MES培训材料详解.ppt

Sales Mtg - QP View - How to Sell Migration * Sales Mtg - QP View - How to Sell Migration * * In 2008 we are introducing yet more applications to add value to your investment in our Plant Applications software. * * * * This is a competitive matrix developed for CPG – presented to illustrate comparison of GEF against major vendor offerings as well as dominant “extended historian” player. Key points: In many of our analyses we have tended to fall into a pattern of feature analysis, rather than assess the way our systems support specific business needs within the framework of customer values and attributes. By isolating function from role, we tend to fall into two traps: We assume that clients care about “perfect” and “complete” functionality, as opposed to “what matters in their context”. We assume that competitors’ products as developed (vs. deployed) provide a contextually useful solution These scores reflect an understanding of what the products look like in a live deployment, as opposed to tearing apart a laundry list of features. I also stress that the rankings are provided based on the experience of sales and technical staff working at several SI firms, so the opinions rendered reflect field experience with the products, rather than trusting to vendor claims of capability. 从ERP获取未处理的产品信息 无法获取符合实际制造条件的产品信息 无法实时获取制造资源及制造过程信息 较少考虑实时信息或者依靠手工输入 不准确甚至矛盾的生产计划 难以被接受或者执行 面临的问题 无奈之举 导致的后果 企业实施ERP为什么这么难？ 不上ERP是等死，上ERP是找死。 ——业界流行的玩笑语 企业面临的问题 行业挑战 C级管理人员的困惑 制造业的困惑 可视化 多工厂, 全球化 MA – 多系统和多业务 客户的需求改变 实时生产状态 自动数据采集 制造的柔性化 信息,而不只是数据 规范的遵守 行业规范 环境安全 客户满意度 质量监控和报警 谱系跟踪报表 环境监控报表 成本 价格压力 高生产成本 生产向低成本区域转移 连续的过程改善 增加生产能力 – 基于现有的资源 降低生产成本 C级管理人员的困惑: 成本, 规范的遵守, 可视性 为决策层提供完备、精确的制造数据 将生产意图无歧义地传递到制造执行层，并得到贯彻 提高生产效率 提高制造质量 最大化客户满意度 技术 人 生产 智能化 敏捷化 可视化 低成本 MES 企业对MES的需求 不是购买自动化和HMI/SCADA产品的人 决策人是那些考虑以下问题的人： 负责PL 负责生产 负责工厂运行效率 负责产品质量 负责如何服务客户 需要大量生产数据 谁会买MES解决方案？ 销售从$20K - $MM，平均为$50K - 150K 销售周期6 – 18月 由Historian、Portal、iFIX,