cloud-based iiot service for supplier/customer ... study . leading global ... – customer behavior...

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November 11 & 12, 2016

KBC

Simon Wright

Web*Technician™ Cloud-Based IIoT Service for Supplier/Customer Collaboration in the Chemical Industries

Copyright © Yokogawa

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Collaborative Business Models Require Access to Real-Time Data

•Chemical industry supply chain •Technical sales support

Supplier – Customer

•Where performance chemicals are supplied •Where heavy equipment is installed •Where process units are licensed •Where 3rd party specialized knowledge is required

Operator – Advisor

•Specialty chemical manufacturing •Oil & gas production

Joint Venture Partnerships

•Chemical contract manufacturing •Oil & gas production •Renewable energy operations

Owner – Contract Operator

•Renewable energy distribution Wholesaler – Retailer


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Data Comes in Many Forms...

Paper HHT or Tablet

Files/Reports Dumb Device

Smart Device PLC

SCADA DCS

Historian Data Warehouse

Global

Proprietary

Firewalled


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… and is Communicated by Many Methods

Manual Data Entry Analog Phone Line

Cellular Network Satellite Network

Dedicated Copper/Fiber

Radio

WiFi Internet

SMS (Text) XMPP (Instant Message)

Text

XML

Email

Document

Standard Protocol

Proprietary Protocol


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So…

How to get data from the companies

that generate it to the companies

that need and value it?

The IIoT Problem Statement


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Web*Technician Service Meets Those Requirements

Mobile Users

Real-Time & Business Systems

Real-Time & Business Systems

via Internet

Intelligent Devices via Analog, Cellular or

Satellite Network

Web Users

Alerts & Notifications

Manual Data Entry; File Upload;

Screen Scraping; Etc.


Our Client Water Treatment Chemical Supplier

Our Client´s Customer(s)

E.g. Paper Mill(s)

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Case Study Leading global specialty chemical supplier


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Client Overview – Experts in Water Treatment Technologies

◆State-of-the-art process, water treatment and functional chemistries product portfolio

◆Reputation for delivering innovative technologies

◆One of the largest and most knowledgeable front-line service teams in the world

◆Serving pulp, paper, oil and gas, chemical processing, mining, bio-refining, power and municipal markets


94 Years’ Heritage through Mergers and

Acquisitions of Leading

Manufacturers

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Tough to Differentiate in the Water Treatment Chemicals Market

◆Large market – 2013 estimate - $120 billion

(Transparency Market Research 9/26/2012)

◆Many suppliers competing – 50 companies supply 70% of market – Largest – Dow, GE, Nalco (EcoLab),

OxyChem, Ashland – Customer behavior driving

commoditization / consolidation ◆Our client emphasizes innovation

and service – Patented technology for corrosion and

fouling measurement – Large and technically savvy service

organization

•How to retain existing customers?

•How to win new customers?

•How to defeat competition?


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Customers are Pressuring Our Client to Solve Their Problems

◆Customers look to our client (their supplier) for expertise, application and monitoring of chemistry and results – Reduction in on-site engineering staff drives service and monitoring responsibility to

the supplier – Margin erosion through commoditization pressures suppliers to provide effective

service and monitoring with fewer people ◆Need for an automation and monitoring solution to remotely access and

observe how customer uses and benefits from our client’s products – Differentiate with proprietary sensors, monitoring tools, and controllers – Reduce operator time / engineering oversight requirement – Continuous vs “snap shot” monitoring – Improve consistency and efficiency in product performance and usage

• Accelerate increases in YOY revenue • 5% sales efficiency improvement Goals:


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• Measure actual performance of chemical programs

• Implement “performance-based control”

Proprietary Monitoring Sensors &

Devices

• Closed loop applications – performance-based control

• Boiler water control, process chemical applications

Water Treatment / Chemical Feed

Controllers

• Visibility to performance • Data management and interpretation • Statistical process / quality control • Communication

Remote Performance & Device Monitoring


Client’s Solution – Remote Real-Time Technical Service

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Web*Technician™ Project Formed

Marketing / Equipment

Needs Functional

Assessment

User / Potential

User Input Current

Capability Identify

Opportunities

Priorities for Delivery

Functional Specification Development

CTQs / Desired

Capabilities Global Team

Enable Differentiation Vendor

Selection “Front End”

Development “Back End” Capability

Web *

Technician


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Web*Technician Requirements Developed

◆ Scalable platform and support structure – Growth / technology changes – Security – Replicate with SalesForce.com* & SAP*

systems ◆ Fully web based

– No special programming or software required

– Easily updated and upgraded

◆ Improved connectivity – All existing controller types – Tank level monitors – DCS, Building Management Systems – Historian to Historian – Manual data entry (lab, test results, etc.) – Real-time or near real-time


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Web*Technician Specifications Set

◆ Enhanced data management, historian and analytics capability – Customer specific, configurable

dashboards – Easy access to years of historical data – Configurable calculation tools – Full SPC and advanced trending capability – Customer specific, configurable report

generation

◆ Marketing features – Banner ads – Targeted messaging – Article library – Connected to client’s e-business site


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KBC Selected to Develop OnGuard OnLine

•Not their core expertise •Conflicting priorities •Lacking long term support model

•Know client’s business •Access to floating resources

•Lowest direct cost

In-House IT / Business

Group

•Concentrated on their inputs / devices

•No client-proprietary solution

•Low configurability

•Know water treatment •Knowledgeable resources •Communications networks in place

SCADA / Equipment

Supplier

•Little water treatment business expertise

•Longer added component development cycle

•Cloud infrastructure in place

•Service / development model established

•Configurable solution

Real-Time DaaS

Provider


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A Quick Walk Through Web*Technician


Client Web*Technician

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Branded User-Specific Home Page


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Sample Unit Operation Dashboard


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Sample Ad-Hoc Trend


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Sample Process Variable Display


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Sample Customizable Report


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Customer Adoption has Been Excellent

◆Accelerating new business utilizing Web*Technician

◆Sales efficiency anecdotally improved – Organizational restructure impacted

metrics

0

1000

2000

3000

2010 2011 2012 2013 2014 2015 2016

Actual Installations

Half-Year


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Benefits Achieved (1): Defended Against Competitive Threat

◆Paperboard Manufacturer – Required specification for bacteria in food packaging board – Our client collaborated with customer in treating, sanitizing and monitoring

microbiological activity in the process ◆Monitoring and manual testing online results

– Alerts: conditions that are known causes of contamination – Daily summary report automatically generated for KPI, KOIs – Faster response to potential excursions and in troubleshooting – Customer expressed that they have greater confidence in our client’s ability to control

and keep their product within specification since the online monitoring program was implemented

– Customer likes that they can go online at any time and see the most recent testing results and history


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Benefits Achieved (2): Won New Business Against Competitor

◆Multi-site chemical manufacturer – Decisions on Water Treatment supplier for multiple plant sites – Our client became the preferred supplier at one site

◆Monitoring water quality and usage online – Supplier evaluation - showed current and historical performance controlling

corrosion and fouling – Water savings from proprietary chemistry calculated and tracked on-line – Other sites did not have similar visibility to performance – Our client was chosen as preferred supplier for water treatment at all plant locations


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Lessons Learned

1 •Monitor performance vs devices and data

2 •Functional assessment and specifications critical

3 •Differentiation and efficiency create value


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Case Study KBR Global technology, engineering, procurement & construction company


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25,800

EMPLOYEES

80 COUNTRIES

40 OPERATION

S

3 GLOBAL

BUSINESSES

Overview of KBR – #1 Licensor of Ammonia Technology

◆ Technology & Consulting – Refining, ethylene, ammonia,

fertilizers, gasification ◆ Engineering & Construction

– Offshore Oil & Gas; Onshore Oil & Gas; LNG/GTL; Refining; Petrochemicals; Chemicals

◆ Government Services ◆ Core competencies of:

– Development, planning, conceptual design, differentiated technologies, FEED, engineering, project management, procurement, construction, construction management, logistics, commissioning, operations & maintenance

115 Years’ Heritage

Dresser Industries

Halliburton M.W. Kellog

Brown & Root

230+ Ammonia Plants


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Ensure Licensees Get Best Sustainable Value from KBR

◆KBR’s Objectives – Maximize value of KBR technology to licensees – Monitor warranty obligations – Maintain lifelong engagement with licensees

◆Licensees’ Needs – Long-term technical support – Best-value from their ammonia plant investment

◆DaaS Solution – “Ammonia InSite” – Secure data connection to licensee data sources (Yokogawa DCS) – Web portal for real-time site-by-site comparison & analysis – Actual vs ideal based on embedded simulator


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Web*Technician Service Selected for Ammonia InSite Service

◆Raw data collection even from behind licensee firewall

◆Single window to all licensees in common format

◆Embedded modelling software for real-time actual vs ideal analysis

◆Tools, displays, alerts & reports to contextualize data and proactively resolve issues

DCS

Historian

DCS

Historian

DCS

Historian

…

Multiple Licensees

Simulation

Apps

KBR & Licensees


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A Quick Walk Through “Ammonia InSite”


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Sample Area Display #1


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Sample Area Display #2


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Web*Technician is Used by Tier 1 Energy & Chemical Companies

◆ Energy – 10 out of top 10 in USA, Canada &

Europe – 14 out of top 15 in USA, Canada &

Europe – 10 out of top 20 Worldwide – 18 out of top 50 Worldwide

◆ Chemicals – 8 out of top 10 in USA, Canada & Europe – 11 out top 15 in USA, Canada & Europe – 10 out of top 20 Worldwide – 20 out of top 50 Worldwide

◆ Solar – 4 of the top 10 corporately installed by

number of installations in USA – 5 of the top 25 corporately installed by

capacity in USA


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Web*Technician Can be Deployed in as Little as 5 Weeks

◆Scope & Design [1 week]

◆Security Review and Agreement on Approach [1 - 26 weeks]

◆ Interface Review and Agreement on Approach [1 week]

◆Specify and Procure Equipment (If Any Required) [4 weeks]

◆Define Database Structure [1 week]

◆Deploy [1 week]

◆Configure Portal (If Required) [1 - 4 weeks]

◆Support - ongoing


Likely project timeline:

Complex project timeline:

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All Parties Benefit from Web*Technician

Cost Cost

Margin Margin

Data Receiver ◆ Operational Improvement – Optimum “fleet” operation or supply

chain effectiveness ◆ Timeliness – Data is available in real-time ◆ Convenience – Receiver gets the data they want in the format they

want at the resolution they want (not constrained by sender) ◆ Cost Effectiveness – Receiver subscribes for the data stream, and

does not have to invest capital to buy and set-up a system of their own

◆ No Risk – Receiver does not take on liability of network connections with sender

Data Sender ◆ Operational Improvement – Better asset utilization; better quality

product ◆ Security – Sender has a single “pipeline” for data out no matter

how many 3rd parties they wish to share data with ◆ Integrity – No 3rd party ever connects to Sender’s live system;

they connect to our mirror system ◆ Cost Effectiveness – no cost to Sender as it leverages off existing

investments in systems and IT infrastructure ◆ Support – We (not Sender) support Receiver


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Demo of Web*Technician Portal


cloud-based iiot service for supplier/customer ... study . leading global ... – customer behavior...

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