the risk of costly damage from data breaches and other cybercrimes Provide ongoing security incident monitoring and management Windows Analytics Device Health – Monitor device health and provide recommendations to remediate and optimize Opportunities to drive revenue Here you can see an extensive list of services and solutions that partners can offer to monetize the Firstline Worker opportunity. The project services listed under “Good” address the fundamentals needed to digitally enable Firstline Workers and deliver value quickly. These services may not drive a lot of revenue for partners but the intent at the first stage of engagement is to deliver value quickly to create a base from which to grow. Services and solutions such as process automation, resource optimization by surfacing IoT-based signals, and Mixed Reality service management solutions address core aspects of a customer’s operations and could lead to a dramatic transformation of the customer’ business. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

The Firstline Workforce expands our opportunity
Firstline Workers represent a majority of the global workforce and a significant new business opportunity across industries ~690M Total Enterprise Firstline Workers ~2.4B Total Firstline Workers Manufacturing Retail Transportation Shop Floor Workers Warehouse Clerks Services Technicians Maintenance Cashiers Sales Associates Store Managers Inventory Associates Ground Crew Drivers Flight Crew Maintenance Crew Hospitality Public Service Healthcare The Firstline Workforce expands our opportunity A study commissioned by Microsoft shows that the global Firstline Workforce consists of ~2.4B employees. The study also shows that ~690m of these employees can be found in enterprise organizations with employees. While Firstline Workers certainly represent an opportunity in smaller customers too, we expect these larger customers to be the ones most likely to invest in empowering and transforming their Firstline Workforce at scale. The size of the Firstline Worker employee base is significantly greater than the corresponding number of knowledge workers within these organizations and we have only scratched the surface of capitalizing on this very significant opportunity. Priority industries Firstline Workers can be found in almost every industry but we have prioritized these 6. Additional insights into these industries can be gained by reading the Gartner Industry Addressability Study at: Front of house staff Guest Services Event Staff Housekeepers Clerks Fire Fighters Police Officers Parks & Recreation Providers First Responders Nurses Source: Gartner, Firstline Worker global TAM and TAM in organizations with 500+ employees, Office 365 Industry Addressability Study, © Microsoft Corporation Dynamics 365 © Microsoft Corporation

So why hasn’t someone done something about this already???
So if there is so much opportunity, an obvious question is, “Why hasn’t someone done something about this already?”… © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Traditional Firstline Worker technology adoption barriers
Because of their unique requirements, firstline workers have historically been underserved by IT initiatives COMMON FLW CHALLENGES WHY TRADITIONAL APPROACHES FAIL “90% of a Microsoft 365 project is change management and reengineering legacy business processes.” Low “digital literacy”/insufficient change management Resistant to change Highly mobile Rely heavily on sight, sound, and touch Traditional devices (PCs, tablets, phones) often a poor fit Hands are usually busy FLWs often have unique needs – they are on the go, need their hands and other senses free, and sometimes work in hazardous conditions. And the need for non-job-specific technology has not been readily apparent to them. Combine this with limited change management and it’s little wonder why many IT initiatives have failed to resonate with FLWs. Many work in hazardous conditions/locations “One-size-fits-all” approaches fail to deliver sufficient value for the cost Specialized needs © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Changing the game Mixed Reality enables FLWs to access technology without the traditional barriers WHY TRADITIONAL APPROACHES FAIL TRADITIONAL + Mixed Reality APPROACH Low “digital literacy”/insufficient change management Intuitive interfaces that augment existing processes vs. replacing them Mobile and untethered: Field of vision and senses are not interrupted like traditional input and display technologies Traditional devices (PCs, tablets, phones) often a poor fit Mixed Reality is about to change the game. Mixed Reality allows organizations to overcome traditional IT barriers to enable FLWs with technology by: Creating intuitive solutions that augment FLWs existing processes rather than trying to replace them – reducing the learning curve while helping FLWs to be more effective Delivering technology that doesn’t force FLWs to use traditional devices that take them away from their primary function, leaving their hands and other senses free to accomplish their job Providing applications “to the visor” that are tailored to the specific needs of the user; with the information and data in context, at the right place, and at the right time, that they can use hands-free so employees can produce even greater impact for their organizations Ability to deliver applications and productivity tools through a tailored user experience to meet the specific needs of FLWs “One-size-fits-all” approaches fail to deliver sufficient value for the cost © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Changing the game – a Mixed Reality example
Intuitive interfaces reduce training requirements/change management by intelligently augmenting existing processes HoloLens allows FLWs to access corporate applications and information without shifting/ impairing their field of vision and keeping their hands free Contextual data from across systems easily customized to meet the specific needs of each audience Here is an example from one of our partners. In this case, a line worker is able to view things like performance data, information about the machinery used on the line, upcoming work orders including details on the current work order. This illustrates how a FLW is able to use corporate data from multiple systems all within a Mixed Reality environment to make better, smarter, faster, more efficient decisions without distracting them from their work. Mixed Reality enables FLWs and machines to work side-by-side to make better, smarter, faster, more efficient decisions © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Partner Opportunity Only 26% Say their FLWs who produce and maintain equipment are digitally connected & empowered1 78% Business leaders agree that success requires connecting & empowering FLWs with technology1 To connect & empower Firstline Workers with technology, organizations must be proactive in investing in and developing their Firstline Workers: Re-think roles & responsibilities Re-design key processes Invest in the right technologies and tools Mixed Reality is the powerful bridge that brings computing to the Firstline Worker environment and opens the door to many other Microsoft technologies and services that will help their organization achieve greater success Microsoft CSPs have a significant opportunity to dramatically expand their addressable market by building a Microsoft Dynamics 365 Mixed Reality practice that extends the work you do today around digital transformation; Modern Desktop; Dynamics 365; and collaboration, security and compliance by delivering Microsoft 365 related services and solutions that empower Firstline Workers The net-net is that Mixed Reality presents an enormous opportunity for partners. The vast majority of business leaders recognize the need to enable FLWS…but few of them have actually done it Mixed Reality overcomes many of the traditional barriers to enabling FLWs with technology, creating that powerful bridge that brings technology to this audience This allows Microsoft CSPs to extend the services you deliver today to an entirely new set of users within your existing accounts 1Building for success at the firstline of business, Harvard Business Review Analytic Services Survey, 2017 © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Microsoft has the most advanced platform and the broadest range of devices for Mixed Reality today
Your developer skillset scales across multiple devices A single platform enabling VR, AR, and MR experiences Broadest range of devices providing customer choice and value From self-contained Holographic headsets to Immersive headsets Industry-leading innovation and design Technology capabilities like inside-out tracking and spatial mapping Windows 10 for Enterprise Security, device management, integration, and natural Azure integration Mixed Reality is the platform that enables development on a single platform for multiple devices and use cases. We have the largest developer opportunity. With Mixed Reality as the unifying factor behind these AR, VR, and Mixed Reality experiences, we enable the broadest range of devices. Let customer choice and value determine the device that's right for them. We provide industry-leading innovation and design. We're thinking about this for the long term, and we're focused on delivering the most value for customers with our devices and our Mixed Reality platform. Finally, investing in Mixed Reality with Windows 10 for Enterprise, users have the security, device management and integration with the cloud and all the capabilities through Azure. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Microsoft CSPs have an opportunity to dramatically grow their business by building a Microsoft Mixed Reality practice Mixed Reality Strategy and Vision Mixed Reality is a hot customer topic. And for good reason, leading analysts agree that the market for Mixed Reality is about to explode. Customers need help starting their Mixed Reality journey by developing a strategy and identifying high-value opportunities for piloting and deploying Mixed Reality solutions. Firstline Workers are often a prime benefactor. Mixed Reality Licensing & Deployments Microsoft CSPs can help their customer’s get started on their Mixed Reality journey with Microsoft’s Mixed Reality business applications like Dynamics 365 Remote Assist and Dynamics 365 Layout that can be quickly deployed and gets your customers excited about what Mixed Reality can do for their business. CSPs can build on this momentum through envisioning sessions that help the organization imagine “what is possible?” and to identify high-value initiatives that CSPs can build. These often include custom deployments or “packaged” industry solution offerings that leverage Microsoft Mixed Reality & the Intelligent Cloud. Mixed Reality Pull-through Empowering Firstline Workers Mixed Reality is the powerful bridge that brings computing to the Firstline Worker environment. These transformational scenarios increase Azure consumption and pull-through many other Microsoft technologies and services that help their organization achieve greater success while increasing ARPU and opening new WTP opportunities for our CSP partners. Extend the work you do today around Azure; digital transformation; Modern Workplace; Dynamics 365; mobility; and collaboration, security and compliance to the 57% of the workforce that lack the tools and technologies that business leaders overwhelmingly recognize they need. CSPs can leverage new Microsoft Firstline Worker SKUs (Microsoft 365 F1) and your investments in solutions, support, and billing to scale your business by targeting the under-penetrated Firstline Worker segment. Consulting and Change Management Connect & empowering Firstline Workers with technology requires that organizations be proactive in investing in and developing their Firstline Workers. This includes: Re-thinking traditional roles & responsibilities Re-designing key processes Investing in the right technologies and tools Microsoft CSPs can support their customers with consulting services that help transform the business, secure executive buy-in & sponsorship, and support change management efforts that drive adoption and ensure initiatives deliver the expected results and outcomes. Managed Services, Maintenance & Support All of these new solutions and technologies need to be managed, maintained, and supported. Microsoft CSPs can extend existing customer support and managed services offerings to help their customers accelerate the adoption and benefits of Mixed Reality for their business. In summary, Mixed Reality represents an enormous opportunity for Microsoft CSPs to dramatically grow their business. A recent Microsoft-sponsored Harvard Business Review Analytic Services survey shows 87 percent of respondents are currently exploring, piloting, or deploying mixed reality in their company. That’s a staggering number! These organizations need help: Creating a Mixed Reality strategy and vision – helping them go from pilot to production. Expanding Mixed Reality pilots through deployment of Microsoft Dynamics Mixed Reality Business Apps like Remote Assist and Layout. These apps allow organizations to quickly demonstrate the power of Mixed Reality and identify high-value use cases. CSPs play a critical role in helping customers deploy these solutions and understand how to extend their customer’s current Microsoft licensing to support Mixed Reality. As customers expand their use of MR, they start to require more sophisticated needs that require custom development. Some partners are packaging these offerings into IP as repeatable solutions. One of the most common scenarios is developing service management solutions to support field service workers. Once Mixed Reality starts to enable FLWs, organizations need help empowering them with other Microsoft technologies that support your customer’s FLW strategy/vision. From productivity offerings like the new Microsoft 365 F1 SKU for FLWs to Azure Services to collaboration to identity/security, FLWs need the right tools. Delivering consulting and change management services to support MR – Mixed Reality does require change. This change can come in the form of re-thinking traditional roles and responsibilities, re-designing key processes, and helping FLWs to adopt/learn these new technologies. Finally, there is a opportunity for CSPs to deliver managed services to support these new solutions and technologies. These services can take many forms: training and adoption services, support, device management, security, etc. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Building a Mixed Reality practice

Mixed Reality and the Cloud Solution Provider (CSP) Program
Like other Microsoft solutions, Microsoft Mixed Reality and HoloLens enable our CSP partners to deliver new cloud services that open new markets, while continuing to allow you to… Own the end-to-end customer lifecycle with direct provisioning, billing and support of Microsoft cloud services. Create the offer, set the price, and own the billing terms with their customers. Microsoft Azure Office 365 Sell Integrated Offers and Services Own and Control the Billing Dynamics 365 Enterprise Mobility Suite Provision, Manage and Support For Microsoft CSPs, Mixed Reality is similar to other Microsoft technologies in that it opens new cloud services opportunities for you while allowing you to continue to own the customer relationship and manage the offerings, pricing, and billing. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Building a Mixed Reality practice
Three different CSP business models for Mixed Reality Models Mixed Reality Business Applications Custom Mixed Reality Applications Provisioning and Managed Services Customers who want… …to get started on their Mixed Reality journey …to transform their business …help managing change, training, end-user support Offerings Mixed Reality Business Applications, Office 365, EMS, & other Microsoft SaaS capabilities (e.g. Azure, Windows 10, …) Partner IP bundled in offering e.g. industry specific or functional/ horizontal expertise Partner solutions to manage, maintain, and support MR environments; extend existing CSP offerings; change management services Supporting Materials Microsoft Mixed Reality Business Apps sales and marketing materials, branding, and campaigns Leverage our materials and marketing, and custom value added service materials Leverage our custom value added service materials and use Microsoft frame to build custom Go-To-Market materials CSP partners will generally fall into one of 3 Mixed Reality practice models: Mixed Reality Business Applications partners – these partners will primarily focus on driving adoption of Microsoft’s 1st party Mixed Reality applications as a way to broaden/extend their existing services portfolio. Custom Mixed Reality Applications – partners with strong dev capabilities will want to extend beyond these 1st party Mixed Reality applications to create custom applications designed to meet the specific needs of their customer. These are often six-figure projects that include process/role re-design, custom development, and change management services. Provisioning and Managed Services – these partners play an ongoing role in the Mixed Reality lifecycle, helping their customers manage, maintain, and support MR environments. CSP: Own the customer relationship end-to-end, service the complete lifecycle, and attach services Bill Set the price, the terms and directly bill customers Provision Directly provision and manage subscriptions Support Be the first point of contact for customer support © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Mixed Reality solves foundational business problems across industries
Microsoft Mixed Reality business applications address these foundational business problems and are the perfect starting point for most MR initiatives – allowing you to quickly prototype concepts and build customer momentum Remote assistance Solve complex problems in context with heads-up, hands-free calling Space planning Design room layouts with 3D holograms in the real world Training Train employees with instructions in the physical context of their work Collaboration Collaborate on physical products and planning using 3D holograms Spatial insight Improve operational efficiency with real-time data from the environment Since Microsoft released the world’s first fully self-contained, holographic computer over two years ago, we’ve seen an overwhelmingly positive momentum for HoloLens in the commercial space. The feedback we received from customers and partners was that they wanted more – more out-of-the-box Mixed Reality solutions to help them meet their most pressing day-to-day business needs. So we listened, and found that across industries – from manufacturing, retail, and government to healthcare, education, and financial services – customers consistently struggled with the following scenarios: remote assistance, space planning, training, collaboration, and spatial insight. Whether connecting technicians and remote experts in a heads-up, hands-free way or visualizing physical space designs in the real world, what all of these scenarios have in common is the need to bring digital information into the physical context of employees’ work. Recent research reflects these business needs as well: in a 2017 Forrester study and a 2018 Harvard Business Review Analytic Services report, survey respondents similarly identified remote collaboration, 3D visualization, employee training, and complex task completion as top areas Mixed Reality would help their organizations solve. Sources: 2018 Harvard Business Review report, “A New Dimension of Work” – aka.ms/HBRMixedRealityReport 2017 Forrester Consulting report, “Mixed Reality Unlocks New Ways for Organizations to Collaborate, Innovate, and Learn” (not currently available online but can be obtained from Microsoft Mixed Reality Business Applications Product Marketing team) MANUFACTURING RETAIL GOVERNMENT HEALTHCARE EDUCATION FINANCIAL SERVICES © Microsoft Corporation Dynamics 365

Common Scenarios by Industry
MANUFACTURING RETAIL GOVERNMENT HEALTHCARE EDUCATION FINANCIAL SERVICES Remote assistance Solve complex problems in context with heads-up, hands-free calling Space planning Design room layouts with 3D holograms in the real world Training Train employees with instructions in the physical context of their work We’ve worked super closely with our first customers to envision how they’d use it and, in many cases, helped develop the solutions. To guide the development of these products, we explored: Bespoke applications to date Common themes for the areas where this form factor and technology are transformative for their workflows Research that validated the TAM The table shown provides a quick guide to how various foundational MR scenarios map to our top industry segments. Collaboration Collaborate on physical products and planning using 3D holograms Spatial insight Improve operational efficiency with real-time data from the environment © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Meeting the needs of Firstline Workers
Firstline Workers require very specific solutions that solve very specific pain points Building the Mixed Reality future involves identifying – and then tapping into – the needs of the addressable market. J. P. Gownder VP & Principal Analyst They are deeply specialized, not general By vertical industry By job role By specific tasks within a job role, frequently Why? Clear-cut business case; measurability of results Workflows depend on specific digital assets: 3D visualizations of specific machinery, for example Often solving previously intractable problems with this innovation It is important to note that FLWs require very specific solutions to solve very specific pain points. Recall the traditional barriers to FLW technology adoption. FLWs need solutions that are specific to their industry, job, and, in many cases, a specific task. Broad adoption will be hampered without a strong business case, job/task specific content, and the ability to solve long-standing problems that have plagued an organization. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Example Mixed Reality Persona/Journey Map: Field Technician
Solution Design Meeting the needs of FLWs requires a deep understanding of what they do and how they do it Example Mixed Reality Persona/Journey Map: Field Technician -2 hours -2 minutes Event After Traditional Activities Review appointments Confirm next visit Get directions Review service ticket Align dish Configure set-top box Upsell services Record signature Record sale Log service report Mixed Reality Opportunities View appointments/ schedule in HoloLens Automatically confirm next visit (or transfer to another technician) Get directions to service location delivered to HoloLens View ticket and customer history in HoloLens View solution options based on reason for service and real-time insights on how other technicians have remedied in the past Get real-time insights for optimal dish alignment View equipment specifications and set-up instructions Get troubleshooting advise from remote experts Complete digital checklists to ensure consistent execution Get insights on potential upsell offers Digitally record proof of service Digitally log service report through HoloLens Automatically schedule any necessary follow -ups by matching customer and technical availability/ schedules Here is an example of the type of assessment required to truly understand how Mixed Reality can transform a business, in this case for a field technician. Developing this level of understanding and identifying “moments” when a FLW has to stop what they’re doing to reach for a mobile phone, tablet, or PC/terminal are all key opportunities where Mixed Reality can help. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Solution Development CSPs should build practices around established or target areas of specialization Benefits Costs Vision Demos, PoCs Platforms Personas, Journeys, Offers Business Capabilities Financial Model Revenue & Efficiency/ Effectiveness Build & Operations Mixed Reality Roadmap Commercial Model Agreement Memorandum of Understanding Step 1 Imagine It Step 2 Build It Step 3 Scale It Here’s what this might look like from a practice development perspective. CSPs should focus on industries or functions where they have strong presence. Imagine It Start with identifying key personas, challenges, and potential solutions Evaluate your organization’s business capabilities to deliver these solutions including sales & marketing skills and the strength of your existing relationships Create core assets to deliver your message to customers – this includes presentation decks, demos, proof of concepts Build It Evaluate the technical skills required to deliver Prototype solutions, ideally with a customer(s) Build out repeatable IP to support the offers Understand the economics for success – what are the key measures of success, how many sales do you need to be successful, how can you improve profitability, what are the critical levers that you should focus on Scale It Finally, understand how you plan to scale your solution offerings – what resources do you need, where are scarce skills and how should you address, what's your GTM plan, are incentives aligned, etc. Activity Engage BDMs on business imperatives Execute the “Art of the Possible” workshops Establish priority business scenarios Structure discrete initiatives/quick wins Use Mixed Reality business apps to prototype/ proof of concept Secure customer architecture/ development resources and “catchers” Evaluate/set-up target architecture Code with customers to prove out selected initiatives/quick wins Develop technology scale plan and roadmap (agile, iterative approach) Build economic business case for scale Define and ensure key capabilities are in-place to execute scale plan © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Marshalling the Microsoft platform to win FLWs
Azure, Dynamics 365, Office 365, and Biz Apps power the picture in front of the lens and are critical to rapid development of vertical FLW solutions Partners have the ability to quickly integrate the right mix of Microsoft technologies to solve very specific FLW pains. Part of the “Image It” and “Build It” phases should include thinking about “the picture in front of the lens” – i.e., what is the FLW UI/UX? Often, this requires creating a modern app that delivers information in context at the right place, and at the right time. This information integrates data and insights from multiple applications. Partners have the ability to quickly integrate the right mix of Microsoft technologies to solve very specific FLW pains. MR + Real Time Translation MR+ Custom Vision for domain specific object recognition MR + Azure Functions & storage for serverless compute MR + Azure Media Service for rich 360 video asset MR + LUIS MR + Face/ Emotion MR + Azure Machine Learning MR + cross-device, multi-user © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Azure IoT and MR will unlock the last mile for FLWs
IoT has never been a hardware problem. It’s always been an application problem IoT Data Wall Legacy “dumb” equipment is too expensive and reliable to replace Sensors unlock more value from legacy equipment without tremendous cost Cloud-based M2M data acquisition is now a mature technology— by 2020, 10% of all data registered will be IoT related (IDC) Sensor fusion, analytics, and machine learning are the next frontier for unlocking IoT data— Azure will power this Analyzed IoT data is only useful when it gets to the people who can act upon it in a way that doesn’t hinder their workflow Mixed Reality enables the “last mile” for IoT initiatives An example of this “information in context at the right place, and at the right time” can be found in many IoT initiatives. The biggest challenge for most organizations is how to get the insights generated from IoT projects into the hands of people who can act upon it. Mixed Reality can help organizations to deliver the “last mile” for IoT initiatives. But only 1% of it is ever used (McKinsey) © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Customer Journey for Mixed Reality and HoloLens
DISCOVER ENVISION PROOF OF CONCEPT PILOT DEPLOY REALIZE VALUE Awareness Consideration Evaluation Purchase Use Advocate Conversations People Resources What is Mixed Reality? What is HoloLens? Who uses Mixed Reality and HoloLens? How does Mixed Reality transforms businesses? What are the Microsoft Mixed Reality solutions? How can Mixed Reality help my company succeed? What are other companies doing with Mixed Reality and HoloLens? How are other companies succeeding with Mixed Reality today? What results and impact should our organization expect? Help me understand the implications of acting or not acting. How can I get my organization started? Can the solution meet my business needs and goals? What are the economic impact and benefits of Mixed Reality solutions? What KPIs and metrics should I track? Can this be done on time and on budget? How can I apply Mixed Reality to my business workflows and processes? Which development and deployment path should I choose? What tips and guidance should I consider when piloting Mixed Reality solutions? How will IT deploy solutions? How can I prepare for the pilot? How do we implement the solution? How can I prepare for change management? Workforce adoption Technology (replacing or infusion) Links to MDM Partners (Intune, SOTI, IBM, Mobile Iron) Deployment Guides Resources for training and best practices How can we amplify our story and success? What forums can we use to share our success? The customer journey for Mixed Reality and HoloLens generally follows a predictable set of stages – from initial Discovery to Pilots/Deployments to, eventually, Value Realization. This slides summarizes, at a high level, the typical “conversations” at each stage of the customer journey. © Microsoft Corporation Dynamics 365

DISCOVER ENVISION PROOF OF CONCEPT PILOT DEPLOY REALIZE VALUE Awareness Consideration Evaluation Purchase Use Advocate Conversations People Resources Microsoft Mixed Reality business apps and assets Events Ads/media/PR LinkedIn HoloLens.com web site Social media MR 101 (Commercial Overview deck) Pitch deck (industry) YouTube channel Competitive landscape Case studies Blogs & newsletters Analyst reports and white papers Total Economic Impact studies (Forrester) Competitive comparisons Envisioning workshop Referrals Case studies Total Economic Impact studies (Forrester) Evaluation and deployment guides MCS Case studies Total Economic Impact studies (Forrester) Evaluation and deployment guides MCS Links to MDM Partners (Intune, SOTI, IBM, Mobile Iron) Deployment Guides Resources for training and best practices Customers on Microsoft.com Microsoft and Partner Marketing resources Microsoft PR This slide summarizes the resources available for our CSP partners to support your customer development/project efforts. © Microsoft Corporation Dynamics 365

DISCOVER ENVISION PROOF OF CONCEPT PILOT DEPLOY REALIZE VALUE Awareness Consideration Evaluation Purchase Use Advocate Conversations People Resources MICROSOFT INFLUENCERS Sales (AE, SSP, PSE, ATS) Retail MCS Partners Sales (AE, SSP, PSE, ATS) Retail MCS Partners TSP/PM Retail MCS Partners Support CSS MRES (Mixed Reality Enablement Services) CSS Retail MRES (Mixed Reality Enablement Services) MCS Partners FastTrack CSS MRES (Mixed Reality Enablement Services) TSP MCS Partners CSS Partners MCS OTHER INFLUENCERS Customer’s Peers Customer’s Consultants Industry Analysts Customer’s Peers Customer’s Consultants Industry Analysts Customer’s Peers Customer’s Consultants Industry Analysts Customer’s Peers Customer’s Consultants Industry Analysts Customer’s Peers Customer’s Consultants Industry Analysts Customer’s Peers Customer’s Consultants Industry Analysts This slide briefly summarize the “influencers” at each stage in the customer journey. These include both Microsoft and other resources to engage. © Microsoft Corporation Dynamics 365

Customer Selection HoloLens Customer Concentration by Industry
% of total devices sold Helpful Insight Primary Use cases Manufacturing 25% Automotive, Shipping & other heavy industry most common Maintenance, training, inspection most common; 3D modeling & design second; factory automation 3rd; loves non-decimated high fidelity rendering Defense 24% Long sales cycles with large device counts; On premises options a must Everything under the sun including warfare simulation Education 16% Highly fragmented, typically smaller unit sales unless large grants are at play Training & Simulation Healthcare 9% CMO, Physicians as required influencers; high standards for anchoring precision Training, Simulation & now augmented surgical procedures growing in popularity AEC 4% Often requires high level of intrinsic safety device certifications & ruggedization; Common to see joint AR & VR experiences Design-build, maintenance & inspection Retail 3% Joint value prop of VR & AR experiences sell well Space design-build & management; factory automation Other 19% Comprised of High Tech, Fin Serv, some CPG & Professional Services All of the above The following table shows the break-down of HoloLens sales by industry. Manufacturing and Defense represent almost half the total HoloLens sales with Education and Healthcare representing the next two largest industries from an adoption point of view. This should help CSPs target which industries to focus on. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Customer Selection Skills that benefit from Mixed Reality applications
Active learning Complex problem solving Equipment maintenance Installation Instructing Mathematics Monitoring Operation and control Operation monitoring Operations analysis Quality control analysis Repairing Time management Troubleshooting When looking for what roles within an industry are good Mixed Reality targets, look for roles that require these skills… Source: Forrester Research, “How Enterprise Smart Glasses Will Drive Workforce Enablement” © Microsoft Corporation Dynamics 365 © Microsoft Corporation

ARCHITECTURE & ENGINEERING
Demand generation Target one or more focus industries Increase customer awareness of what Mixed Reality can do for their business Start with a Mixed Reality Business App Facilitate an Envisioning Workshop Industry Discussion Guides highlight industry business problems Mixed Reality and HoloLens can help solve, outlines customer benefits, provides ideas to start the conversation, and offers strategies for objection handling, Start using HoloLens now with one of the available business applications, like Dynamics 365 Remote Assist or Dynamics 365 Layout. This approach is best for organizations that are beginning to explore Mixed Reality, with low content requirements and low custom development needs. Budget requirements: Low Timeline: Short-term Envisioning sessions are structured hands-on workshops that allow users to experience Mixed Reality/ HoloLens to identify top issues, stimulate innovative ideas, and formulate concepts & prototypes Get diverse feedback early Lowers barrier for participation Encourages discussion from team Speed up scenario evaluation Forces spatial solutions Identify issues before coding These sessions identify new opportunities and establish organizational buy-in MANUFACTURING ARCHITECTURE & ENGINEERING HEALTHCARE GOVERNMENT (DEFENSE) Industry Customer Presentations provide an overview of Microsoft Mixed Reality and offers ideas & case studies for what industry leaders are doing today with Mixed Reality. Demand Generation is a vital capability for any CSP interested in building a Microsoft Mixed Reality practice. While there is no “right answer”, the following provides a starting point for thinking about building a Mixed Reality deal pipeline: Target one or more of Microsoft’s Mixed Reality focus industries. Start with those industries in which you have a strong customer presence or depth knowledge. Depth industry knowledge is particularly critical to help your customer identify/solve specific pain points. Drive customer awareness. Most customers are generally aware of what Mixed Reality is. But many have only read about it. It always delights us when we watch customers try Mixed Reality for the first time. When end-users actually demo a HoloLens unit, LOTS of ideas start to flow. The Mixed Reality Partner Program (MRPP) offers great industry-specific content including discussion guides, customer presentations, and one-pager/leave-behinds. Many partners have hosted highly-successful local Mixed Reality events to communicate to a larger audiences. Start with a Mixed Reality Business App. We recommend starting a customer with a Dynamics 365 Mixed Reality Business Application like Dynamics 365 Remote Assist or Dynamics 365 Layout. These allow customers to quickly get up-and-running with Mixed Reality with a “bite-sized” project. Measure the results and parlay those successes into broader scenarios that encompass end-to-end workflows. Facilitate an Envisioning Workshop. Envisioning Workshops are a fun and interactive way to allow customers to experience Mixed Reality/HoloLens and to identify and prioritize high-value use cases/concepts. Envisioning Workshops can be done before or after deployment of one of our Mixed Reality Business Apps. However, often the outcomes from these sessions surface more complex (custom) use cases. RETAIL EDUCATION Industry One Pagers are intended to be customer leave-behinds that summarize key points. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Five things we’ve learned about finding good Mixed Reality opportunities
Look for scenarios that require multi-user sharing and collaboration Firstline workers need to be able to easy interact with Mixed Reality – hands-on experiences are critical Mixed Reality drives high cost savings on complex and high-value assets Mixed Reality solutions must enable end-to-end workflows Mixed Reality reduces skill gaps 1 2 3 Our Mixed Reality Sales team summarized the 5 things we’ve learned about finding good Mixed Reality opportunities: Look for scenarios that require multi-user sharing and collaboration – this is one of the top use cases, especially when collaborators are located in different places or with different companies. Firstline workers need to be able to easy interact with Mixed Reality – as noted previously, hands-on experiences are critical and often lead to innovative ideas, while increasing buy-in. Mixed Reality drives high cost savings on complex and high-value assets – expensive equipment becomes even more expensive when it isn’t working. This might mean a line gets shut-down or a patient might not get the diagnostic they need. Identify complex/high-value assets and you can likely build a strong case for Mixed Reality. Mixed Reality solutions must enable end-to-end workflows. Mixed Reality allows users to re-imagine entire workflows and re-design traditional roles and responsibilities. Start small but evaluate end-to-end workflows to maximize the impact that Mixed Reality to bring to your customer’s business. Mixed Reality reduces skill gaps. Training is another high-value Mixed Reality use case. This can take the shape of simulating real-world scenarios or provide users with contextual, real-time insights that allow new employees to function like seasoned veterans. 4 5 © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Expert Mixed Reality envisioning
Strongly recommend viewing Mark Vitazko’s fantastic presentation “Envisioning: Thinking Spatially During the Design Process” on the Mixed Reality Partner Program Teams site here Envisioning is more art than science. Microsoft’s Mark Vitazko has a fantastic presentation, “Envisioning: Thinking Spatially During the Design Process” that provides guidance on how to conduct a successful envisioning session. This slide outlines Mark’s approach. This isn’t a strict process. Anything on the left can be done in any order, through multiple cycles/iterations. However, the storyboard and OLC acts as the finalized version of your concept BEFORE moving into the prototyping stage. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Why hands on envisioning is so important for Mixed Reality
Get diverse feedback early Lowers barrier for participation Encourages discussion from team Speed up scenario evaluation Forces spatial solutions Identify issues before coding Bottom line: A way to save you time and dev ($$$), turn around ideas faster and help strengthen ideas as you move into more rigorous prototyping… Get feedback early on in the process, from key members of the project: to bring in more technical experts, business stakeholders, researcher… And allow for faster evaluation of ideas (in a format that is conducive to spatial thinking), and scenarios that take advantage of augmented reality experiences… without waiting for the team to spin up a prototype And this process, these techniques… arose out of necessity in the early days of the HoloLens project. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

And it’s fun… And Envisioning Workshops are fun and engaging for your customers… © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Scenario Considerations
Opportunities to Differentiate Spatial mapping: Does your scenario depend on the real world? Heads-up, hands-free: Are your users performing a task or need to use their hands? Multiple devices: Are there additional devices your users can use in the experience? In-person collaboration: Do multiple people need to see content? Design Areas to Consider Are you using the environment and objects around you (walls, floors, tables)? Are you encouraging your users to move around? Are you considering the field of view (large objects, directing attention to objects)? Where is your experience taking place (public, private, small, large)? How comfortable is your experience (arm and neck fatigue, duration)? What is the ease of use (discoverability of interactions, legibility of text)? Are there privacy concerns (private information in voice commands or audio)? Hardware + Tech Areas to Consider Spatial mapping techniques (accuracy, cached vs. real-time, markers) Spatial mapping challenges (leather, white floors, glass/windows, large open areas) Lighting (indoor vs. outdoor, light sources, color usage) Environmental sound (noisy environments, voice and spatial audio) Mobile GPU (number of objects, asset complexity, effect complexity) Battery life (frequency of spatial mapping, length of session) FOV (large objects, attention directors, amount of rendering) Cloud integration (NLP, machine vision, off- loading rendering) When choosing a Mixed Reality scenario, here are some things to consider… © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Concept Evaluation Guide
Environments Effective understanding of HoloLens environmental working conditions Use and understanding of spatial mapping Use of combining holographic objects with physical objects (surfaces, occlusion) Accurate placement of holograms on real objects Effectively creating a fully immersive experience Objects Understanding of 3D holograms Understanding of object interactions using gaze/gesture Understanding of object interactions using gaze/voice commands Effective placement of holograms relative to other holograms Effective placement, scaling, and viewing of large object in holographic frame Effective object movement through holographic frame Use of spatial sound relative to holographic objects Assets Use of asset decimation Ability to create high fidelity assets Performance Ability to keep holograms stable Use of techniques to maintain 60fps rendering UX Usable and useful UI for given application Effective use of transitions between scenes Use of spatial sound to improve UX Effective use of "wow" moments in scenario Humans Ability to create a shared experience Ability to create a remote shared experience Ability to create and use quality avatars Ability to use holographic human representation in an experience When evaluating a potential Mixed Reality concept, here are some things to consider… Integration Use of Spectator View Integration with other technology (backend or mixed client) Use of peripheral as input device © Microsoft Corporation Dynamics 365 © Microsoft Corporation

HoloLens Demo Best Practices
THE PERFECT ROOM SET UP DON´T DO DO Use diffused indoor lighting to illuminate your room instead of direct sunlight where possible. Avoid tradefair Demos - without dedicated room If you expect many demos at one day, schedule each participant. Advise is to schedule 30 minute slots (that includes a buffer). Make sure to block for “breaks” If the demo room has exterior facing windows, consider covering the window or diffusing the light so the lighting stays consistent throughout your demos. Don’t do “fast demo”. A quick look through the HoloLens will not leave the desired impression (“too heavy, limited field of view, etc..) The battery will last between 2 and 3 hours. Make sure to appear with batteries fully charged. If not in use, plug the HL in. For full day demo scenarios you need 2 HoloLens devices (one in use, on plugged in for charging) When demoing HoloLens/Mixed Reality, here are some useful tips to improve your presentation… Make sure to have enough space (in the middle) so people can freely move around. Ideally the room has lot´s of “Anchors” (e.g. couch, paintings, flowers, plants, etc..). Try to avoid deep black surfaces (because HL can´t cope with Try to avoid a live stream from the HoloLens to a Monitor. The quality is bad and the picture will freeze regularly. There is also a “lag” up to 6 seconds. Better record a video upfront or show a professional Video (that will do the job much better) Try to arrive or prepare the Demo room early. You need to scan the room, may connect the Device to the Internet, move furniture around, etc… 30min should do it © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Microsoft Sales Process for Mixed Reality
Engage Transact Adopt Grow Microsoft Sales Process Identify Lead Qualify Lead Develop Strategy Present & Prove Value Negotiate Terms Deploy Drive Consumption Introduce New Products Customer Journey Planning Discovery Envisioning Business & Technical Validation Contract Agreement Implementation Value Realization Value Expansion Select Ignite Excite Envision Validate Agree Implement Realize 1 2 3 4 5 6 7 The sales process for Mixed Reality is aligned to the customer journey and generally follows a similar pattern to others sales efforts. Areas that require additional time/resources include: Envisioning – generally more expansive than other technologies; Envisioning Workshops are high-value investments that identify/prioritize key customer use cases Value Realization – measuring results is a key factor for expansion of MR initiatives Select Prioritized Accounts to Pursue Ignite Mixed Reality Vision – with Account Team & Agree on specific account Strategy Excite Customer with Use Case identification & Vision with exec sponsorship & budget Conduct an Envisioning workshop(s) – with customer to Dream and Prioritize MR use cases Validate Business Value and Customer Digital Maturity – Draft MR customer Roadmap Propose and Agree on contract terms with all parties Implement a joint deployment program with progress milestones Assess Realized Value by with customer on regular quarterly intervals © Microsoft Corporation Dynamics 365 © Microsoft Corporation

How we co-sell… Opportunities are then managed by… Then passed on to…
Account Targeting & Planning Mixed Reality (MR) Solution Specialist (SSP) MR Partner Sales Exec (PSE) recommends specific partners Account Team Unit (ATU) consulted Subsidiary Specialist Team Unit (STU) consulted Services SSSP or PFE Partners (both Reseller & MRPP) thru the PSE Microsoft Consulting Services HoloLens Engineering Studios Events & PR… Partner Marketing Manager (PMM) Subsidiary BG Leads Stores Business Solution Manager (BSM) MR SSP, Industry SSP & MR PSE In addition to your direct sales efforts, Microsoft teams frequently co-sell with our partners Online Stores & Channel Resellers MR SSP actively manages over 5 unit qualified opptys Online Stores CSS helps derive quotes and qualify Channel Reseller becomes the default handoff WDG Finance approves all discounting & offers manually © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Mixed Reality Field Sales & Marketing Organization
Global HoloLens Sales Lead Mark Day | Asia N. America EMEA Japan SSP Shinji Hayashi | Public Sector SSP David Marra | Germany, DACH, Nordics, CEE SSP Lars Knoke | Japan PSE Tetsu Muranaka | West & Central SSP Andrew Tognela | France, Benelux, S. Europe SSP Adrien Cayrac | China, Taiwan, HK SSP TBA Canada & East SSP Ahmed El Komy | UK, IRE, Gulf SSP Pavan Rauli | China, Taiwan, HK PSE Jessica Miao | North America PSE Eric Kamont | EMEA PSE Joe Varrasso | AZN-APAC SSP Lawrence Crumpton | N. America TSP EMEA TSP Mixed Reality Field Sales & Marketing contacts Asia TSP Yingguang Mei | Position TBA Corp Marketing Terry Farrell | Japan Yoshi Ueda | Canada Michael Thibodeau | Germany Michael Zawrel | Field PMMs China Hua Zheng | France Florent Pelissier | UK Leila Martine | Mixed Reality Business Applications Q+A You can ask questions and engage with our team in the Mixed Reality Tech Community. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Key Sales Guidance Pain, Power, Vision, Value, Control – get the right decision makers onboard early; exec sponsorship is key Are you solving a mid 7-figure business problem? We see five 2D/Hands free solutions sold for every one 3D asset/model solution Everyone at Microsoft will want to co-sell with you if you can drive Azure Consumption! Does MR push or pull ACR? Have you placed enough runway to get from PoC to Pilot to Deployment in setting the right customer expectations? Are you testing all of the device management, authentication & security challenges early and often with your customer? Selling tips from our Mixed Reality Field Sales team… © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Help your customers quantify benefits of Mixed Reality
Common Customer Benefits Increased productivity from hands-free enablement Reduced travel Increased productivity from dictation Lower compliance costs Measure, measure, measure! It is only through measuring can you prove value. Common benefit areas include: Increased productivity Reduced need for travel Improved compliance/reduced compliance costs Cost avoidance Improves safety/training Cost avoidance Improved safety and training Source: Forrester Research, “Build a Business Case For Enterprise Smart Glasses” © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Purchase decision makers
The major players in most enterprise deals BDM The primary targets for Mixed Reality/HoloLens sales, these are the key influencers in the organizations who are looking to solve real business problems. Business units may have greater input into the purchasing process in more technologically advanced industries. IT Traditionally the primary decision maker for new device purchases, IT is typically looking to form enterprise partnerships, lower TCO and receive technical details from Microsoft representatives. FINANCE Finance is generally more involved in industries with lower margins and tighter cost control. Finance is highly motivated by the reduction of risk and may be a sales blocker at times. Solutions like HoloLens as a Service that replace CapEx cost with OpEx cost may be very attractive options. PROCUREMENT Heavily involved in the vendor selection, RFP, device testing and negotiation process, procurement will be an important decision maker throughout the sales cycle. They are typically concerned with cost, quality, delivery and compliance. There are a number of purchasing decision makers and influences within the enterprise space. While they all have varying degrees of authority, these personas all can have influence at some point during the sales cycle. Business Decision Makers (BDMs) As the primary audience for MR sales, business decision makers take many forms and are often the most attracted to the benefits of Mixed Reality. They may range from the CEO to a LOB executive and often have a lot of purchasing power within an organization. IT Often leading the charge when it come to device and software purchasing decisions, IT acts as a gatekeeper to the organization. They are typically concerned with MR devices’ capacity for backend integration, configurability, and the software that runs on the devices. Finance Finance will usually be involved in purchasing decisions and may look for alternatives when considering large CapEx outlays for HoloLens devices. Procurement Heavily involved in device negotiations and vendor selection, procurement will at times be a blocker to a BDMs device vision. They possess much influence when making purchasing decisions. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Typical Mixed Reality Project lifecycle
Milestone 1 Milestone 2 Milestone 3 Milestone 4 Milestone 5 Milestone 6 KICKOFF PROTOTYPES FOUNDATION ITERATION INTEGRATION FINAL DELIVERY Research customer use case Define filter criteria Define target scenario Create initial One Line Concept (OLC) Create initial Top 5 goals Early prototypes Client sign-off Finalize One Line Concept Finalize Top 5 goals Set visual targets Define experience flow Storyboards Final prototypes Client sign-off End-to-end skeletal experience User experience defined Input model defined Client sign-off Iterate on key features based on customer feedback End-to-end experience fully functional (but not feature complete) Client sign-off Integration of final features including client feedback All assets complete Quality assurance checks underway Release candidate prepared for client review All high priority bugs addressed Client feedback addressed Work documented for client handoff Source and documentation packaged for delivery Here is what a typical customer Mixed Reality project looks like © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Security & management The HoloLens is basically secured and managed just like any other device… Enroll HoloLens in MDM You can manage multiple Microsoft HoloLens devices simultaneously using solutions like Microsoft Intune. You will be able to manage settings, select apps to install and set security configurations tailored to your organization's need. See Manage devices running Windows Holographic with Microsoft Intune, the configuration service providers (CSPs) that are supported in Windows Holographic, and the policies supported by Windows Holographic for Business. Note: Mobile device management (MDM), including the VPN, Bitlocker, and kiosk mode features, is only available when you upgrade to Windows Holographic for Business. Requirements Your organization will need to have mobile device management (MDM) set up in order to manage HoloLens devices. Your MDM provider can be Microsoft Intune or a 3rd party provider that uses Microsoft MDM APIs. Auto-enrollment in MDM If your organization uses Azure Active Directory (Azure AD) and an MDM solution that accepts an AAD token for authentication (currently, only supported in Microsoft Intune and AirWatch), your IT admin can configure Azure AD to automatically allow MDM enrollment after the user signs in with their Azure AD account. Learn how to configure Azure AD enrollment. When auto-enrollment is enabled, no additional manual enrollment is needed. When the user signs in with an Azure AD account, the device is enrolled in MDM after completing the first-run experience. Enroll through Settings app When the device is not enrolled in MDM during the first-run experience, the user can manually enroll the device with the organization's MDM server using the Settings app. Go to Settings > Accounts > Work access. Select Enroll into device management and enter your organizational account. You will be redirected to your organization's sign in page. Upon successful authentication to the MDM server, a success message is shown. Your device is now enrolled with your MDM server. The device will need to restart to acquire policies, certificates, and apps. The Settings app will now reflect that the device is enrolled in device management. Security and management of your customer’s HoloLens devices is an increasingly important aspect, especially for IT. HoloLens is basically secured and managed just like any other device. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Account planning & growth
Effective Account Planning Tips Less is more – target fewer, well qualified accounts and do your research/due diligence Assign account teams with defined goals/ objectives Build depth expertise – early-stage Mixed Reality adoption will initially be driven by specific solutions that solve specific pains for specific roles Plan for on-site time – it is hard to grasp what Mixed Reality can do unless users put a HoloLens on Use Microsoft Dynamics 365 Mixed Reality business apps for initial PoCs Drive envisioning sessions to stimulate innovative ideas and build organizational excitement/buy-in Help customers build their business case Don’t ignore the need for change management Mixed Reality provides many growth opportunities for CSPs. Focus on fewer accounts with assigned responsibilities and build a multi-year Mixed Reality vision/roadmap backed by solid ROI evidence; support with managed services to maximize revenue opportunities within an account. Focus on deeper engagement with fewer accounts Build a Mixed Reality vision Conduct hands-on Envisioning Workshops to surface & prioritize opportunities Build a Mixed Reality roadmap Measure and evangelize success Identify how to increase value (breadth & depth) Deliver Managed Services: training, support, change management, maintenance/device health, etc. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Building a Microsoft Dynamics 365 Mixed Reality practice
How to get started and where to focus? Start with Dynamics 365 Mixed Reality Business Apps Build solutions that drive Azure consumption Extend footprint across multiple MR device form factors Help customers start their Mixed Reality journey and see what Mixed Reality can do for their business Build transformational solutions (with the SDK and Toolkit in the Dev Center) that increase Azure consumption and extend the offerings/services you deliver today Explore what’s possible (in the Academy) Guidelines for building a Microsoft Dynamics 365 Mixed Reality practice Build capabilities around Dynamics 365 Mixed Reality Business Apps – these “bite-sized” solutions are ideal starting points for most customers to build momentum and increase awareness Build transformational solutions (with the SDK and Toolkit in the Dev Center) that increase Azure consumption and extend the offerings/services you deliver today Platform + tools Repeatable IP Extend footprint across multiple devices – devices will remain diverse through 2020 including Tablets and smartphones (IoS/Android) remain commonplace. New software tools allow anchoring, other innovations. Monocular devices remain an important part of the mobile and outdoor markets Growth in MR HMDs for field service, surgeons, insurance adjusters, product designers Build use cases for multiple workloads and workflows – develop deep knowledge/specialization by industry, role, and task Dynamics AI + IoT + Azure Modern Workplace Extend your Dynamics 365 Mixed Reality practice by expanding into additional industries, packaging offerings (e.g., field service management), and delivering managed services Marketing GTM/Presales Delivery Develop sales & marketing proficiency – fine tune your sales & marketing skills; engage with the Microsoft Mixed Reality team to help you Account planning + targeting Account-based marketing (ABM) Build use cases for multiple workloads and workflows Extend your Dynamics 365 Mixed Reality practice Develop sales & marketing proficiency Develop deep knowledge/specialization by industry, role, and task Expand industry expertise Create package offerings Deliver managed services Let us help you build a successful Dynamics 365 Mixed Reality practice. © Microsoft Corporation Dynamics 365 © Microsoft Corporation

Mixed Reality Apps: Project Step-by-Step

Mixed Reality business applications
Remote assistance Solve complex problems in context with heads-up, hands-free calling Space planning Design room layouts with 3D holograms in the real world Training Train employees with instructions in the physical context of their work Collaboration Collaborate on physical products and planning using 3D holograms Spatial insight Improve operational efficiency with real-time data from the environment Since Microsoft released the world’s first fully self-contained, holographic computer over two years ago, we’ve seen an overwhelmingly positive momentum for HoloLens in the commercial space. The feedback we received from customers and partners was that they wanted more – more out-of-the-box Mixed Reality solutions to help them meet their most pressing day-to-day business needs. So we listened, and found that across industries – from manufacturing, retail, and government to healthcare, education, and financial services – customers consistently struggled with the following scenarios: remote assistance, space planning, training, collaboration, and spatial insight. Whether connecting technicians and remote experts in a heads-up, hands-free way or visualizing physical space designs in the real world, what all of these scenarios have in common is the need to bring digital information into the physical context of employees’ work. Recent research reflects these business needs as well: in a 2017 Forrester study and a 2018 Harvard Business Review Analytic Services report, survey respondents similarly identified remote collaboration, 3D visualization, employee training, and complex task completion as top areas Mixed Reality would help their organizations solve. Sources: 2018 Harvard Business Review report, “A New Dimension of Work” – aka.ms/HBRMixedRealityReport 2017 Forrester Consulting report, “Mixed Reality Unlocks New Ways for Organizations to Collaborate, Innovate, and Learn” (not currently available online but can be obtained from Microsoft Mixed Reality Business Applications Product Marketing team) MANUFACTURING RETAIL GOVERNMENT HEALTHCARE EDUCATION FINANCIAL SERVICES © Microsoft Corporation Dynamics 365

Introducing Dynamics 365 Remote Assist
Solve problems faster in context with Mixed Reality. Dynamics 365 Remote Assist enables organizations to empower their field technicians to solve problems faster the first time. With heads-up, hands-free video calling on Microsoft HoloLens, technicians can collaborate with remote experts on PC or mobile to troubleshoot issues in context. Remote Assist helps you modernize your field service operations, so you can make the most of your time and money.

Microsoft Dynamics 365 Remote Assist
Modernize field service with Mixed Reality Solve problems in minutes, not days Connect with the best of Microsoft Now that you’ve seen it in action, let’s talk about how Remote Assist can benefit your business. Remote Assist modernizes your field service organization, enabling your employees to solve problems in minutes, not days, while benefiting from seamless integration with the best of Microsoft’s enterprise applications. Core value prop: 1. Modernize field service with Mixed Reality. Enable on-site technicians to share what they see with remote experts, while staying heads-up, hands-free with Remote Assist on Microsoft HoloLens. With modern tools like Mixed Reality video calling, annotations, and file sharing, technicians and remote experts can work together to solve problems in context. 2. Solve problems in minutes, not days. Troubleshoot complex problems faster, the first time. Enable experts to assist technicians remotely, so you can save time, reduce travel costs, and improve operational efficiency. 3. Connect with the best of Microsoft. With deep connections to Microsoft Teams, Azure Active Directory, OneDrive, Dynamics 365 for Field Service, and Power BI, Remote Assist integrates seamlessly with your existing Microsoft applications, so technicians can view assignments, call experts, and access work order data – all in one secure solution.

Dynamics 365 Remote Assist has many use cases across industries
MANUFACTURING RETAIL GOVERNMENT HEALTHCARE EDUCATION FINANCIAL SERVICES Remote Assist is the transforming the way employees communicate and collaborate across industries. Let’s consider how Remote Assist helps organizations solve problems faster, whether in a manufacturing, retail, government, healthcare, education, or financial services setting. For example, in… (Tailor the below content towards the relevant industries for your customer.) Manufacturing Using Remote Assist, maintenance technicians can call a remote expert to help them fix a broken machine on the factory floor. Since manufacturing equipment is highly specialized and complex, technicians often need the assistance of a more experienced engineer or parts specialist from another site. In an industry in which every minute of downtime means one less minute of manufacturing product, being able to instantly connect with remote experts to identify and address problems on the spot is worth millions. Retail / Hospitality Retail space planners can share their designs with remote reviewers using Remote Assist. With hands-up, heads-free video calling, they can walk remote stakeholders through a proposed floor layout in the actual space, responding to feedback and making edits in real time. And with Mixed Reality annotations and screen capture, space planners and reviewers can leave comments pointing to specific elements of the design and capture images to review later, making it easier than ever to communicate information in 3D. Government With Remote Assist, municipal utility organizations can solve problems faster and minimize downtime. In a power outage, dispatched technicians can call an expert and share what they see at the scene of the broken power line, using Mixed Reality annotations and file sharing to identify and fix the right fuse safely and efficiently. Healthcare Using Remote Assist, doctors can collaborate with remote teams and share exactly what they see during a patient procedure. With heads-up, hands-free video calling, doctors can keep their eyes on the patient and their hands free to operate, while having another set of eyes to advise the procedure as if they were actually there. Mixed Reality annotations, file sharing, and screen capture allow doctors across the globe to communicate easily and efficiently, whether for a routine exam, X-ray review, or emergency operation. Education Students and teachers can enhance learning in and outside the classroom with Remote Assist. Mixed Reality video calling, annotations, and file sharing can be useful in areas in which physical context is critical to subject matter comprehension: for example, learning how to navigate chemical materials and equipment in a lab; learning the location of planets and constellations in the night sky; or learning how to identify the elements in a rare gemstone during fieldwork. With Remote Assist, teachers can communicate concepts more clearly and engagingly, so students learn better and faster. Financial Services With Remote Assist, insurance companies can empower their employees to access the expertise they need to settle customer claims. Using Mixed Reality video calling, annotations, and file sharing, insurance adjusters can consult a remote claims supervisor, legal expert, or medical specialist to review claims documents in real time together, instead of having to upload images of documents to a file sharing site and review with experts later. This reduces the time it takes to process claims, lowering costs and increasing efficiency for insurance companies.

Remote Assist Product Features
Hands-free audio and video calling1 Compatible with Microsoft Teams: Remote experts can initiate and receive calls using Teams Mixed Reality annotations: 2-way inking and arrow insertion anchored to the real world In-call text chat: Instant message during calls OneDrive integration, file sharing, and display: HoloLens users’ and remote experts can insert documents (PDF) and images (JPG, PNG, TIFF, and BMP) into their shared view Enterprise-level identity and security: AAD authentication and single sign-on Mixed Reality streaming: HoloLens users can share their view of another app by running Remote Assist in the background Mixed Reality capture: HoloLens users can capture Mixed Reality photos during calls Screen sharing: Experts can project their desktop screen to HoloLens users’ view Automatic volume adjustment: Automatically adjusts based on the noise level of your environment Integration with Dynamics 365 for Field Service2: HoloLens users can view work orders, call designated experts, and view Power BI dashboards linked to work orders in Remote Assist Works on HoloLens, with PC or mobile3 We built Remote Assist to connect technicians with remote experts to solve problems faster. At its core, Remote Assist enables hands-free audio and video calling between a HoloLens user and a remote expert on a PC or mobile version of Microsoft Teams. On HoloLens and PC, callers can use Mixed Reality annotations to mark up their shared field of view with ink and arrows and OneDrive file sharing and display to drop documents and images into each other’s view. In addition, in-call text chat and automatic volume adjustment makes it easier to communicate in loud environments and is a helpful feature for those with accessibility needs. Built with enterprise-level identity and security measures such as Azure Active Directory authentication and single sign-on, Remote Assist allows employees and remote experts to communicate with peace of mind. Mixed Reality streaming and Mixed Reality capture are additional features that allow HoloLens users to share their view of another app and capture photos during Remote Assist calls, capture photos during calls. Meanwhile, remote experts can also project their desktop screen to a HoloLens user’s view with screen sharing. Finally, Remote Assist is integrated with Dynamics 365 for Field Service, so HoloLens users can view work orders, call designated experts, and view information linked to works orders in Remote Assist. Note that to view Dynamics 365 work orders, you’ll need a separate license for Dynamics 365 for Field Service, and to view links to Power BI dashboards, you’ll need a separate Power BI license. While Remote Assist works on HoloLens with PC or mobile, Mixed Reality annotations and file sharing are not currently available on mobile. 1 Requires HoloLens, a valid Dynamics 365 Remote Assist license, and a valid Office 365 license with Microsoft Teams 2 Requires a separate license for Dynamics 365 for Field Service. To view links to Power BI dashboards, a separate Power BI license is required 3 Mixed Reality annotations and file sharing not available on mobile

Microsoft Dynamics 365 Remote Assist Deployment Guidance
Collaborate remotely with heads-up, hands-free video calling, image sharing, and Mixed Reality annotations. Firstline workers can share what they see with any expert on Microsoft Teams, while staying hands on to solve problems and complete tasks together, faster. Backed by enterprise-level security, Microsoft Dynamics 365 Remote Assist enables communication with peace of mind. Technical requirements Device requirements Licensing & product requirements Network requirements Device OS requirements Details HoloLens Build or above See Manage updates to HoloLens for instructions on using Windows Update for Business, MDM, and Windows Server Update Service (WSUS) to deploy updates to HoloLens. Windows 10 PC (optional) Any Windows 10 build A Windows 10 PC can collaborate with the HoloLens using Microsoft Teams. Product required Details Learn more Dynamics 365 Remote Assist Remote Assist software Buy and deploy Remote Assist Azure Active Directory (Azure AD) Required for: Purchasing subscription and assigning licenses. You’ll need an AAD account for each licensed user. Distributing apps through Microsoft Store for Business. Users when signing in to the app. Get started with Azure AD Microsoft Teams Microsoft Teams facilitates communication in Remote Assist. Microsoft Teams must be installed on any device that will make calls to the HoloLens. Note that a free download of Microsoft Teams is available for experts communicating with Remote Assist users. Overview of Microsoft Teams Microsoft Office 365 Because Microsoft Teams is part of Office 365, the Remote Assist user will need an Office 365 license. O365 licensing for Microsoft Teams The recommended bandwidth for optimal performance of Remote Assist is 1.5 MB/s. Though audio/video calls might be possible in environments with reduced bandwidth, you might experience HoloLens feature degradation, limiting the user experience. To test your company’s network bandwidth, follow these steps: Have a Teams user video call another Teams user. Add another separate video call between a 3rd and 4th user, and another for a 5th and 6th user. Continue adding video callers to stress test your network bandwidth until confident that multiple users can successfully connect on video calls at the same time. See Preparing your organization's network for Microsoft Teams to learn more. Technical requirements for Microsoft Dynamics 365 Remote Assist Note HoloLens build is the minimum that supports Dynamics 365 Remote Assist. We recommend updating the HoloLens to newer versions when they are available. © Microsoft Corporation Dynamics 365

Microsoft Dynamics 365 Remote Assist Deployment Guidance
Collaborate remotely with heads-up, hands-free video calling, image sharing, and Mixed Reality annotations. Firstline workers can share what they see with any expert on Microsoft Teams, while staying hands on to solve problems and complete tasks together, faster. Backed by enterprise-level security, Microsoft Dynamics 365 Remote Assist enables communication with peace of mind. Get and deploy Microsoft Dynamics 365 Remote Assist Microsoft Dynamics 365 Remote Assist is available from the Microsoft Store for Business: Get the Microsoft Dynamics 365 Remote Assist app from the Microsoft Store for Business. Click Get the app. Microsoft Dynamics 365 Remote Assist is added to the Products and Services tab for your private store. Users can open the Products and Services tab to install the app to their device, or you can deploy the app throughout your organization using MDM. See Install apps on HoloLens for further instructions on deploying apps. Information on how to purchase Dynamics 365 Mixed Reality Business Apps can be found at aka.ms/deploymixedreality. Dynamics 365 Remote Assist is available on a free 30-day trial basis. You can sign up for a trial from the Office Admin Center or the Partner Center Portal. Use Microsoft Dynamics 365 Remote Assist For guidance on using the features of the Microsoft Dynamics 365 Remote Assist app, please see Set up and use Microsoft Dynamics 365 Remote Assist. Guidance for deploying Microsoft Dynamics 365 Remote Assist Questions and support Mixed Reality Business Applications Q+A You can ask questions and engage with our team in the Dynamics 365 Remote Assist Community. © Microsoft Corporation Dynamics 365

Voice Commands for Microsoft Dynamics 365 Remote Assist
Say “Remote Assist” followed by any of the voice commands in the list below Note that some are contextual, so they only work when certain UI is up If you just say “Remote Assist” it will light up voice commands in the UI You can also look at any button and say “Select” without the trigger phrase Voice Commands Description Audio Answer an incoming call with audio only. Ignore Decline a ringing incoming call. Hang up End a ringing outgoing call. Video Answer an incoming call with video. Arrow Place an arrow. Stop listening Exit listening mode. Close Close the Media Library (OneDrive). Next Button in media library that pages the view to the next results. Previous Button in media library that pages the view to the prior results. OneDrive Navigate to the root OneDrive folder. Up The up button. Back Return to the previous page. Call Call a contact Go to next page Settings Settings page Return to previous page Sign out Signing out Voice Commands Description Back Backs out of the video on the tips page. Arrow Selects the Arrow tool, letting the user create holographic arrows pointing to parts of her environment. Camera Selects the Capture tool, letting the user take a picture of her environment. Ink Selects the Draw tool, letting the user draw on the walls and surfaces of her environment. Hang up Allows the user to end the call. Erase All Removes all visual elements from the environment placed by users. OneDrive Allows the user to import a picture into the environment. Move Selects the Move tool, letting the user move objects. Mute Allows the user to mute the audio of a Remote Assist call. Blue Button that allows the user to pick color in a Remote Assist call. Choose colors Gray Voice Commands Description Green Button that allows the user to pick color in a Remote Assist call. Red Yellow Pin Pin action. Scale Selects the Scale tool, letting the user scale objects. Start sharing Allows the user to start sharing in a b2b call. Start Video Allows the user to turn on the video for a Remote Assist call. Stop sharing Allows the user to stop sharing in a b2b call. Stop Video Allows the user to turn off the video for a Remote Assist call. Undo Allows the user to undo the previous action. Unmute Allows the user to unmute the audio of a Remote Assist call. Unpin Unpin action. Voice Commands for Microsoft Dynamics 365 Remote Assist © Microsoft Corporation Dynamics 365

Introducing Dynamics 365 Layout
Design spaces in context with Mixed Reality. Dynamics 365 Layout enables organizations to bring physical designs from concept to completion with confidence. Import 3D models to experience room layouts as holograms in the physical world or in virtual reality. Share your vision with stakeholders and easily edit layouts in real-world scale, so you can make better decisions before you build.

Microsoft Dynamics 365 Layout
Experience room layouts in real-world scale Edit physical designs easily Move from concept to completion with confidence Now that you’ve seen it in action, let’s talk about how Layout can benefit your business. Layout can help you plan spaces with speed and confidence by enabling your employees to experience and edit room layouts easily in real-world scale. Core value prop: 1. Experience room layouts in real-world scale. Visualize layouts with holograms in the physical world or in virtual reality. Easily import floorplans from Microsoft Visio and 3D models from other apps to experience designs at scale and in context. 2. Edit physical designs easily. Walk through proposed layouts in the physical space or in virtual reality to make changes in real time. Simply move, resize, or rotate 3D models to edit your layout on the spot. 3. Move from concept to completion with confidence. Review designs with stakeholders using Mixed Reality video calling. Share your vision in context to make better decisions, so you can move from concept to completion faster, with fewer costs.

Dynamics 365 Layout has many use cases across industries
MANUFACTURING RETAIL GOVERNMENT HEALTHCARE EDUCATION FINANCIAL SERVICES Layout is the transforming the way employees visualize and create physical space across industries. Let’s consider how Layout helps organizations design spaces in context, whether in a manufacturing, retail, government, healthcare, education, or financial services setting. For example, in… (Tailor the below content towards the relevant industries for your customer.) Manufacturing Using Layout, manufacturing customers can more easily plan their factory floors. Whenever changes to products and equipment are made, line designers need to reassess the arrangement of production lines on the factory floor. Using digital 3D models in their physical space or in virtual reality, designers can visualize and easily edit line layouts without having to physically change the actual layout on the factory floor. By reducing the amount of trial and error in the planning process, Layout minimizes production downtime, saving manufacturing companies significant time and money. Retail / Hospitality Retail customers can use Layout to optimize their stores, showrooms, or warehouse space. With a HoloLens or Windows Mixed Reality headset, they can visualize and place custom 3D models of shelves, furniture, or other objects in the dimensions of the actual space. By experiencing their physical designs in 3D and rearranging models in real time, retail space planners can update store and warehouse layouts without the need to revisit 2D drawings or undertake physical buildouts. Government Government organizations can plan the interior of a fire station, military base, or office space with Layout. Since these buildings span many kinds of rooms with different functions, being able to see and adjust the physical layout of the space via 3D models helps space planners make more informed decisions in order to maximize the utility, efficiency, and security of the space. Healthcare Using Layout, hospitals can transform the way they plan operating rooms and other complex spaces. As the safety and efficiency of a room setup are critically important for doctors operating in a high-pressure environment, hospitals need to be able to test the flow of equipment and other fixtures in the room in order to determine the optimal layout. By virtualizing the design process with 3D models, Layout enables healthcare organizations to design their spaces with minimal time and resources. Education Schools and universities can use Layout to plan renovations for classrooms, lecture halls, and athletic facilities, or as a tool to teach arts, architecture, and design curriculum. School administrators can experience blueprints in physical context and at the real-life scale of their school campus, so they can approve construction with confidence. Meanwhile, for arts, architecture, and design departments, Layout can enrich the learning process for students and teachers alike, making it more engaging, immersive, and intuitive. Financial Services With Layout, financial institutions can plan office buildings and brick-and-mortar stores. Banks can design their retail branch spaces to optimize the in-person experience for customers. By using 3D models of teller counters, ATMs, and other fixtures, space planners can determine the most effective layout from the perspective of a customer coming through the door and share proposed layouts with supervisors and other stakeholders, all without needing to physically build out the space.

Layout Product Features
Works on HoloLens or Windows Mixed Reality headsets Spatial mapping of floors, walls, and ceilings1 Comes pre-loaded with 3D models Drag, drop, resize, rotate, and copy models as 3D holograms: Select and edit individual models or multiple models at once Enterprise-level identity and security: AAD authentication and single sign-on Automatic volume adjustment: Automatically adjusts based on the noise level of your environment Import custom 3D models2: Supports the following file formats: FBX, OBJ, STP, SKP, JT, and GLTF to GLB Import custom floorplans3 Compatible with video calling applications for easy sharing4 We built Layout to help customers design spaces in context with confidence. You can use Layout on either Microsoft HoloLens or a Windows Mixed Reality headset attached to an Ultra PC. With Layout on HoloLens, you can spatially map floors, walls, and ceilings to set up the dimensions of your space. Layout comes pre-loaded with 3D models but you can also import custom 3D models (FBX, OBJ, STP, SKP, JT, and GLTF to GLB file formats) from your PC. To import custom models, users must download the Microsoft Dynamics 365 Import Tool (Preview) from the Microsoft Store. Drag, drop, resize, rotate, and copy models as 3D holograms in your physical space or in virtual reality, selecting and editing individual models or multiple models at once. In addition to importing customer models, you can import custom floorplans as well with the Dynamics 365 Import Tool (Preview). You’ll need a Microsoft Visio license and the Visio Add-in for Microsoft Dynamics 365 Layout, installed in Visio, in order to use this feature. Built with enterprise-level identity and security measures such as Azure Active Directory authentication and single sign-on, Layout allows you to plan spaces while keeping confidential floorplans and IP safe. Finally, you can easily share your Layout experience with others through a video calling app on HoloLens or PC (if you’re using the app on a Windows Mixed Reality headset). You can use Microsoft Dynamics 365 Remote Assist on HoloLens, or Microsoft Teams on a Windows Mixed Reality Ultra PC, to do this. 1 Requires Microsoft HoloLens; not available on Windows Mixed Reality headsets 2 To import custom models, users must download Dynamics 365 Import Tool (Preview) from the Microsoft Store 3 Requires Dynamics 365 Import Tool (Preview), a separate Visio license, and the Visio Add-in for Microsoft Dynamics 365 Layout 4 Requires a separate video calling app such as Microsoft Dynamics 365 Remote Assist on HoloLens or Microsoft Teams on a Windows Mixed Reality Ultra PC

Microsoft Dynamics 365 Layout Deployment Guidance
Bring designs from concept to completion with confidence and speed. Import 3D models to easily create room layouts in real-world scale. Experience designs as high-quality holograms in physical space or virtual reality and edit with stakeholders in real time. With Microsoft Dynamics 365 Layout, see ideas in context, saving valuable time and money. Device options and technical requirements Device options Microsoft Dynamics 365 Layout works with a HoloLens, or with a Windows Mixed Reality headset with motion controllers. Technical requirements Have the following technical requirements in place to start using Microsoft Dynamics 365 Layout. Requirement Details Learn more Dynamics 365 Layout Layout software Buy and deploy Layout Azure Active Directory (Azure AD) Required to sign in to Layout and for app distribution through the Microsoft Store for Business. Get started with Azure AD Network connectivity Internet access is required to download the app, and utilize all of its features. There are no bandwidth requirements. Apps for sharing Video calling or screen sharing requires a separate app, such as Microsoft Dynamics 365 Remote Assist on HoloLens, or Skype or Skype for Business on Windows Mixed Reality headsets. A Windows 10 PC that meets the Windows Mixed Reality Ultra specifications is also required for video calling or screen sharing when using Dynamics 365 Layout with a Windows Mixed Reality headset. Dynamics 365 Remote Assist Windows Mixed Reality PC hardware guidelines Import Tool for Microsoft Dynamics Layout The Import Tool for Microsoft Dynamics 365 Layout is a companion app for Dynamics 365 Layout that makes model optimization and management easy. The Import Tool runs on Windows 10 PCs, and is required to transfer existing 3D models from your PC to Microsoft Dynamics 365 Layout, so they can be viewed and edited from the HoloLens or Windows Mixed Reality headset. The Import Tool is also required to transfer Visio space dimensions to the HoloLens or Windows Mixed Reality headset. Import Tool for Microsoft Dynamics 365 Layout HoloLens requirements OS requirements Details Build or above See Update HoloLens for instructions on upgrading to this build. Windows Mixed Reality headset requirements Technical requirements for Microsoft Dynamics 365 Layout Requirements Details Windows 10 PC with build or later The Windows 10 PC hardware must be able to support the headset. See Mixed Reality PC hardware guidelines for specific hardware requirements. We recommend following the Windows Mixed Reality Ultra hardware guidelines. Motion controllers Motion controllers are hardware accessories that allow users to take action in Mixed Reality. See Motion controllers to learn more. © Microsoft Corporation Dynamics 365

Microsoft Dynamics 365 Layout Deployment Guidance
Bring designs from concept to completion with confidence and speed. Import 3D models to easily create room layouts in real-world scale. Experience designs as high-quality holograms in physical space or virtual reality and edit with stakeholders in real time. With Microsoft Dynamics 365 Layout, see ideas in context, saving valuable time and money. Get and deploy Microsoft Dynamics Layout Microsoft Dynamics 365 Layout is available from the Microsoft Store for Business: Get the Microsoft Dynamics 365 Layout app from the Microsoft Store for Business. Click Get the app. Microsoft Dynamics 365 Layout is added to the Products and Services tab for your private store. Users can open the Products and Services tab to install the app to their device, or you can deploy the app throughout your organization using MDM. See Install apps on HoloLens for further instructions on deploying apps. Information on how to purchase Dynamics 365 Mixed Reality Business Apps can be found at aka.ms/deploymixedreality. Dynamics 365 Layout is available on a free 30-day trial basis. You can sign up for a trial from the Office Admin Center or the Partner Center Portal. Get and deploy the Import Tool for Microsoft Dynamics Layout The Microsoft Dynamics 365 Import Tool (preview) is a companion app for Dynamics 365 Layout that makes model optimization and management easy. The Import Tool runs on Windows 10 PCs, and is required to transfer existing 3D models from your PC to Microsoft Dynamics 365 Layout, for viewing and editing on Microsoft HoloLens or a Windows Mixed Reality headset. The companion app is available in both the Microsoft Store for Business, and the Microsoft Store, for free for a limited time: Get the Microsoft Dynamics 365 Layout Import Tool from the Microsoft Store for Business. See Distribute apps to your employees from Microsoft Store for Business for instructions on using the Microsoft Store for Business, and/or MDM, to deploy Windows 10 apps throughout your organization. Alternately, Get the Microsoft Dynamics 365 Layout Import Tool from the Microsoft Store to install the app on their Windows 10 PC. Guidance for deploying Microsoft Dynamics 365 Layout Use Microsoft Dynamics 365 Layout For guidance on using the features of the Microsoft Dynamics 365 Layout app, please see Set up and use Microsoft Dynamics 365 Layout. Questions and support Mixed Reality Business Applications Q+A You can ask questions and engage with our team in the Dynamics 365 Layout Community. © Microsoft Corporation Dynamics 365

Key Resources

Next Steps 1 2 3 Review sales guide, contact your current customer base Acquire new customers using Mixed Reality Business Applications Conduct Mixed Reality Envisioning Workshops Next steps: Review this sales guide, select a focus industry and identify potential customers to pursue Acquire new customers using Mixed Reality Business Applications to accelerate pipeline, build customer momentum, and improve skills Conduct Mixed Reality Envisioning Workshops to grow accounts and deliver increased customer value © Microsoft Corporation Dynamics 365

Technical requirements and purchasing
To learn more about the technical requirements, visit: Dynamics 365 Remote Assist – aka.ms/RemoteAssistRequirements Dynamics 365 Layout – aka.ms/LayoutRequirements To learn more about how to buy and deploy either Dynamics 365 Remote Assist or Dynamics 365 Layout, visit: aka.ms/DeployMixedReality Learn more about Dynamics 365 Remote Assist or Dynamics 365 Layout technical requirements and purchasing © Microsoft Corporation

Resources General Support Commercial Developer Hardware Software
Dynamics 365 Licensing Deck Dynamics 365 Licensing FAQ Dynamics Team Members FAQ Dynamics 365 Remote Assist – aka.ms/Dynamics365RemoteAssist Dynamics 365 Layout – aka.ms/Dynamics365Layout Mixed Reality business applications – aka.ms/MixedRealityBusinessApplications Mixed Reality – microsoft.com/mixedreality Mixed Reality Training- Dynamics 365 – dynamics.microsoft.com YouTube channel Support How to buy and deploy – aka.ms/DeployMixedReality Technical requirements – Remote Assist – aka.ms/RemoteAssistRequirements Technical requirements – Layout– aka.ms/LayoutRequirements Microsoft documentation – docs.microsoft.com Microsoft Support – support.microsoft.com/en-us Commercial Hololens Commercial Overview Mixed Reality Academy Mixed Reality Partner Program Developer Hardware Microsoft HoloLens – HoloLens.com Windows Mixed Reality headsets – Windows 10 PC – aka.ms/Windows10PC Software Microsoft Office – aka.ms/MicrosoftOffice365 Microsoft Teams – products.office.com/en-us/microsoft-teams/group-chat-software Procurement Purchase a subscription Office Admin Center – portal.office.com Enterprise agreements (Volume Licensing Portal) - microsoft.com/licensing/servicecenter Cloud Service Provider (Partner Center Portal) - partner.microsoft.com/en-us/cloud-solution-provider/csp-partner Download the application Microsoft Store for Business – businessstore.microsoft.com/en-us/store Microsoft Store – microsoft.com/en-us/store/ Deployment Microsoft Azure Active Directory – aka.ms/MicrosoftAAD Microsoft Intune – aka.ms/IntuneMicrosoft Microsoft FastTrack – aka.ms/MicrosoftFastTrack Recommended Reading 2018 Harvard Business Review report, “A New Dimension of Work” – aka.ms/HBRMixedRealityReport 2017 Forrester Consulting report, “Mixed Reality Unlocks New Ways for Organizations to Collaborate, Innovate, and Learn” – to receive this document please contact “Envisioning: Thinking Spatially During the Design Process” on the Mixed Reality Partner Program Teams site Finally, we’ve included a few helpful resources which should help get you started with Dynamics 365 Remote Assist and Layout. If you have any questions or comments, please don’t hesitate to reach out with any questions. Thank you for your interest in Microsoft’s Mixed Reality business applications, and we look forward to working with you.

HoloLens Fueled by the Intelligent Edge – devices, sensors and sensor fabrics, mobile devices and especially devices with human interfaces. Three attributes define this evolution – Multiple devices, AI and Serverless Computation. We moving from a world of single devices to a world of multiple devices . This is true of personal computing and the devices we connect with in our work and lives each day. It’s also true on a factory floor or in a hospital because of the proliferation of sensors and IoT devices. Developers require platforms that connect all of these devices. With artificial intelligence and Serverless Computation we will have context and real-time input for these devices.

Microsoft HoloLens in the enterprise: requirements
When you develop for HoloLens, there are system requirements and tools that you need. In an enterprise environment, there are also a few requirements to use and manage HoloLens which are listed below. General use Microsoft account or Azure Active Directory (Azure AD) account Wi-Fi network to set up HoloLens Note: After you set up HoloLens, you can use it offline with some limitations. Supported wireless network EAP methods PEAP-MS-CHAPv2 PEAP-TLS TLS TTLS-CHAP TTLS-CHAPv2 TTLS-MS-CHAPv2 TTLS-PAP TTLS-TLS Device management Users have Azure AD accounts with Intune license assigned Wi-Fi network Intune or a 3rd party mobile device management (MDM) provider that uses Microsoft MDM APIs Upgrade to Windows Holographic for Business HoloLens Enterprise license XML file © Microsoft Corporation Dynamics 365

Microsoft HoloLens in the enterprise: FAQ
Is Windows Hello for Business supported on HoloLens? Windows Hello for Business (using a PIN to sign in) is supported for HoloLens. To allow Windows Hello for Business PIN sign-in on HoloLens: The HoloLens device must be managed by MDM. You must enable Windows Hello for Business for the device. (See instructions for Microsoft Intune.) On HoloLens, the user can then set up a PIN from Settings > Sign-in Options > Add PIN. Note: Users who sign in with a Microsoft account can also set up a PIN in Settings > Sign-in Options > Add PIN. This PIN is associated with Windows Hello, rather than Windows Hello for Business. Does the type of account change the sign-in behavior? Yes, the behavior for the type of account impacts the sign-in behavior. If you apply policies for sign-in, the policy is always respected. If no policy for sign-in is applied, these are the default behaviors for each account type. Microsoft account: signs in automatically Local account: always asks for password, not configurable in Settings Azure AD: asks for password by default; configurable by Settings to no longer ask for password. Note: Inactivity timers are currently not supported, which means that the AllowIdleReturnWithoutPassword policy is respected only when the device goes into StandBy. How do I remove a HoloLens device from the Intune dashboard? You cannot unenroll HoloLens from Intune remotely. If the administrator unenrolls the device using MDM, the device will age out of the Intune dashboard. © Microsoft Corporation Dynamics 365

“left side: brightness“
Device terminology When you’re talking about the parts of the device, here are some terms you can reference: IMPORTANT: Make sure that the Brightness Button is set to maximum Set the Volume a little below maximum to allow the spectator to still hear the command of the host “left side: brightness“ © Microsoft Corporation Dynamics 365

Fitting the device STEP 1a STEP 1b STEP 1c STEP 1d
As you’re helping the participant fit the device, hold the arms of the device rather than the visor. For step-by-step instructions and helpful illustrations on the process of fitting HoloLens, click here. STEP 1a EXPLAIN “this is the HoloLens – fully self containted, untethered holographic Computer STEP 1b EXPLAIN “you wear it like a bicycle helmet…“ STEP 1c EXPLAIN “you control it with gestures – stay within the sensor reach“ STEP 1d EXPLAIN “now i am going to teach you how to controll the device“ © Microsoft Corporation Dynamics 365

STEP 1d EXPLAIN “now I am going to teach you how to control the device“ “you will see a white dot first – that´s your cursor. Move the curser by moving your head“ © Microsoft Corporation Dynamics 365

STEP 1d EXPLAIN “now I am going to teach you how to control the device“ “the first gesture is the air-tap (click). This is how to interact / touch a Hologram“ © Microsoft Corporation Dynamics 365

STEP 1d EXPLAIN “now I am going to teach you how to control the device“ “the second gesture is called tap´n hold – I call it “drag and drop“. You will grab a Hologram and move it around“ © Microsoft Corporation Dynamics 365

STEP 1d EXPLAIN “now I am going to teach you how to control the device“ “and the last gesture is called ”bloom“ – I call it “the Italian“. Think of it like a Start Button on you Smartphone: you leave an App or you open the Start Menue“ © Microsoft Corporation Dynamics 365

STEP 2 Help the person to wear the device comfortable“ STEP 2a Place the hololens on your head and adjust the wheel at the back for tight fit. STEP 2b Make sure the HL is not resting on the nose. STEP 2c Level up and down for optimal field of view. If the spectator wears eye glasses the HoloLens Visor needs to be raised slightly (vs. non glasses spectators) Using the provided Overhead strap provides a comfortable way of wearing the Devices and speeds up the process of fitting the device © Microsoft Corporation Dynamics 365

Cleaning Only clean the visor (outside) and the inner projection glasses using the microfiber cloth provided with the HoloLens egg. Clean the rest of the device, including the headband and device arms, with a disinfection cloth (you can use off the shelf disinfection cloth from a drug store, e.g. Sagrotran) to clean the headband between uses. Dry any excess moisture before the next participant uses the device. © Microsoft Corporation Dynamics 365

HoloLens emulator The HoloLens emulator allows you to test holographic apps on your PC without a physical HoloLens and comes with the HoloLens development toolset. The emulator uses a Hyper-V virtual machine. The human and environmental inputs that would usually be read by the sensors on the HoloLens are instead simulated using your keyboard, mouse, or Xbox controller. Apps don't need to be modified to run on the emulator and don't know that they aren't running on a real HoloLens. Get the HoloLens emulator! If you're looking to develop Mixed Reality apps or games for Desktop PCs, check out the Mixed Reality simulator, which lets you simulate desktop headsets instead. Deploying apps to the HoloLens emulator Load your app solution in Visual Studio 2015. Note: When using Unity, build your project from Unity and then load the built solution into Visual Studio as usual. Ensure the Platform is set to x86. Select the HoloLens Emulator as the target device for debugging. Go to Debug > Start Debugging or press F5 to launch the emulator and deploy your app for debugging. The emulator may take a minute or more to boot when you first start it. We recommend that you keep the emulator open during your debugging session so you can quickly deploy apps to the running emulator. © Microsoft Corporation Dynamics 365

Mixed Reality simulator
The Mixed Reality simulator allows you to test Mixed Reality apps on your PC without a Windows Mixed Reality immersive headset. It is available beginning with the Windows 10 Creators Update. The simulator is similar to the HoloLens emulator, though the simulator does not use a virtual machine. Apps running in the simulator run in your Windows 10 desktop user session, just like they would if you were using an immersive headset. The human and environmental input that would usually be read by the sensors on an immersive headset are instead simulated using your keyboard, mouse, or Xbox controller. Apps don't need to be modified to run in the simulator, and don't know that they aren't running on an immersive headset. Enabling the Mixed Reality simulator Install the latest Windows Insider Preview Build - 64-bit version is required. See here for more details. Enable Developer mode from Settings  Update and Security  For developers Launch the Mixed Reality Portal from the desktop If this is your first time launching the portal, you'll need to go through the setup experience a. Click Get started b. Click I agree to accept the agreement c. Click Set up for simulation (for developers) to proceed through setup without a physical device d. Click Set up to confirm your choice Click the For developers button on the left side of the Mixed Reality Portal Turn the Simulation toggle switch to On a. This requires admin permissions and you must accept the User Account Control dialog that appears Deploying apps to the Mixed Reality simulator Since the simulator runs on your local PC without a Virtual Machine, you can simply deploy your Universal Windows apps to the Local Machine when debugging. © Microsoft Corporation Dynamics 365

Building Custom Mixed Reality Apps

Start creating apps for Mixed Reality
Tutorials & Guidelines GitHub MixedRealityToolkit GitHub MRDesignLabs You can find us on: GitHub with ‘MRDesginLabs’ Microsoft Teams ‘MRDesignLabs’ group You can us ‘MRDesignLabs’ at Microsoft.com © Microsoft Corporation Dynamics 365

What do I need to create an app for Mixed Reality?
Content layout, scenes, app logic Scripting editor & building UWP package © Microsoft Corporation Dynamics 365

What do I need to create an app for Mixed Reality?
HOLOLENS EMULATOR HoloLens emulator to test out simple scenes without the device. © Microsoft Corporation Dynamics 365

Resources for building apps for Mixed Reality
UNITY TUTORIALS Unity has awesome tutorials – I never used Unity before and these tutorials including ‘Roll-a-ball’ was really helpful to understand the basics of Unity. © Microsoft Corporation Dynamics 365

Resources for building apps for Mixed Reality
Mixed Reality ACADEMY DEVELOPMENT DOCUMENTS DESIGN GUIDELINE These are publicly available resources: Mixed Reality Academy, which is a collection of the tutorial projects for the basic HoloLens interactions in Unity. And Development and Design guideline documents. © Microsoft Corporation Dynamics 365

Mixed Reality DESIGN LABS
Open Source Projects Mixed Reality TOOLKIT Mixed Reality DESIGN LABS GALAXY EXPLORER MixedRealityToolkit provides foundational components for basic HoloLens interactions such as gaze, gesture, voice input and spatial audio and spatial mapping. You can easily import these into Unity and start developing apps. Mixed Reality Design Labs provide useful UI building blocks and experimental sample apps. And there is a full app experience example Galaxy Explorer. © Microsoft Corporation Dynamics 365

How can I put something in HoloLens?
2D/3D Asset creation App logic & content layout UWP package build Install & Run And this is the typical workflow with these tools. You create 2D or 3D assets with Photoshop, Maya or Cinema 4D Then import into Unity project and layout and create the logic for the app Then use Visual studio to package your app as an UWP app Then deploy to the device © Microsoft Corporation Dynamics 365

Help people experience beautiful type in HoloLens
Design goals Help people experience beautiful type in HoloLens Allow people experiment and play with types in Mixed Reality space Reference toolkit for type in space with spatial variables – distance, size, color © Microsoft Corporation Dynamics 365

Test and Experience your design in device as early as possible
Tips Test and Experience your design in device as early as possible Leverage physical space around you There is no screen ‘boundary’ © Microsoft Corporation Dynamics 365

Store Submission Process
Process is same as UWP app submission Windows Dev Center Registration (Dashboard) Store Asset creation (Icon, Splash, Screen shots) UWP App package build (with ‘Master’ config) Submit Store © Microsoft Corporation Dynamics 365

Mixed Reality DESIGN LABS DESIGN GUIDELINE HOLOSKETCH
So our team has been working hard to make an impact on this currently painful developer experience. And these are three different areas we would like to share today: Mixed Reality Design Labs which is open-source based common controls and sample apps. And HUG, HMD UX Guideline for our new Mixed Reality canvas, And HoloSketch which is a spatial layout and UX sketching tool for the designers. Open-Source Controls and Sample Apps UX Guideline for HMD Spatial Layout & UX Sketching Tool © Microsoft Corporation Dynamics 365

MRDesign Labs Building Blocks & Sample Apps
GitHub MRDesignLabs

Sample apps https://github.com/Microsoft/MRDesignLabs_Unity
These are GitHub pages, you can find with the name MRDesignLabs. © Microsoft Corporation Dynamics 365

Sample apps http://aka.ms/MR
You can find technical details and descriptions about the scripts and prefabs on Unity © Microsoft Corporation Dynamics 365

Sample apps Japanese Keyboard for Unity by Yoon Park Sample apps available from GitHub © Microsoft Corporation Dynamics 365

HoloSketch Spatial Layout & UX Sketching Tool
HoloSketch is a spatial layout & UX sketching tool. If you design something for Mixed Reality, you’ll experience the fact that It is really hard to get the sense of size and position in physical space. Even though you carefully design something in Unity, Maya or Cinema 4D, when you put it in the device, you realize it is totally different. So, It is very important to test and experience your design in the device as early as possible. © Microsoft Corporation Dynamics 365

However, putting something in HoloLens is notan easy process since it involves many tools such as Unity, Visual Studio and Device Portal. With HoloSketch, we wanted to simplify this process using OneDrive. Just by putting your 2D JPG/PNG images or 3D unity package into OneDrive, you can easily import and layout those assets in physical space. © Microsoft Corporation Dynamics 365

Mixed Reality Partner Playbook

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