树液Stakes Claim in New OEM Business Model

Two distinct forces—one business oriented and one technology oriented—have been coming together over the past few years in way that could change the industrial OEM business model and manufacturing capex processes. The business factor I’m referencing is the ever-shrinking number of onsite engineers in industrial facilities who are able to troubleshoot, diagnose, maintain and repair equipment. The technology factor is remote asset management.

The technology factor is poised to alleviate manufacturers’ shortage of onsite expertise by delivering the OEM’s expertise remotely. Using remote asset management technology to link to equipment in the field, OEMs can do much of the equipment troubleshooting, diagnoses, maintenance and repair from anywhere in the world by working directly with shop floor personnel. Physical travel to the equipment site by OEMs can be drastically reduced and, in many cases, eliminated with remote management technologies.

Though not yet widely adopted by OEMs, a new business model—in which the OEM is responsible for day-to-day equipment operation, while the manufacturer pays a recurring fee for guaranteed uptime—is becoming increasingly attractive to manufacturers. So much so that many remote asset technology providers I have spoken with recently have repeatedly told me that equipment end users are coming to them to help push the issue with their OEMs.

为了应对这一发展趋势,SAP是假定ioning itself as a remote asset management technology provider for OEMs. It is doing so by providing three key technologies—the SAP Cloud Platform, Asset Intelligence Network and IoT Application Enablement Toolkit. While this approach of delivering sensor data to the cloud for use by apps is not unusual in the Internet of Things (IoT) world, SAP is approaching the concept a bit differently by putting the数字双胞胎在过程的中心。

在2018年11月的SPS/IPC/Drives活动中，SAP Deutschland的行业价值顾问ArminPühringer告诉我，SAP在此过程中利用数字双胞胎来确保跨平台设备模型数据的一致性。他说，SAP在过去的两年中，与Index-Werke一起开发了该技术的实施，这是CNC转向机器的OEM，以及参与SPS的SAP显示器以及其他OEM的OEM。“从数据所有权讨论到数据安全性，从哪个位置主数据从哪些位置进行了数据，以及如何参与设备供应商，我们与OEM合作的关键点是，它专注于改善设备的工厂的整体运行居住，”他说。

With data stored in the SAP Cloud Platform, which can contain time series, status and sensor data from equipment, OEMs can use SAP’s IoT Application Enablement Toolkit to develop apps connected to the SAP Asset Intelligence Network to maintain an up-to-date overview of equipment via its digital twin. The digital twin includes information about equipment hierarchy, documentation and maintenance instructions, as well as near real time operating data, allowing the OEM to continuously monitor the condition and performance of machinery.

SAP说，通过提供OEM能够更轻松地创建应用程序以使用集中的数字双胞胎来协调机器和业务流程的能力，它使OEM可以扩展其业务模型以更加面向服务，创造新的收入来源，并确保更高的水平客户忠诚度。

可以使用SAP的IoT应用程序启用工具包创建的一些应用程序包括：

• 用于自助票务，备件识别和订购以及远程服务支持的服务门户；
• A service management app to deliver notifications, information about resource planning, field service, e-signatures and invoices;
• 用于故障管理和设备层次结构的机器驾驶舱应用程序；和
• 维护应用程序，用于状态监控，预测维护和影响分析。

当然，使用数字双胞胎进行远程资产管理的关键要素是传感器数据。Pühringer说：“ OEM将需要实时传感器数据作为数字化策略的一部分来执行此操作，以创建新的业务模型，并使用支持其产品在现场使用产品的软件应用程序。”

One method for transferring such data to the cloud for use by the SAP Asset Intelligence Network is Hilscher’s netIOT Edge Gateway, a technology spotlighted by SAP at the SPS event. Leveraging the IO-Link Master technology, this gateway connects existing equipment to the Internet to deliver sensor data to the SAP Cloud Platform.

Pühringer强调，SAP对远程设备管理的数字双愿景为机器和设备制造商带来了好处。他说：“他们可以使用这项技术来提高现场资产的绩效，并为其持续的产品开发提供反馈。”“它可以通过更好地理解设备使用的方式来提供从产品开发到销售的封闭环路，然后可以将其重新融入产品开发中。我们的角色是向OEM和植物运营商提供基础设施，以便他们可以做到这一点。”

Pühringer指出，SAP正在使用SAP IoT应用程序启用工具包与离散行业的OEM合作。作为此的例子，他列举了与Endress+Hauser和Pepperl+Fuchs的合作，两家公司使用该技术来支持他们提供的仪器设备。

诸如Endress+Hauser之类的技术供应商在此领域完成的工作突出了所有类型的OEM的前进道路。例如，使用SAP IoT应用程序启用工具包，Endress+Hauser开发了自己的资产健康应用程序。这些应用程序的设计是为了使维护团队可以评估设备是否经历过度磨损，是否需要预防性维护，或者是否会失败。Endress+Hauser的所有资产健康应用程序均基于其工具的共享数字双数据模型。根据Endress+Hauser的说法，使用此统一的语义模型确保数字双胞胎模型的交叉应用并控制使用基于角色和实例的授权系统的数据访问。该公司表示，将此信息牢固地统一在数字双胞胎中可以比较众多生产设施的评估，以根据传感器数据为设备维护和维修要求构成基础。

Pühringer added that the IoT Application Enablement toolkit architecture ensures that the equipment operator authorizes individual applications to access process data during operation. Complete master data on equipment and a uniform semantic model are shared between the manufacturing facility operator and the field device manufacturer via the SAP Asset Intelligence Network.