February 14 – 17 | Napa, California
Global Partner Summit 2017:
Competing to Win
Global Partner Summit 2017: Competing to Win
1
GE Digital Update &
2017 Commercial Strategy
Jay Barrows
Chief Sales Officer
GE Digital
The Digital Industrial | It’s all about productivity
Assets
30BN
People
18BN
Services
Transformation
Working Smarter
Process
23BN
Operational
Efficiency
Asset Performance
Management
Operations & Process
No Unplanned
Downtime
The digital industrial company that can help any company transform…
3
GE Digital Commercial Strategy
By 2020
1|
DRIVE $15B
DIGITAL REVENUE
+1M
Developers
on Predix
+1M
Assets under
management
2|
BUILD WORLD’S
BEST ECOSYSTEM
1000’s
Ecosystem partners
3|
BE #1 IN
INDUSTRIAL APPS
10,000’s
Customers
#1
APM, Field Services,
Brilliant Mfg, Intelligent
Environments
We are well positioned to win, we must execute with speed & scalability.
4
Digital Industrial Blueprint
GE for GE
GE for Customers
GE for World
Productivity
Apps
Brilliant manufacturing
Service Transformation
Predix: Industrial Operating System
• Parts supplier savings $25M
• BP – 650+ connected wells, $3M in rev/
wk/well.
• Schindler – 200M data points collected/
day, reducing elevator wait time up to
50%. Move 1B+ people/day, intend to
connect 1M elevators & escalators by 2020
• FieldVision - $200 MM reduced
unplanned downtime
• GE Store – aviation analytics to
energy businesses
Platform
• Exelon – No unplanned downtime,
millions of $ saved/plant, 48 states, $6M$11M/year
• Port of LA – digitize maritime shipping
• Lixil - 19K bathroom installations per/
mo, reduce scheduling time 66%
• Gerdau – 11 plants, 600 connected
assets, $4-5M savings/year
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
Predix as the Enabler
Apps
APM
Digital
Thread
Telcos
Resellers
SIs
Technology Partners
Digital Twin
Ecosystem
Cybersecurity
Industrial
app store /
economy
Technology
Cloud
Global Distribution
Edge
ISVs
Architecture
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
2016 Metrics Scorecard
# developers
# partners
Predix vol.
GE apps
AUM
Foundry visitors
Reference
customers
Headcount
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
2016 Metrics Scorecard
# developers
# partners
AUM
Reference
customers
22K+
427
310K
59
Predix vol.
GE apps
Foundry visitors
Headcount
0.2PB
125+
~14K
6.2K
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
What We Know
Huge success in market
Areas for improvement
Reference
Architecture
Roadmaps
Relationships
Revenue
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
$
5.5 billion
2017 orders target
2017 Pivot: Digital 2.0 Commercial Model
Regional Digital Commercial Leader
Leadership & Accountability
Multiple teams, acting as one
Enabling Centralized
Commercial Functions
GE Business
Digital Sales
Marketing
Demand gen, Content,
Competitive Intel,
Industry Solutions
Enterprise
Value Proposal
Sales
Sales Support
Inside Sales, Pre-Sales
Solution Architecture,
Enablement
GE Digital
Emerging
Verticals Sales
Comm. Ops
Deal Desk, Proposals,
Pricing DOA, Order
Mgmt., Comm. Vitality
Customer Success
Support and
Implementation,
Managed & Education
Services
Common Commercial Backbone (SFDC, QMI, SIP Mgmt, etc.)
Leveraging commercial scale to maximize market share gain
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
2017 GE Digital’s Commercial Imperative
The Leading Digital Industrial: Productivity for GE, Customers & the World
1
Accelerate Orders,
Revenue,
Share Growth
2
Dramatically
Improve Sales
Productivity
3
Own the Digital
Industrial
Transformation
Category
4
Delight Customers
5. Build Digital 2.0 Commercial Backbone
Delivering value to our Customers, Employees, and Shareholders
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
Ecosystem Activation
If a partner brings:
• Sourced deals, fully qualified
• Access to customer c-suite
GE will provide:
• Sales and presales support
• Customer success across
the lifecycles
Ecosystem activation is the accelerant we need!
Placeholder confidentiality disclosure. Edit or delete from master slide if not needed.
Global Partner Summit 2017: Competing to Win