09 partnerships - thow2
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And why they matter
BY : THOMAS J. [email protected]
PSS Networks and Partnerships
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Presentation title World-Class Servitization, methods, cases and partnerships
315 European Manufacturing Firms Surveyed
In a 2007 survey(Economist Intelligence Unit, 2007)
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Presentation title World-Class Servitization, methods, cases and partnerships
107 Had at least 30 External Manufacturing
Partners
In a 2007 survey(Economist Intelligence Unit, 2007)
315 European Manufacturing Firms Surveyed
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Presentation title World-Class Servitization, methods, cases and partnerships
63 Had at least 30 External Design Partners
In a 2007 survey(Economist Intelligence Unit, 2007)
315 European Manufacturing Firms Surveyed107 Had at least 30 External Manufacturing Partners
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Presentation title World-Class Servitization, methods, cases and partnerships
0 No Stat
In a 2007 survey(Economist Intelligence Unit, 2007)
315 European Manufacturing Firms Surveyed107 Had at least 30 External Manufacturing Partners63 Had at least 30 External Design Partners
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Presentation title World-Class Servitization, methods, cases and partnerships
• Delivering PSSs means looking at activities.
• Such activities are often shared between suppliers.
Why are Networks and partners
important?
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Presentation title World-Class Servitization, methods, cases and partnerships
• Value is created by several suppliers/stakeholders.
Shared domains means shared
goals
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Presentation title World-Class Servitization, methods, cases and partnerships
Market pullCommercial potential identified, partners
needed.
How are networks initiated?
Capability pushPartners in place,
commercial possibilities need to be explored
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Presentation title World-Class Servitization, methods, cases and partnerships
• Examples covers:• Motivation• Getting started• Solution• Execution
Network Cases
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Presentation title World-Class Servitization, methods, cases and partnerships
Green Ship of the FutureMOTIVATION: COP15, the time bomb of unsustainable shipping
GETTING STARTED: A platform for green project creation
SOLUTION: Open and Voluntary.
EXECUTION: Move from an initial product or technology focus to a customer driven segment focus.
Case excerpts I
Aalborg Industries, A.P. Møller-Mærsk, MAN Diesel and Odense Shipyard
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Presentation title World-Class Servitization, methods, cases and partnerships
Case excerpts II
Retrofitting MOTIVATION: IMO regulations soon to become active along with a young fleet.
GETTING STARTED: Work packages formed around IMO regulations. Mapping suppliers and offerings, coordinated instillations.
SOLUTION: Dansk Maritime web portal linking offering to vessels. Links to relevant component and service providers.
EXECUTION: Recommendations but with open competition.
Danish Maritime
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Presentation title World-Class Servitization, methods, cases and partnerships
• Building Academies • (PrimeServ Frederikshavn & Alfa Laval Aalborg)• Transitioning from product- to service-oriented
company.• Need for training staff and customer personel. • Sharing experiences and discovering new
opportunities.
Case excerpts III
PrimeServ Frederikshavn & Alfa Laval Aalborg
Building AcademiesMOTIVATION: Making a transition form Product to Service orientated companies with a need for knowledge sharing.
GETTING STARTED: A platform for green project creation
SOLUTION: Open and Voluntary.
EXECUTION: Move from an initial product or technology focus to a customer driven segment focus.
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Presentation title World-Class Servitization, methods, cases and partnerships
PrimeServ Academy
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Presentation title World-Class Servitization, methods, cases and partnerships
Identify commercial opportunityClarify the required capabilitiesIdentify shortcomings in own capabilitiesIdentify and engage partnersDevelop incentivesExpect change (and capitalise on it!)
Getting Started
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Presentation title World-Class Servitization, methods, cases and partnerships
Certain factors can challenge a network:• Conflicts of interest• Trust• Equity / incentives• Culture
Easy, right?
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Presentation title World-Class Servitization, methods, cases and partnerships
The Customer is Ready
- Are You?
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Presentation title World-Class Servitization, methods, cases and partnerships
• Now presenting:Erik Christensen, Technical
Solution Manager, and Fire R&D
Wilhelmsen Technical Solutions &
Søren Petry Mortensen, Product Manager Service
Alfa Laval Aalborg A/S
Thank [email protected]