Sales Training Saturday, April 22, 2017.

Sales Training Saturday, April 22, 2017

Exaquantum SIP Sales Training
Agenda 9.00 Introductions 9.10 Product Overview 10.00 Exaquantum PIMS 10.15 Coffee break 10.30 Exaquantum Demonstration 12.00 Lunch 13.00 Software Supply & Distribution 13.30 Product Support 14.00 Sales and Marketing Strategy 14.30 Coffee Break 14.45 Sales Issues 15.15 Sales Binder Review 16.00 Meeting wrap-up Exaquantum SIP Sales Training

Introductions Howard Williamson – GMSC Manager of Marketing Services Bill Bambeck – GMSC Sales Consultant Exaquantum SIP Sales Training

Product Overview Exaquantum SIP Sales Training

Introduction to Exaquantum
Completely new original design Performs functions of: Plant Information Management System (PIMS) Manufacturing Execution System (MES) Essential and integral part of ETS strategy Business focused, not process focused Exaquantum SIP Sales Training

Visa Positioning of Exaquantum Plant Model Industry Applications
Asset Management Production Planning ERP (Enterprise Resource Planning) MES (Manufacturing Execution System) PIMS (Plant Information Management System) Industry Applications Application Interfaces Maintenance Management Human Machine Interface Plant Model Control domain Simulation Scheduling Real Time Database Historical Database Modelling Control System Interfaces Safety Management Optimisation Control Execution Device Management Operation Efficiency Improvement Advanced Control Field Communication Sensor, Actuator, Analyzer etc. Subsystem Exaquantum SIP Sales Training

The Original Exaquantum Design Philosophy 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) Exaquantum SIP Sales Training

Exaquantum Uses Open Standards 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 SIP Sales Training

Exaquantum User Computers Exaquantum Server Computer
Typical Hardware/Software Architecture Exaquantum User Computers Pentium 2.4 GHz, 512 Mb RAM Windows 2000, 2003 or XP Plant Wide Ethernet Exaquantum Server Computer For 100,000 Exaquantum Tags: Dual 2.8 GHz Pentium CPUs 4 Gbytes RAM Hard disk needs to be properly sized Windows 2000 or 2003 Server Yokogawa Exaopc Station V-net or Vnet/IP Exaquantum SIP Sales Training

Exaquantum Family Line-Up Model Code Component Name Description Exaquantum: NTPP001 Exaquantum PIMS Data server package NTPP002 Exaquantum/Explorer User interface package NTPP003 Exaquantum/Web Web Server NTPP004 Exaquantum/Web User interface package NTPP005 Exaquantum GUI Tool Convert DCS Graphics NTPP006 Exaquantum/Explorer User interface package (2:1) NTPP007 Exaquantum OPC Server OPC DA 2.05 & HDA 1.1 NTPP008 Exaquantum multi-server multi-server licences Exaquantum/SER: YMX-SER Exaquantum/SER Sequence of Events Recorder YMX-SER-C Cassettes Exaquantum/SER Cassettes Exaquantum/Batch: NTPB010 Exaquantum/Batch Lite Analysis & Reporting (Starter) NTPB001 Exaquantum/Batch Batch without 21 CFR Part 11 NTPB002 Exaquantum/Batch BatchWeb interface package NTPB003 Exaquantum/Batch CBDC Exaquantum SIP Sales Training

Visa - Product Line-Up Model Code Component Name Description Series Name: Visa VISA-OAM Visa OAM Electronic log book VISA-MOD Visa MOD Plant Model VISA-MBA Visa MBA Mass Balance & Production Accounting VISA-PMA Visa PMA Performance Monitoring VISA-EMA Visa EMA Environmental Monitoring Visa-ELB Visa e-Logbook Operator Log Book Currently under development: VISA-OM Visa OM Offsite Management System Exaquantum SIP Sales Training

Future Exaquantum Releases Description Functionality Market Release Exaquantum R2.10 Ad-hoc Excel aggregations Excel October 2004 Windows 2003 operating system Recovery after LAN failure Exaquantum/Batch Batch reporting Upgrade September 2004 R1.02 Excel add-in Additional models, objects and applications depends on market demand Exaquantum SIP Sales Training

Traditional ERP Domain Process Data Information APC Process Control S
Exaquantum PIMS Planning Process APC S + Process Control Domain Information Process & Energy Monitoring Environmental Laboratory Traditional ERP Domain Sales/Marketing Management Engineering & Maintenance Process Data Exaquantum SIP Sales Training

Exaquantum PIMS – Features (1 of 2) 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 SIP Sales Training

Exaquantum/PIMS – Features (2 of 2) Multiple Exaquantum server support Historical Data Catch-up (OPC HDA) User Role Namespace views Microsoft Excel add-in Exaquantum SIP Sales Training

Exaquantum/Explorer Exaquantum SIP Sales Training

Exaquantum/Explorer Features 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 SIP Sales Training

Exaquantum/Web Exaquantum SIP Sales Training

Exaquantum/Web Features 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 SIP Sales Training

Exaquantum Excel Add-in Exaquantum SIP Sales Training

Exaquantum Excel Add-in Features 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 SIP Sales Training

Process APC S + Process Control Domain Information Traditional
Exaquantum Applications Planning Process APC S + Process Control Domain Information Process & Energy Monitoring Environmental Laboratory Traditional ERP Domain Sales/Marketing Management Engineering & Maintenance MEASURE Prepare Plan IMPLEMENT NEW TARGETS Correct Plan Exaquantum SIP Sales Training

End-User Business Benefits Improved efficiency Direct control Reduced decision time Direct business information Reduced cost Better use of resources Reduced downtime Improved maintenance planning Improved quality Reduced quality give-away or rework Increased productivity Better plant utilisation, increased throughput Exaquantum SIP Sales Training

End-User Operational 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 Exaquantum SIP Sales Training

Summary A revolutionary product concept A strong IIS/PIMS/MES solution A layered Information System that has its user’s needs as its primary focus A system whose purpose is to improve customer’s bottom line An intuitive way to interact with the business Exaquantum SIP Sales Training

Exaquantum/PIMS Product Description Exaquantum SIP Sales Training

Exaquantum/PIMS Data Source (OPC) Measurement Templates RTDB
Browse Equalisation RTDB OPC notification Historisation Aggregation Data types Calculations Scripting Debugging Live values Timestamp Propagation Quality Propagation Production Calendar Historisation Information Selector Multiple data forms Auto aggregation Business/production oriented Exaquantum/Explorer & Exaquantum/Web Inherent Visualisation User-defined structures & Folders Drag and Drop object properties Data structure aware Shows process hierarchy Reports EXCEL reports using the Exaquantum Excel add-in Others via Exaquantum ODBC or OLE DB interface Exaquantum SIP Sales Training

Yokogawa DCS Equalisation Bulk item and Function Block creation at project start Keeping the Exaquantum ‘image’ of the PCS in synchronisation Periodic equalisation for new PCS tags User selects ‘how much’ of PCS Function Block structure to maintain within Exaquantum Each data item is configured according to its measurement-type (with equalisation rules) Equalisation into Exaquantum/Explorer and Exaquantum/Web Exaquantum SIP Sales Training

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 Exaquantum SIP Sales Training

Exaquantum Configuration & Management Suite of easy to use high level tools System 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 SIP Sales Training

Exaquantum/Explorer User Interface 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 SIP Sales Training

Exaquantum/Web 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 SIP Sales Training

Exaquantum Excel Add-in 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 SIP Sales Training

Demonstration Exaquantum SIP Sales Training

Software Supply and Distribution Exaquantum SIP Sales Training

Exaquantum Software Supply Chain YMX (England) YHQ (Japan) Source Distribution YHQ-Sales YAU YEA Aff. Aff. Aff. Sales End-Users Aff. := Affiliate Exaquantum SIP Sales Training

Exaquantum Software Licensing All Exaquantum software is shipped with a standard Software License Certificate (SLC) for end-user licensing All RHQ’s intending to distribute Exaquantum must enter into a Global Support Agreement (GSA) with YMX All 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 SIP Sales Training

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 dates The 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 Exaquantum SIP Sales Training

Industry Consultation 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 Exaquantum SIP Sales Training

Product Support Exaquantum SIP Sales Training

Support Requirements to Consider Pre-Sales Support Post-Sales Support - Product and Systems Upgrade and Maintenance Training Support Exaquantum SIP Sales Training

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 Exaquantum SIP Sales Training

Support Channels YMX (England) YHQ (Japan) Product Centre Customer Service Centre End-Users YHQ-Sales RHQ’s YAU YEA Aff. Local System Support YCA Exaquantum SIP Sales Training

YMX Product Online Support Protected Area Online Support FAQ Knowledge Base Engineer’s Notes Revisions Exaquantum SIP Sales Training

Over 30 years of information management experience
YMX Application Consultancy YMX can provide pre-sales and post-sales consultancy services: Over 30 years of information management experience Extensive industrial expertise Wide range of industries Most geographical & cultural regions Comprehensive interfacing experience In depth product knowledge Chargeable at the YMX day rate, plus expenses Exaquantum SIP Sales Training

Customer Service Centre Functions 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 Exaquantum SIP Sales Training

Basic Exaquantum Training Affiliate & Customer Site Training Basic Product Configuration Update Courses Can Be Resold Exaquantum SIP Sales Training

YMX Support Desk RHQ Support Desk Affiliate Sales Staff
Pre-Sales Support Help Desk YMX Support Desk Second Line Exaquantum Support By YMX Exaquantum Exaquantum Hardware Application Other First Line Exaquantum Support By RHQ (if it applies) RHQ Support Desk PIMS IIS DCS ESD Instruments First Line System Support By Affiliate Affiliate Sales Staff Enquiry Exaquantum SIP Sales Training

System Support Revenue 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 Exaquantum SIP Sales Training

Sales Material and Marketing Strategy
Exaquantum SIP Sales Training

Sales Literature 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 Exaquantum SIP Sales Training

Exaquantum Presentations PowerPoint presentations available include: Exaquantum Presentation High Level Exaquantum Road Map Exaquantum Success Stories Exaquantum Technical Overview Who is Yokogawa Marex Exaquantum SIP Sales Training

Sales Tools Price list Disk sizing tool Competitor analysis Frequently asked questions Exaquantum SIP Sales Training

Market Communication Exaquantum SIP Sales Training

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 Exaquantum SIP Sales Training

Exaquantum Sales Training Strategy seminars to deliver product information and product training to all Affiliates Approach by region as required (YEA, YAU, YCA,YEF, YHQ, etc.) Audience consisting of System sales staff and System sales support staff Duration is no more than 1 day Exaquantum SIP Sales Training

Sales Information Pack One pack for each salesman, containing: Sales literature Quotation material Sales support information PowerPoint presentations and more... Exaquantum SIP Sales Training

Product Packaging Exaquantum SIP Sales Training

Product Packaging Commercial style shrink wrapped package box containing two CD’s with Exaquantum software Exaquantum SIP Sales Training

Pricing Exaquantum SIP Sales Training

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 SIP Sales Training

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 Exaquantum SIP Sales Training

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 Exaquantum SIP Sales Training

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 Exaquantum SIP Sales Training

List Price – Exaquantum Exaquantum SIP Sales Training

List Price - Exaquantum/Explorer – Per Seat Exaquantum SIP Sales Training

List Price - Exaquantum/Web Exaquantum SIP Sales Training

List Price - Exaquantum GUI Conversion Tool Exaquantum SIP Sales Training

List Price - Exaquantum/Explorer – 2:1 Concurrent Exaquantum SIP Sales Training

List Price – Exaquantum OPC Server Exaquantum SIP Sales Training

List Price – Exaquantum Multi-Server Exaquantum SIP Sales Training

List Price - Exaquantum Media Exaquantum SIP Sales Training

List Price - Exaquantum Tag Upgrade Exaquantum SIP Sales Training

List Price – Exaquantum Engineering Services Exaquantum SIP Sales Training

List Price – Exaquantum Training Courses Exaquantum SIP Sales Training

Pricing Example Small Exaquantum/PIMS Small system 5,000 tags 4 users 1 CENTUM CS 1000 DCS Exaquantum SIP Sales Training

Small Exaquantum System Architecture HWS HIS Exaopc Station Exaquantum Users Exaquantum Server Ethernet Vnet Exaquantum SIP Sales Training

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 Exaquantum SIP Sales Training

Pricing Example: Exaquantum/PIMS Exaquantum SIP Sales Training

Pricing Example Large Exaquantum/PIMS Medium system 20,000 tags 20 per-seat users CENTUM CS 1000 and CS 3000 Exaquantum SIP Sales Training

Large Exaquantum System Architecture Exaopc Exaquantum Clients Exaquantum Server EWS HIS CS 1000 FCS Vnet Ethernet CS 3000 Exaquantum SIP Sales Training

Large Exaquantum System Components 1x Exaquantum/PIMS server package including ,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 Exaquantum SIP Sales Training

Pricing Example: Exaquantum/PIMS Exaquantum SIP Sales Training

Sales Issues Exaquantum SIP Sales Training

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 SIP Sales Training

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 Exaquantum SIP Sales Training

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 Exaquantum SIP Sales Training

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 Exaquantum SIP Sales Training

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) Exaquantum SIP Sales Training

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 Exaquantum SIP Sales Training

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 R.I.P. New approach: consultative selling - product selling is dead... Exaquantum SIP Sales Training

Sales Binder Review Exaquantum SIP Sales Training

Sales Training Saturday, April 22, 2017.

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Sales Training Saturday, April 22, 2017.

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