Saturday, May 1, 2010

The Changing PLM User Landscape

Product lifecycle management (PLM) originated decades ago in the discrete manufacturing area, and for quite a long period of time remained mainly as a solution for the upscale market in industries such as aerospace and automotive. However, recently PLM has become more approachable for smaller-sized businesses in more industries. It is not difficult to have this impression when you see increasing versions of PLM solutions targeting small and medium business (SMB) and mushrooming solutions such as PLM for consumer packaged goods (CPG), PLM for fashion, PLM for retail, and so on.

On the user side, based on statistics from TEC’s PLM Evaluation Center, it seems that users are willing to take the same direction – compared with 2007, more smaller-sized business users are considering PLM in 2008. At the same time, more potential users are from industries that traditional PLM doesn’t fit well.

Every day, various users come to TEC’s Evaluation Centers seeking information to support their software selection. Each year, in the PLM Evaluation Center, there are thousands of organizations submitting information about their PLM initiatives and receiving selection suggestions. Analyzing these PLM initiatives leads to many interesting findings. “The PLM user landscape is changing” is one of them. I’ll explain two factors that are highly related to the changes in the PLM field I mentioned above.

The Share of Small Business Users Is Increasing

The number of employees is chosen to represent the size of the business recorded in the PLM Evaluation Center. Although all categories have positive count changes (figure 1), the first category – “fewer than 200 employees” occupies almost a half of the whole, and its 5 percent share growth (figure 2) shows that small organizations (those with fewer than 200 employees) are significantly increasing their considerations of PLM.

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Fugure 1: Year-over-year initiative count change.

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Figure 2: Shares of number of employees

More PLM Initiatives Come from ‘Unlikely’ Industries

Although the main industries in 2007 remain in the same positions in 2008, most of them show share decreases (figure 3). In total, the top 5 industries account for 39.9 percent of initiatives from all industries in 2007 and 38.1 percent in 2008. The 1.8 percent decrease seems small but considering that the sample sizes are several thousands per year, I feel that it represents a trend.

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Figure 3: Shares of the top 5 industries

On the other hand, some industries that are seemingly unlikely to adopt PLM show increasing interests in this methodology (figure 4). Although service providers, financial institutions, and real estate all occupy small slices of the whole pie, their share increases are significant. I wonder whether users from these ‘unlikely’ industries will be able to find suitable PLM solutions to meet their business requirements at the moment. At least these users show the needs of managing the lifecycle of their products, which may not have a traditional bill of materials (BOM) structure, or even not be tangible goods.

Current State of Affairs at Meridian

Lately, Meridian continues to win with its PBO value proposition for ILM with deals across a broad segment of public and private organizations. Keynote recent deals were:

* In the federal government sector – The United States General Services Administration (US GSA), two contracts valued at $2.5 million and $10 million respectively, beating or replacing Skire and Primavera;
* In the energy sector – Ontario Power Generation (OPG), contract valued at $2.2 million, beating or replacing Primavera;
* In the transportation sector – The Illinois Tollway, contract valued at $2.2 million, beating or replacing CapitalSoft;
* In the A/E/C sector, Ryan Companies and DMJM H&N/AECOM, contracts respectively valued at $2 million and $432,000, beating or replacing Oracle and own Prolog product; and
* In the real estate sector – CB Richard Ellis (CBRE), contract valued at $3.9 million, beating or replacing Bricsnet.

Other notable deals for Meridian include the State of Connecticut, Los Angeles World Airports, and the City of Seattle. Also of interest is that the company uses primarily a direct sales and support model for its upper-range Proliance product, and sells largely indirectly through system integrators (SIs) and value added resellers (VARs) in the small and mid-markets.

Meridian does not want to be in the ERP game, rather it wants to “connect in.” Within the Prolog and Prolog Connect solutions the vendor has pre-built hard connections into major project-based ERP leaders including Deltek Systems. Proliance was built on Web services and in Extensible Markup Language (XML) to allow for multiple points of integration with other applications, including ERP, financials/accounting, document management, etc. Proliance includes its own asset management modules, but can also be integrated with other (more powerful) enterprise asset management (EAM) systems as required.

It is also interesting to note that from the beginning both ProjectTalk (the on-demand version of Prolog) and Proliance OnDemand were multi-tenant offerings (i.e., keeping many customers in one environment rather than dedicating one environment per each customer). Meridian determined early on that this was a much more economical way to achieve the economies of scale needed to reach profitability with its offerings. As for customers, there are many using both systems. Haskell, Hathaway Dinwiddie and many others are on ProjectTalk, while ISTHA and CBRE use on Proliance OnDemand

Different Strokes for Different Folks

This part will focus more on Meridian’s forerunner Prolog product for smaller organizations, and on the vendor’s upcoming fourth quarter of 2008 (Q408) release of Prolog Connect for the mid-market.

Prolog was originally introduced in 1993 on a client/server platform, and is in use today by more than 4,000 companies that have revenues from $10 million to $500 million, and from 10 to 100 employees. With typical contract values of less than $150,000, the product grew rapidly across small organizations in the architecture, engineering & construction (A/E/C) sector because of Meridian’s micro-vertical expertise and rich understanding of this space, a usable and intuitive user interface (UI), and easy customization by business users (versus information technology [IT] staff).

Prolog is best suited for the “Build” phase of Meridian’s PBO solution set, and includes more than 400 packaged reports. It manages a wide breadth of activities including purchasing/bid management, budgets and cost management, contract and change management, correspondence management, design collaboration management, daily journal entries, jobsite tracking, and safety and quality programs. Usual-suspect competitors are Primavera [evaluate this product] and Autodesk Constructware (and occasionally e-Builder).

To modernize Prolog, and also appeal to larger mid-market companies, Meridian is releasing in late 2008 a new mid-market product, Prolog Connect, which provides Web services and service oriented architecture (SOA) layer atop the Prolog’s Project Portfolio Management (PPM) oriented product set. Featuring OBA strategy, secure collaboration with internal users and external supply chains, and flexible integration, Prolog Connect is targeted to companies in the $500 million to $1 billion revenue range or between 100 and 500 full-time employees (FTEs). When sold together, Prolog and Prolog Connect’s typical contract price is expected to be up to $750,000.

Measuring Mixed-mode Benefits

Managers will always cite transparency, visibility, and having meaningful data from across the organization as the best approach to obtaining a 360-degree view of the business’s operations. Compare this approach to one where an organization has many systems working independently of one another: here, delivering timely information to both clients and management is extremely time-consuming, and there is the risk that information may not be received when it is needed. Here are some of the additional benefits an organization can gain from a mixed-mode ERP system:

• elimination of duplicate processing of work orders’ production results
• improved inventory accuracy
• reduction in the time it takes to process orders
• measurements in inventory accuracy and supplier performance
• reports related to order delivery performance
• the ability to set parameters related to key performance indicators and to display these in a web portal
A Final Thought

If your organization has grown as a result of an acquisition or a merger, you need to harmonize disparate legacy systems into a streamlined solution that can capture a wide variety of manufacturing processes. Perhaps it is time to take a look at how a mixed-mode ERP system can benefit your organization and address your needs for greater control and visibility.

Aligning a Manufacturing Vision with Processes through Mixed-mode ERP

As stated earlier, manufacturers are facing increased pressures in the form of global competition, demand-driven supply chains, and from the challenge to remain cost-competitive by generating a wider product offering having a greater variety of product specifications and performance features. These issues have forced manufacturers to consider how they can integrate a variety of manufacturing processes using a singular approach.

This dilemma is best illustrated by examining how an organization can implement several approaches to meet the complexities of their product mix. Some products may be made-to-stock (MTS), based on sales projections. Others can be made-to-order (MTO), and still others can be engineered-to-order (ETO)—manufactured based on customized specifications. In addition to the challenges mentioned above, issues abound when trying to integrate product design and engineering changes, as well as when trying to integrate quality management systems (such as six sigma) and manufacturing philosophies (such as lean manufacturing techniques) with traditional manufacturing methods. Manufacturers are increasingly finding that one size may not fit all when it comes to implementing ERP solutions across their manufacturing landscape.
Enter the Mixed-mode ERP Solution

Software vendors have heeded the call of the manufacturing industry by introducing mixed-mode enterprise software as a solution that gives organizations the agility to carry out both process and discrete manufacturing processes, as well as the ability to integrate manufacturing styles across the organization (see complexities of product mix listed above). With the mixed-mode approach, manufacturers can facilitate planning, meet market demands, and execute and measure both production results and performance of a manufacturing work center and plant location.

An organization can see measurable payback in several areas: greater efficiency, resulting in increased customer retention; repeat business; improved service levels; and the ability to manufacture a product according to a unique set of customer criteria.

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