selecting and working with a systems integrator

IMTS 2014

Tim JagerSelecting and Working witha Systems Integrator

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

DMC Company Profile

Industries Served:

AutomotiveChemical and Food ProcessingElectronicsHydraulicsLaboratory TestingMachine Tool

Material HandlingMetal ConvertingPackagingPharmaceuticalPrinting & TextilesSemiconductorMedical

Established in 1996, offices in Chicago, Boston & Denver & customers throughout

the worldemployees &

growing

70+

Areas of Expertise

MANUFACTURINGAUTOMATION & INTELLIGENCE

PLC Programming

Motion Control Engineering &Servo Systems

HMI & SCADA Expertise

Intelligent Data& Web BasedSystems

Vision Inspection Expertise

Robotics

TEST & MEASUREMENT AUTOMATION

NI FPGA

LabVIEW Development

Test Stand Design

Machine Vision

Data Analysis & Reporting

NI Real-Time

CUSTOM SOFTWARE& HARDWARE DEVELOPMENT

PC Application Development

Product Development

Web Application, MobileApp Development

Embedded Design & Programming

SDK, API & Driver Development

Database Systems

MICROSOFT CONSULTING SERVICES

10 10

5

5

INDIVIDUAL CERTIFICATIONS

System Integrator (SI):Brings together component

subsystems into a whole…..and ensures those subsystems function

together

Agenda1. 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

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&docid=9l80DRvkLRD1pM&tbnid=SrBlbUP3wl2vdM:&ved=0CAUQjRw&url=http://ibuildmvps.com/blog/the-wolf-from-pulp-fiction-is-the-ideal-startup-founder&ei=F_pnU6aAKY-wyATRm4DwDw&bvm=bv.65788261,d.aWw&psig=AFQjCNF5f7hLJLl6Kgx7T00p7Jc9D0wz1A&ust=1399409522583330

Selecting a Systems Integrator

Selecting a Systems Integrator

Firm Stability

Tim Jager

Higlight the "Firm Stability" de-emphasize the Selecting a System Integrator

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

Tim Jager

Can we get a better picture?

Ela Kaya

edited

Selecting a System Integrator Technology Expertise vs. Industry Experience

Tim Jager

Try to find an example showing where technology was more important and one where industry was more important

Selecting a System Integrator

Technology Expertise

Industry Experienc

e

VS.

Tim Jager

Try to find an example showing where technology was more important and one where industry was more important


Tim Jager

Better picture? perhaps one that personifies the struggling engine better? we still want the "I think I can text"

Tim Jager

Perhaps we should break this into two slides. I like the idea of initially showing the slide as a positive, but then redirecting to show it as a negative

Can Do vs.

Have Done

Can Do VS. Have Done


Tim Jager

Better picture? perhaps one that personifies the struggling engine better? we still want the "I think I can text"

Tim Jager

Perhaps we should break this into two slides. I like the idea of initially showing the slide as a positive, but then redirecting to show it as a negative

CertificationsSelecting a System Integrator

Reference Checks


Tim Jager

can we find a less stock photo

Listen to questions asked by potential SI


Tim Jager

better pic needed

Plays well with others


Identify their commercial interests


Transparency?Open-door policy?


Alternatives

Freelancers & Technical Staffing Agencies

Alternatives

Freelancers?

Alternatives

Remember: There will always be a cheaper option…… but you 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

Tim Jager

can ela pelase photoshop this image to look correct. i just stuck two images together here.

Dos & Don’ts

Do -Communicate!

Do - Add your own expertise.

Dos & Don’ts

Do - Be Realistic

Dos & Don’ts

Tim Jager

add crystal ball picture and discuss the pre-mortem

Do – Predict Failure

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

Tim Jager

I love the concept here, but wish we could find better example pictures.

Don’t - Expect software to fix hardware problems.

Dos & Don’ts

Do – Discuss and Understand the SI’s software licensing policies.

Dos & Don’ts

Tim Jager

understand how the software will be licensed

Do - Learn from the Integrator

Dos & Don’ts

Tim Jager

can we come up with a more insipring picture? like maybe the "teach a man to fish" saying.

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&docid=K1Ny5RuIek05cM&tbnid=f2h-xqy8rlUCRM:&ved=0CAUQjRw&url=http://pictogram-free.com/46-play/199-play.html&ei=CVibU4avKZCMyAS-toCIDQ&psig=AFQjCNG3UuwoQqo-4Ode9aXNFhU6giv8ng&ust=1402775942935906

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&docid=5f7Eg9rqjjd0oM&tbnid=OWxibwYX42q_fM:&ved=0CAUQjRw&url=http://www.bernardgoldberg.com/why-not-teach-people-to-fish/&ei=xW-jU_fQLYqHyAS8rYKIDg&bvm=bv.69411363,d.b2U&psig=AFQjCNGLWTS8W54cwIamUqnymt7SsPwYLA&ust=1403306256345406



Don’t- Ignore an over-budget situation

Dos & Don’ts

Tim Jager

better picture needed

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 System

IntegratorHourly Variable Fluid Customer

Dos & Don’ts

Do- Negotiate

Dos & Don’ts

Questions?

Tim [email protected]

312-428-4135Feel free to call me