Alliance
SIs
SYSTEM INTEGRATORS
Working together
for a profitable future
Collaboration /// Service /// Support /// Sales development ///
Strength /// Opportunity /// The future /// Security ///
Partnership /// Alliance /// Partnership /// Alliance /// Partnership /// Allianc
A perfect partnership
Mitsubishi Electric’s success has long
been founded on trust and partnership,
helping it to become one of the world’s
largest organizations with a turnover of
over 3.7 trillion Yen (approx 27.6 billion
Euro).
Through its e-F@ctory Alliance program,
it is now looking to extend its relationship with Systems Integrators in Europe
for mutual growth.
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ce /// Partnership /// Alliance /// Partnership /// Alliance /// Partnership ///
that rewards success
More than ever, companies need to find
new and innovative ways to do business
– and win business that will last.
By working together, sharing information and expanding both your portfolio
of solutions and your routes to market,
you can be part of an alliance that will
enable you to access new vendor partners and benefit from an exciting
rewards program that is designed to
help your business grow.
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
The challenge
Alliance
Working together, respecting each others expertise
A competitive
World
System Integrators have to survive in an
ever more hostile market place. Tough
competition, increasingly even from
suppliers, as well as internal shareholder
pressure means finances are squeezed.
Customers are demanding solutions
which offer productivity increases and a
speedy Return On Investment but also
that these need to work harmoniously
within their existing business environment.
Many System Integrators pride themselves on offering market leading, "best
in class" solutions but then have to compete with "total solution suppliers". The
sales and engineering teams work hard
to come up with customer centric offers
and value added propositions but run to
stand still. There must be a better way ...
and there is.
“Together we
stand , divided
we fall”
Aesop
In today’s highly volatile market, the
benefits of combining our strengths are
manifold but it needs a motivation to
share and a foundation of mutual trust.
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
ERP
Enterprise Resource
Management
TOP FLOOR
Operation & Planning
PLANT
Plant Integration
Level
MES
Manufacturing Execution System
Mitsubishi
Integrated
FA Software
Manufacturing
Execution System
Mitsubishi
EZSocket
Partner Products
EZSocket
Mitsubishi
Communication Software
Automation Solutions
SHOP FLOOR
The e-F@ctory is a catalyst for solutions and information sharing
e-F@ctory
Alliance
The e-F@ctory Alliance is a concept created by Mitsubishi Electric and vendor
partners. It is an umbrella organization
which is designed to deliver a working
environment where System Integrators
can thrive and grow without sacrificing
their core company values or existing
business principles.
The partners of the e-F@ctory Alliance
have realized that by working together
with System Integrators that they can
jointly expand their market reach,
increase penetration and increase their
customer value proposition without
competing with each other.
Sounds too good to be true? Read on!
The triple win
The e-F@ctory Alliance works to deliver
benefits and opportunities for the three
groups in the sales chain: vendors,
System Integrators and End Users.
Each part of the relationship chain has to
receive a clear and identifiable benefit
쏋 The vendors need to win
쏋 The System Integrators need to win
쏋 The End User (customers) need to win
Perfect
teamwork
The optimum interoperability of many
automation components, delivered
through the engineering “know how”
of System Integrators forms the basis
for a new manufacturing dimension.
The e-F@ctory.
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Alliance
The benefits of
working together
A common understanding helps to define a common solution
Winning with
the e-F@ctory
Alliance
At the core of the e-F@ctory Alliance
strategy is the drive to create extra and
more profitable sales through a working
collaboration which delivers a "triple
win": customers win, System Integrators
win and vendors win. How?
In addition, finding good quality consultants and System Integrators is not as
easy as we all think – having a pool of
endorsed e-F@ctory Alliance integration
partners, which the End User can select
from; who have the industry knowledge,
product mix and skilled people, will
reduce the customers risk and increases
their confidence level.
쏋 Win 1:
The customer/End User
Many of us have a good understanding
of our customers needs. They have huge
pressures to meet targets, squeeze costs
and maximize productivity. For answers
to these constraints they turn to System
Integrators and vendors like us. It would
not be hard to imagine that customers
would look favourably on suppliers who
offer open solutions which compliment
each other but still offer choice. And the
more we can make this work together
effortlessly, reduces their time and costs.
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Together we can deliver
e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
쏋 Win 2:
The System Integrator
The System Integrator is the heart of the
e-F@ctory Alliance. Your unique and
privileged position helps you become a
bridge between vendors like us and the
customer.
In addition we plan that any of your
existing accreditations* with vendor
members of the e-F@ctory Alliance are
also recognized, while also offering the
opportunity to contact new vendors in
the Alliance to develop new business
solutions and opportunities.
All of this in an environment which is
designed to support your business,
through mutual respect and trust.
The e-F@ctory Alliance can help partner
System Integrators by offering support,
opportunities and a market differentiator to distinguish your services from
your competitors.
쏋 Win3:
The e-F@ctory Alliance can offer you
these benefits as awards which are provided on a tiered basis.
To gain access to the awards System
Integrators are encouraged to earn
points through two simple means
Award benefits can include:
a) Train your staff on vendor products
쏋 Longer credit terms
b) Confidentially provide information
on projects whether quoted for, won
or lost
The vendor
쏋 Financing options
쏋 Access to free seminars and work-
shops
쏋 Presales support
Together we can win!
It is clear that, as vendors, our target is to
have a trained and qualified System
Integrator network so we can offer our
customers better support, quicker
implementation and less risks.
쏋 Website listings
쏋 Advertising on vendor websites
쏋 24 hour telephone support
쏋 Engineering support
Information is the life blood of sales. So
it is clearly an advantage to know where
sales have taken place and for the future,
where opportunities lie. Armed with this
information, vendors can then work
with you to increase the chance for positive sales conversion.
쏋 Access to special software tools
쏋 Access to libraries of prewritten
source code
쏋 Training
쏋 Involvement in focus groups for
future product development
쏋 Early access to software
쏋 Access to solution packs
* 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 ///
Key to success
Alliance
Open communication, knowledge and understanding; a worthy alliance
Give more,
get more
The award benefits each System
Integrator can receive come from the
vendors, so the more each SI works with
the e-F@ctory Alliance the more you will
get in return.
Entry is Free
It is free to sign up for membership of
the e-F@ctory Alliance. However, to start
earning benefits you need to accrue
points.
Points gain you access to different status
levels each with their own benefits and
advantages.
A simple, open program - no hidden strings
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Your level is determined at the beginning of each award year and is dependent upon the number of points earned
in the previous year – the exception is
points awarded for achieving training
levels such as Mitsubishi Certified
Engineer status. These points expire at
the beginning of the next award year
after their two year life.
For more information on the basic benefits, please see the status level and
reward overview.
Points = rewards
Points can be used at anytime to gain
additional reward benefits for your company without affecting your status level.
The nature of these rewards will vary so
watch out for a series of exciting opportunities.
e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Earning points 1
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
Points can be earned in a variety of ways.
The simplest is to confidentially inform
us about projects. We are as interested in
past projects as in future projects, projects with e-F@ctory Alliance partner
products and with out. All information
you pass us is held in strict confidence
and will not be shared with any other
System Integrator.
Each project registered will gain you
valuable points. You will get more points
for projects that are still at tender/offer
stage and even small value projects can
still generate you significant returns.
The e-F@ctory Alliance System
Integrator partners can all manage and
maintain their profile on-line using our
self–service portal. Of course there is a
small delay before points are awarded
while we verify the project information.
Points are valid for 1 year
Earning points 2
Subjects
Number of engineers
Points
0
5
0
1-3
2
100
4-6
1
150
7+
3
800
For each of your engineers who has
attended an official training course by a
vendor member of the e-F@ctory
Alliance and has achieved their recognised competancy level
(such as a Mitsubishi Certified Engineer)
your company will receive additional
points. The more engineers and the
more subjects you have trained on the
more points you get. Points will be valid
for 2 years.
Earning points 3
Projects
266
Engineers
1050
Total
1316
The sum of the points gained in the
active year will then determine the status level assigned to your company for
the following year.
Points will remain valid and available for
redeeming of awards for 2 years. Points
have no monetary value and may only
be redeemed against e-F@ctory Alliance
offers. For full terms and conditions
please see the website www.mitsubishiautomation.com.
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
Alliance
More points
More benefits
The more starting points you have in
your account the more you can start
enjoying the rewards.
The table on the opposite page highlights what benefits could be achieved
at the 3 levels.
As a ‘members’ driven club you can suggest other ways of redeeming your
points that helps your specific business.
Expand earning
potential
By extending your accreditation to
include other e-F@ctory alliance partner
members as well, your points earning
potential can be expanded quite dramatically.
Initial
registration
To join the e-F@ctory Alliance takes no
time at all, simply register in
MyMitsubishi and then register your
company as a System Integrator - and
then you are already started!
You can then add the names of your coworkers so that together you can add
projects or have your certifications
included, gaining your company extra
points!
As soon as you reach 200 points you will
be awarded the status level of
"Registered" allowing you to start to gain
valuable benefits for your company.
A summary of the benefits are shown in
the 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
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
2 Years while you remain at
this level
3 years while you remain at
this level
5 years while you remain at
this level
Training waitlist priority
Yes
Yes
Yes
Use of Alliance logo in your
materials
Yes
Yes
Yes
Qualification threshold
Point validity
Logo
Web site listing on any MEU
website #11
SI
e-F@ctory Alliance
REGISTERED
Yes
Engineering support for
defining the solution
SI
e-F@ctory Alliance
APPROVED
Access to special
software tools
Yes
Yes
Yes
Yes
Up to 5 licenses of
each software
Up to 10 licenses of each software
Unlimited
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Free 24 hour phone support
#12
Distribution lists
Yes
Access to common "loan and
demo" stock #9
Longer credit terms
Access to Solution packs
SCADA pack #2, PLC pack #3,
Process pack #4, MES pack
#5, Motion pack #6, Drives
pack #7, CC-Link pack #8
Yes
Yes
Yes
Yes
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
Up to 5 web months
but no more than 2 consecutive web months in any one
section on the same web site
Up to 12 web months
but no more than 2 consecutive web months in any one
section on the same web site
Yes
Yes
Advertising on any MEU
managed website #10
Access to a large information
resource including PDF
manuals
ELITE
Yes
Engineering support when
presenting to customers
Free of Charge use of
software #1
SI
e-F@ctory Alliance
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 in
Note 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-line
Management
The use of a self service, web based system means that you are in control. As a
System Integrator who has signed up to
the e-F@ctory Alliance you can enter
project information etc and manage
your points on-line. For System
Integrators who have the status of
"Registered" or higher you can enter
your contact information and web profile as well as monitor your points level
and add details of projects. It’s as easy as
one, 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 pack
The SCADA pack consists of one SCADA
installation from a selected Alliance
partner and one Mitsubishi iQ series PLC
system.
■ The PLC pack
The PLC pack consists of one Mitsubishi
iQ series PLC system, one Mitsubishi FX
system supplied with network cards for
CC-Link.
■ The Process pack
The Process pack consists of one installation of Wonderware Intouch 10, one
installation of PX developer, one
Mitsubishi iQ series Process system
■ The MES pack
The MES pack consists of one Mitsubishi
iQ series PLC system with MX MES IT
module
Integration packs
Being a Registered SI member (or
greater) of the e-F@ctory Alliance means
you have the right to buy specially priced
integration packs.
These packs bring together key technologies in to functional systems which
can be used for sales or development
purposes. For example, the network
packs allow you to build a small system
with a wide range of products such as
inverters, remote I/O and intelligent stations. While the MES pack gives you an
installation of MX MES IT which can then
be used for connecting the Mitsubishi iQ
series PLC system to a database* and/or
ERP* solution.
■ The Motion pack
The Motion pack consists of one
Mitsubishi iQ series PLC system with 2
axis motion card and two MR-J3-B Servo
amplifiers
■ The Drives pack
The Drives pack consists of Mitsubishi iQ
series PLC system, one FR-E700 supplied
with CC-Link network cards to suit
■ The CC-Link pack
The CC-Link pack combines one
Mitsubishi iQ series PLC, one Mitsubishi
FX series PLC, one MR-J3T servo amplifier, one FR-E700, one ST remote I/O station and one GOT1000 HMI all with
CC-Link network cards to suit.
■ The Profibus pack
The Profibus pack consists of one
Mitsubishi iQ series PLC, one Mitsubishi
FX series PLC, one FR-E700, one ST series
remote I/O station and all Profibus network cards to suit.
* 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
Alliance
Work together. Win together.
Interested?
If you think you could benefit from
being a System Integrator member of
the e-F@ctory Alliance then we are
happy to talk with you. We look forward
to welcoming you to a powerful team of
similar minded people who are interested in developing future sales opportunities.
You can register for free
www.mitsubishi-automation.com
at
Things to be
considered
쏋 How the e-F@ctory Alliance can
complement your existing business
model
쏋 Can you release project information
to the e-F@ctory Alliance
쏋 Are there existing vendors who you
already work with or you think you
could work with
쏋 How can you benefit from working
and being a part of a program
designed to help your business grow
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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///
A circle of excellence:
Circle of excellence
The goal of increased transparency of
the market has inspired many renowned
companies to join the e-F@ctory
Alliance. The finest companies working
together in the factory automation
industry to benefit all involved.
e-F@ctory Alliance vendor partners
include:
Adroit
ICONICS
Atos Origin
ILS Technology
BALLUFF
INEA
BlackBerry
KH-Automation
Beijer ELECTRONICS
Kontron
Citect
LEM
CLPA
MPDV Mikrolab
CoDeSys
PPT VISION
Cognex
ProLeiT
Contec
RAIMA
Control Microsystems
Rittal
ePLAN
SCHAD
Festo
Schaffner
IBHsoftec
SICK
IBM
SMC
iTAC
ubigrate
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Global Partner. Local Friend.
EUROPEAN SERVICE GROUP
MITSUBISHI ELECTRIC EUROPE B.V.
Gothaer Str. 8
D-40880 RATINGEN
Free European Hotline:
+49 (0) 1805 000 765
Training Hotline:
+49 (0) 2102 486 1880
EUROPEAN
DEVELOPMENT CENTER
MITSUBISHI ELECTRIC EUROPE B.V.
Gothaer Str. 8
D-40880 RATINGEN
FRANCE
MITSUBISHI ELECTRIC EUROPE B.V.
25, Boulevard des Bouvets
F-92741 NANTERRE CEDEX
Phone: +33 (0)1 / 55 68 55 68
GERMANY
MITSUBISHI ELECTRIC EUROPE B.V.
Gothaer Str. 8
D-40880 RATINGEN
Phone: +49 (0) 1805 000 765
Training: +49 (0) 2102 486 1880
UNITED KINGDOM
MITSUBISHI ELECTRIC EUROPE B.V.
Travellers Lane
UK-HATFIELD HERTS. AL10 8XB
Phone: +44 (0) 17 07 / 27 61 00
Training:
+44 (0) 17 07 / 27 89 16
Customer Technology Centre,
Hatfield
Phone: +44 (0) 17 07 / 27 89 90
Regional Automation Center,
Wakefield
Phone: +44 (0) 1924 255 628
CZECH REPUBLIC
MITSUBISHI ELECTRIC EUROPE B.V.
Radlicka 714/113 a
CZ-158 00 PRAHA 5
Phone: +420 - 251 551 470
POLAND
MITSUBISHI ELECTRIC EUROPE B.V.
Krakowska 50
PL-32-083 BALICE
Phone: +48 (0)12 / 630 47 00
ITALY
MITSUBISHI ELECTRIC EUROPE B.V.
Viale Colleoni 7
I-20041 AGRATE BRIANZA (MB)
Phone: +39 039 / 60 53 1
RUSSIA
MITSUBISHI ELECTRIC EUROPE B.V.
52, bld. 3 Kosmodamian
skaya nab 8 floor
RU-115054 Moscow
Phone: +7 495 721-2070
SPAIN
MITSUBISHI ELECTRIC EUROPE B.V.
Carretera de Rubí 76-80
E-08190 SANT CUGAT DEL
VALLÉS (BARCELONA)
Phone:+34 93 / 565 3131 //
+34 935653131
Mitsubishi Electric Europe B.V. /// FA - European Business Group /// Gothaer Strasse 8 /// D-40880 Ratingen /// Germany
Tel: +49 (0) 2102 4860 /// Fax: +49 (0) 2102 486112 /// [email protected] /// www.mitsubishi-automation.com
© Mitsubishi Electric Europe B.V. /// Specifications subject to change without notice /// 06.2012
All trademarks and copyrights acknowledged