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November 11 & 12, 2016
KBC
Simon Wright
Web*Technician™ Cloud-Based IIoT Service for Supplier/Customer Collaboration in the Chemical Industries
Copyright © Yokogawa
9
Collaborative Business Models Require Access to Real-Time Data
•Chemical industry supply chain •Technical sales support
Supplier – Customer
•Where performance chemicals are supplied •Where heavy equipment is installed •Where process units are licensed •Where 3rd party specialized knowledge is required
Operator – Advisor
•Specialty chemical manufacturing •Oil & gas production
Joint Venture Partnerships
•Chemical contract manufacturing •Oil & gas production •Renewable energy operations
Owner – Contract Operator
•Renewable energy distribution Wholesaler – Retailer
Copyright © Yokogawa
10
Data Comes in Many Forms...
Paper HHT or Tablet
Files/Reports Dumb Device
Smart Device PLC
SCADA DCS
Historian Data Warehouse
Global
Proprietary
Firewalled
Copyright © Yokogawa
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… and is Communicated by Many Methods
Manual Data Entry Analog Phone Line
Cellular Network Satellite Network
Dedicated Copper/Fiber
Radio
WiFi Internet
SMS (Text) XMPP (Instant Message)
Text
XML
Document
Standard Protocol
Proprietary Protocol
Copyright © Yokogawa
12
So…
How to get data from the companies
that generate it to the companies
that need and value it?
The IIoT Problem Statement
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13
Web*Technician Service Meets Those Requirements
Mobile Users
Real-Time & Business Systems
Real-Time & Business Systems
via Internet
Intelligent Devices via Analog, Cellular or
Satellite Network
Web Users
Alerts & Notifications
Manual Data Entry; File Upload;
Screen Scraping; Etc.
Copyright © Yokogawa
Our Client Water Treatment Chemical Supplier
Our Client´s Customer(s)
E.g. Paper Mill(s)
15
Client Overview – Experts in Water Treatment Technologies
◆State-of-the-art process, water treatment and functional chemistries product portfolio
◆Reputation for delivering innovative technologies
◆One of the largest and most knowledgeable front-line service teams in the world
◆Serving pulp, paper, oil and gas, chemical processing, mining, bio-refining, power and municipal markets
Copyright © Yokogawa
94 Years’ Heritage through Mergers and
Acquisitions of Leading
Manufacturers
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Tough to Differentiate in the Water Treatment Chemicals Market
◆Large market – 2013 estimate - $120 billion
(Transparency Market Research 9/26/2012)
◆Many suppliers competing – 50 companies supply 70% of market – Largest – Dow, GE, Nalco (EcoLab),
OxyChem, Ashland – Customer behavior driving
commoditization / consolidation ◆Our client emphasizes innovation
and service – Patented technology for corrosion and
fouling measurement – Large and technically savvy service
organization
•How to retain existing customers?
•How to win new customers?
•How to defeat competition?
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17
Customers are Pressuring Our Client to Solve Their Problems
◆Customers look to our client (their supplier) for expertise, application and monitoring of chemistry and results – Reduction in on-site engineering staff drives service and monitoring responsibility to
the supplier – Margin erosion through commoditization pressures suppliers to provide effective
service and monitoring with fewer people ◆Need for an automation and monitoring solution to remotely access and
observe how customer uses and benefits from our client’s products – Differentiate with proprietary sensors, monitoring tools, and controllers – Reduce operator time / engineering oversight requirement – Continuous vs “snap shot” monitoring – Improve consistency and efficiency in product performance and usage
• Accelerate increases in YOY revenue • 5% sales efficiency improvement Goals:
Copyright © Yokogawa
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• Measure actual performance of chemical programs
• Implement “performance-based control”
Proprietary Monitoring Sensors &
Devices
• Closed loop applications – performance-based control
• Boiler water control, process chemical applications
Water Treatment / Chemical Feed
Controllers
• Visibility to performance • Data management and interpretation • Statistical process / quality control • Communication
Remote Performance & Device Monitoring
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Client’s Solution – Remote Real-Time Technical Service
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Web*Technician™ Project Formed
Marketing / Equipment
Needs Functional
Assessment
User / Potential
User Input Current
Capability Identify
Opportunities
Priorities for Delivery
Functional Specification Development
CTQs / Desired
Capabilities Global Team
Enable Differentiation Vendor
Selection “Front End”
Development “Back End” Capability
Web *
Technician
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20
Web*Technician Requirements Developed
◆ Scalable platform and support structure – Growth / technology changes – Security – Replicate with SalesForce.com* & SAP*
systems ◆ Fully web based
– No special programming or software required
– Easily updated and upgraded
◆ Improved connectivity – All existing controller types – Tank level monitors – DCS, Building Management Systems – Historian to Historian – Manual data entry (lab, test results, etc.) – Real-time or near real-time
Copyright © Yokogawa
21
Web*Technician Specifications Set
◆ Enhanced data management, historian and analytics capability – Customer specific, configurable
dashboards – Easy access to years of historical data – Configurable calculation tools – Full SPC and advanced trending capability – Customer specific, configurable report
generation
◆ Marketing features – Banner ads – Targeted messaging – Article library – Connected to client’s e-business site
Copyright © Yokogawa
22
KBC Selected to Develop OnGuard OnLine
•Not their core expertise •Conflicting priorities •Lacking long term support model
•Know client’s business •Access to floating resources
•Lowest direct cost
In-House IT / Business
Group
•Concentrated on their inputs / devices
•No client-proprietary solution
•Low configurability
•Know water treatment •Knowledgeable resources •Communications networks in place
SCADA / Equipment
Supplier
•Little water treatment business expertise
•Longer added component development cycle
•Cloud infrastructure in place
•Service / development model established
•Configurable solution
Real-Time DaaS
Provider
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29
Customer Adoption has Been Excellent
◆Accelerating new business utilizing Web*Technician
◆Sales efficiency anecdotally improved – Organizational restructure impacted
metrics
0
1000
2000
3000
2010 2011 2012 2013 2014 2015 2016
Actual Installations
Half-Year
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30
Benefits Achieved (1): Defended Against Competitive Threat
◆Paperboard Manufacturer – Required specification for bacteria in food packaging board – Our client collaborated with customer in treating, sanitizing and monitoring
microbiological activity in the process ◆Monitoring and manual testing online results
– Alerts: conditions that are known causes of contamination – Daily summary report automatically generated for KPI, KOIs – Faster response to potential excursions and in troubleshooting – Customer expressed that they have greater confidence in our client’s ability to control
and keep their product within specification since the online monitoring program was implemented
– Customer likes that they can go online at any time and see the most recent testing results and history
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31
Benefits Achieved (2): Won New Business Against Competitor
◆Multi-site chemical manufacturer – Decisions on Water Treatment supplier for multiple plant sites – Our client became the preferred supplier at one site
◆Monitoring water quality and usage online – Supplier evaluation - showed current and historical performance controlling
corrosion and fouling – Water savings from proprietary chemistry calculated and tracked on-line – Other sites did not have similar visibility to performance – Our client was chosen as preferred supplier for water treatment at all plant locations
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Lessons Learned
1 •Monitor performance vs devices and data
2 •Functional assessment and specifications critical
3 •Differentiation and efficiency create value
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Case Study KBR Global technology, engineering, procurement & construction company
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25,800
EMPLOYEES
80 COUNTRIES
40 OPERATION
S
3 GLOBAL
BUSINESSES
Overview of KBR – #1 Licensor of Ammonia Technology
◆ Technology & Consulting – Refining, ethylene, ammonia,
fertilizers, gasification ◆ Engineering & Construction
– Offshore Oil & Gas; Onshore Oil & Gas; LNG/GTL; Refining; Petrochemicals; Chemicals
◆ Government Services ◆ Core competencies of:
– Development, planning, conceptual design, differentiated technologies, FEED, engineering, project management, procurement, construction, construction management, logistics, commissioning, operations & maintenance
115 Years’ Heritage
Dresser Industries
Halliburton M.W. Kellog
Brown & Root
230+ Ammonia Plants
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Ensure Licensees Get Best Sustainable Value from KBR
◆KBR’s Objectives – Maximize value of KBR technology to licensees – Monitor warranty obligations – Maintain lifelong engagement with licensees
◆Licensees’ Needs – Long-term technical support – Best-value from their ammonia plant investment
◆DaaS Solution – “Ammonia InSite” – Secure data connection to licensee data sources (Yokogawa DCS) – Web portal for real-time site-by-site comparison & analysis – Actual vs ideal based on embedded simulator
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Web*Technician Service Selected for Ammonia InSite Service
◆Raw data collection even from behind licensee firewall
◆Single window to all licensees in common format
◆Embedded modelling software for real-time actual vs ideal analysis
◆Tools, displays, alerts & reports to contextualize data and proactively resolve issues
DCS
Historian
DCS
Historian
DCS
Historian
…
Multiple Licensees
Simulation
Apps
KBR & Licensees
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Web*Technician is Used by Tier 1 Energy & Chemical Companies
◆ Energy – 10 out of top 10 in USA, Canada &
Europe – 14 out of top 15 in USA, Canada &
Europe – 10 out of top 20 Worldwide – 18 out of top 50 Worldwide
◆ Chemicals – 8 out of top 10 in USA, Canada & Europe – 11 out top 15 in USA, Canada & Europe – 10 out of top 20 Worldwide – 20 out of top 50 Worldwide
◆ Solar – 4 of the top 10 corporately installed by
number of installations in USA – 5 of the top 25 corporately installed by
capacity in USA
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41
Web*Technician Can be Deployed in as Little as 5 Weeks
◆Scope & Design [1 week]
◆Security Review and Agreement on Approach [1 - 26 weeks]
◆ Interface Review and Agreement on Approach [1 week]
◆Specify and Procure Equipment (If Any Required) [4 weeks]
◆Define Database Structure [1 week]
◆Deploy [1 week]
◆Configure Portal (If Required) [1 - 4 weeks]
◆Support - ongoing
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Likely project timeline:
Complex project timeline:
42
All Parties Benefit from Web*Technician
Cost Cost
Margin Margin
Data Receiver ◆ Operational Improvement – Optimum “fleet” operation or supply
chain effectiveness ◆ Timeliness – Data is available in real-time ◆ Convenience – Receiver gets the data they want in the format they
want at the resolution they want (not constrained by sender) ◆ Cost Effectiveness – Receiver subscribes for the data stream, and
does not have to invest capital to buy and set-up a system of their own
◆ No Risk – Receiver does not take on liability of network connections with sender
Data Sender ◆ Operational Improvement – Better asset utilization; better quality
product ◆ Security – Sender has a single “pipeline” for data out no matter
how many 3rd parties they wish to share data with ◆ Integrity – No 3rd party ever connects to Sender’s live system;
they connect to our mirror system ◆ Cost Effectiveness – no cost to Sender as it leverages off existing
investments in systems and IT infrastructure ◆ Support – We (not Sender) support Receiver
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