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CSIA Best Practices Accelerate System Integrator Company Growth

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Presentation on theme: "CSIA Best Practices Accelerate System Integrator Company Growth"— Presentation transcript:

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2 CSIA Best Practices Accelerate System Integrator Company Growth
Jose M. Rivera CEO CSIA (Control System Integrators Association)

3 CEO CSIA (Control System Integrators Association)
Jose M. Rivera CEO CSIA (Control System Integrators Association)

4 Agenda Speaker Introduction
CSIA (Control System Integrators Association) Control System Integration Market and Opportunity Ahead CSIA Best Practices

5 Jose M. Rivera – CSIA CEO Previously: Schneider Electric (2006 - 2014)
- SVP Strategy – Industry Business (Paris: ) Emerson Electric - Process Management ( ) - Regional Sales Manager – Caribbean (Puerto Rico) - General Manager – Saab-Rosemount Germany - Product Manager – Rosemount P, T (MN, UK, Germany) Siemens - Sales Engineer (Costa Rica) Education: - MBA Kellogg School of Management, Northwestern University - Lic. and BS Electrical Engineering, University of Costa Rica

6 Agenda Speaker Introduction
CSIA (Control System Integrators Association) Control System Integration Market and Opportunity Ahead CSIA Best Practices

7 Who is CSIA? The Control System Integrators Association (CSIA) is the leading global association in our industry: Created in 1994 to make SI companies better businesses Based on our mission to advance the system integration industry The “Best Practices” were developed and are kept up-to-date through a periodic review: Check them out at ControlSys.org CSIA Certified members are audited every three years to ensure that they are current in their business and technical practices.

8 We continue to Grow: 520 Members (YTD 04/2016)
International includes 33 Latam Members

9 CSIA Vision and Mission
Mision: The mission of the Control System Integrators Association is to advance the industry of control system integration. Vision: Industries everywhere have access to low-risk, safe and successful applications of automation technology. Values / Principles: Collaboration, Inclusiveness, Integrity, Cultural Respect, Professionalism, Value. Strategic Objectives (Focus Points): Help system integrators be more professional. Be a forum for all members to network, train, discuss common issues and share best practices, and  Influence the marketplace so that CSIA Certification becomes commonly accepted by end-user clients.

10 Top Values for Members Driving System Integration excellence:
Annual Executive Conference Best Practices Manual CSIA Certification Connected Community website Industrial Automation Exchange Educational Webinars (Business and Technical) Business Insurance Pulse – Stats and Benchmarking

11 Exec Conference: Insights, Networking, Learning
Over 500 attendees. 2 ½ days of great presentations, panel discussions, networking, fun - all in a great location. Optional: Pre-Conference 2 day Best Practices Workshop.

12 Training to support our Best Practices
Available to members and non-members ($1500). Starting: September 20th, 2016 Remote learning over two weeks

13 Agenda Speaker Introduction
CSIA (Control System Integrators Association) Control System Integration Market and Opportunity Ahead CSIA Best Practices

14 The SI Market: Most with <$10M revenue/yr
Annual revenue for control system integration work Includes shop/panel assembly, excludes construction Source: J.P. Morgan and CSIA Survey - March Input by 350 respondents.

15 The SI Market: Most with <$10M revenue/yr
Median Revenue for System Integration Company - Control Engineering, System Integrator Giants 2014: $7.6M (2013) $9.0M (2014) Total Gross Revenue for Fiscal Year (2014) $31.6B Total System Integration Revenue (2014) $ 1.6B Source: Control Engineering, System Integrator Giants Note from the source: In April 2014, the Control Engineering staff collected and analyzed data from more than 100 companies that perform system integration services and participated in the 2014 System Integrator Giants program. Some of the top system integrators worldwide submitted their company’s profile to the Control Engineering staff; however, not all system integration companies were willing or able to participate in this year’s System Integrator Giants survey.

16 The SI Market: Most with <50 employees
Average number of employees plus contract people involved in systems integration Includes technical staff, support staff (HR, Finance, etc.), and those doing shop/panel assembly, excludes construction personnel. Source: J.P. Morgan and CSIA Survey - March Input by 350 respondents.

17 Diverse Industry Coverage Industry (not mutually exlusive)
Response Percent Food and beverage (including bottling/canning) 45.8% Water & wastewater 28.7% Oil & gas 28.1% OEM / industrial equipment 26.4% Power & energy 25.8% Chemicals and petrochemicals 24.9% Metals, mining, aggregate, cement 20.3% Life sciences 20.1% Packaging and Material handling 17.8% Automotive and tire 15.5% Consumer Goods / Household products 14.3% Other (please specify) 11.2% Building automation 9.2% Semiconductor & electronics 6.3% Defense / Military 6.0% Commercial/Institutional 3.7% Entertainment 2.3%

18 Key Trends Impacting our Industry
Technology: IoT (or IIoT), smart manufacturing, Industrie 4.0 Increasing IT content Open Source / Sharing - redefining where the true value-add resides Mobile, 3D printing, robotics,.. “Green Wave” Sustainability, energy efficiency “Silver Wave” (demographics) Massive retiring wave of experts Unexperienced next generation in need of tools to cope with job demands Business Models New business models to address old and new challenges

19 IoT / IIoT to fuel Growth in System Integration
Connectivity between devices and between disciplines will require significant system integration. This creates opportunity and challenges for System Integrators with growth beyond traditional industrial applications.

20 Innovation at the Intersections - Example
Sustainability: Tracking of resource consumption in relation to production (e.g. gal water/gal beer produced). Technology: Bridge infrastructure and production system incompatibility and share data. Technology “Green Wave” “Silver Wave” “Silver Wave”: Massive retirement of experts. Technology: Tools and analytics to coach new, less experienced workforce.

21 IoT – Reality Today Asset Management – Elevator installed base.
ThyssenKrupp elevators (1.1M units around the world), in partnership with Microsoft and CGI (Canadian IT and business process services company). Data: usage, sensors ` Next step: Elevator and BMS sharing data! Action with Coaching Tools Office building Service Call Center

22 Opportunity in New Areas and at Intersections
Reality today Real IoT case, Proven business model around asset management. Way to address lack of field experts (mature economies: “Silver Wave”, emerging economies: Unexperienced, very young workforce). Very significant IT content Preview of things to come, including key roles for less “traditional” players along with their ecosystem approach to solutions delivery. Machine Automation A key element, traditionally in the “industrial automation” realm. Building Domain Part of the expanded solution scope.

23 Agenda Speaker Introduction
CSIA (Control System Integrators Association) Control System Integration Market and Opportunity Ahead CSIA Best Practices

24 Fairly Common Tale for SI Companies
Smart Engineer sells idea to partners and recruits Company is set up and starts operations Smart engineer decides to start own SI company Business takes off, management seems harder than anticipated A plateau is reached - In spite of being very busy the company is “stuck in a rut” Company wants to make a breakthrough but doesn’t know how

25 Breakthrough or Breakdown?
Delivery is of technical nature, yet right management determines the ultimate fate of SI companies. Profitable Growth, Scale, Resilience

26 CSIA Best Practices enable Breakthrough
Driving System Integration excellence: General Management Human Resources Management Marketing, Business Development and Sales Management Financial Management Project Management System Development Lifecycle Supporting Activities Quality Assurance Management Service and Support Project success through proven practices: Times-tested algorithms Reuse of existing software Factory acceptance tests Site acceptance tests Start-up and commissioning And upon successful passing of audit:

27 The Foundation that enables Growth
Profitable Growth, Scale, Resilience Best Practices are relevant to SI companies but are not technology dependent. IoT / IIoT will drive growth but only those companies with solid business practices will be able to translate the opportunity into actual, profitable business. Best Practices are not about adding bureaucracy and cost burden, they are about creating a solid business foundation that enables Growth. Empire State Building Foundation

28 CSIA Certified Companies lead SI Industry
Median revenue growth for CSIA-certified companies exceeded index last 4 years Certified companies outperform non-certified in five key metrics *Percentage that certified companies outperform non-certified by quartile. Index: Rockwell N. America sales growth Based on information reported by CSIA companies participating in benchmarking program (Pulse). Caveats: 1. Less than two years of data 2. Small sample size (34 total, 19 certified, 15 non-certified) 3. Potential selection bias (“Only the healthy go for a checkup”) 4. No access to raw data (confidentiality) – report prepared by company managing benchmarking platform. Based on topline revenue growth for US-based SI companies that applied for CSIA certification. Evaluated 58 companies out of 94 (excluded data sets with missing revenue numbers non-US Companies)

29 We welcome your membership
Call to Action Learn more about CSIA: Contact me: Jose M. Rivera Contact our staff: (toll free from US) or Talk to current SI and Partner members, End Users Join our next Executive Conference: May 2nd - 5th, 2017 in Ft. Lauderdale, FL We welcome your membership

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