Post on 22-Dec-2021
Working togetherfor a profitable future
Alliance
Collaboration /// Service /// Support /// Sales development ///Strength /// Opportunity /// The future /// Security ///
SIsSYSTEM INTEGRATORS
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Partnership /// Alliance /// Partnership /// Alliance /// Partnership /// Allianc
A perfect partnership
Mitsubishi Electric’s success has longbeen founded on trust and partnership,helping it to become one of the world’slargest organizations with a turnover ofover 3.7 trillion Yen (approx 27.6 billionEuro).
Through its e-F@ctory Alliance program,it is now looking to extend its relation-ship with Systems Integrators in Europefor mutual growth.
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ce /// Partnership /// Alliance /// Partnership /// Alliance /// Partnership ///
More than ever, companies need to findnew and innovative ways to do business– and win business that will last.
By working together, sharing informa-tion and expanding both your portfolioof solutions and your routes to market,you can be part of an alliance that willenable you to access new vendor part-ners and benefit from an excitingrewards program that is designed tohelp your business grow.
that rewards success
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
The challenge
A competitiveWorldSystem Integrators have to survive in anever more hostile market place. Toughcompetition, increasingly even fromsuppliers, as well as internal shareholderpressure means finances are squeezed.Customers are demanding solutionswhich offer productivity increases and aspeedy Return On Investment but alsothat these need to work harmoniouslywithin their existing business environ-ment.
Many System Integrators pride them-selves on offering market leading, "bestin class" solutions but then have to com-pete with "total solution suppliers". Thesales and engineering teams work hardto come up with customer centric offersand value added propositions but run tostand still. There must be a better way ...and there is.
“Together westand , dividedwe fall” AesopIn today’s highly volatile market, thebenefits of combining our strengths aremanifold but it needs a motivation toshare and a foundation of mutual trust.
Alliance
Working together, respecting each others expertise
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Automation Solutions
Mitsubishi EZSocket Partner Products
EZSocketMitsubishi Communication Software
Mitsubishi Integrated FA Software
Manufacturing Execution System
Operation & Planning
SHOP FLOOR
PLANTPlant Integration
Level
MESManufacturing
Execution System
TOP FLOOREnterprise ResourceManagement
ERP
e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
e-F@ctoryAllianceThe e-F@ctory Alliance is a concept cre-ated by Mitsubishi Electric and vendorpartners. It is an umbrella organizationwhich is designed to deliver a workingenvironment where System Integratorscan thrive and grow without sacrificingtheir core company values or existingbusiness principles.
The partners of the e-F@ctory Alliancehave realized that by working togetherwith System Integrators that they canjointly expand their market reach,increase penetration and increase theircustomer value proposition withoutcompeting with each other.
Sounds too good to be true? Read on!
The triple winThe e-F@ctory Alliance works to deliverbenefits and opportunities for the threegroups in the sales chain: vendors,System Integrators and End Users.
Each part of the relationship chain has toreceive a clear and identifiable benefit
� The vendors need to win
� The System Integrators need to win
� The End User (customers) need to win
PerfectteamworkThe optimum interoperability of manyautomation components, deliveredthrough the engineering “know how” of System Integrators forms the basis for a new manufacturing dimension. The e-F@ctory.
The e-F@ctory is a catalyst for solutions and information sharing
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Alliance
The benefits ofworking together
Winning withthe e-F@ctoryAllianceAt the core of the e-F@ctory Alliancestrategy is the drive to create extra andmore profitable sales through a workingcollaboration which delivers a "triplewin": customers win, System Integratorswin and vendors win. How?
� Win 1: The customer/End User
Many of us have a good understandingof our customers needs. They have hugepressures to meet targets, squeeze costsand maximize productivity. For answersto these constraints they turn to SystemIntegrators and vendors like us. It wouldnot be hard to imagine that customerswould look favourably on suppliers whooffer open solutions which complimenteach other but still offer choice. And themore we can make this work togethereffortlessly, reduces their time and costs.
In addition, finding good quality con-sultants and System Integrators is not aseasy as we all think – having a pool ofendorsed e-F@ctory Alliance integrationpartners, which the End User can selectfrom; who have the industry knowledge,product mix and skilled people, willreduce the customers risk and increasestheir confidence level.
A common understanding helps to define a common solution
Together we can deliver
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
� Win 2: The System Integrator
The System Integrator is the heart of thee-F@ctory Alliance. Your unique andprivileged position helps you become abridge between vendors like us and thecustomer.
The e-F@ctory Alliance can help partnerSystem Integrators by offering support,opportunities and a market differentia-tor to distinguish your services fromyour competitors.
The e-F@ctory Alliance can offer youthese benefits as awards which are pro-vided on a tiered basis.
Award benefits can include:
� Longer credit terms
� Financing options
� Access to free seminars and work-shops
� Presales support
� Website listings
� Advertising on vendor websites
� 24 hour telephone support
� Engineering support
� Access to special software tools
� Access to libraries of prewrittensource code
� Training
� Involvement in focus groups forfuture product development
� Early access to software
� Access to solution packs
In addition we plan that any of yourexisting accreditations* with vendormembers of the e-F@ctory Alliance arealso recognized, while also offering theopportunity to contact new vendors inthe Alliance to develop new businesssolutions and opportunities.
All of this in an environment which isdesigned to support your business,through mutual respect and trust.
� Win3: The vendor
To gain access to the awards SystemIntegrators are encouraged to earnpoints through two simple means
a) Train your staff on vendor products
b) Confidentially provide informationon projects whether quoted for, wonor lost
It is clear that, as vendors, our target is tohave a trained and qualified SystemIntegrator network so we can offer ourcustomers better support, quickerimplementation and less risks.
Information is the life blood of sales. Soit is clearly an advantage to know wheresales have taken place and for the future,where opportunities lie. Armed with thisinformation, vendors can then workwith you to increase the chance for pos-itive sales conversion.
Together we can win!
* Implementation of this is currently under discussion as a potential updated benefit.
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Alliance
Give more,get moreThe award benefits each SystemIntegrator can receive come from thevendors, so the more each SI works withthe e-F@ctory Alliance the more you willget in return.
Entry is FreeIt is free to sign up for membership ofthe e-F@ctory Alliance. However, to startearning benefits you need to accruepoints.
Points gain you access to different statuslevels each with their own benefits andadvantages.
Your level is determined at the begin-ning of each award year and is depend-ent upon the number of points earnedin the previous year – the exception ispoints awarded for achieving traininglevels such as Mitsubishi CertifiedEngineer status. These points expire atthe beginning of the next award yearafter their two year life.
For more information on the basic bene-fits, please see the status level andreward overview.
Points = rewardsPoints can be used at anytime to gainadditional reward benefits for your com-pany without affecting your status level.The nature of these rewards will vary sowatch out for a series of exciting oppor-tunities.
Key to success
Open communication, knowledge and understanding; a worthy alliance
A simple, open program - no hidden strings
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Project list Registration Date Mitsubishi in? Value Status Points
Project 1 After tender No 350k Lost 6
Project 2 Before tender Yes 12k Win 20
Project 3 Before tender Yes 60k No decision 0
Project 4 Before tender Converted 180k Win 240
Subjects Number of engineers Points
0 5 0
1-3 2 100
4-6 1 150
7+ 3 800
Projects 266
Engineers 1050
Total 1316
Earning points 1
Earning points 2
Earning points 3
Points can be earned in a variety of ways.The simplest is to confidentially informus about projects. We are as interested inpast projects as in future projects, proj-ects with e-F@ctory Alliance partnerproducts and with out. All informationyou pass us is held in strict confidenceand will not be shared with any otherSystem Integrator.
Each project registered will gain youvaluable points. You will get more pointsfor projects that are still at tender/offerstage and even small value projects canstill generate you significant returns.
The e-F@ctory Alliance SystemIntegrator partners can all manage andmaintain their profile on-line using ourself–service portal. Of course there is asmall delay before points are awardedwhile we verify the project information.Points are valid for 1 year
For each of your engineers who hasattended an official training course by avendor member of the e-F@ctoryAlliance and has achieved their recog-nised competancy level
(such as a Mitsubishi Certified Engineer)your company will receive additionalpoints. The more engineers and themore subjects you have trained on themore points you get. Points will be validfor 2 years.
The sum of the points gained in theactive year will then determine the sta-tus level assigned to your company forthe following year.
Points will remain valid and available forredeeming of awards for 2 years. Pointshave no monetary value and may onlybe redeemed against e-F@ctory Allianceoffers. For full terms and conditionsplease see the website www.mitsubishi-automation.com.
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Alliance
More pointsMore benefits
The more starting points you have inyour account the more you can startenjoying the rewards.
The table on the opposite page high-lights what benefits could be achievedat the 3 levels.
As a ‘members’ driven club you can sug-gest other ways of redeeming yourpoints that helps your specific business.
Expand earningpotentialBy extending your accreditation toinclude other e-F@ctory alliance partnermembers as well, your points earningpotential can be expanded quite dra-matically.
InitialregistrationTo join the e-F@ctory Alliance takes notime at all, simply register inMyMitsubishi and then register yourcompany as a System Integrator - andthen you are already started!
You can then add the names of your co-workers so that together you can addprojects or have your certificationsincluded, gaining your company extrapoints!
As soon as you reach 200 points you willbe awarded the status level of"Registered" allowing you to start to gainvaluable benefits for your company.
A summary of the benefits are shown inthe table opposite.
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Key benefits at a glance Registered Approved Elite
Qualification threshold 200 points within 1 calendar year
1000 points within 1 calendar year
1500 points within 1 calendar year
Earning points Yes Yes Yes
Spending points Yes Yes Yes
Point validity 2 Years while you remain atthis level
3 years while you remain atthis level
5 years while you remain atthis level
Training waitlist priority Yes Yes Yes
Use of Alliance logo in yourmaterials Yes Yes Yes
Logoe-F@ctory Alliance S I
REGISTEREDe-F@ctory Alliance S I
APPROVEDe-F@ctory Alliance S I
EL ITE
Web site listing on any MEUwebsite #11 Yes Yes Yes
Engineering support fordefining the solution Yes Yes
Engineering support whenpresenting to customers Yes
Free of Charge use ofsoftware #1
Up to 5 licenses of each software
Up to 10 licenses of each soft-ware Unlimited
Access to special software tools Yes Yes Yes
Free 24 hour phone support#12 Yes Yes
Distribution lists Yes Yes Yes
Access to common "loan anddemo" stock #9 Yes Yes
Longer credit terms Yes
Access to Solution packs Yes Yes Yes
SCADA pack #2, PLC pack #3,Process pack #4, MES pack#5, Motion pack #6, Drivespack #7, CC-Link pack #8
Only 1 of each pack may be purchased
Only 1 of each pack may be purchased
Up to 2 of each pack may be purchased
Advertising on any MEUmanaged website #10
Up to 5 web months but no more than 2 consecu-tive web months in any one
section on the same web site
Up to 12 web months but no more than 2 consecu-tive web months in any one
section on the same web site
Access to a large informationresource including PDFmanuals
Yes Yes Yes
Note 1: Full terms and conditions are available in the dedicated SI Alliance area of the www.mitsubishi-automation.com web site.Note 2: Some rewards/benefits are subject to separate terms and conditions which may vary depending upon which country you are resident inNote 3: Some rewards/benefits are dependent upon a positive result from a local credit check and compliance with local financial regulations.Note 4: Non compliance with the terms and conditions may result in the immediate cancellation of your membership of the e-F@ctory Alliance.Note 5: All conditions, rewards/benefits are subject to change without notice.
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Alliance
Automatic on-lineManagement
The use of a self service, web based sys-tem means that you are in control. As aSystem Integrator who has signed up tothe e-F@ctory Alliance you can enterproject information etc and manageyour points on-line. For SystemIntegrators who have the status of"Registered" or higher you can enteryour contact information and web pro-file as well as monitor your points leveland add details of projects. It’s as easy asone, two, click!
You are in control
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Special SI product packs
Pack contents■ The SCADA packThe SCADA pack consists of one SCADAinstallation from a selected Alliancepartner and one Mitsubishi iQ series PLCsystem.
■ The PLC packThe PLC pack consists of one MitsubishiiQ series PLC system, one Mitsubishi FXsystem supplied with network cards forCC-Link.
■ The Process packThe Process pack consists of one installa-tion of Wonderware Intouch 10, oneinstallation of PX developer, oneMitsubishi iQ series Process system
■ The MES packThe MES pack consists of one MitsubishiiQ series PLC system with MX MES ITmodule
■ The Motion packThe Motion pack consists of oneMitsubishi iQ series PLC system with 2axis motion card and two MR-J3-B Servoamplifiers
■ The Drives packThe Drives pack consists of Mitsubishi iQseries PLC system, one FR-E700 suppliedwith CC-Link network cards to suit
■ The CC-Link packThe CC-Link pack combines oneMitsubishi iQ series PLC, one MitsubishiFX series PLC, one MR-J3T servo amplifi-er, one FR-E700, one ST remote I/O sta-tion and one GOT1000 HMI all withCC-Link network cards to suit.
■ The Profibus packThe Profibus pack consists of oneMitsubishi iQ series PLC, one MitsubishiFX series PLC, one FR-E700, one ST seriesremote I/O station and all Profibus net-work cards to suit.
Integration packsBeing a Registered SI member (orgreater) of the e-F@ctory Alliance meansyou have the right to buy specially pricedintegration packs.
These packs bring together key tech-nologies in to functional systems whichcan be used for sales or developmentpurposes. For example, the networkpacks allow you to build a small systemwith a wide range of products such asinverters, remote I/O and intelligent sta-tions. While the MES pack gives you aninstallation of MX MES IT which can thenbe used for connecting the Mitsubishi iQseries PLC system to a database* and/orERP* solution.
* depends upon your selected drivers at the time of purchase.
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
What next
Interested?If you think you could benefit frombeing a System Integrator member ofthe e-F@ctory Alliance then we arehappy to talk with you. We look forwardto welcoming you to a powerful team ofsimilar minded people who are interest-ed in developing future sales opportuni-ties.
You can register for free atwww.mitsubishi-automation.com
Things to beconsidered� How the e-F@ctory Alliance can
complement your existing businessmodel
� Can you release project informationto the e-F@ctory Alliance
� Are there existing vendors who youalready work with or you think youcould work with
� How can you benefit from workingand being a part of a programdesigned to help your business grow
Alliance
Work together. Win together.
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Circle of excellence
The goal of increased transparency ofthe market has inspired many renownedcompanies to join the e-F@ctoryAlliance. The finest companies workingtogether in the factory automationindustry to benefit all involved.
e-F@ctory Alliance vendor partnersinclude:
A circle of excellence:
Adroit
Atos Origin
BALLUFF
BlackBerry
Beijer ELECTRONICS
Citect
CLPA
CoDeSys
Cognex
Contec
Control Microsystems
ePLAN
Festo
IBHsoftec
IBM
iTAC
ICONICS
ILS Technology
INEA
KH-Automation
Kontron
LEM
MPDV Mikrolab
PPT VISION
ProLeiT
RAIMA
Rittal
SCHAD
Schaffner
SICK
SMC
ubigrate
Global Partner. Local Friend.
Mitsubishi Electric Europe B.V. /// FA - European Business Group /// Gothaer Strasse 8 /// D-40880 Ratingen /// GermanyTel: +49 (0) 2102 4860 /// Fax: +49 (0) 2102 486112 /// info@mitsubishi-automation.com /// www.mitsubishi-automation.com
© Mitsubishi Electric Europe B.V. /// Specifications subject to change without notice /// 06.2012All trademarks and copyrights acknowledged
EUROPEAN SERVICE GROUPMITSUBISHI ELECTRIC EUROPE B.V.Gothaer Str. 8D-40880 RATINGENFree European Hotline: +49 (0) 1805 000 765Training Hotline:+49 (0) 2102 486 1880
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Customer Technology Centre,HatfieldPhone: +44 (0) 17 07 / 27 89 90Regional Automation Center,Wakefield Phone: +44 (0) 1924 255 628
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