Solution Sales to Owner Operators - Aveva

Solution Sales to
Owner Operators

Thomas Brandén
Global Head of Owner Operator Sales

www.aveva.com

• Why focus on OO?
• Current overview
• Solution based sales

Business Plan

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

Why focus
on OO

?

OO business overview

 Current markets

Oil & Gas Power Chemical Pulp & Paper Mining

3

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

OO Sales Organisation

NW SW N Europe CES Europe
America* America** (Chesterfield) (Paris)
(Calgary) (Houston)
Global
Accounts
(Cambridge)

MEA & India Asia
(Dubai) (Kuala
Lumpur)

* Canada & NW USA
** SW USA & Latin Am

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

Solution
Based
Sales

The Digital Asset

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

AVEVA portfolio

AVEVA ImPLANT-I AVEVA OpenSteel AVEVA Bocad NC™ AVEVA NET PlantSpace 3D Gateway
AVEVA Concrete Quantities AVEVA NET MAGAN Gateway Design Planning AVEVA Material
AVEVA NET SmartPlant 3D Gateway Hull Material AVEVA WorkMate Analyser - Maintenance Dashboard AVEVA Laser Model Interface
AVEVA NET Gatekeeper AVEVA PML Publisher AVEVA Electrical AVEVA NET Data Processor Gateway
AVEVA Everything3D™ AVEVA NET Vantage Marine 11.6 Outfitting Gateway AVEVA NET AHA Gateway Piping Material Control
AVEVA P&ID AVEVA Pipe Stress Interface AVEVA Bocad Onshore Pack™ AVEVA WorkMate EAM
AVEVA NET Hummingbird EDMS Gateway AVEVA NET Instrumentation Gateway AVEVA VPE Workbench AVEVA Safe Job Analysis
AVEVA NET AutoPlant 3D Gateway AVEVA NET SAP Gateway AVEVA NET Everything3D Gateway AVEVA Bocad™ Strucad User Introduction Package
AVEVA Schematic 3D Integrator AVEVA ImPLANT-STL AVEVA WorkMate Bespoke Configuration AVEVA Distributed Approval
AVEVA NET Electrical Gateway Data Import AVEVA WorkMate Project Approver Sales Order
Notification of Change AVEVA NET Document Indexing Gateway AVEVA Temporary Equipment Manager AVEVA ExPLANT-I
AVEVA NET PDMS Gateway AVEVA Change Manager AVEVA NET Gateway for Microstation AVEVA NET Workhub Extended Edition
Hull Material Control ERM Connector AVEVA QUERY AVEVA Isometric Automatic Drawing Production
AVEVA WorkMate Analyser - Procurement Dashboard AVEVA Concrete Building Design AVEVA NET ASSAI Gateway AVEVA NET AutoPlant P&ID Gateway
Expediting AVEVA Everything3D™ - Migration Bundle AVEVA NET Maximo Gateway WorkMate EAM User Pack 2 (10 concurrent users)
AVEVA NET Marine Gateway AVEVA NET Nupas-Cadmatic Gateway AVEVA NET Engineering Gateway AVEVA NET Gateway for AVEVA P&ID
AVEVA Cable Design Data Extraction AVEVA Mechanical Equipment Interface - Export WorkMate EAM User Pack 3 (20 concurrent users)
AVEVA Diagrams AVEVA Bocad Tower™ AVEVA NET INtools Gateway AVEVA E3D Insight™
AVEVA NET eWarehouse Gateway AVEVA Bocad Steel ™ AVEVA NET Data Extractor Gateway Space Management
AVEVA WorkMate Bespoke Reports iSupplier AVEVA Bocad Offshore Pack™ AVEVA Equipment Upload
AVEVA Catalogue Manager AVEVA Catalogue Upload AVEVA Order Manager AVEVA Clash Manager (Standalone)
AVEVA Logistics Manager AVEVA Engineering (incorporates Schematic Model Manager) AVEVA Model Object Manager (MOM) AVEVA NET VPRM Gateway
AVEVA Global Hub AVEVA NET WINPCS Gateway AVEVA NET Sharepoint Gateway AVEVA NET Documentum Gateway
AVEVA Pipe Fluid Flow Interface-PN AVEVA NET Gateway for AutoCAD AVEVA Global Satellite AVEVA NET Dashboard
AVEVA Work Permit Manager AVEVA Production AVEVA Structural Analysis Interface - SP WorkMate EAM User Pack 5 (100 concurrent users)
AVEVA TIM Analyser AVEVA Deliverable Manager add on to MOM AVEVA Clash Manager add on to MOM AVEVA Connectivity Manager add on to MOM
AVEVA NET PDS 3D Gateway AVEVA Mechanical Equipment Interface - Import AVEVA PIpe Stress Interface -R2 Quality Control
AVEVA Room Manager AVEVA ReviewShare Connection AVEVA Bocad Roof and Wall™ AVEVA NET IntelliLaser
WorkMate EAM User Pack 4 (50 concurrent users) AVEVA Review WorkMate EAM User Pack 1 (5 concurrent users) AVEVA NET Workhub - Test, Development, Standby etc.
AVEVA NET Diagrams Gateway AVEVA NET Tribon M3 Gateway AVEVA NET Livelink Gateway AVEVA ExPLANT-A
AVEVA NET VPE Workbench Gateway AVEVA NET PDS P&ID Gateway AVEVA NET Gateway for SmartPlant P&ID AVEVA Laser Modeller
AVEVA NET Primavera Gateway AVEVA NET Babelfish Gateway AVEVA Multi-Discipline Supports AVEVA E3D Insight™
AVEVA Warehouse Manager AVEVA WESP AVEVA Instrumentation Pre-calculation
AVEVA NET Workhub AVEVA PDMS™ AVEVA NET Modeller Cost
AVEVA WorkMate Bespoke Integration AVEVA NET Gateways Controller AVEVA NET Player AVEVA NET J D Edwards Gateway
AVEVA Planning AVEVA Area Based Automatic Drawing Production AVEVA Integrated Engineering and Design Commercial Package

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

Business Focussed Solutions

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

OO Solutions

Progressive Handover
Completions & Commissioning

Asset Life Cycle Information Management
Enterprise Asset Management
Control Of Work

Asset Visualisation
Immersive Training & Simulation
Asset Performance
Inspection

Brownfield Data Capture
Integrated Engineering & Design

Asset Life Cycle Information Management
Asset Decision Support
Integrated Engineering & Design

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

A stairway to a Digital Asset Decision Support

A tiered value proposition Exploit

Asset Life Cycle
Information Management

Progressive Handover

Asset Visualisation

Operations Processes
Digital Asset

Standards Management

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

Let’s look at one example

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

Asset Lifecycle Information Management

 Packaged set of products
 Unlimited use within one asset
 Limited access to “seed product”
 Asset-based license model
 Service covered separately
 Marketing support
 Sales Training

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

Benefit / Value Solutions

Products

Complexity / Sales Cycle time

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

Benefit / Value Value

Features &
Functions

Complexity / Sales Cycle time

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

Benefit / Value Trusted
Advisor

Complexity / Sales Cycle time

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.

Most reps rely on a
customer to coach
them through a sale;
Star reps coach the
customer

Harvard Business Review

Summary – Owner Operator Sales

 Broader need than EPCs
 Multiplier effect of selling to OOs
 Packaged solutions
 Value-based selling

Copyright © 2014 AVEVA Solutions Limited and its subsidiaries. All rights reserved.