What have vessel operators who are satisfied with digitalization efforts done differently? Where do most vessel operators fail in digital technology effort? Jan Wilhelmsson, Vice President of Commercial Shipping, Eniram - Wartsila, presents an industry overview of how to be successful in digitalization in the marine industry.

1. Feedback From 50 Vessel Operators on
Digitalizing Their Business
Needs, Ambitions, Expectations and Disappointments
SHIPPINGInsight 2017

2. Different Industries – Different progress
CRUISE AND CONTAINER INDUSTRY
• Early adopters
• Owner-Operator structure mainly
• Fleet Operations Centre
• Container industry generally claim to
have saved 3-5% due to real- time
monitoring alone.
WET & DRY BULK INDUSTRY
• Different Business Model
• Traditional thinking
• Exceptions confirming the rule
• “Principal agent problem” hampering
digitalisation with no capex justification

3. Simplified into 3 categories
SATISFIED OPERATORS –
successful in digitalizing their
vessel operations and business
UNSATISFIED OPERATORS – have
moved ahead with digitalization but are
not satisfied with the outcome or have
received return of investment
NON-ENGAGED OPERATORS
– Have no interest in engaging
in new technology and rely on
traditional methods

4. What have the satisfied
operators in common?
• A strong engagement and interests from top
management to move ahead with
technology
• Involvement from subject matter experts
• An appropriate timeline is given to execute
• Digitalisation not run as a normal IT project,
more a long term involvement from the
whole business
• Proper focus and recourses given towards
data quality, i.e. filtering, enriching modelling
and validation.

5. Where do the unsatisfied operators fail?
We spent a lot of money to
build this system years
ago so we are done. (Or
stuck with it)
”
We did this years ago,
we now have all this
data, but it’s so broken
we can’t do anything
with it.
Failure to appoint
project teams that
can and will take the
time to engage
“Not invented here”
philosophy
”
”
”

6. • The belief that the business model is so
unique and complex that it isn’t possible to
automatize it.
• Their operations is different from other
operations so that automatized solutions
aren’t not relevant
• Let other pave the way and get on board
once it has been tested and verified
Why do some operators not
engage in digitalization?

7. DEGREE OF ANALYTICS
FRAMED BY THOMAS H. DAVENPORT
7
PAST PRESENT FUTURE
INSIGHT
How and why did it happen?
(Modeling, experimental
design)
What’s the next best action?
(Recommendation)
What’s the best/worst that
can happen?
(Predictive modeling,
optimization, simulation)
INFORMATION
What happened?
(Reporting)
What is happening now?
(Alerts)
What will happen?
(Extrapolation)
DEGREEOFINTELLIGENCE FROM REACTIVE TO PROACTIVE
Source: Analytics at Work: Smarter Decisions, Better … (Hardcover) by Thomas H. Davenport, Jeanne G. Harris

8. CUSTOMER
Easy-to-install autonomous
battery powered transponder
CLOUD
DELIVERY
“Fleet” Software
+ Reports:
• C/P Monitoring
• Norm. Fuel Cons
• Speed Perf.
(additional reporting
sold separately)
ENIRAM
DATA CENTER
COMBINE AND ENRICH
L-Band 5 minutes point data
from SkyLight transponder
Noon reports via
email directly to data
center for consumption
Details.
METEOROLOGICA
L
DATA
DATA
MODELING
COLLECTING DATA
Developing a product based on the
feedback and 12 years experience of
performance monitoring -
Eniram
SKYLIGHT

9. Eniram SKYLIGHT 2.0
Key Features
ENIRAM FLEET EXPLORATION TOOL
• Predictive analysis and proactive planning with Eniram’s
fleet
ENIRAM REPORTING
• Charter Party monitoring, Normalised fuel-curve and Speed
profile report
MRV
• SkyLight can help with the monitoring and reporting of C02
emissions
Pre-Requisites:
• Eniram transponder • Eniram Fleet Software
Eniram SKYLIGHT 2.0