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Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Enterprise Agreement Regional Seminar Series Zsolt A. Oros Regional Sales Executive, CEE OSIsoft Europe Gmbh. 1st October 2009
2 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Agenda Today’s Trends & Challenges Enterprise Agreement Basics Definition & Key Elements Methodology Benefits Reasons for Enterprise Agreement with OSIsoft Summary Q&A
© Copyright 2009, OSIsoft Inc. All rights Reserved. 3 Empowering Business in Real Time. Today’s Trends & Challenges Industry Trends & Challenges IT Megatrends Requirements for a World Class Enterprise
4 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Industry is Challenged Produce MORE with LESS ! Industry consolidation & new “competition” Rising regulatory pressures and compliance mandates Require greater visibility and portability of information Integration of customer demand & customer facing information Improvement in operational and equipment efficiency Increasing capital burden(s) Retention of key technical personnel An openness to new ideas – both business and technical Use of IT as a competitive strategy !!
5 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Growing Scale Complex Enterprise Environment Operational Information is Everywhere Ever Changing SiloedSiloed Enormous Volume Compliance Challenges SarbOxSarbOx 21CFR1121CFR11 HACCPHACCP OSHA 1910.119 Title V ISO9001ISO9001 Minute-to-Minute Historical Context 10x More Connected People 100x More Network Speed 1,000x More Connected Devices 1,000,000x More Data 1 1 0 1 0 1 1 0 1 0 0 0 1 1 0 1 0 1 1 0 1 0 0 0 1 1 0 1 0 1 1 0 1 0 0 0 1 1 0 1 0 1 1 0 1 0 0 0 1 1 0 1 0 1 1 0 0 0 1 0 1 1 0 1 0 1 1 0 0 0 1 0 ?
6 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Today’s IT Reality … Your environment is in constant transition Acquisitions Mergers Infrastructure changes Cross-site variability Outsourcing (multiple?) Joint Ventures A wise company starts with standards … But even in the best case, you end up with a heterogeneous mix of systems Joint Ventures & Vendors Raw Materials Delivery Market Factors Customer Feedback Security Factors Regulatory Compliance
7 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. The Requirements of a World Class Enterprise Wide Infrastructure Evolve towards enterprise standardization replace vendor/app specific infrastructure in time; leverage RtPM Reduce the duplication of infrastructure elements in each Plant, Region, Sub, and/or Vertical Application Leverage core competency of Vendors DCS Vendors - Application vendors (SAP) - Infrastructure vendors (Microsoft, OSIsoft, etc) Limit Total Cost of ownership (TCO) Training, Support, Maintenance – actual uptime of critical infrastructure Support the “Extended” Enterprise Joint Ventures; Acquisitions; Other Partners or Vendors
© Copyright 2009, OSIsoft Inc. All rights Reserved. 8 Empowering Business in Real Time. Enterprise Agreement Basics Paradigm Shift in Realationship Definiton & Key Elements Methodology Benefits
9 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. VALUE Changing Relationship End-user Traditional Transactional Seller Buyer End-user Corporate Purchasing Agreement Relationship Based Organization End-user Enterprise Agreement Alliance type Trusted Advisor Management
10 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Enterprise Agreement Defined What type of customers benefit from EA? Want to focus on use in their business!....having OSIsoft provide software installation & ensure availability Have a “fleet” mentality to standardize & reduce TCO Multiple assets & management/technical locations Require global support 24 x7 See or have seen the value of PI – in their benefits Want to accelerate deployment (and payback) Additional OSIsoft products to existing sites OSIsoft to new sites (existing, jv, acquisition)
11 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Enterprise Agreement Defined What an EA is NOT? Not just a maintenance agreement Not just value based on discounted component costs A fundamentally new EA way to... Deploy PI more cost-effectively to reduce TCO Deploy PI more quickly to maximize payback Deploy the “right” configuration based on your needs Have OSIsoft help assure that business critical data is readily and reliably available Focus shift from OSIsoft product to Customer profits !
Value now, Value over time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Three Key Elements of the EA Program
13 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Features of the EA Program Enterprise Licensing Allows deployment in an unlimited manner for any/all defined assets and enterprise sites Provides for corporate, special projects, testing without counting desktops, servers, tags, etc Standardized architecture – including EA Unlimited exchange of Interfaces Reduced administrative burden, Flexibility & Extensibility !
14 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Features of the EA Program Enterprise Services A dedicated OSIsoft Project Manager assigned A detailed rollout plan Initial Consulting Architecture Assistance Enterprise PI Deployment Manual Team Rollout (or perhaps re-rollout of existing servers) Remote Installation of PI Servers Formal quarterly progress/status reviews COE (Centers of Excellence) as trusted advisor Enhanced onsite assistance Migration of 3 rd party historical data Vouchers for training, User Conference & SIG Reliability & Expertise!
15 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Features of the EA Program Enterprise Support ….. Base SRP and Global Technical Support, plus OSIsoft proactively monitors ALL servers remotely through a 24x7 NOC or works with customer/3 rd Party OSIsoft assists in upgrades & data source connectivity Extends to other identified IT vendors Formal system performance reviews Provide preemptive support for critical data Access OSIsoft’s roadmap for pre-release versions Focus your services on YOUR customers Availability & Focus !
16 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. EA Development Process – The How of an EA Step Objectives Deliverables Enterprise Asset Definition Enterprise Asset Definition Define: Enterprise - Division - JVs - Corporate/R&D Assets - Location - Description - “capacity” - EA inclusion Y/N Enterprise Asset Definition listing by Enterprise Division Overall and individual asset capacity to qualify and to be used for management of the enterprise agreement over the contract term Gate1 License Baseline Definition License Baseline Definition Gate Define: Past 5 years product license payments (net) - EA Server SW - EA Client SW By Enterprise Asset Product License credit back amount by enterprise division/asset/etc2 Business Strategy Workshop (s) Gate Define: Business Drivers Architecture Roll-out Phases Scope of Work Value Drivers Value Examples BSW Reports - Business Drivers - Architecture - Roll out plan - SOW - Options - Value Drivers - Recommendations3 EA Pricing Term Sheet EA Pricing Term Sheet Define: EA Pricing proposition and term sheet elements Commercial elements Term Sheet for EA CPA for non-EA products EA license price less license credit ESRP for 5 years based on EA license costs @ 20%/yr Gate4
17 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Key highlights Unlimited use of PI for all assets - plus Corporate, Planning & “Others” Upgrades existing sites to full enterprise licenses New sites added at predefined cost OSIsoft to provide architecting services OSIsoft to provide Enterprise Program Manager OSIsoft to provide installation services Support & remote monitoring by OSIsoft (if authorized/approved) No Charge for Training Programs and Users Conferences
18 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Benefits of the EA Program Allow you to focus on your business & generate more value Assure the highest availability for critical PI systems Easily grow with the enterprise – predefined Reduced procurement costs All-Inclusive Price Eliminates Technical & Commercial Uncertainty to Enterprise Standard Deployment Leverage OSIsoft competencies and shift focus from PI.... to the business benefits to be achieved with PI ! Mitigate Risks & Faster ramp-up to full benefits
© Copyright 2009, OSIsoft Inc. All rights Reserved. 19 Empowering Business in Real Time. Reasons for Enterprise Agreement PI Capabilities Global Presence Knowledge & Reputation
20 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. What Makes PI Powerful? Architecture & Scalability MULTIPLE CONNECTIONS to Systems, Applications or Databases 20 Mill TAG 1000 TAG MULTIPLE CLIENTS CONNECTIONS SERVER SCALABILITY Hierarchical Collective Central PI-Server Centralized
21 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Global Presence Calgary, Alberta Issaquah, WA San Leandro, CA Phoenix, AZ Houston and Longview,TX Altenstadt, Germany OSIsoft Europe GmbH Perth, Australia Singapor e São Paulo, Brazil Tokyo, Japan (OSIsoft) Seoul, Korea (AID) Tokyo, Japan (Yokogawa) Manama, Bahrain (MECA / EMI) Shanghai China Montréal, Québec Philadelphia, PA Mayfield Heights, OH Johnson City, TN Savannah, GA OSIsoft Offices Mexico Tech Support Centers Durban South Africa OSIsoft Offices - Planned Moscow, Russia Beijing, China
22 Empowering Business in Real Time. © Copyright 2009, OSIsoft Inc. All rights Reserved. Trusted by Prestigious Companies PHARMACEUTICAL AND LIFESCIENCES PULP AND PAPER Alabama River Pulp OIL AND GAS UTILITIES AND POWER UTILITIES AND POWER ChemicalsChemicals CHEMICALS POLIMERI EUROPA METALS, METALLURGY AND MATERIAL
© Copyright 2009, OSIsoft Inc. All rights Reserved. 23 Empowering Business in Real Time. In Summary Industry is Challenged – MORE with LESS The Enterprise Agreement Program is designed for helping customers to achieve their Business Objectives on Enterprise scale The programs provide VALUE and BENEFITS in long- term OSIsoft is the right partner and it has its Technology, People & Organization to support Enterprise Value Creation to customers.
Thank you © Copyright 2009 OSIsoft, Inc. 777 Davis St., Suite 250 San Leandro, CA 94577
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