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.

1. Restricted © Siemens Industry, Inc. 2014 All rights reserved. usa.siemens.com/summit
Automation Summit
A User Conference - June 23 – 25, 2014

2. Restricted © Siemens Industry, Inc. 2014 All rights reserved. usa.siemens.com/summit
Tim Jager
Best Practices for Selecting and Working
with a Systems Integrator

3. https://www.youtube.com/watch?v=EX
xB-uaQcmM

4. DMC Company Profile
Industries Served:
Automotive
Chemical and Food
Processing
Electronics/Semiconductor
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+

5. Presenter Info
Tim Jager, PE
Project Director, Sr. Management
Joined DMC in 1999
B.S. in Mechanical Engineering
University of Illinois.
Licensed Professional Engineer – Control SystemsTIM JAGER

6. Why

7. Solution Partner
=
Systems Integrator (Recognized by Siemens)

8. 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

9. When to use a Systems
Integrator?

10. When to use a Systems Integrator
When you want to Focus on your core:
Competency
Strengths
Beliefs

11. When to use a Systems Integrator
When you need expertise…

12. When to use a Systems Integrator
When the end customer specifies a different
PLC platform

13. When to use a Systems Integrator
When you need an influx of new ideas

14. When to use a Systems Integrator
When you need a jump start

15. When to use a Systems Integrator
Short-term Help
Tim, you did a
Great Job!
Now Get Out!

16. When to use a Systems Integrator
When you’re in an
Emergency….
…And You need a
problem solver

17. Selecting a
Systems Integrator

18. Selecting a Systems Integrator
Firm Stability

19. Selecting a Systems Integrator
Firm Stability

20. Selecting a Systems Integrator
Firm 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

21. Selecting a System Integrator
Technology Expertise vs. Industry Experience

22. Selecting a System Integrator
Technology
Expertise
Industry
Experience
VS.

23. Selecting a System Integrator

24. Can Do vs.
Have Done
Can Do VS. Have Done
Selecting a System Integrator

25. Certifications
Selecting a System Integrator

26. Reference Checks
Selecting a System Integrator

27. Listen to questions asked by
potential SI
Selecting a System Integrator

28. Plays well with others
Selecting a System Integrator

29. Identify their
commercial interests
Selecting a System Integrator

30. Transparency?
Open-door policy?
Selecting a System Integrator

31. Alternatives

32. Freelancers & Technical
Staffing Agencies
Alternatives

33. Freelancers
Alternatives

34. Remember: There will always be a cheaper
option, but you will get what you pay for.
Alternatives

35. Hire your own!
Alternatives

36. Dos & Don’ts
for a successful
SI Relationship

37. Do –A starter project
Do’s & Don’tsDos & Don’ts

38. Dos & Don’ts
Do -Communicate!

39. Do - Add your own expertise.
Dos & Don’ts

40. Do - Be Realistic
Dos & Don’ts

41. Dos & Don’ts
Don’t - Assume your integrator will
be ready for you anytime you call.

42. Do – Be Specific… Or you may get
what you asked for
Dos & Don’ts

43. Do - Consult the integrator
before specifying hardware
Dos & Don’ts

44. Don’t- Jump The Gun!
Dos & Don’ts

45. Do - Make sure to Focus on
Critical Path
Dos & Don’ts

46. Don’t - Expect software to fix
hardware problems.
Dos & Don’ts

47. Do – Discuss and Understand the SI’s
software licensing policies.
Dos & Don’ts

48. Do - Learn from the Integrator
Dos & Don’ts

49. Don’t- Ignore an over-budget
situation
Dos & Don’ts

50. Don’t- Ship early.
Hey Boss, the
system just made
its first part!
Ship it!
Dos & Don’ts

51. Do- Weigh cost options
Price Spec Flexibility Risk
Fixed-Bid Guaranteed Rigid SI
Hourly Variable Fluid Customer
Dos & Don’ts

52. Do- Negotiate
Dos & Don’ts

53. Questions?

54. Restricted © Siemens Industry, Inc. 2014 All rights reserved. usa.siemens.com/summit
Tim Jager
312.428.4135
Tim.Jager@dmcinfo.com
www.dmcinfo.com
HYM
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