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Matt ChanDirector, Industry Value Engineering SAP Asia Pacific Japan
25 February 2016
Digital Transformation for Manufacturing Industries
By 2017, manufacturers will actively channel 25% of their IT budgets through industry clouds that enable seamless and flexible collaboration models.
By 2018, 75% of manufacturers will be coordinating enterprise-wide planning activities under the umbrella of rapid integrated business planning.
By 2016, 70% of global discrete manufacturers will offer connected products, driving increased software content and the need for systems engineering and a product innovation platform.
25% 75% 70%
Trends that Drive Discrete Manufacturing (by IDC)
By 2018, 40% of the top 100 discrete manufacturers and 20% of the top 100 process manufacturers will provide Product-as-a-Service platforms.
40%
vestments that enable digitally executed manufacturing will increase 50% by the end of 2017, as manufacturers seek to be more agile in the marketplace.
50%
The Digital EconomyDisruption and Business Opportunities are Everywhere
Uber is not just another taxi company – It is transforming into an “urban logistics” company with 200,000 drivers, roughly double the size of the UPS delivery workforce
• Who will stay in the business In the next 10 years 40% of the S&P 500 will no longer exist, if they do not keep up with technology trends
• Leaders are emerging from nowhere90% of CEOs believe the digital economy will impact their industry, but less than 15% are executing on a digital strategy*
• Industry boundaries are blurringEvery company is expanding beyond traditional industry boundaries and also becoming a technology company
Siemens is not just an industrial powerhouse – It is a software company connecting its industrial assets in the cloud and enabling customers to generate new revenue streams by selling services, not products
THREE GEARS OF CUSTOMER ENGAGEMENT
Closing-the-Loop with Customer Engagement & Commerce Gears
1. BUYING: From products to solutions
2. OWNING: Predictive Maintenance, Usage-Billing
3. ENGAGEMENT: Moving beyond sales force automation
BUYING EXPERIENCE
OWNING EXPERIENCE
ENGAGEMENT EXPERIENCE
BUYING SOLUTIONS From Selling products to Solutions
SellProducts
Product lifecycle management / Engineering collaboration Make to stock / Make to order manufacturing networks Direct & indirect sales
Augmentwith Parts &Services
Service operations Service parts management Product usage, maintenance and safety training
Risk resilient financing Operations monitoring Performance based billing
ProvidePerformance
ManageContracts &TCO
Value based solution selling Predictive maintenance Service level agreements
DIGITALLY-ENABLED CONSTRUCTION & MINING EQUIPMENTFor the Mining Industry
Mining Company:• Investment Cost
(Capex →Opex)
• COGS(Training, Maintenance…)
• Productivity
• Land Rental
• Margin
Re-Imaging Business Model for Construction and Mining Equipment Manufacturer From Selling Product to Solutions:
Selling Equipment Up-time, Equipment Operating Services, and Sharing the profit
Mining Company/ Contractor
Dealer / Contractor
Manufacturer/ Dealer/3rd Party
Operators Parts Services
Owned By Mining Company
AS-IS
Managed By Manufacturer
Managed By Manufacturer
Managed By Manufacturer
Operators Parts Services
Owned By Manufacturer
TO-BE Key Benefits
ENRICH OWNING EXPERIENCE
Connected Devices (IoT) are changing the paradigm of delivering after-sales service
• PUSH Service Notifications• How is your asset health?• How is your asset usage?
• Predictive/ Preventive Maintenance • Break-Down Assistance• Usage-based Billing • Service Order Routing• Spares Fulfilment
IT / OTConnectivity
Condition Monitoring
Remote ServiceFault PatternRecognition
Machine HealthPrediction
Create Service Order Schedule Order Execute Order
on mobile device Visual Support
Kaeser Compressors is one of the largest providers of compressed air systems and compressed air consulting services.
Situation: changed the business model from selling compressors to selling compressed air through the Sigma Air Utility service.
Company
NEW ENGAGEMENT PARADIGM
• Sell Anywhere, anytime• Get Insight into your business
• Accelerate productivity
• Know your customers
• Track and score interactions • Progress leads from anonymous contacts to buying
customers • Discover right audience by segmenting data• Nurture Communities• Crowd-source
THANK YOU
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