制造行业生产智能化解决方案

1、制造行业生产智能化解决方案Easy guide for Cisco new sellers to understand manufacturing segmentAlign Cisco point of view with integrated solutions in manufacturing industryPan-Cisco team for industry service catalogue introductionEncourage our partners to engage with youExecutive summaryframeworkPOVCisco solution

2、ISV profilereferencesManufacturing frameworkframeworkPOVCisco solutionISV profilereferences从国际制造业趋势说起Germany“Industriy 4.0”JapanGovernment incentives for manufacturerUnited StatesSouth KoreaBrazil$3.7B:Advanced Manufacturing/innovation7 manufacturing flagship areas for investmentBrazil Major (bigger

3、 Brazil)-20% payroll tax制造业是国民经济的灵魂中国制造20252013年1月2014年1月2015年3月制造强国战略研究中国制造2025规划中国制造2025中国工程院工信部国家质检总局工信部发改委科技部国资委国务院重大项目行业规划国家战略中国制造2025包括什么？四大转变一条主线八大对策信息技术与制造技术深度融合的数字化网络化智能化制造为主线要素驱动创新驱动。低成本竞争质量效益竞争粗放制造绿色制造生产型制造服务型制造数字化网络化智能化制造；提升产品设计能力；完善制造业技术创新体系；强化制造基础；提升产品质量；推行绿色制造；培养具有全球竞争力的企业群体和优势产业；发展现代

4、制造服务业。核心智能制造中国制造2025和Internet+两化深度融合工业化信息化IndustryTechnologyInformationTechnology各国制造业战略布局异曲同工4 级系统 : 企业级业务系统 主 机5 级系统： 企业间业务系统3 级系统: 车间级管理系统部门的计算机生产控制LAN / WAN1 级系统 : 生产设备控制2 级系统: 生产过程控制过程控制LAN / WANPLC可编程控制器MP 微处理器LAN / WAN美国“工业互联网”德国“工业4.0”CyberPhysicalSystemIndustry InternetNetwork中国“两化深度融合”Deep

5、 Integration Between Information Technology and IndustrializationWhat is manufacturing?Process Manufacturing 被加工对像不间断地通过生产设备，通过一系列的加工装置使原材料进行化学或物理变化，最终得到产品特性：因为与原料，配方高度相关，有不可逆的特性。所以需要具有高度管控及7x24的运行能力代表性行业： 石油，化工，钢铁， 釀酒解决方案：remote expert, video surveillance, SPC, IoT/ IoEDiscrete manufacturing产品的生产过程

6、通常被分解成很多加工任务来完成, 由多个零件经过一系列并不连续的工序的加工最终装配而成特性：产品一般结构复杂，需要高度管理能力在研发/ 设计/ 供应链的协调与调度方面代表性行业： 电子组装业，汽车/ 飞机制造解决方案：产品制程回溯，在制品定位，仓储管理, MES制造业TAM 12.9B in 2015 (CL: 6.8B/ PL: 6.1B)over 1B TAM 有 北京，上海，广东，江苏 4地电子制造及化工制造在COMM里面增速最快，尤其人数200-500的企业用户3， 4 线城市增速领先全国 （in commercial 3rd 12.32%； 4th 9.72%)Market fact

7、sover 1B TAM 有 北京，上海，广东，江苏 4地电子制造及化工制造在COMM里面增速最快，尤其人数200-500的企业用户Market factsTAM growth % in COMM territoryCisco point of viewframeworkPOVCisco solutionISV profilereferencesCisco statusRow LabelsTotalRankMFG- Hi-tech/Comp Manufacturing39,034,0721Manufacturing38,256,3232MFG- Other30,743,9083MFG- Con

8、s. Prod. Cons. Goods14,414,2674MFG- Auto/Transp Manufacturing14,038,4865MFG- Discrete Man. Machinery/Ind.11,873,1916MFG- Chem./Raw Materials/Process9,299,7027MFG- Hlth Care Pharm/Life Sciences Man.6,181,5598MFG- Materials/Process Mining3,057,8259MFG- Cons. Prod. Textiles2,357,28110MFG- Materials/Pro

9、cess Paper/Wood2,064,76311MFG- Hlth Care Medical Equip man1,879,06812MFG - Aero/Defense Manufacturing1,650,40413MFG- Discrete Man. Other1,315,22814MFG- Cons. Prod. Agri-Nature944,06315MFG- Cons. Prod. Man. Apparel520,79816MFG- Discrete Manufacturing312,51617MFG- Cons. Prod. Pers./Household Items294,

10、06218Computer Hardware125,93619Electronics54,44420Automotive11,95621MFG- Other, Miscellaneous10,14322AUTOMOTIVE/TRANSPORTATION MANUFACTURING8,16723Chemical & Petroleum78824Total (M)226,619526FY15 制造业226M vs TAM 12.9B = 1.75%68.8% in EN, 7.9% in DC, 9.4% in UC, wireless 7.6%, security 3.5%Connected f

11、actory is the only solution among IT vendors Industry TAM YoY around 8% 网络思维下的制造业思科“抓手”互联“智”造企业数据是下一个“Intel Inside”核心中的核心，未来属于将数据转换为产品的公司和人们.网络互联制造企业建设和运营的第一个信息产品：海量数据增强洞察能力改进决策过程在不确定的世界获取确定的结果To expand network capability/ advantage to operation field of factoriesWireless/ connected factory; IoE/ Io

12、TLift up to higher level discussionChange the engagement rulesLeverage our ISV as our industry expertOur strategyService Catalog of ManufacturerServicesDecision Retail Store& ChannelValue ChainCollaborationIWANUnified Access MobilityACIDC solutionsLocation based servicesWireless and InfrastructureSe

13、cure Remote AccessSXPConnected FactoryConnected Supply ChainRemote ExpertCustomer Collab. SolutionsBranch-in-a-boxCisco & ECO Partner SolutionsDesign& NPISupply ChainResource PlanningOfficeWarehouse & ShippingManufacturing智造: Big Data Now Big Control NextThings and MachinesProcessing and Control控制环路

14、需要极端的确定性IoE思科的物联网技术保障无论什么规模的网络都可以同样的可靠、安全和机密通过数据的收集，管理，挖掘，分析，预测以创造价值通过数据分析的结果来反馈到设备终端控制，形成一个“闭环”而产生的价值Big DataBig ControlCisco solutionsframeworkPOVCisco solutionISV profilereferences主要利益，KPI及关心点对话议题环境工厂决策链，影响者及关系人制造副总自动控制设施及设备工厂IT关系人PLCs, HMIs, Drives, Safety Systems, Machines I/OPlant meters, fans

15、, HVACs, lighting, etc 工厂环控AGVs, wireless tooling, BYOD, RFIDSecure LAN/WAN access, convenience ports, physical sec.Reducing downtime with network and device visibilityDesire to reduce cabinetsConverging networksReducing energy usage & peak charges with real time energy info and analytics% of energy

16、 coverageExtending wireless to production use casesReal time mobile diagnostics dataMobile ApplicationsFine control over the granting 3rd party access of your plant networkThwarting attacks such as Target breachData/ App Services AccessProduction EfficiencyIncrease OEE from 65% to 89% (Improve uptim

17、e, quality, throughput)Energy EfficiencyCost ReductionSecure Production AccessReduce energy spend 10-20%Reduce cabling cost for things that move by 95%Risk reduction (downtime, IP theft, safety)思科解决方案覆盖工厂自动化，remote expert, 在制品管理能源管理，无线覆盖，安全监控，生产过程回溯无线覆盖，安全监控，位置服务，仓储管理 UCS， 工业环境网络覆盖，资讯安全监控，基础设施，高清视频专

18、家问诊，虚拟桌面思科互联制造企业之互联工厂自动化通用智能无所不在的传感器 机器到机器风险管理降低总拥有成本更快的上市速度改进资产利用率机器人和机器个人设备传感器安全设备实时分析强化的移动 M2M 网关用户和控制级别工厂安全适应恶劣条件的无线 AP工业路由器和交换机业务成果解决方案 BOMIE2K、IE3K、IE3010Stratix 5700、Stratix 8000Cisco 集成平台1552 AP、2600 AP、WLCStratix 5100 AP企业移动服务平台IoE 现场调查管理 - 安全运营身份服务引擎ASA。Sourcefire819、VSM、IP 摄像头EnergyWise (

19、JouleX)CGRIR500工厂自动化工厂无线工厂安全工厂能源主要功能工厂自动化快速故障隔离灵活制造融合网络弹性（REP、DLR）易用性 (NAT)应用程序/数据集成工厂移动性移动控制可见性无线工具作业、I/O资产标签移动视频移动应用程序工厂安全身份服务物理安全机器/控制安全安全远程访问数据/应用程序服务访问能源管理能耗可见性、分析用于 900MHz 无线网状网络的 FAN（现场区域网络）生产效率降低成本安全生产 访问能效互联工厂解决方案产品组合 互联工厂自动化更快诊断 = 减少停机时间灵活制造 = 更高的收入融合移动、安全性、数据、视频和无线 = 更高的生产效率 从接单到生产 (BTO)

20、的周期时间可达到 10-25 倍的改进（示例：18 个月 2 周）提升 OEE（设备利用率）7-12% (1% OEE = 3-4% 利润率）互联工厂自动化无线安全能源管理业务成果 - 自动化 互联工厂无线工作人员能力增强 检索时间快 82%决策速度快 80%无线工具和资产 减少布线成本和设置时间连续资产管理7% 的产量提升将需要移动的机器的布线和其他成本减少 95%互联工厂自动化无线安全能源管理业务成果 - 无线 互联工厂安全缩短停机时间提高 MTBF 并减少 MTTR减少内部和外部风险（制造业是面临攻击最多的行业）互联工厂自动化无线安全能源管理互联工厂的基本促成因素安全连接工厂与企业物理安

21、全网络安全基于身份/角色的访问控制安全远程访问 - 利用机器生产厂家的专业知识来减少停机时间 安全监视和响应网络和实体意外事件业务成果 - 安全 减少可变成本（能耗是最大的可变成本）监视机器级别的能耗需求响应 - 接收预警并采取操作来避免峰值通过将机器能源利用率与活动匹配来优化能效（例如，空闲机器）互联工厂自动化无线安全能源管理互联工厂能源管理避免峰值能荷（最高为基本负荷成本的 10 倍）将能耗降低 10-20%业务成果 - 能源管理ISV profileframeworkPOVCisco solutionISV profilereferences1-37-104-6Key ISV Profi

22、le GenesisAS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileEngagement modelValue to CiscoCisco veteran in DC/ UC. G

23、ood at MES and surrounded solutionsIn house developed rich portfolio of product and solutions for Smart GridRevenue, 200M RMB http:/.tw/about_OurService.phpKey solution: MES, SPC, wireless, NW and factory solutionMain segment: semiconductor/ component/ assemblyKey word: MES, SPC, security in FabRico

24、 Wu, China GM, base Su Zhou, cover EC, SC(Rico_Wu)晋泰科技Broad range of solution offering in OT/ IT, especially in electronics fab operation processTAM 20M in 5 yearsStrong industry know-how with self development solutionsStrong UC selling skills and integration capabilitiesGood customer c

25、overage9Key ISV Profile TUTKAS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoFounder are all from ele

26、ctronics industry, and familiar with fab operationIn house developed IoT platform, integrated 100+ chips vendorRevenue, 10M RMB http:/company-profile.html物联智慧Dedicated in IoT platform provider, specialized in various customized environmentGood go to market explorer in IoTStrong industry know-how wit

27、h self development solutionsWilling to be 1st call with CiscoKey solution: IoT platform, PLC inter design & integrationMain segment: assembly/ OEM fab operationKey word: IoT, fab integrationWillie Lin China GM, base Shen Zhen, cover SC(willie_lin)Engagement model4Key ISV Profile OSI Sof

28、tAS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoProvide an open infrastructure for real time monito

29、ring tools on operation intelligenceCross world sales operation with technical resources supportedRevenue, 7-8M USD (China) http:/Default.aspx傲时软件Real time DB market leaderReal time monitoringGood go to market explorer in IoTCisco networking/ UCS agent embeddedSell through model Key solution: Real t

30、ime database in IoT environment (Pi system)Main segment: Energy & Utility/ manufacturingKey word: IoT in process industry施群 Regional Manager, base Bei Jing, cover all China, shiqunEngagement model7Key ISV Profile Mirle AutomationAS deliveredPartner deliveredAS involvement grew asXYZ tea

31、m led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoMajor vendor in electronics and manufacturer warehouse automation solutionLarge customer install base in TW, C

32、hinaRevenue, 200M+ RMB http:/.tw/indexs.aspx盟立Warehouse automation solution provider logistics, robot, FPD, PLCbundle UCS, wireless productsStrong industry know-how with IT selling experienceLong list of install baseKey solution: ware house management, FPD, logistics managementMain segment: assembly

33、/ electronics/ OEM/ wholesaleKey word: warehouse automation, logistics曹木凯 Regional Manager, base Su Zhou, cover EC, SCEngagement model7Key ISV Profile Transwarp AS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution de

34、liveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoBig data platform provider, specialized in Hadoop skill set50 cases in a year, mostly small to medium size projectsRevenue, 30M RMB http:/www.transwarp.io/about/introduction星环科技D

35、edicated in big data platform provider, specialized in massive data environmentClothing Cisco networking equipmentStrong industry know-how with self development solutionsUCS certified vendorKey solution: big data platform/ Hadoop developmentMain segment: SP/ Finance/ assemblyKey word: big data platf

36、orm赵页洲 Sales VP, base Shanghai, cover all ChinaYezhou_zhaotranswarp.ioEngagement model6Key ISV Profile BaiFenDian AS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Reve

37、nue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoA big data platform focusing on result oriented consulting projectsSpecialized in auto, home appliances vendor marketing research recommendationhttp:/百分点The biggest 3rd party consumer preference data platform Clear GTM strate

38、gy, good reason to talk for LoBStrong industry know-how with self development solutionsBig data platform for customized requirementKey solution: big data platform(BRE), data information servicesMain segment: internet+/ retail/ automotive/ CPGKey word: big data, marketing suggestion梁培明 V

39、P, base Bei Jing, cover all ChinaPeiming.liangEngagement model3Key ISV Profile Hong Zhi AS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Rev

40、enue $MPartner ProfileValue to CiscoFounders are from Haier, familiar with home appliance operationFocus on on field solutions in factory (MES, SCADA, SPC, AnDon)Revenue, 50M RMB http:/弘智电子Dedicated in factory automation, and operation excellenceConnected factory partnerClothing hardware and system

41、integrationStrong industry know-how with self development solutionsKey solution: MES, SCADA, SPC, AnDon, wireless, NWMain segment: assembly/ home appliance/ OEMKey word: MES, big data in Fab孙瑞正 VP, base Qin Dao, cover NCsunrzEngagement model7Key ISV Profile Foxconn AS deliveredPartner d

42、eliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoSplit from Foxconn IT, IT infrastructure expert.Sell and do capability is

43、 strongFew GTM resourceshttp:/about.html智联云网Senior system integrator with factory application integrationCisco Premier - Golden Familiar with Cisco solutionsStrong industry know-how with self development solutionsKey solution: Coll, MES, connected factory solutionMain segment: OEM/ assemblyKey word:

44、 connected factory, collaboration General Manager Wang Jin, base Shen Zhen, cover EC, SCwesleywjEngagement model6Key ISV Profile Baison AS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KPro

45、duct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoOver 100 customer reference in ChinaMajor vendor in apparels segmentRevenue, 50M RMB/百胜软件Major vendor in apparels segmentCloud service to his new customerStrong industry know-how with various solutions in textile/ ap

46、parels segmentKey solution: POS, eCommerce platform, BIMain segment: Textile/ apparelsKey word: apparels, POS, eCommerceMax Chen sales director, base Shanghai, cover all ChinaHaojun.chenEngagement model6Key ISV Profile IBM AS deliveredPartner deliveredAS involvement grew asXYZ team led

47、the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoOver 10000 employees in ChinaTo Cisco rev in 2014 is less than 2M (including MNC)Revenue, 4- 6B USD /cn-zh/IBM China

48、Major vendor in manufacturing segment at hardware, software and servicesConsulting capability recognized by customersLots of sales force in ChinaComplex deal engagementStrong industry know-how with various solutions in manufacturing segmentKey solution: MES, infrastructure end to end servicesMain se

49、gment: manufacturing/ FIN/ MNCKey word: MNC, complex dealHelen Luo Alliance Manager, base Bei Jing, cover all ChinaluohelenEngagement model3Key IoT Partners Profile Rockwell AutomationAS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase

50、 of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoCommitted to Cisco, Quarterly meeting with John Chambers/Chuck RobinsBelieve in using TCP/IP (Ethernet/IP) to connect automation systemJoint/OEM Products:

51、IE Switches, 819 Routers, ISA3000 FW, AP, UCSRevenue: FY14 global: $6.62B, APJC: $884M/zh_CN/overview.page?罗克韦尔自动化Rockwell Automation, the worlds largest company dedicated to industrial automation and information. Throughout the world, the flagship Allen-Bradley and Rockwell Software product brands

52、are recognized for innovation and excellence.Annual global revenue to Cisco 40M a yearKnow OT, established in 1903Architecture & SoftwareRockwell Automation control and information platforms, software applications and automation components.Control Products & SolutionsMotor control products, solution

53、s and services.Key solution: PLC, MES, ConsultingMain segment: Discrete Manufacturing, CPG, Offshore Oil RigsGeorge Qiao, China sales head, base Shanghai, cover all China (xfqiao)Engagement model7Key IoT Partners Profile Emerson Process ManagementAS deliveredPartner deliveredAS involvement grew asXY

54、Z team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileEngagement modelValue to CiscoPartner of Hirschmann in the past, gradually converting to CiscoBelieve in wireless (Wire

55、lessHART and Wifi) as the media for field networkJoint Products: CAP 1552WURevenue: FY14 Emerson Group global: $24.5B, http:/en-us/business/Pages/process-management.aspxKey solution: DCS, Wireless Field NetworkMain segment: Power Generation, Oil & Gas, ChemicalTracy Qu, Director of Wire

56、less, base Shanghai (Tracy.Qu) cover all China 艾默生流程管理Precision instruments for measuring pressure, level, temperature, flow, or composition of gases and liquids. Systems and software for precise plant process control, safety, reliability, and operations management.Annual global revenue to Cisco 25M

57、 a yearKnow OT, established in 1890Key solutions:Ovation : Power Generation DCSDelta: Oil & Gas Refineries DCS7Manufacturing Team Support ResourceSales team BDMCSE/TSAEC&SC ENTDerek HsuAndy ChienNC ENTTracy ChenDerek HsuJun LingMNC/ GETDerek HsuJin WangNew SP (CMG)Arthur WangJiang Xing/ Brook ZhangC

58、ommercialDerek HsuJin WangMarketingWilliam WuWeiwei YanCrossKaiser Cheon (global partner)Architecture FocusTSACollaborationDa XuACIXie JunAPIC EMCai ShengXiangWirelessEthan ZhouOpenStackXie JunBig DataXie JunIoE/IoTBilly FungCooperation ModelIdentifyWorkshop with sales teamConfirm short list to focu

59、s onArrange customer callsValidate1st call to share Cisco perspective with customer LoBRetire short list and update new oneInvite specialized ISV to work onEngagementAccount workshop with ISV/ AM/ SE/ CSE for potential customer interestsPrepare discussion paper to visit customer LoB Project initiati

60、ng or retireISV Install base introductionCall for ActionsSales team Accounts Actions/ solutions EC&SC ENTGree/ Midea/ CSOT/ MindrayMES/ Connected factory/ WIP managementNC ENTOil/ Chemical/ AutoMES/ SPC/ IoT, MNCFlextronics/ Jabil/ Cisco OEMConnected factory/ security/ collaborationTransformation (C