“The Day We Failed” Success Story by Rick Caldwell,SCADAware

Using SCADA for Production MonitoringThe Manufacturing Lesson
Rick Caldwell
President, SCADAware

Me and Dick“The Day We Failed”SUCCESS STORY

SCADA For Manufacturing
Data Acquisition Only

SCADA For Manufacturing
Great Visualizations
Need Better Reporting

Largest Project Ever
Customer has large install of SCADA system for
monitoring production.
Target improvements have not been achieved.
Customer asks for flexible reporting system including
OEE (Overall Equipment Effectiveness) for corporation wide SCADA
All custom development

Years of Development
Software is developed as modules so early installations
can be made with enhancements and features added over time.
Customer agrees to purchase early versions in small quantities as a test.

Years of Development
Installations were showing good improvements on efficiencies, but only on the newer automated machine tools.
There was not widespread acceptance of this software as the solution.
Development continued until all features were added and the product was completed and ready for a release to the customer on a large scale.

Invitation to Introduce New System

New System Being Introduced
Customers were invited to a showing of the new release.
One week before the software showing I had an idea.
The customer needs a response light for the manual stations and assembly lines.

Day of Presentation
Friday, February 29, 2008
Everyone
arrives.

Entertainment – Morley

But we really brought him in for the….

Food – Chowder and Chili

Presentation
The
Boring
Engineer

Dick says, “Fire the boring engineer!”
Can’t see the screen
Boring Engineer

Dick Says “Failure”
Guy on cell phone
Guys
talking during presentation

Everyone Focuses on the Light

Everyone Focuses on the Display

Weekend Worry

Monday Morning - Customer Calls

Saw the Light

“Do you have the light?”

Wants to buy software/hardware combo

“Do you have both?”
Hmmm….

“Of Course!”

Quickly Design Light and Controller

Installations in three weeks

The customer loves the solution

We won the order - $20M USD Potential
Customer wants installations in 110 Factories

Most Important
Customer has success!
20% to 40% improvement in production efficiencies
Widespread acceptance in all areas of manufacturing

Current Installations
3,428installations, in 62plants, in 9 countries

Lessons
What did we do wrong in the beginning?
We followed all the steps correctly with the design meetings and customer involvement.
How did we almost miss the opportunity to help our customer?
The didn’t want a software reportingsystem. They wanted efficiency.
Take a step back.
Look at the big picture.
Be ready to think outside the box.
Don’t be afraid of your ideas.
Know your customer(internal and external)

Thank you!

“The Day We Failed” Success Story by Rick Caldwell,SCADAware

by ISA Marketing & Sales Summit on Sep 21, 2011

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“The Day We Failed” Success Story by Rick Caldwell,SCADAware — Presentation Transcript