february 14 – 17 | napa, california global partner …...connect 1m elevators & escalators by...
TRANSCRIPT
1Global Partner Summit 2017: Competing to Win
February 14 – 17 | Napa, California
Global Partner Summit 2017: Competing to Win
GE Digital Update & 2017 Commercial Strategy
Jay BarrowsChief Sales OfficerGE Digital
The Digital Industrial | It’s all about productivity
3
The digital industrial company that can help any company transform…
30BN
Asset Performance Management
No Unplanned Downtime
18BN
Services Transformation
Working Smarter
23BN
Operations & Process
Operational Efficiency
Assets
People
Process
GE Digital Commercial Strategy
4
We are well positioned to win, we must execute with speed & scalability.
By 2020
DRIVE $15B DIGITAL REVENUE
BUILD WORLD’SBEST ECOSYSTEM
1 | 2 |BE #1 ININDUSTRIAL APPS
3 |
+1MDeveloperson Predix +1M
Assets undermanagement
1000’sEcosystem partners
#1APM, Field Services,
Brilliant Mfg, Intelligent Environments
10,000’sCustomers
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
Digital Industrial Blueprint
GE for GE GE for World
Apps
Service Transformation
• BP – 650+ connected wells, $3M in rev/ wk/well.
• Exelon – No unplanned downtime, millions of $ saved/plant, 48 states, $6M-$11M/year
• Port of LA – digitize maritime shipping
Brilliant manufacturing
• Parts supplier savings $25M
• FieldVision - $200 MM reduced unplanned downtime
• GE Store – aviation analytics to energy businesses
Productivity
Predix: Industrial Operating System
• Schindler – 200M data points collected/ day, reducing elevator wait time up to 50%. Move 1B+ people/day, intend to connect 1M elevators & escalators by 2020
• Lixil - 19K bathroom installations per/ mo, reduce scheduling time 66%
• Gerdau – 11 plants, 600 connected assets, $4-5M savings/year
Platform
GE for Customers
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
Predix as the Enabler
Technology Global Distribution
Cloud Edge
Ecosystem
Industrialapp store / economy
Digital Thread
APM
Digital Twin
Cybersecurity
TelcosResellersSIsTechnology Partners
ISVs
Architecture
Apps
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
AUMReferencecustomers# developers # partners
Foundry visitors HeadcountPredix vol. GE apps
2016 Metrics Scorecard
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
22K+ 310K427 59
AUMReferencecustomers# developers # partners
0.2PB ~14K125+ 6.2K
Foundry visitors HeadcountPredix vol. GE apps
2016 Metrics Scorecard
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
Huge success in market
Reference Architecture
Relationships Revenue
Roadmaps
Areas for improvement
What We Know
2017 orders target5.5 billion$
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
2017 Pivot: Digital 2.0 Commercial Model
Multiple teams, acting as one
Comm. OpsDeal Desk, Proposals,
Pricing DOA, Order Mgmt., Comm. Vitality
MarketingDemand gen, Content,
Competitive Intel, Industry Solutions
Sales SupportInside Sales, Pre-Sales Solution Architecture,
Enablement
Customer SuccessSupport and
Implementation, Managed & Education
Services
GE BusinessDigital Sales
Enterprise Value Proposal
Sales
GE Digital Emerging
Verticals Sales
Leadership & Accountability
Enabling Centralized Commercial Functions
Common Commercial Backbone (SFDC, QMI, SIP Mgmt, etc.)
Leveraging commercial scale to maximize market share gain
Regional Digital Commercial Leader
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
2017 GE Digital’s Commercial Imperative
2Dramatically
Improve Sales Productivity
3Own the Digital
Industrial Transformation
Category
1Accelerate Orders,
Revenue, Share Growth
4Delight Customers
5. Build Digital 2.0 Commercial Backbone
Delivering value to our Customers, Employees, and Shareholders
The Leading Digital Industrial: Productivity for GE, Customers & the World
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
Ecosystem Activation
If a partner brings:• Sourced deals, fully qualified• Access to customer c-suite
Ecosystem activation is the accelerant we need!
GE will provide:• Sales and presales support• Customer success across
the lifecycles
Global Partner Summit 2017: Competing to Win