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Co-Selling helps OSIsoft achieve joint wins

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Strong Partnerships

In recent months, the co-selling relationship between operational intelligence provider OSIsoft and Microsoft has become closer than ever. “Working together in the co-sell process with Microsoft, especially on our joint OSIsoft/Microsoft Red Carpet Incubation Program (RCIP), I feel like we are part of one team,” said Prabal Acharyya, Worldwide Director of IoT Analytics and One Microsoft at OSIsoft. “Over the past year-and-a-half, there has been a tremendous change in the way we’ve been able to interact with Microsoft, the field teams, and the new industry resources that have been assigned for the benefit of our customers. The end result is that customers see a single interface with a stronger business value message instead of two or three separate vendors.”

Martin Otterson, Senior Vice President of Customer Success at OSIsoft, said the results of the collaboration between the two companies have been impressive so far. “By leveraging Microsoft Go-To-Market Services, OSIsoft has been able to create new subscription-based revenue streams and has achieved 12 joint wins with prominent customers including Barrick Gold, Deschutes Brewery, Mitsubishi Hitachi Power Systems, MPWiK S.A. (Wroclaw, Poland) and Toyota Motors Europe,” Otterson said.

Working together in the co-sell process with Microsoft, especially on our joint OSIsoft/Microsoft Red Carpet Incubation Program (RCIP), I feel like we are part of one team.

- Prabal Acharrya, Worldwide Director of IoT Analytics and One Microsoft, OSISoft

Co-Selling Activities

OSIsoft, which delivers the PI System, the industry standard in enterprise infrastructure, for management of real-time data and events, has collaborated with Microsoft on a variety of co-sell activities. They have hosted joint webinars for prospective customers, as well as live events in Detroit, Michigan, in San Leandro, California for OSIsoft’s sponsored events and OSIsoft User Conference, and in Germany at Hanover Messe, the world’s largest industrial technology trade fair.

“The speed of customer acquisition goes up tremendously because Microsoft is bringing the right technical and customer qualified leads together to the sales process,” said Acharyya, who also stressed that the co-sell relationship with Microsoft was about more than the number of leads they receive. “It’s important to understand that the co-sell team has a tremendous quality of people. It’s not just the headcount, but the skills, knowledge and connections of people we can work together with,” he said. “Also, a lot of people think that the co-sell process is a one-stop thing. It’s not like you send me the lead and I’ll see you in six months. There’s actually more of a joint strategy and execution structure to this process.”


Red Carpet Integration

Acharyya said that OSIsoft has had a particularly close relationship with Microsoft Corporate Vice President Joseph Sirosh and his team. The two teams worked together to create the RCIP, receiving direct input from Caglayan Arkan and his team. Arkan is the General Manager of Worldwide Manufacturing and Resources at Microsoft as well as the Executive Sponsor for the OSIsoft relationship.

RCIP, a comprehensive collaboration between OSIsoft and Microsoft, was designed to reduce the burden of data preparation by adding contextualization and insights from OSIsoft’s PI System to support Industry 4.0 initiatives related to using Internet of Things (IoT) and cloud computing solutions in Manufacturing & Resources, Power & Utilities, Oil & Gas, Food & Beverage, Discrete Manufacturing, and Consumer Packaged Goods (CPG). Under RCIP, OSIsoft and Microsoft collaborate with customers to develop processes to seamlessly connect real-time data from operations using OSIsoft’s PI System with advanced analytics like Cortana Intelligence, Azure IoT and business applications, thereby bridging the OT and IT gap and paving the way for digital transformation. A key element of RCIP is the PI Integrator for Microsoft Azure that automatically cleans, prepares and transmits PI System data, context and insights to the Microsoft Cloud Platform, which facilitates digital leadership for OSIsoft and Microsoft customers.


Customer Success

This year, OSIsoft and Microsoft demonstrated significant success with RCIP at Hanover Messe, the world’s largest industrial technology trade fair, showcasing several new prominent customers in the program, including Barrick Gold, Deschutes Brewery, Henkel, MPWiK (Poland Water), and Toyota Motor Europe.

Companies have joined RCIP for different reasons. Toyota Motor Europe joined RCIP to leverage the advanced analytics of the Microsoft Cortana Intelligence Suite for energy management and energy forecasting in their production facilities. Meanwhile, Barrick Gold is joining RCIP to develop analytical models for predictive maintenance for their trucks at their Cortez mining site in Nevada, adding the PI Integrator for Microsoft Azure to its existing PI System infrastructure as part of their Common Data Platform initiative.

“We like the agile approach of OSIsoft and Microsoft’s Red Carpet Incubation Program for rapid operationalization of advanced analytics, helping us to harness the potential of digital technology and unlock value across Barrick’s business,” said Ed Humphries, Barrick’s Head of Digital Transformation.


New Customers

Mitsubishi Hitachi Power Systems Ltd. (MHPS) also announced that they would participate in the RCIP program at Hanover Messe. “Microsoft is proud of its continued collaboration with OSIsoft to support our customers seeking greater value from their data,” Sirosh said. “With RCIP, OSIsoft and Microsoft are helping Mitsubishi Hitachi Power Systems bridge the OT-IT gap and help their power industry customers get valuable insights from the PI System and Microsoft Cortana Intelligence.”

Deschutes Brewery, an early RCIP participant, leverages OSIsoft and Microsoft technologies to increase brewing process efficiency across its beer portfolio. Deschutes employed the PI System to better understand its brewing process and managed to postpone an USD 8 million capital upgrade by making its current facilities more efficient. Through participating in the RCIP program, Deschutes anticipates it can save an average of 48 hours for every batch of beer across eight to ten brands. “By integrating the OSIsoft PI System with Microsoft Cortana Intelligence, we’ve identified opportunities for process efficiency all the way down the production line,” says Brian Faivre, Brewmaster at Deschutes Brewery. “This may be the greatest project I’ve ever been involved with in my brewing career.”


Next Steps

With momentum developing around RCIP and other co-sell activities, Acharyya said they are ready to grow their efforts. “Now that we have validated the effectiveness of RCIP for rapid operationalization of IoT Analytics, we’re ready to expand into new geographic regions as well as other industry verticals.”

Arkan said the increasing collaboration with OSIsoft has been a welcome development. “It’s a pleasure being a longtime collaborator with OSIsoft to drive innovation in the manufacturing industry,” Arkan said. “Our customers are excited about new digital capabilities like those provided by RCIP and the PI Integrator for Microsoft Azure that can help transform their business.”

OSIsoft has been able to create new subscription-based revenue streams and has achieved 12 joint wins with prominent customers including Barrick Gold, Deschutes Brewery, Mitsubishi Hitachi Power Systems, MPWiK S.A. (Wroclaw, Poland) and Toyota Motors Europe.

- Martin Otterson, SVP Customer Success, OSIsoft

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