dmc siemens automation summit: best practices for selecting and working with a systems integrator
DESCRIPTION
DMC Project Manager and engineer Tim Jager discusses the dos and don'ts for end customers and OEMs of working with a solutions partner or Systems Integrator.TRANSCRIPT
Restricted © Siemens Industry, Inc. 2014 All rights reserved. usa.siemens.com/summit
Automation SummitA User Conference - June 23 – 25, 2014
Restricted © Siemens Industry, Inc. 2014 All rights reserved. usa.siemens.com/summit
Tim JagerBest Practices for Selecting and Working with a Systems Integrator
https://www.youtube.com/watch?v=EXxB-uaQcmM
DMC Company Profile
Industries Served:
Automotive
Chemical and Food
Processing
Electronics/Semicondu
ctor
Hydraulics
Laboratory Testing
Machine Tool
Material Handling
Metal Converting
Packaging
Pharmaceutical
Printing & Textiles
Established in 1996, offices in Chicago, Boston & Denver & customers throughout
the world
employees & growing
70+
Presenter InfoTim Jager, PEProject Director, Sr. Management
Joined DMC in 1999
B.S. in Mechanical EngineeringUniversity of Illinois.
Licensed Professional Engineer – Control Systems
TIM JAGER
Why
Solution Partner
=
Systems Integrator (Recognized by Siemens)
Agenda
1. When to use a Systems Integrator
2. Selecting a Systems Integrator….and Some Alternatives
3. Dos & Don’t of a successful SI relationship
When to use a Systems
Integrator?
When to use a Systems IntegratorWhen you want to Focus on your core:
Competency
Strengths
Beliefs
When to use a Systems IntegratorWhen you need expertise…
When to use a Systems IntegratorWhen the end customer specifies a different PLC platform
When to use a Systems IntegratorWhen you need an influx of new ideas
When to use a Systems IntegratorWhen you need a jump start
When to use a Systems IntegratorShort-term Help
Tim, you did a Great Job!
Now Get Out!
When to use a Systems IntegratorWhen you’re in an Emergency….
…And You need a problem solver
Selecting a Systems Integrator
Selecting a Systems Integrator
Firm Stability
Selecting a Systems Integrator
Firm Stability
Selecting a Systems IntegratorFirm size
• Too big?• Too small?
Hardware vs. Software
• Too hard?• Too soft?
How busy are they?• Too Hot?• Too Cold?…Think
Goldilocks & The 3 Bears
Selecting a System Integrator Technology Expertise vs. Industry Experience
Selecting a System Integrator
Technology Expertise
Industry Experienc
e
VS.
Selecting a System Integrator
Can Do vs.
Have Done
Can Do VS. Have Done
Selecting a System Integrator
Certifications
Selecting a System Integrator
Reference Checks
Selecting a System Integrator
Listen to questions asked by potential SI
Selecting a System Integrator
Plays well with others
Selecting a System Integrator
Identify their commercial interests
Selecting a System Integrator
Transparency?Open-door policy?
Selecting a System Integrator
Alternatives
Freelancers & Technical Staffing Agencies
Alternatives
Freelancers?
Alternatives
Remember: There will always be a cheaper option, but you will get what you pay for.
Alternatives
Hire your own!
Alternatives
Dos & Don’ts for a successfulSI Relationship
Do –A starter project
Do’s & Don’tsDos & Don’ts
Dos & Don’ts
Do -Communicate!
Do - Add your own expertise.
Dos & Don’ts
Do - Be Realistic
Dos & Don’ts
Dos & Don’ts
Don’t - Assume your integrator will be ready for you anytime you call.
Do – Be Specific… Or you may get what you asked for
Dos & Don’ts
Do - Consult the integrator before specifying hardware
Dos & Don’ts
Don’t- Jump The Gun!
Dos & Don’ts
Do - Make sure to Focus on Critical Path
Dos & Don’ts
Don’t - Expect software to fix hardware problems.
Dos & Don’ts
Do – Discuss and Understand the SI’s software licensing policies.
Dos & Don’ts
Do - Learn from the Integrator
Dos & Don’ts
Don’t- Ignore an over-budget situation
Dos & Don’ts
Don’t- Ship early.
Hey Boss, the system just made its first part!
Ship it!
Dos & Don’ts
Do- Weigh cost options
Price Spec Flexibility Risk
Fixed-Bid
Guaranteed Rigid SI
Hourly Variable Fluid Customer
Dos & Don’ts
Do- Negotiate
Dos & Don’ts
Questions?
Restricted © Siemens Industry, Inc. 2014 All rights reserved. usa.siemens.com/summit
Tim [email protected] HYM
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