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www.aveva.com Solution Sales to Owner Operators Thomas Brandén Global Head of Owner Operator Sales

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  • www.aveva.com

    Solution Sales to Owner Operators

    Thomas BrandnGlobal Head of Owner Operator Sales

  • Why focus on OO? Current overview Solution based sales

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    Business Plan

  • Why focus on OO

    ?

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    OO business overview

    Current markets

    3

    Oil & Gas Power Chemical Pulp & Paper Mining

    http://www.lundin-petroleum.com/eng/index.phphttp://www.lundin-petroleum.com/eng/index.phphttp://www.detnor.no/en/http://www.detnor.no/en/http://www.google.com/url?sa=i&source=images&cd=&cad=rja&uact=8&docid=UlrsBX8QifdJuM&tbnid=zKPqaEcKEv1yPM:&ved=0CAgQjRw&url=http://www.elrst.com/tag/edf/&ei=LpYFVILKGNPoaOzDgOgI&psig=AFQjCNFG2ut-OlpAORoaJ2HQ1fJtJYANKw&ust=1409738670499640http://www.google.com/url?sa=i&source=images&cd=&cad=rja&uact=8&docid=UlrsBX8QifdJuM&tbnid=zKPqaEcKEv1yPM:&ved=0CAgQjRw&url=http://www.elrst.com/tag/edf/&ei=LpYFVILKGNPoaOzDgOgI&psig=AFQjCNFG2ut-OlpAORoaJ2HQ1fJtJYANKw&ust=1409738670499640http://goodlogo.com/vote/dupont-logo-2775http://goodlogo.com/vote/dupont-logo-2775

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    * Canada & NW USA** SW USA & Latin Am

    OO Sales Organisation

    NW America*(Calgary)

    SW America**(Houston)

    N Europe(Chesterfield) CES Europe

    (Paris)

    MEA & India(Dubai) Asia

    (Kuala Lumpur)

    Global Accounts(Cambridge)

  • Solution Based Sales

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    The Digital Asset

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    AVEVA portfolio

    AVEVA ImPLANT-I AVEVA OpenSteel AVEVA Bocad NC AVEVA NET PlantSpace 3D Gateway

    AVEVA Concrete Quantities AVEVA NET MAGAN Gateway Design Planning AVEVA Material

    AVEVA NET SmartPlant 3D Gateway Hull Material AVEVA WorkMate Analyser - Maintenance Dashboard AVEVA Laser Model Interface

    AVEVA NET Gatekeeper AVEVA PML Publisher AVEVA Electrical AVEVA NET Data Processor Gateway

    AVEVA Everything3D AVEVA NET Vantage Marine 11.6 Outfitting Gateway AVEVA NET AHA Gateway Piping Material Control

    AVEVA P&ID AVEVA Pipe Stress Interface AVEVA Bocad Onshore Pack AVEVA WorkMate EAM

    AVEVA NET Hummingbird EDMS Gateway AVEVA NET Instrumentation Gateway AVEVA VPE Workbench AVEVA Safe Job Analysis

    AVEVA NET AutoPlant 3D Gateway AVEVA NET SAP Gateway AVEVA NET Everything3D Gateway AVEVA Bocad Strucad User Introduction Package

    AVEVA Schematic 3D Integrator AVEVA ImPLANT-STL AVEVA WorkMate Bespoke Configuration AVEVA Distributed Approval

    AVEVA NET Electrical Gateway Data Import AVEVA WorkMate Project Approver Sales Order

    Notification of Change AVEVA NET Document Indexing Gateway AVEVA Temporary Equipment Manager AVEVA ExPLANT-I

    AVEVA NET PDMS Gateway AVEVA Change Manager AVEVA NET Gateway for Microstation AVEVA NET Workhub Extended Edition

    Hull Material Control ERM Connector AVEVA QUERY AVEVA Isometric Automatic Drawing Production

    AVEVA WorkMate Analyser - Procurement Dashboard AVEVA Concrete Building Design AVEVA NET ASSAI Gateway AVEVA NET AutoPlant P&ID Gateway

    Expediting AVEVA Everything3D - Migration Bundle AVEVA NET Maximo Gateway WorkMate EAM User Pack 2 (10 concurrent users)

    AVEVA NET Marine Gateway AVEVA NET Nupas-Cadmatic Gateway AVEVA NET Engineering Gateway AVEVA NET Gateway for AVEVA P&ID

    AVEVA Cable Design Data Extraction AVEVA Mechanical Equipment Interface - Export WorkMate EAM User Pack 3 (20 concurrent users)

    AVEVA Diagrams AVEVA Bocad Tower AVEVA NET INtools Gateway AVEVA E3D Insight

    AVEVA NET eWarehouse Gateway AVEVA Bocad Steel AVEVA NET Data Extractor Gateway Space Management

    AVEVA WorkMate Bespoke Reports iSupplier AVEVA Bocad Offshore Pack AVEVA Equipment Upload

    AVEVA Catalogue Manager AVEVA Catalogue Upload AVEVA Order Manager AVEVA Clash Manager (Standalone)

    AVEVA Logistics Manager AVEVA Engineering (incorporates Schematic Model Manager) AVEVA Model Object Manager (MOM) AVEVA NET VPRM Gateway

    AVEVA Global Hub AVEVA NET WINPCS Gateway AVEVA NET Sharepoint Gateway AVEVA NET Documentum Gateway

    AVEVA Pipe Fluid Flow Interface-PN AVEVA NET Gateway for AutoCAD AVEVA Global Satellite AVEVA NET Dashboard

    AVEVA Work Permit Manager AVEVA Production AVEVA Structural Analysis Interface - SP WorkMate EAM User Pack 5 (100 concurrent users)

    AVEVA TIM Analyser AVEVA Deliverable Manager add on to MOM AVEVA Clash Manager add on to MOM AVEVA Connectivity Manager add on to MOM

    AVEVA NET PDS 3D Gateway AVEVA Mechanical Equipment Interface - Import AVEVA PIpe Stress Interface -R2 Quality Control

    AVEVA Room Manager AVEVA ReviewShare Connection AVEVA Bocad Roof and Wall AVEVA NET IntelliLaser

    WorkMate EAM User Pack 4 (50 concurrent users) AVEVA Review WorkMate EAM User Pack 1 (5 concurrent users) AVEVA NET Workhub - Test, Development, Standby etc.

    AVEVA NET Diagrams Gateway AVEVA NET Tribon M3 Gateway AVEVA NET Livelink Gateway AVEVA ExPLANT-A

    AVEVA NET VPE Workbench Gateway AVEVA NET PDS P&ID Gateway AVEVA NET Gateway for SmartPlant P&ID AVEVA Laser Modeller

    AVEVA NET Primavera Gateway AVEVA NET Babelfish Gateway AVEVA Multi-Discipline Supports AVEVA E3D Insight

    AVEVA Warehouse Manager AVEVA WESP AVEVA Instrumentation Pre-calculation

    AVEVA NET Workhub AVEVA PDMS AVEVA NET Modeller Cost

    AVEVA WorkMate Bespoke Integration AVEVA NET Gateways Controller AVEVA NET Player AVEVA NET J D Edwards Gateway

    AVEVA Planning AVEVA Area Based Automatic Drawing Production AVEVA Integrated Engineering and Design Commercial Package

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    Business Focussed Solutions

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    OO Solutions

    Progressive Handover

    Asset Life Cycle Information ManagementEnterprise Asset Management

    Control Of Work

    Completions & Commissioning

    Asset VisualisationImmersive Training & Simulation

    Asset PerformanceInspection

    Brownfield Data Capture

    Asset Life Cycle Information ManagementAsset Decision SupportIntegrated Engineering & Design

    Integrated Engineering & Design

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    A stairway to a Digital AssetA tiered value proposition

    Standards Management

    Exploit

    Digital Asset

    Operations Processes

    Progressive Handover

    Asset Visualisation

    Asset Life Cycle Information Management

    Decision Support

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    Lets look at one example

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    Asset Lifecycle Information Management

    Packaged set of products

    Unlimited use within one asset

    Limited access to seed product

    Asset-based license model

    Service covered separately

    Marketing support

    Sales Training

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    Complexity / Sales Cycle time

    Benefi

    t / V

    alu

    e

    Products

    Solutions

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    Features & Functions

    Value

    Complexity / Sales Cycle time

    Benefi

    t / V

    alu

    e

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    Trusted Advisor

    Complexity / Sales Cycle time

    Benefi

    t / V

    alu

    e

  • Most reps rely on a customer to coach them through a sale; Star reps coach the customer

    Harvard Business Review

  • Copyright 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

    Summary Owner Operator Sales

    Broader need than EPCs

    Multiplier effect of selling to OOs

    Packaged solutions

    Value-based selling