Processing, June 2018

to consider the digital twin is for asset maintenance then this same service can be provided by the OEMs themselves at substantially reduced costs In both green eld and brown eld scenarios HaaS provides compelling value that is cost e ective and scalable In a green eld scenario where new equipment is sold to the industrial plant it is likely that the customer would prefer a bundled solution a predictive maintenance package based on the actual hardware sold e competitive advantage relative to the digital twin is lower cost scalability and the limited input required from production plant technicians Perhaps the more interesting and more immediate opportunity for OEMs is their existing customer base the brown eld scenario If OEMs can develop a HaaS o ering and re t assets that have already been installed with predictive maintenance capabilities it provides an upsell opportunity to extend the OEMs footprint within its customer base Another aspect to consider is the business model that applies to both the greenfield and brownfield scenarios With a HaaS model OEMs can adopt the software business model where solutions are sold on a subscription basis with limited upfront investment on the part of the industrial plant ese multiyear agreements secure long term and predictable Solve Tough Flow Problems Eliminate ratholes bridging sticky buildup MATERIAL ACTIVATION SYSTEMS AirSweepSystems com 860 928 6551 28 Processing JUNE 2018 Incorporate the AirSweep System into your process Call us for a detailed engineered proposal 360 degree activation of material Each AirSweep unit activates up to an 8 foot diameter of bulk material for a fi rst in fi rst out controlled fl ow Ideal for bins silos chutes sifters hoppers blenders and other process equipment Reduces fl ushing cleaning time between product runs and improves batch uniformity Energy effi cient uses plant air USDA accepted models available for use in sanitary process environments Powerful bursts of compressed air or inert gas sweep and lift material off vessel walls MADE IN THE USA Watch Demo Videos Model VA 51 2 AirSweep Visit our AirSweep Systems YouTube page revenue streams for the OEM Depending on the taxation jurisdiction the industrial plant can bene t from using operational versus capital expenditures IIoT predictive maintenance A nascent market According to ARC Research the predictive maintenance category is growing at a compound rate of 39 percent and is expected to reach 11 billion in worldwide sales by 2022 As industry leaders such as IBM SAP Cisco GE and Siemens look to this market for incremental revenue OEMs have an opportunity to use their existing hardware business to gain market entry Most OEMs do not have competencies in AI and machine learning The obvious question for OEMs is how can they enter the HaaS market without significant R D investments With advances within unsupervised machine learning algorithms can be more easily applied to industrial scenarios and applications The result is that a new breed of solution providers is emerging OEMs can nd ways to access the machine learning discipline via partnerships and licensing agreements Conclusion It has been estimated that 20 billion a year is lost globally in the process industries alone e promise of predictive maintenance higher uptime and lower maintenance expenditures is now rmly on the radar of the CEOs and CFOs within the industrial domain Hardware OEMs should use the disruptive change brought about by Industry 40 to reposition their products as services and benefit and reorient their business models Dr David Almagor is the chairman of Presenso and a serial entrepreneur He has more than 30 years of experience in managing complex R D and business entities and taking them from startup inception to business success He was previously the founder and CEO of Panoramic Power that was acquired by Centrica PLC Almagor is author of more than 40 publications and co author of ve patents He holds a doctorate and a masters degree in electrical engineering from the University of California San Diego and a Bachelor of Science in electrical engineering from the Technion Israel Institute of Technology Presenso www presenso com