CreatedWednesday, November 22,2017 at 12:14 PM
Growing an account organically requires that we create, and demonstrate, value. Our clients are asking for simple, effective tools to provide the details they need to be more productive. There are two tools we can use to set ourselves up for success: Sales Tools, and Technology Tools.
Learn how to apply these tools in your business.
Set yourself up for success:
Growing an account organically requires that we create, and demonstrate, value. Each time we hear a client’s challenge and prove we are in a position to help, we gain their confidence, and add a layer of depth to the relationship...
Growing an account organically requires that we create, and demonstrate, value. Each time we hear a client’s challenge and prove we are in a position to help, we gain their confidence, and add a layer of depth to the relationship we are building. There are two tools we can use to set ourselves up for success: Sales Tools, and Technology Tools.
Can we really do more with less? With more efficient integration, the answer is yes. Our clients are asking for simple, effective tools to provide the details they need to be more productive.
How nice it would be to walk into a plant with a Swiss- army-knife that you could apply to any and every problem you see? If only life were so simple.
We know it’s not. There is no “easy button” to push, and there isn’t just one tool you can apply to every situation to solve your clients’ biggest headaches. But the reality is, there should be a simpler way to navigate the challenging maze that is MES. And there can be.
Our clients want more, for less.
And if we’re honest, so do we. We want tools to help us get more work from our existing client base. So how do we deliver on what they need? And how do we leverage the relationship we create to get the additional work we want? The answer lies both in our tools, and our approach.
Modern technology is on our side. We hear talk – maybe too often? – of the industrial revolution and IIOT, but we really can use these things in our favor. Let’s start with 4 tools we can, and should, take advantage of to make our jobs a little bit easier:
Tool #1: Open architecture
Your team is capable of building an MES platform – and correlated solutions: OEE, SPC, and Quality – from scratch; but should they? Probably not.
Sure, they could expense their time and materials and create a long, lucrative list of services. But those projects are often time consuming, difficult to manage, and can include change order after change order – or, worse yet, lost profit margin.
Neither option sounds like much fun.
Likewise, leveraging a tool that limits the flexibility you need, can really slow you down. An open architecture goes a long way in reducing frustration, time delays, and re-work. It allows you to take a blue print of what you want to achieve, and put it into the framework you need to make it happen. We call this blissful situation: peace of mind. With multiple platforms in the market, the costs associated with an open framework are very reasonable. So you don’t have to pay much to get the simplification you need.
Tool #2: HTML 5
Whichever platform you choose, consider one that is built on HTML 5. It’s clean, responsive, mobile-ready, and easy to interact with. Many end-users love the thought of being able to access their manufacturing data on the go, and a HTML 5 platform will help you provide them with that goal.
Furthermore, HTML 5 encourages interaction with dynamic features and several native APIs. Coding is clean, elegant, and easy to read on HTML 5 and third party media players are no longer needed. HTML 5 uses video and audio tags to treat videos as images and attributes like height, width, and auto play are simple to define within the tags.
These features contribute to a platform’s ease of use, and your ability to have a 100% web-based platform. With a fully web-based platform, you no longer need a thick client to access the database, making it quicker to switch between configuration and reviewing what you’ve just built. Everything is done online. With a fully web-based platform, you can see the client’s application in the same area as you configure, administer and set-up their application. It takes extra work out of the equation.
Tool #3: Pre-configured templates
Historically, MES has been slow and difficult to deploy. We’ve relied on our service work to make the length of the project profitable, but with pre-configured templates, you don’t need to.
Imagine being able to pop in a template that meets 60 to 100% of a client’s needs. It may sound like a leap, but it doesn’t have to be. With years of experience in the industry, MES platforms now have the ability to apply client lessons directly to their products. This has led to pre-configured templates for popular solutions such as OEE, SPC, Quality, and more. With these templates you no longer have to create applications from scratch. The data is already there, and populates once you plug in the automation.
In fact, in the vein of IIOT, there are MES platforms that allow you to connect to a smart sensor. These sensors do not require an Ethernet connection in order to gather data from the automation layer. You walk in, set it up, and start collecting information.
With templates and smart sensors, you save considerable time, and can price services based on the value you provide – as opposed to just time and materials. Deployment is rapid, up to 50% faster than it used to be, and the client can reach a ROI in half the time. You benefit from a re-usable, repeatable solution with a beach head to more projects, and the client wins by hitting their investment numbers quickly and efficiently.
Tool #4: Powerful configuration
Once a proven application is in place, and the client is happy, new project work is much easier to come by. If you’ve chosen a platform with a standards-based development environment, you can now extend your client’s template into a full-fledged MES – one project at a time. Or, if the client only wants one, or twos more application, you can unlock the license features, provide the services, and move on to the next client.
This process leads to increased engineering efficiency, as more of your team members can now participate in MES projects. With a HTML 5 platform, and ready-to-use templates, you can involve employees who may not have been ready to take on a mammoth MES project. This spreads your human resources more evenly across projects, and removes much of the pressure from your senior staff. With more team members to support you, and tools for a faster deployment – MES projects become more profitable for you, and your end-users. You – and your clients – get more, for less.
With thousands of deployments in 100+ countries, TrakSYS is a proven, next-generation MES platform. And with 30 years of dedication to client satisfaction, Parsec remains committed to providing our partners with outstanding software, training and support. Use TrakSYS to create tangible productivity gains for your clients, while sharing in recurring license and maintenance revenue. TrakSYS paves a productive and profitable path for everyone involved.
As a TrakSYS Solutions Partner (TSP) you earn a portion of each TrakSYS license, SMA, and subscription you sell. You can generate significant services work as a result of license sales, implementation, configuration, and application work. TSPs also earn income, and the opportunity to deepen their client relationships, by providing TrakSYS training. And by playing a front-line role in client support; you can generate recurring revenue with Service Level Agreements. Use TrakSYS to build a stable source of income for many years to come.