sip sales training copyright © yokogawa electric corporation april 8, 2005 sales training thursday,...

SIP Sales TrainingCopyright © Yokogawa Electric CorporationApril 8, 2005

Sales Training

Wednesday, April 19, 2023

quantum

Exaquantum SIP Sales Training SIP 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


Introductions

Howard Williamson – GMSC Manager of Marketing

Services

Bill Bambeck – GMSC Sales Consultant


quantumProduct Overview


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


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


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


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


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


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


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


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


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


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)


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/Explorer


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/Web


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 Excel Add-in


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


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


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


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


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


quantumExaquantum/PIMS

Product Description


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


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 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


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


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


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


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


quantumDemonstration


quantumSoftware Supply and

Distribution


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 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 - 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


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


quantumProduct Support


Support Requirements to Consider

Pre-Sales SupportPost-Sales Support - Product and SystemsUpgrade and MaintenanceTraining Support


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


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


Protected AreaOnline SupportFAQKnowledge BaseEngineer’s NotesRevisions

YMX Product Online Support


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


� 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


Affiliate & Customer Site Training

Basic Product Configuration

Update Courses

Can Be Resold

Basic Exaquantum Training


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


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


quantumSales Material and Marketing Strategy


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


PowerPoint presentations available include:

– Exaquantum Presentation High Level– Exaquantum Road Map– Exaquantum Success Stories– Exaquantum Technical Overview– Who is Yokogawa Marex

Exaquantum Presentations


Price list

Disk sizing tool

Competitor analysis

Frequently asked questions

Sales Tools


quantumMarket Communication


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


quantumSales Training


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


One pack for each salesman, containing:– Sales literature– Quotation material– Sales support information– PowerPoint presentations– and more...

Sales Information Pack


quantumProduct Packaging


Commercial style shrink wrapped package box containing two CD’s with Exaquantum software

Product Packaging


quantumPricing


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 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


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


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


List Price – Exaquantum


List Price - Exaquantum/Explorer – Per Seat


List Price - Exaquantum/Web


List Price - Exaquantum GUI Conversion Tool


List Price - Exaquantum/Explorer – 2:1 Concurrent


List Price – Exaquantum OPC Server


List Price – Exaquantum Multi-Server


List Price - Exaquantum Media


List Price - Exaquantum Tag Upgrade


List Price – Exaquantum Engineering Services


List Price – Exaquantum Training Courses


Pricing Example Small Exaquantum/PIMS

Small system

5,000 tags

4 users

1 CENTUM CS 1000 DCS


quantum

HWS HISExaopcStation

Exaquantum Users

Exaquantum Server

Ethernet

Vnet

Small Exaquantum System Architecture


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


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


Pricing Example Large Exaquantum/PIMS

Medium system

20,000 tags

20 per-seat users

CENTUM CS 1000 and CS 3000


Large Exaquantum System Architecture

Exaopc

Exaopc

Exaquantum Clients

Exaquantum Server

EWS HIS

CS 1000FCS FCS

EWS HIS

quantum

Vnet

Ethernet

CS 3000


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


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


quantumSales Issues


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 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


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


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


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)


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


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


quantumSales Binder Review

sip sales training copyright © yokogawa electric corporation april 8, 2005 sales training thursday,...

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