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Intel Confidential Partner Playbook Vortex* Edge PMQ *Other names and brands may be claimed as the property of others. Click Here to Begin
Intel Confidential
Partner PlaybookVortex* Edge PMQ
*Other names and brands may be claimed as the property of others.
Click Here to Begin
Internet of Things Group Intel Confidential
▪ This sales guide is designed to help sales groups understand the Vortex Edge PMQ offering, how it adds value to advanced Industrial Internet of Things (IIoT) deployments, differentiators from the competition, how to engage the sale process from discovery to handoff, and where to find resources to learn more.
▪ A 10-20-page interactive PowerPoint providing comprehensive guidance on selling your solution; including product descriptions, customer benefits, partner value prop, how-to-sell guidance and tactics, objection handling, where to get help, and links to other resources.
▪ PLEASE REVIEW the Vortex* Edge PMQ partner training FIRST to gain a baseline understanding of the market context and Vortex* Edge PMQ solution.
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Home
Playbook Description Purpose
Sales Process Guidance
Call to Action & Additional Resources
Introduction
Table of Contents
*Other names and brands may be claimed as the property of others
To navigate this playbook, click the tabs in the Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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What’s in it for you?
Benefit Evidence
Decrease time to value ▪ Vortex* Edge PMQ is a pre-integrated, pre-validated solution already optimized for customers’ advanced analytics needs
▪ Developing on the Vortex* platform reduces solution development cycles to days, rather than months on Open Source R
Lower assembly costs ▪ Hardware and software solution components are pre-assembled on the joint solution from PrismTech,* ADLILNK,* Intel, and IBM,* removing the need to perform costly integration of disparate parts
Scale your resources ▪ The PMQ* infrastructure maximizes scarce data science resources, allowing you to increase efficiency of your assets and ultimately scale your business
▪ PrismTech,* ADLINK,* Intel, and IBM* offer innovative industry product options, supporting new use cases, integrating to a myriad of different protocols and applying the market’s leading analytics engines
Sales Process Guidance
Call to Action & Additional Resources
Introduction
Benefits forPartner Sellers
What’s in itfor You?
Value- Added Opportunities
Market Opportunity
Solution Introduction
How it Works
Know the Solution Players
Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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Value-Added Service Opportunities
Sell high-value services across each stage of the solution lifecycle
Build their analytics pipeline
Collect DataRapidly integratecomplex edge andEnterprise data sources
Customize ModelGenerate an asset-specific model and integrate model with actuators and sensors
Recommend ActionCreate corrective/ optimization action processes based on data insights
Run ModelDevelop dashboards that are right for customer applications
Act on InsightWork with customers to implement value
chains informed by the analytic insight
Build
Provide an ongoing managed service
• Maintain asset health & condition
• Provide monthly reports
• Fine-tune models
• Perform deeper system integration
Offer deployment planning and asset management consulting services
• Develop the business case
and implementation plan
• Identify the relevant
advanced analytics use
cases
Plan RunIntroduction
Benefits forPartner Sellers
What’s in itfor You?
Value- Added Opportunities
Sales Process Guidance
Call to Action & Additional Resources
Market Opportunity
Solution Introduction
How it Works
Know the Solution Players
Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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Market Opportunity
1. Gartner Survey Shows That 43 Percent of Organizations Are Using or Plan to Implement the Internet of Things in 2016, Gartner Newsroom http://www.gartner.com/newsroom/id/32367182. Industrial Analytics 2016/2017: The current state of data analytics usage in industrial companies. Digital Analytics Association of Germany and IoT Analytics Whitepaper, 12/2016, https://iot-
analytics.com/wp/wp-content/uploads/2016/10/Industrial-Analytics-Report-2016-2017-vp-singlepage.pdf3. Are Executives Really Using Plant-Floor Data? Automation World Survey, https://www.automationworld.com/industrial-internet-things/are-executives-really-using-plant-floor-data4. Vs. cloud-only solutions. © Wikibon IoT Reference Models AWS IoT Service & Pivot3 Server SAN
Sales Process Guidance
Call to Action & Additional Resources
Introduction
Benefits forPartner Sellers
Market Opportunity
Solution Introduction
How it Works
Know the Solution Players Analytics-driven maintenance is crucial for
increasing efficiency
Of asset-intensive ‘heavy’ industries will have implemented IoT by 2017156% 65%
Of manufacturing BDMs plan to collect plant data for enterprise decision-making within the next5 years3
79%Of analytics professionals & industrial BDMs consider predictive/prescriptive machine maintenance very or extremely importantapplications of industrial data analytics2
30% Lower TCO with edge analytics solutions vs. cloud only solutions4
IOT is transforming operationsDecision-makers are looking for better visibility into asset performance
Firms are turning to edge computing to improve connectivity, enhance security and lower costs
Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
Vortex* Edge PMQ is made up of the following components:
▪ PrismTech* Vortex Intelligent Data Connectivity Software
– Flexible connectivity suite pulls edge and historical data across devices, gateways and servers
– Open and robust standards-based data-sharing infrastructures
▪ ADLINK* Smart Gateway and Industrial Server
– Ruggedized, small form-factor gateway and server built on Intel Atom® processors and Intel® Xeon® processors
▪ IBM* PMQ
– PMQ = Predictive Maintenance and Quality
– Advanced analytics software enables predictive maintenance and real-time asset management through machine learning
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Solution Introduction
Vortex* Edge PMQ is a fully-integrated hardware, data connectivity, and predictive analytics solution in a box
Sales Process Guidance
Call to Action & Additional Resources
Introduction
Benefits forPartner Sellers
Market Opportunity
Solution Introduction
How it Works
Know the Solution Players
Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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How it Works
SCADADATA SCORING &
ACTIONS
ANALYTICS, MODEL UPDATES & DATA AGGREGATION
BUSINESS INTELLIGENCE RESULTS SHARING
Corrective Actions
“Raw” Sensor Data
Processed Sensor Data
Model UpdatePMQ* Industrial Server
Cloud
Dashboard/BI/CRM
1. Collects data from sensors on IIoT assets using PrismTech* Vortex Intelligent Data Connectivity Software and ADLINK* Smart Gateways
2. Homogenizes protocols and pre-processes data at the edge on the ADLINK* Smart Gateway and Industrial Server using Vortex* Edge PMQ
3. IBM’s* PMQ Analytics analyzes data to predictively model an asset’s optimal function
4. Prompts or recommends real-time corrective actions, including actuator commands and maintenance requests
5. Learns from historical data to build increasingly better predictive models
How Vortex* Edge PMQ works
Data Plane
Control Plane
Results Deployment
Runtime Scoring Model
Sales Process Guidance
Call to Action & Additional Resources
Introduction
Benefits forPartner Sellers
Market Opportunity
Solution Introduction
How it Works
Know the Solution Players
Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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Know the Solution Players
▪ Intel’s high performance compute (Intel® Xeon® processors and Intel Atom® processors) power Vortex* Edge PMQ’s smart gateway and server components.
▪ Intel IoT gateway architecture streamlines the solution development process for faster time to value
Intel
▪ PrismTech’s* Vortex* connectivity software is cloud and edge-server agnostic for ultra compatibility
▪ ADLINK’s* Intel-based gateway and server are built strong to last in high-stress industrial environments
PrismTech* & ADLINK*
▪ IBM* Predictive Maintenance and Quality (PMQ) software delivers advanced analytics
IBM*
Sales Process Guidance
Call to Action & Additional Resources
Introduction
Benefits forPartner Sellers
Market Opportunity
Solution Introduction
How it Works
Know the Solution Partners
Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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Target Verticals & Use Cases
Target use cases
Primary use case:Automotive/smart factory/industry 4.0
▪ Manufacturing quality early warning
▪ Asset tracking and optimization
▪ Factory analytics
Secondary use cases:▪ Underground mine equipment monitoring
▪ intelligent wireless tower management
▪ central utilities equipment optimization
▪ Rail equipment performance monitoring
▪ Transportation fleet management
Primary vertical: Manufacturing (Industrial, chemical, petroleum, mining)
Additional verticals:▪ Automotive, aerospace
& defense
▪ Chemical & petroleum
▪ Government
▪ Transportation
Target verticals
Sales Process Guidance
Call to Action & Additional Resources
Introduction
Prospect
Target Roles & Pain Points
Target Verticals& Use Cases
Qualify
Pitch
Sales Support
▪ Consumer products
▪ Electronics
▪ Energy and utilities
▪ Travel
▪ Telecommunication
Vortex* Edge PMQ is available globally, and scales easily to deliver value in asset-intensive industriesTable of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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Target Roles & Pain Points
▪ Unplanned downtime
▪ Maintenance costs
▪ Warranty claims
▪ Parts and inventory costs
▪ Asset longevity
▪ Production quality
▪ Production yield vs. waste
▪ Maintenance scheduling
Sales Process Guidance
Introduction
Prospect
Target Verticals& Use Cases
Target Roles & Pain Points
BDMs with care-abouts within two use case categories:
Pain PointsTarget Roles
Operations optimization
▪ COO
▪ VP of Operations
▪ Director of facilities
▪ Other decision-makers responsible for asset maintenance
Building new revenue streams using predictive capabilities
▪ CIO
▪ VP of Product Development
▪ VP of Marketing
Call to Action & Additional Resources
Qualify
Pitch
Sales Support
Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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Discovery Questions
Sales Process Guidance
Call to Action & Additional Resources
Introduction
Prospect
Discovery Questions
Qualify
Pitch
Sales Support
Ask discovery questions such as the examples below to uncover customer care-abouts and opportunities. Additional conversation guidance can be found in the Opportunity Identification for Predictive Maintenance and Quality document in the Vortex sales kit.
Decision Tree
Table of Contents
Example discovery questions How PMQ* can address this
What are your top challenges regarding:
• Production/manufacturing
• Product design, product and manufacturing process quality
• Materials and/or inventory
• Quality control issues
• Maintenance
Open ended question; few operations personnel will actually be willing to answer. For those that do the answers may help target specific areas that can benefit from PMQ* capabilities.
What are your most frequent customer service/repair requests regarding equipment/products?
Identify root cause of failures to improve product quality and thereby reduce failures and service/warranty claims. Develop predictive models to better determine probability of failure and proactively address problems to minimize repair costs.
What programs do you have to monitor safety, health and environmental aspects of production/manufacturing operations or product quality?
Enhance existing programs specifically by providing capabilities to capture and analyze a wide range of production and/or product data; identify process or product anomalies earlier, and take recommended actions to reduce or eliminate hazards or risks.
What statistical/analytic/business intelligence software do you currently use?
If client is already using IBM SPSS (Statistics, Modeler) you have up-sell opportunity. Discuss benefits of applying existing SPSS capabilities and skills to improve maintenance practices and product quality; introducing PMQ* and advanced analytical algorithms such as Quality Early Warning System (QEWS) that differentiate IBM from vendors who simply provide statistical software packages.
Do you have any initiatives for increasing your return on assets? Is your annual budget for maintenance decreasing, stable, or increasing?
Increase asset availability, reduce unplanned downtime and maintenance, and optimize maintenance scheduling and resources.
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
Reference the IoT Journey Decision Tree workbook contained in the Vortex sales kit (screenshot below). Change the input values based on your customer’s situation to see how it affects recommended products.
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Decision Tree
Introduction
Discovery Questions
Lead Qualification 2/2
Decision Tree
Pitch
Sales Process Guidance
Introduction
Prospect
Qualify
Table of Contents
Call to Action & Additional Resources
Pitch
Sales Support
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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Solution Value
▪ Reduce unplanned downtime
▪ Lower maintenance costs
▪ Minimize warranty claims
▪ Lower parts and inventory costs
▪ Optimize asset longevity
▪ Minimize production quality issues
▪ Increase production yield vs. waste
▪ Improve maintenance scheduling
Vortex* Edge PMQ is a predictive solution that anticipates and dynamically responds to asset status
• Generating real-time, fact-based insights into asset behavior to enable optimal performance
• Accelerates analytics deployment lifecycle
• Removes latency for high speed automation applications
• Ensures data sync in distributed asset situations
• Reduces bandwidth utilization
• Remove IT management overhead
• Streamlines your deployment and lowers TCO through a pre-integrated, pre-validated architecture
High-level value Props Benefits to Industrial Deployments
Call to Action & Additional Resources
Prospect
Qualify
Pitch
Sales Support
Solution Value
Addressing Pain Points
Solution Differentiators
Customer Proof Points
Introduction
Sales Process Guidance
Introduction
Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
Unplanned downtime Reduce unplanned downtime by addressing asset problems before failure
Maintenance costsLower maintenance costs through automated corrective actions and early warning maintenance requests
Warranty claims Cut warranty claims by predicting and reducing asset stressors on the fly
Parts and inventory costsMinimize parts and inventory costs by predicting and adjusting miscalibrations to reduce the potential for production errors
Asset longevityExtend asset life by ensuring that assets are constantly adjusted to function at optimal environment settings
Production qualityImprove product quality with real-time corrective actions that keep assets producing with precision
Production yield vs. wasteIncrease yield while reducing waste as assets work at optimal speeds and cut production error through automated predictive maintenance
Maintenance schedulingOptimize maintenance schedules by enabling predictive, data-driven asset maintenance evaluation and prioritization
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Addressing Pain Points
Customer Pain Points How Vortex* Edge PMQ Solves Customer Pain Points
Solution Value
Addressing Pain Points
Solution Differentiators
Customer Proof Points
Prospect
Qualify
Pitch
Introduction
Sales Process Guidance
Introduction
Call to Action & Additional Resources
Sales Support
Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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Solution Differentiators
Vortex* Edge PMQ is predictive analytics in real-time
Vortex* Edge PMQ is a
true real-time, predictive
solution for IIoT
Common limitations of other solutions▪ Conditional-only analytics address problems after the fact –
asset failure, error or miscalibration has already occurred and impacted productivity
• Remote-only solutions often involve modeling assets and enforcing actions from the remote cloud or datacenter, which can create additional costs and delays
Vortex* Edge PMQ delivers real-time, predictive analytics at the edge, going beyond diagnostic and remote solutions▪ Delivers predictive insights – anticipates and dynamically
responds to asset status
▪ Enables proactive responses – Goes beyond basic diagnostics to help address problems like asset failure, error or miscalibration before they impact productivity
▪ Operates at the edge close to the asset itself, which supports fast decisions and actions via low-latency predictive analytics
Solution Value
Addressing Pain Points
Solution Differentiators
Customer Proof Points
Prospect
Qualify
Pitch
Introduction
Sales Process Guidance
Introduction
Call to Action & Additional Resources
Sales Support
Table of Contents
Machine learning
Field-proven robust HW/SW Infrastructure
Real-time response
Internet of Things Group Intel Confidential
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Customer Proof Points
Case Studies1
Solution Value
Addressing Pain Points
Solution Differentiators
Customer Proof Points
BMW*BMW* light-alloy foundryReduced scrap rate by 80% in 12 weeks
IBM50-70% of service support (including on-site service) is replaced by machine-to-machine fixes
Pratt & Whitney*Pratt & Whitney jet engines achieved $63 Million in annual savings for a single airline customer
Israel Electric*20% reduction in costs for power station outage management
Daimler Powertrain*Reduced defect rate by 50% in 16 weeks, Cylinder heads
Prospect
Qualify
Pitch
Introduction
Sales Process Guidance
Introduction
Call to Action & Additional Resources
Sales Support
Table of Contents
1. Source: PrismTech,* Vortex* Edge PMQ Sales Pitch, Sept 2016
Internet of Things Group Intel Confidential
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Sales Support
Call to Action & Additional Resources
Prospect
Qualify
Pitch
Sales Support
ADLINK* has a core competency in the hardened industrial appliance sector. Reach out to ADLINK via the support alias if:
▪ Your customer wants an even more ruggedized appliance architecture (e.g. mining, transportation setting)
▪ Additional hardware customization (example: Customizingsmart gateways)
PrismTech* specializes in connecting and maintaining high-end & critical systems. Engage PrismTech via the support alias when:
▪ A working proof of concept has been validated in your customer’s asset environment and you are looking to scale asset monitoring across larger or unfamiliar deployments
▪ You need help integrating Vortex* Edge PMQ SW/HW with a customers’ communication protocols
IBM’s* PMQ analytics solution has been market-tested for many years. Reach out to IBM via the support alias if:
▪ Your customer deployment involves a new/unfamiliar use case (example: Integrating with 3rd party analytics software)
▪ You need advanced analytics support (example: IBM can provide templatized analytics models, data science support and PMQ dashboard program support)
▪ You’d like to participate in a PMQ onboarding session covering PMQ in greater detail, including the infrastructure components and basic deployment considerations, as well as how to use the IBM asset optimization workbench
Intel brings its powerful ecosystem and extensive IoT expertise to the Vortex* Edge PMQ solution. Reach out to Intel subject matter experts (SMEs) via the support alias if:
▪ Your customer deployment involves a new/unfamiliar use case (for example an edge-only, self-contained industrial deployment)
▪ You want to bring in additional SIs to support your deployment, or functioning as an SI directly (for example, in cases where you have to sensorize unfamiliar assets before deploying Vortex Edge PMQ)
Support from Intel Support from IBM*
Support from PrismTech* Support from ADLINK*
Introduction
Sales Process Guidance
Introduction
Table of Contents
Internet of Things Group Intel Confidential
*Other names and brands may be claimed as the property of others
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Call to Action & Additional Resources
Sales Process Guidance
Call to Action & Additional Resources
IntroductionFor questions or support regarding hardware, software, data management, comms, specific industries or use cases, or any other Vortex* Edge PMQ-related topics, contact the Vortex* Edge PMQ support alias:
Pricing Information: Vortex Edge PMQ is a highly flexible solution that is tailored to the unique hardware, software, and service needs of each customer. Engage with PrismTech through the support alias to discuss pricing details based on your customer’s unique needs.
Ordering information:
▪ MXE-200i series: ADLINK* part: MXE-202i , Intel MM#: 935332
▪ MXE-5500 series: ADLINK* part: MXE-5501, Intel MM#: 944027
▪ SETO-1000: ADLINK part: 93-99202-200E, Intel MM#: 930000
▪ IBM PMQ: Order through ADLINK, so please contact ADLINK through the support alias
Solution Pricing & Ordering Information
Support Contact Partner Collateral & Additional InformationTable of Contents
▪ Vortex Edge PMQ Brochure
▪ Smart Gateway Brochure
▪ Industrial Server Brochure
Internet of Things Group Intel Confidential 19
Legal DisclaimersIntel technologies features and benefits depend on system configuration and may require enabled hardware, software or service activation. Performance varies depending on system configuration. No computer system can be absolutely secure. Check with your system manufacturer or retailer or learn more at Intel.com.
Cost reduction scenarios described are intended as examples of how a given Intel- based product, in the specified circumstances and configurations, may affect future costs and provide cost savings. Circumstances will vary. Intel does not guarantee any costs or cost reduction.
Intel, the Intel logo, Intel Core, Intel Atom and Intel Xeon are trademarks of Intel Corporation or its subsidiaries in the U.S. and/or other countries.
*Other names and brands may be claimed as the property of others.
© Intel Corporation
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