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Striking Gold in Manufacturing and Resources
John BradleyIndustry Market Development ManagerManufacturing & Resources Industriesjbradley@microsoft.com
Today’s Conversation
• Microsoft’s Strategy in M&R– Forces Shaping the Industry and
Microsoft’s Response
• Partners in Action– Examples of Innovative Solutions– Cloud Computing …… why lead?
• Call to Action and Resources– Guidance on Next Steps
Industry and Partner Presence
WW Manufacturing and Resources
Win share in Tier 1 application space
Partner Led Solution Area Selling
Develop Microsoft Ecosystem that delivers business value to customers
Build scale through partners in Tier 1 applications
Strategy
Our Mission
Industries and Solution Areas
Sales & Services
Governance, Risk, Compliance
Business Insight
Sales & Service
Operations
Business Insight
Governance, Risk, Compliance
Sales & Service
Innovation/PLM
Digital Marketing
Business Insight
Operations
Sales & Service
Innovation/PLM
Business Insight
OperationsOperations
Governance, Risk, Compliance
Oil & Gas (Mining)
Power & UtilitiesDiscrete Process
M&R in AustraliaDiversity - No geographic concentrated regions (with exception of Perth for Resources)
Value to Economy $104.7B, Exports $88.4BManufacturing represents 9.4% of Australian GDP (down from 20% 25 years ago)
GDP % figures (last 20 years)Fin Services up 3.8 to 10.8
M&R - Mining up 2.7 to 7.7, Construction sector's up 1.1 to 7.4
''professional, scientific and technical services'‘ up 1.8 to 6.1
agriculture down 0.7 to 2.6 , manufacturing down 4.6 to 9.4 BUT both are producing more output
M&R accounts for 471 (47%) of the BRW Top 1000 companies in Australia
Convergence of IT and Operations– your opportunity
Control Systems, DCS and
Automated Equipment
Enterprise Asset
Management (EAM/SAM)
Shipping/Receiving
Materials Handling
Production Control / MES
SCADA and HMI
Quality Management
Laboratory Information
Management
Document Management
Regulatory Affairs EH&S
Business
Intelligence
and
Enterprise
Performance
Management
Plant
Operations
Customer Relationship
Management (CRM)
Product Lifecycle
Management (PLM)
Supply Chain
Management (SCM)
Enterprise Resource
Planning (ERP)
Plant Floor
Visibility
Enterprise
Mfg Visibility
Partners in Action:Example of Success Stories
OSIsoft Background
Founded in 1980Headquartered in San Leandro, CA; Offices around the globeRoughly 700 employees worldwideOver 20% of revenue invested in R&D14,000 Installed Sites, over 110 countries40% of Fortune 1000 process and manufacturing65% of Global 500 process and manufacturingProcess Manufacturing:
Utilities, O&G, Pharma, Mining, P&P, Facilities Management
Microsoft Global ISV, Alliance Partner (15 years)2009 / 2010 Partner of the Year Awards
Business Insight – physical assets
Why Build on Microsoft?Because of the Growing Role of MS Infrastructure in M&R
Functional Optimization
1980’s
Large Centralized Applications
MicrosoftWindows
ITEfficiency
1990’s
Smaller Centralized & Some Distributed
Applications
TechnologyStandardization
Data Historian
ProcessOptimization
Distributed Applications
Windows XP Office 95/2000
Real time DataIntegration
2000’s
IntegratedValue Chains
2007+
Modular“Best of Breed”
Real Time DataInfrastructure
Integrated Microsoft
Stack
Evolution of the Infrastructure
Areas of Focus
Partnering with Microsoft and OSIsoft
• Short Term– Consortia of SI & ISV delivering Business Insight
in M&R– Take advantage of existing opportunities– Sales and marketing Support (Microsoft Partner
Network)• Networking: Communities, Materials, Info,
Events
• Long Term– Don’t reinvent the wheel
• Use Microsoft’s existing plumbing – confidence, familiarity, install base
Partners in Action:Example of moving to the Cloud
Gcommerce Inc.
Industry Solutions in the Cloud SolutionPartner Name Customer Reference
GCommerce is a leading provider of Software-as-a-Service (SaaS) solutions designed to streamline distribution supply chain operations, and has implemented an award winning EDI solution in the Automotive Aftermarket
www.gcommerceinc.com
VIC is a transformative cloud based solution designed to streamline the non-stock/special order process between wholesalers and manufacturers.Coupled with real-time EDI, VIC delivers greater process efficiency, increased revenue AND decreased cost of operations for both Buyers AND Sellers.
“We see a huge cost and economic advantage of utilizing a seamless platform to match demand without incurring huge
capital outlays.”
Pete Weber Managing Partner at ISN
GCommerce
The 80/20/80 Rule
Special orders represent more than 80 percent of the transactions in our industry
Reducing this number for our customers is there core competency!
80% of the Orders …Drive 20% of revenue …Create 80% of Cost of Operations
Cost
Profit
Standard Model
Domain Expertise
Core
Virtual Inventory Lookups
CoreReal-Time Inventory
Lookups
Core
Any-To-Any Translation
Core
Disparate Communication
Protocols
CoreBusiness Process
Core
EDI
Core
Data Standards
Core
Hardware Purchasing
Support
Maintenance
Support
Patching
Support
High-Availability
Support
Backups
Support
Disaster Recovery
Support
Warranty Management
Support
Licensing
SupportHardware
Configuration
Support
Redundancy & Failover
Support
Scale
Support
Geo-Location
Support
Non-Value-Add Cost CentersValue-Add Core-Competencies
Azure Model
Cloud – Managed•Hardware•Software•High-Availability•Redundancy and Failover•Backups•Disaster Recovery•Geo-Location•Scale
Domain Expertise
Core
Virtual Inventory Lookups
CoreReal-Time Inventory
Lookups
Core
Any-To-Any Translation
Core
Disparate Communication
Protocols
CoreBusiness Process
Core
EDI
Core
Data Standards
Core
Hardware Purchasing
Support
Maintenance
Support
Patching
Support
High-Availability
Support
Backups
Support
Disaster Recovery
Support
Warranty Management
Support
Licensing
SupportHardware
Configuration
Support
Redundancy & Failover
Support
Scale
Support
Geo-Location
Support
Non-Value-Add Cost CentersValue-Add Core-Competencies
Speed to marketLower TCOGlobal ScaleMinimal Learning
CurveFocus on Core
Next Steps
Focus on delivering business value1.Understand the cloud opportunity2.
Work with local/Sub Partner Account Manager (PAM) resources and Industry Market Development Managers (IMDM) to promote your solution and engage locally
Work with local Development and Platform Evangelism (DPE) group to join early technology adopter programs3
4http://www.microsoft.com/industry/manufacturing Microsoft’s M&R information
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