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PROCESS AUTOMATION PAVING THE WAY FOR COLLABORATION


manufacturers’ processes and needs. This will include familiarity with specific applications and different types of customers and their existing technology install bases. Panel builderswith the knowledge, quality,


efficiency, and compliance required to successfully construct future-proofed electrical control panels. Over the past few years there has been an


Sanjith Singh, Global Vice President, Software Centric Automation at Schneider Electric, says transforming your approach to customer relationships can unlock new opportunities


Or do they represent a profound partnership, a synchronised effort towards mutual growth? In the past, industrial automation vendors


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have often operated in isolation, focusing on delivering technology and support upon request, before returning to their own priorities. However, a transformation is underway in the business landscape. Industrial enterprises no longer view clients solely as customers; instead, they are collaborators. As a unit, they form a dynamic network where insights are exchanged, driving collective innovation, and yielding substantial business growth. To unleash the full, untapped potential of


this industrial marketplace, and to harness new technologies such as AI and open automation, industrial business leaders must pivot towards collaboration. For this model to succeed and flourish, industrial organisations must meet specific requirements. Firstly, they must deliver openness and


seamless interoperability. They must also have the willingness and competencies to bring next-generation technologies to their customers. These foundational steps are crucial; without the ability for software and solutions from various providers to harmonise and the people to make it happen, the potential for collaborative innovation is severely constrained. What emerges from this interplay of


8 NOVEMBER 2023 | PROCESS & CONTROL


ave you considered the essence of your client relationships? Are they mere transactions or a passing interaction?


technologies, ideas, and processes among companies is a newfound level of flexibility for end-users. This approach not only boasts scalability and swifter implementation, but it also tends to be more cost-effective. Above all, it nurtures a culture of experimentation and refinement, where a range of configurations are rigorously assessed to yield solutions that surpass previous technical boundaries. For partners, the rewards are greater than


ever before. Membership in associations like UniversalAutomation.Org can grant access to extensive networks of potential customers, an advantage in today’s competitive landscape. Secondly, when assembling a partner


network, organisations must ensure that their peers make up a diverse group of businesses. Though vendors will create the industry’s technological innovations, they still need support in delivering these solutions to the market. A complete portfolio of providers of industrial products, services, software, and solutions, which embrace the concept of universal automation, is required. Therefore, this ‘ecosystem of partners’ will involve the collaboration of several different types of organisations, including: Distributors that provide product availability


and proximity, tailoring needs across the full project lifecycle and ensuring a resilient and sustainable supply chain. Increasing numbers of customers will also expect distributors to be able to offer technical knowledge and support when required. System Integrators that bring expert knowledge of end-users’ and machine


increased need for remote operations. As a result, distributors must step up with the technical knowledge and pre-packaged, mass-market solutions to support customers through the change. This includes remote operations of machines, single plants, or several plants at once, as well as team collaboration. Meanwhile, system integrators need to contribute to the change by creating comprehensive solutions that can adapt to different customers’ specific needs. And panel builders must support through the designing of solutions that provide built-in connectivity to manage electrical infrastructure easily and remotely. Historically, selecting suitable partners has


been a tough, lengthy process for vendors and end-users. But today, many technology providers review, approve, and classify their partners according to specialism, service record, and product and application knowledge, making it far easier to choose a collaborator. For instance, Schneider Electric and its Alliance Partner Program lists industrial automation distributor BPX as an ‘Alliance Master Partner’, due to its high level of sales and technical experts serving OEMs and end- users in the consumer-packaged goods and water/wastewater segments. As an Alliance Master IAD, BPX can handle more advanced and complex industrial projects and deliver customised solutions to its customers, provide technical support, help with communications and connectivity, remote maintenance access to automation equipment and simple and complex motion control. In the dynamic landscape of rapid industrial


progress, the partnerships model emerges as an invaluable prospect to achieve corporate objectives. A richly woven partner network empowers both machine manufacturers, and end-users also. This offers them the assurance of selecting the ideal collaborator for any endeavour. Embracing the insights from a spectrum of industry voices ignites businesses to accelerate their digital evolution which, in turn, propels your enterprise into a vibrant future brimming with possibilities.


Schneider Electric www.se.com/ww/en/partners/alliance- partner-program/


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