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SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Sales Training
Wednesday, April 19, 2023
quantum
Exaquantum SIP Sales Training Page 2SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Agenda
9.00 Introductions9.10 Product Overview10.00 Exaquantum PIMS10.15 Coffee break 10.30 Exaquantum Demonstration12.00 Lunch13.00 Software Supply & Distribution13.30 Product Support14.00 Sales and Marketing Strategy14.30 Coffee Break14.45 Sales Issues15.15 Sales Binder Review
16.00 Meeting wrap-up
Exaquantum SIP Sales Training Page 3SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Introductions
Howard Williamson – GMSC Manager of Marketing
Services
Bill Bambeck – GMSC Sales Consultant
Exaquantum SIP Sales Training Page 4SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumProduct Overview
Exaquantum SIP Sales Training Page 5SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Introduction to Exaquantum
Completely new original designPerforms functions of:– Plant Information Management System (PIMS)– Manufacturing Execution System (MES)
Essential and integral part of ETS strategyBusiness focused, not process focused
Exaquantum SIP Sales Training Page 6SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Subsystem
SafetyManagement
Control Execution
Sensor, Actuator, Analyzer etc.
Control domain
Production Planning
Field Communication
Advanced ControlDevice
Management
MES (Manufacturing Execution System)PIMS (Plant Information Management System)
Operation EfficiencyImprovement
MaintenanceManagement
AssetManagement
ERP (Enterprise Resource Planning)
Plant Model
Industry Applications
Modelling Optimisation
Simulation SchedulingControl System Interfaces
Real Time Database Historical Database
Hu
man M
ach
ine
Inte
rface
Applic
ati
on
Inte
rface
sPlant Model
Industry Applications
VisaVisa
Positioning of Exaquantum
Exaquantum SIP Sales Training Page 7SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
To be the next generation business intelligent PIM product
To take advantage of new and emerging technologies
To reduce typical PIMS engineering configuration by 60%
To provide a fully integrated single Yokogawa solution for the DCS and PIMS
To provide data model and application reusability
To provide a reliable, resilient business critical software solution (distributed, high availability)
The Original Exaquantum Design Philosophy
Exaquantum SIP Sales Training Page 8SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Microsoft Windows - Desktop– Components, ActiveX, VB, Intranet
Microsoft Windows - Process Data Server– OPC (Client and Server)– DCOM for distribution– MS SQL Server
Scripting and calculation engine– VB Script for Exaquantum/PIMS – Cypress Script for Exaquantum/Explorer– FrontPage for Exaquantum/Web
Exaquantum Uses Open Standards
Exaquantum SIP Sales Training Page 9SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
For 100,000 Exaquantum Tags:Dual 2.8 GHz Pentium CPUs4 Gbytes RAMHard disk needs to be properly sizedWindows 2000 or 2003 Server
Exaquantum Server Computer
-------------------------------------------------------------------------V-net or Vnet/IP
YokogawaExaopc Station
Plant Wide Ethernet
Pentium 2.4 GHz, 512 Mb RAMWindows 2000, 2003 or XP
Exaquantum User Computers
Typical Hardware/Software Architecture
Exaquantum SIP Sales Training Page 10SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Model Code Component Name Description
Exaquantum:NTPP001 Exaquantum PIMS Data server packageNTPP002 Exaquantum/Explorer User interface packageNTPP003 Exaquantum/Web Web ServerNTPP004 Exaquantum/Web User interface packageNTPP005 Exaquantum GUI Tool Convert DCS GraphicsNTPP006 Exaquantum/Explorer User interface package (2:1)NTPP007 Exaquantum OPC Server OPC DA 2.05 & HDA 1.1NTPP008 Exaquantum multi-server multi-server licences
Exaquantum/SER:YMX-SER Exaquantum/SER Sequence of Events RecorderYMX-SER-C Cassettes Exaquantum/SER Cassettes
Exaquantum/Batch:NTPB010 Exaquantum/Batch Lite Analysis & Reporting (Starter)NTPB001 Exaquantum/Batch Batch without 21 CFR Part 11NTPB002 Exaquantum/Batch BatchWeb interface package NTPB003 Exaquantum/Batch CBDC
Exaquantum Family Line-Up
Exaquantum SIP Sales Training Page 11SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Model Code Component Name Description
Series Name: Visa VISA-OAM Visa OAM Electronic log bookVISA-MOD Visa MOD Plant ModelVISA-MBA Visa MBA Mass Balance & Production
Accounting VISA-PMA Visa PMA Performance Monitoring VISA-EMA Visa EMA Environmental MonitoringVisa-ELB Visa e-Logbook Operator Log Book
Currently under development:VISA-OM Visa OM Offsite Management System
Visa - Product Line-Up
Exaquantum SIP Sales Training Page 12SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Description Functionality Market Release
Exaquantum R2.10 Ad-hoc Excel aggregations Excel October 2004Windows 2003 operating system Recovery after LAN failure
Exaquantum/Batch Batch reporting Upgrade September 2004R1.02 Excel add-in
Additional models, objects and applications depends on market demand
Future Exaquantum Releases
Exaquantum SIP Sales Training Page 13SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Planning
Process
APC
+Process ControlDomain
Process InformationDomain
Process & Energy
Monitoring
Environmental
Laboratory
Traditional ERP Domain
Sales/Marketing
Management
Engineering & Maintenance
Process Process DataData
Exaquantum PIMS
Exaquantum SIP Sales Training Page 14SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Open OPC DCS interface with auto-equalisation for Yokogawa DCSs
High performance real-time database engine
Powerful business intelligent Data Historian (SQL
Server)
User configurable calculations & aggregations
Production calendar sensitive displays and analysis
Built in measurement type awareness rules
OLE DB and ODBC Interface
OPC Server (DA 2.05a & HDA 1.1)
Exaquantum PIMS – Features (1 of 2)
Exaquantum SIP Sales Training Page 15SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Multiple Exaquantum server support
Historical Data Catch-up (OPC HDA)
User Role Namespace views
Microsoft Excel add-in
Exaquantum/PIMS – Features (2 of 2)
Exaquantum SIP Sales Training Page 16SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Exaquantum/Explorer
Exaquantum SIP Sales Training Page 17SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Supports Microsoft Windows 2000, 2003 and XP
Component based ActiveX user interface
Powerful reporting and analysis tools allowing: Real-time and/or Historical data access Graphics DCS Alarms & Events displays The ability to chose trend time frames from minute-by-minute to yearly averages Snapshot or long-term history for trending analysis Information, key performance indicators (KPIs) and plant profitability Comparisons of current conditions with historical data Historical graphic and trend replay
Flexible user interface builder tools providing for: Sophisticated trends - real time and/or historical Dynamic graphics Plant schematics (graphics) Lists, spreadsheets, charts and tables Reports, including any or all of the above Exaquantum Data Selector allowing ‘drag & drop’ functionality
Exaquantum/Explorer Features
Exaquantum SIP Sales Training Page 18SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Exaquantum/Web
Exaquantum SIP Sales Training Page 19SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Designed for use with Microsoft Internet Explorer 6.0
Tropicana Framework
Powerful reporting and analysis tools allowing: Real-time or Historical data access Graphics DCS Alarms & Events Display Trends Snapshot or long-term history for trending analysis Information, key performance indicators (KPIs) and plant profitability Comparisons of current conditions with historical data Historical graphic and trend replay
Flexible user interface builder tools providing for: Dynamic graphics Plant schematics (graphics) Exaquantum Data Selector allowing ‘drag & drop’ functionality
Exaquantum/Web Features
Exaquantum SIP Sales Training Page 20SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Exaquantum Excel Add-in
Exaquantum SIP Sales Training Page 21SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Designed for Microsoft Excel 2000, 2003 and XP
Powerful reporting and analysis tools allowing: Real-time and/or Historical data access The ability to chose a time frame from minute-by-minute to yearly averages Snapshot or long-term history for trending analysis Information, key performance indicators (KPIs) and plant profitability Comparisons of current conditions with historical data Historical replay
Flexible Excel user interface builder tools, such as: Exaquantum Data Selector allowing ‘drag & drop’ functionality ODBC Wizard for extracting process and Alarms & Events information Configuration Wizard for obtaining tag configuration data plus other information
Exaquantum Excel Add-in Features
Exaquantum SIP Sales Training Page 22SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Planning
Process
APC
+Process ControlDomain
Process InformationDomain
Process & Energy
Monitoring
Environmental
Laboratory
Traditional ERP Domain
Sales/Marketing
Management
Engineering & Maintenance
MEASUREMEASURE
Prepare PlanPrepare Plan
IMPLEMENTIMPLEMENTNEW TARGETSNEW TARGETS
Correct PlanCorrect Plan
Exaquantum Applications
Exaquantum SIP Sales Training Page 23SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Improved efficiencyDirect control
Reduced decision timeDirect business information
Reduced costBetter use of resources
Reduced downtimeImproved maintenance planning
Improved qualityReduced quality give-away or rework
Increased productivityBetter plant utilisation, increased throughput
End-User Business Benefits
Exaquantum SIP Sales Training Page 24SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Seamless information flow
Within and between plant and business
systems
Automated, instantaneous reporting
Up to the minute information
Integrated Information
Information combined to add value
Key performance indicators
Calculated business parameters
Auto-equalisation
Automatic database building and maintenance
Simple operation
Standard Windows techniques
End-User Operational Benefits
Exaquantum SIP Sales Training Page 25SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
A revolutionary product concept A strong IIS/PIMS/MES solution A layered Information System that has its user’s needs as its primary focusA system whose purpose is to improve customer’s bottom lineAn intuitive way to interact with the business
Summary
Exaquantum SIP Sales Training Page 26SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumExaquantum/PIMS
Product Description
Exaquantum SIP Sales Training Page 27SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Exaquantum/PIMS
CalculationsCalculations
•Scripting •Debugging
•OPC notification•Historisation•Aggregation•Data types
•Multiple data forms •Auto aggregation•Business/production oriented
ReportsReports
•EXCEL reports using the Exaquantum Excel add-in•Others via Exaquantum ODBC or OLE DB interface
•User-defined structures & Folders
•Drag and Drop object properties
RTDBRTDB
Exaquantum/Explorer
&
Exaquantum/Web
Exaquantum/Explorer
&
Exaquantum/Web
•Live values •Timestamp Propagation•Quality Propagation
•Browse•Equalisation
• Data structure aware• Shows process hierarchy
Measurement Templates
Measurement Templates
Data Source (OPC)Data Source (OPC)
HistorisationHistorisation
Production Calendar
Production Calendar
Inherent Visualisation
Inherent Visualisation
Information Selector
Information Selector
Exaquantum SIP Sales Training Page 28SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Bulk item and Function Block creation at project start
Keeping the Exaquantum ‘image’ of the PCS in synchronisation
Periodic equalisation for new PCS tagsUser selects ‘how much’ of PCS Function Block structure to maintain within ExaquantumEach data item is configured according to its measurement-type (with equalisation rules)Equalisation into Exaquantum/Explorer and Exaquantum/Web
Yokogawa DCS Equalisation
Exaquantum SIP Sales Training Page 29SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Exaquantum Historian
Raw data is stored (good for APC and modelling)
Aggregations (business-oriented, production calendar related
Irregular data (LIMS, manual input, product specifications, etc.)
Alarms & Events
Multiple retention classes
Automated archival (write and fetch)
Transactional consistency
Backup and recovery
Exaquantum SIP Sales Training Page 30SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Suite of easy to use high level toolsSystem tools (partial list)– System management, including installation, back-
up & shutdown– Performance monitor, event log– Production calendar set-up– OPC management
Database tools (partial list)– Configuration, equalisation & object editors– Calculation builder– Equalisation tool (with wizard)– Tag Editor
Exaquantum Configuration & Management
Exaquantum SIP Sales Training Page 31SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Design mode– Build graphics using drag & drop – Define graphic object properties– Configure reports– Configure trends– Configure navigation
Run mode– Dynamic graphics– Reports– Sophisticated trends (real time and/or historic)– Lists, spreadsheets, charts and tables
Exaquantum/Explorer User Interface
Exaquantum SIP Sales Training Page 32SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Design mode– Build graphics using drag & drop – Configure reports (with Microsoft FrontPage or
similar)– Configure trends (with Microsoft FrontPage or
similar)– Configure navigation (with Microsoft FrontPage or
similar)
Run mode– Dynamic graphics– Reports– Sophisticated trends (real time and/or historic)– Lists, spreadsheets, charts and tables
Exaquantum/Web User Interface
Exaquantum SIP Sales Training Page 33SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Design mode– Build Excel reports using drag & drop – Build Excel reports using the Exaquantum ODBC
Wizard– Configure reports start/stop time– Stop/start Exaquantum data update into Excel
Exaquantum Excel Add-in Interface
Exaquantum SIP Sales Training Page 34SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumDemonstration
Exaquantum SIP Sales Training Page 35SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumSoftware Supply and
Distribution
Exaquantum SIP Sales Training Page 36SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
YMX(England)
YHQ(Japan) Source
YHQ-Sales YEADistribution
Aff.Aff.Aff.Aff.Aff.Aff.Aff.Aff.Aff.Aff.Aff.Aff. Sales
End-Users
Aff.Aff.Aff.Aff.Aff.Aff.
Aff. := Affiliate
Exaquantum Software Supply Chain
YAU
Exaquantum SIP Sales Training Page 37SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Exaquantum Software Licensing
All Exaquantum software is shipped with a standard Software License Certificate (SLC) for end-user licensingAll RHQ’s intending to distribute Exaquantum must enter into a Global Support Agreement (GSA) with YMXAll affiliates selling Exaquantum must enter into Affiliate Sub-Licence Agreement (ASA) with their RHQ (YHQ, YEA and YAU are currently the only RHQ’s)
Exaquantum SIP Sales Training Page 38SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Exaquantum - Dev/Dem Software
Development/Demonstration (Dev/Dem) software is available to RHQ’s and Affiliates free of charge, however an annual support charge will be payable on delivery and subsequent anniversary datesThe annual support charge provides for:– Dev/Dem software upgrades– Provision of maintenance releases as available– Telephone help-desk support (Mon-Fri, 09:00-17:00)– Modem support (Mon-Fri, 09:00-17:00)– Access to secure Internet On-Line Web Site for:
• Browse and download support and product information• Interactive user forum to access and share engineering notes• Download of enhancements• On-line product and services ordering
Exaquantum SIP Sales Training Page 39SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Industry experts within Yokogawa for paid consultancy projects such as:– Master Plans - PIMS, IIS– Feed studies - PIMS, IIS– Optimisation studies - APC, Expert Systems– User requirements specifications– Functional specifications
Sourced from YMX, YHQ, YEA, AAD
This is a source of valuable, low risk revenue available with Exaquantum sales opportunities
Industry Consultation
Exaquantum SIP Sales Training Page 40SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumProduct Support
Exaquantum SIP Sales Training Page 41SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Support Requirements to Consider
Pre-Sales SupportPost-Sales Support - Product and SystemsUpgrade and MaintenanceTraining Support
Exaquantum SIP Sales Training Page 42SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Support Approach
Three types of support centre to consider:Product Centre providing:– Continued Development - Upgrades and
Enhancements– Maintenance Support - Interim release control
Customer Service Centre providing:– Pre-sales help desk and product management– Post sales product telephone support– Post sales product modem support– Training services
Local System Support Centre providing:– First line service for all post-sale support enquiries
Exaquantum SIP Sales Training Page 43SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Support Channels
YMX(England)
YHQ(Japan)
Product CentreCustomer Service
Centre
End-Users
YHQ-Sales
RHQ’sYAU
YEA
Customer ServiceCentre
Aff.Aff.Aff.Aff.Aff.Aff.Aff.Aff.Aff.Aff.Aff.Aff.
Local System SupportCentre
YCA
Exaquantum SIP Sales Training Page 44SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Protected AreaOnline SupportFAQKnowledge BaseEngineer’s NotesRevisions
YMX Product Online Support
Exaquantum SIP Sales Training Page 45SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Chargeable at the YMX day rate, plus expenses
YMX can provide pre-sales and post-sales consultancy services:
YMX Application Consultancy
Over 30 years of information management experienceExtensive industrial expertiseWide range of industriesMost geographical & cultural regionsComprehensive interfacing experienceIn depth product knowledge
Exaquantum SIP Sales Training Page 46SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
� Call Logging� Database
Maintenance� Customer Liaison� Reports
Administrator� Product & Marketing
Information� Hardware specification� Network Integration� Configuration Advice� Order handling
Pre-Sales Helpdesk
� Technical Support� Enhancements� Configuration
Advice� Update Availability
Post Sales Helpdesk
� Customer Site Training� YMX Centre Training
Trainer
Customer Service Centre Functions
Exaquantum SIP Sales Training Page 47SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Affiliate & Customer Site Training
Basic Product Configuration
Update Courses
Can Be Resold
Basic Exaquantum Training
Exaquantum SIP Sales Training Page 48SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Affiliate Sales Staff
RHQ Support Desk
YMX Support Desk
PIMSIIS
DCS ESD Instruments
Exaquantum
First Line System SupportBy Affiliate
First Line Exaquantum SupportBy RHQ (if it applies)
Second Line Exaquantum SupportBy YMX
Enquiry
Exaquantum Hardware Application Other
Pre-Sales Support Help Desk
Exaquantum SIP Sales Training Page 49SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Affiliates should offer additional system support & services over and above the mandatory software support for:– Application configuration, i.e. reports, macros,
mimics– Application support - % of configuration per annum– Modem support - additional % per annum– Training
This provides a supplementary value-add revenue stream for all Exaquantum sales
System Support Revenue
Exaquantum SIP Sales Training Page 50SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumSales Material and Marketing Strategy
Exaquantum SIP Sales Training Page 51SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Bulletin– High level generic sales Brochure
GS– Product specific technical sales document, covering one
release only
TI– Product specific technical document, covering one release
only
Price Sheet– List prices for all products
Sales Literature
Exaquantum SIP Sales Training Page 52SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
PowerPoint presentations available include:
– Exaquantum Presentation High Level– Exaquantum Road Map– Exaquantum Success Stories– Exaquantum Technical Overview– Who is Yokogawa Marex
Exaquantum Presentations
Exaquantum SIP Sales Training Page 53SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Price list
Disk sizing tool
Competitor analysis
Frequently asked questions
Sales Tools
Exaquantum SIP Sales Training Page 54SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumMarket Communication
Exaquantum SIP Sales Training Page 55SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Market Communications
Internet Update:
– Continuously update Web pages
– Expansion to provide pre-sales tools & support
Newsletters issued to Yokogawa and Customers
Exaquantum press releases, press articles
Seminars for end users and specific industries
User group meetings
Exhibitions
Project profiles containing Project description for affiliates
Exaquantum SIP Sales Training Page 56SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumSales Training
Exaquantum SIP Sales Training Page 57SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Strategy seminars to deliver product information and product training to all AffiliatesApproach by region as required (YEA, YAU, YCA,YEF, YHQ, etc.)Audience consisting of System sales staff and System sales support staffDuration is no more than 1 day
Exaquantum Sales Training
Exaquantum SIP Sales Training Page 58SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
One pack for each salesman, containing:– Sales literature– Quotation material– Sales support information– PowerPoint presentations– and more...
Sales Information Pack
Exaquantum SIP Sales Training Page 59SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumProduct Packaging
Exaquantum SIP Sales Training Page 60SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Commercial style shrink wrapped package box containing two CD’s with Exaquantum software
Product Packaging
Exaquantum SIP Sales Training Page 61SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumPricing
Exaquantum SIP Sales Training Page 62SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Pricing Approach Strategy
Simple structure in the “Global Product’ style”
Exaquantum Server sizing based on “Exaquantum Tags” (i.e. DCS parameters, not DCS Function Blocks)
User interface licence based on a per-seat model or 2:1 concurrency
List price is sell price (SP) to the customer
Transfer price is a percentage of list price
Annual support and upgrade is mandatory from date of SAT acceptance or live operation and is 15% of License List Price
Exaquantum SIP Sales Training Page 63SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Exaquantum Tag Definition
An Exaquantum Tag is any measured, manual or calculation, for example:
– Example Measured Value: PV, SP, DI, DO, etc.
– Example Calculated Value: CV1 = (PV1+PV2)*2.5
An Exaquantum Tag includes all associated attributes including aggregate values, for example:
– One Exaquantum tag for a single process value includes:
• DCS Attributes: Engineering Units, Quality, Description, etc.
• Aggregates: Hourly, daily, monthly, shift averages with minimum, maximum, mean, standard deviation, summation and spot value
Exaquantum SIP Sales Training Page 64SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Client Per-Seat User License Definition
Each Exaquantum/Explorer or Exaquantum/Web user licence will permit installation on one PC, which can be used by different people
This follows the Microsoft licensing model
Exaquantum/Explorer and Exaquantum/Web licence includes one Microsoft SQL Server CAL (Client Access License)
For a large number of Exaquantum users, it may be more cost effective to purchase a SQL Server processor licence instead of bundled CAL licenses
Exaquantum SIP Sales Training Page 65SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Client Concurrent User Definition
Each Exaquantum/Explorer concurrent user licence will permit installation on 2 PCs however only may be active at the same time
This follows the Microsoft licensing model
The Exaquantum/Explorer concurrent licence includes two Microsoft SQL Server CALs (Client Access Licenses)
For a large number of Exaquantum users, it may be more cost effective to purchase a SQL Server processor licence instead of bundled CAL licenses
Exaquantum SIP Sales Training Page 66SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price – Exaquantum
Exaquantum SIP Sales Training Page 67SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price - Exaquantum/Explorer – Per Seat
Exaquantum SIP Sales Training Page 68SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price - Exaquantum/Web
Exaquantum SIP Sales Training Page 69SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price - Exaquantum GUI Conversion Tool
Exaquantum SIP Sales Training Page 70SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price - Exaquantum/Explorer – 2:1 Concurrent
Exaquantum SIP Sales Training Page 71SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price – Exaquantum OPC Server
Exaquantum SIP Sales Training Page 72SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price – Exaquantum Multi-Server
Exaquantum SIP Sales Training Page 73SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price - Exaquantum Media
Exaquantum SIP Sales Training Page 74SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price - Exaquantum Tag Upgrade
Exaquantum SIP Sales Training Page 75SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price – Exaquantum Engineering Services
Exaquantum SIP Sales Training Page 76SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
List Price – Exaquantum Training Courses
Exaquantum SIP Sales Training Page 77SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Pricing Example Small Exaquantum/PIMS
Small system
5,000 tags
4 users
1 CENTUM CS 1000 DCS
Exaquantum SIP Sales Training Page 78SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantum
HWS HISExaopcStation
Exaquantum Users
Exaquantum Server
Ethernet
Vnet
Small Exaquantum System Architecture
Exaquantum SIP Sales Training Page 79SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
System Components
1x Exaquantum/PIMS server package including 5,000 tags and 4 per-seat user licences
1x Exaquantum/PIMS support
1x Exaopc or Hisopc Server for CENTUM CS 1000
1x Exaquantum Server PC with LAN connection
4x Exaquantum User PCs with LAN connection
1x Engineering services; installation and configuration as required
Exaquantum SIP Sales Training Page 80SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Order code No Item Price
NTPP001-S11/0005 1 Server package $33,000
- 1 Server support $ 4,950
? 1 Exaopc server forCS1000
Local supply
- 1 Server PC Local supply
- 4 User PCs Local Supply
1 Engineering Services:InstallationConfiguration
Local Supply
Pricing Example: Exaquantum/PIMS
Exaquantum SIP Sales Training Page 81SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Pricing Example Large Exaquantum/PIMS
Medium system
20,000 tags
20 per-seat users
CENTUM CS 1000 and CS 3000
Exaquantum SIP Sales Training Page 82SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Large Exaquantum System Architecture
Exaopc
Exaopc
Exaquantum Clients
Exaquantum Server
EWS HIS
CS 1000FCS FCS
EWS HIS
quantum
Vnet
Ethernet
CS 3000
Exaquantum SIP Sales Training Page 83SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Large Exaquantum System Components1x Exaquantum/PIMS server package including 20,000 tags and 10 per-seat user licences
10x Exaquantum/Explorer licences
1x Exaquantum/PIMS support
1x Exaopc Server For CENTUM CS 3000
1x Exaopc Server For CENTUM CS 1000
1x Exaquantum Server PC with LAN connection
20x User PCs with LAN connection
1x Engineering services
Exaquantum SIP Sales Training Page 84SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Order code No Item Price
NTPP001-S11/0020 1 Server package $78,000
NTPP002-S11/10 1 Additional userlicences
$10,000
- 1 Software Support $13,200
? 1 Exaopc Server forCENTUM CS3000
Local supply
- 1 Server PC Local supply
- 40 User PCs Local Supply
1 Engineering Local Supply
Pricing Example: Exaquantum/PIMS
Exaquantum SIP Sales Training Page 85SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
quantumSales Issues
Exaquantum SIP Sales Training Page 86SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Exaquantum Customers
Existing Yokogawa DCS customers
– Retrofit Exaquantum to existing system
New Yokogawa DCS customers
– Extended scope of supply to include Exaquantum as an integral part of the system
Non-Yokogawa DCS users
– Introduce Exaquantum for users of other DCSs and PLCs
New PIMS customers
– DCS or PLC users adding PIMS
Existing PIMS users– Other PIMS users undertaking plant upgrades or extensions -
introduce Exaquantum and displace existing PIMS
Exaquantum SIP Sales Training Page 87SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Exaquantum Competitors
Other PIMS vendors
– Including AspenTech (IP.21), OSI (PI)
Other full solution vendors
– Including Honeywell, Foxboro, ABB
ERP vendors
– Claiming DCS interfacing, including SAP, Baan
Exaquantum SIP Sales Training Page 88SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005
Sales Problems
No PIMS requirement
– PIMS is not essential for plant operation, but it does significantly enhances operational efficiency
Unclear requirement
– PIMS requirements are often vague
Need relationship selling to define requirement
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Application Examples
Manufacturing Execution (MES)
Production reporting
Traceability
Process accountability
Dispatch execution
Performance monitoring
Materials reporting
Plan monitoring
Batch tracking
Supplier management
Legislation compliance
Data integration
Shift reporting
Down time monitoring
Effluent/emission control
Quality control
Key performance indicators (KPI)
‘Closing’ calculations
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Recognise An Opportunity
Already have LP & Planning/Scheduling at top end and a process historian at the bottom
Diverse “islands of automation” type systems - monolithic IT departments who don’t talk to their process departments
Recent ERP implementers
Greenfield sites
Upgrading DCS (IIS projects difficult to justify on own)
Upgrading Process (especially with de-bottlenecking aims)
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Selling - Some Ideas
Probing questions based on knowledge of industry problems - be careful how the are expressed!
– “Do you, too, find that…?” rather than “where is your most severe problem?”
– Demonstrate thorough knowledge of the industry segment - likely to be totally put off by naïve or naive questioning!
– People don’t like admitting to problems - look for clues in the response (don’t expect straight answers)
Present solutions
– Have to know the type of problems likely
Studies & master plan preparation
– Needs high-level, knowledgeable staff
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R.I.P.R.I.P.R.I.P.R.I.P.
New approach: consultative selling - product selling is New approach: consultative selling - product selling is dead...dead...
Selling - Some Ideas
Conferences and Seminars (AIChE, IFAC, etc.)
– Needs high-level, knowledgeable staff
Technology partnering
Senior-enterprise level influencing
– Corporate, technology, business development centres
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quantumSales Binder Review
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