global software ii introductory seminar tampere, 4 feb, 2002
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Global Software IIIntroductory Seminar Tampere, 4 Feb, 2002
Copyright © 2002 Prosys PMS Ltd
Analyzer Case
Copyright © 2002 Prosys PMS Ltd
Customer's Problem
• How to get most out of expensive industrial• Devices?• Machines?• Processes?
• How to know what is happening?
• How to react?
• Lack of products that make the task easier!
Where is my analyzed real-
time information?
Am I not living the Internet age?
Copyright © 2002 Prosys PMS Ltd
Penetration Estimates• 2 % of industrial devices, machines and
processes are connected to Internet
• 1 % of industrial devices, machines and processes are connected to wireless Internet or cell phone network
• 1 % of industrial devices, machines and processes operate under new business model of selling remote diagnostics, maintenance and optimizing
• These are all rising to 80-100% by 2020
Copyright © 2002 Prosys PMS Ltd
Position
Real Time Control
SCADA
Manufacturing Execution
ERP
Applications
More Analyzed and Calculated Data
Less Real Time Data
5000
500
200
2000
50
PROSYS
Example Number of Data Points
Copyright © 2002 Prosys PMS Ltd
Machine 1“Broken Bearing”
Maintenance“Machine 1 Bearing Broken”
Operator“Machine 1 Stopped”
Interactive Production Organization
Production Manager“Machine 1 Stopped”
Copyright © 2002 Prosys PMS Ltd
Prosys InteractiveFactory Portal
Real Time Control
SCADA
Manufacturing Execution
ERP
Applications
SMSWAP
WWW BROWSER
Copyright © 2002 Prosys PMS Ltd
Customers
Copyright © 2002 Prosys PMS Ltd
Global Software• May 2000 Oulu• June 2000 Helsinki• August 2000 Atlanta, Silicon Valley
• I visited also ISA EXPO at New Orleans
• October 2000 Jyväskylä• December 2000 Tampere• February 2001 Miami, New York, Boston• May 2001 Helsinki
• Personal trips• August 2001 Atlanta, Birmingham• November 2001 Atlanta, Birmingham
Copyright © 2002 Prosys PMS Ltd
Prosys Objectives• Explore U.S. market• Develop company's business and
internationalization plans• Sharpen product specifications• Improve marketing material such as
presentations and brochures• Understand U.S. business and financing
models
Copyright © 2002 Prosys PMS Ltd
Owen at Prosys May 2001
• Trademark & copyright issues; IP strategy
• Brochure• QTI/SMC - How can we sell?• Finance• Options for employees and
advisors• Business Plan• Marketing & Sales Plan• Value proposition for a
customer• Competition; Positioning• Pricing
• Channels: Direct, VAR/SI, OEM, Web
• Contracts• Warranties• Support & maintenance; terms• Product sophistication level• Need of professional services• Selling and delivering
professional services• How to organize marketing &
sales in U.S.?• Representative in U.S. as we
now have in German? Calculation of costs.
Copyright © 2002 Prosys PMS Ltd
We Did Some Work• Carried out market research• Plan and calculation about
• Starting Prosys U.S.A.• Independent networked companies
• Bundled products and modified pricing• HotGraphicTips.com added Prosys Data
Collection Software to their web site• Pilot installation• Modified software• Specified new features• Made more sales calls and met partner
candidates• Cleared up insuring Finnish company and
product for U.S. business
Copyright © 2002 Prosys PMS Ltd
Networkfor Marketing, Sales, Installing, Maintenance and Support
Prosys Deverra
Printing Industry
Master VARReid
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Machine Supplier
OEM
VAR
Assembly Industry
Master VAR
Machine Supplier
OEM
VAR
Particle Board Industry
Copyright © 2002 Prosys PMS Ltd
Personal Advise• You and your company need to learn about
U.S. market, customers and competition• In Global Software you will learn things that
you will not learn in other training programs• At first many things in U.S. business will be
unfamiliar to you… But many things will be surprisingly familiar to you
• You will soon adapt and feel that you can satisfy your customers and partners as you do in Finland (Not always easy!)
• Do not work alone - have advisors and your company’s people working with you
• YOU SHOULD GO - I have heard that Global Software II has some novelties to speed up your success!
Copyright © 2002 Prosys PMS Ltd
Contact
CEO Mikko Pitkänen
Mail [email protected] +358 50 523 8787
Prosys PMS LtdTekniikantie 21, FIN-02150 Espoo, Finland
Phone +358 9 2517 5401Fax +358 9 2517 5402 WWW www.prosys.fi