PUBLIC
조용완 본부장, Digital Platform 본부, SAP KoreaNovember 2018
Creating Business Outcomes in a Connected WorldFrom the Internet of Things (IoT) to Digital Transformation
2PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
The World’s Largest Provider of Enterprise Application Software *)
설립: 1972년 4월 1일
본사: 독일, Walldorf
직원: 88,543명 (2017년 말)
시가총액: $130B
(독일 시가총액 1위 기업)
Vision We help the world run better and improve people’s lives
Mission SAP is committed to helping every customer become a best-run business
378,000+ 기업 (180개국)
(Forbes 2000대 기업 중 91%)
80% 고객은 중견/중소기업
[기본 정보] [고 객]
매출액 대비 14.3%
전체 인력의 28.2% (24,872명)
100+ 개의 개발 센터
17,300개의 파트너사
[혁 신]
*) ERP, 공급망관리, 고객관리, 인재관리, 전략소싱 및 구매, 출장 및 경비관리 등 business application (25개 산업)
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How to embrace Digital Transformation ?
1
2
3
Intelligent Suite
Intelligent Technologies
Digital Platform
THE INTELLIGENT ENTERPRISE features
3 KEY COMPONENTS:
CustomerExperience
Manufacturing& Supply Chain
Digital Core
PeopleEngagement
Network & Spend
Management
DataManagement
CloudPlatform
AI/ML | IoT | Analytics
Intelligent Technologies
Digital Platform
Intelligent Suite
5PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
• Internet of Things Imperatives
• Reimagining Business: Companies Innovating with the IoT
• Art of Possible: Design Thinking and Innovation
• Where Do We Start?
Agenda
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By 2020, information will be used to
reinvent,
digitalize, or
eliminate
of business processes and products
from a decade ago
80%
* Source: Gartner
Source: Statista (The Internet of Things (IoT)* units installed base by category from 2014 to 2020 (in millions)
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Things to Outcomes
Outcomes
Things
Valu
eChain
Action to OutcomesCreate new business value and ecosystem advantages
Insight to ActionEvolve business processes to turn insight into outcomes
Things to InsightKnow where opportunity and risk exists from connected data
The Outcomes Customers Want:
Lower cost
New revenue
Greater capacity
Improved turnarounds
Faster deliveries
Less waste
Optimized productivity
Increased uptime
Better efficiency
New products & services
Usage-based pricing
New business models
The Internet of Things (IOT) Value Journey
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Reimagine Business to Drive Outcome
MODE 2
DIFFERENTIATE BUSINESS
Innovation(New Digital Business Models)
MODE 1
RUN BUSINESS
Efficiency & Effectiveness(Established Business Models)
STEER YOUR BUSINESSInsights to Strategic Decisions
Machine Learning / Artificial Intelligence
DATA FOUNDATION
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Building Digital Economy through Digital Transformation Everywhere Transforming toward “Everything As a Service Company”
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Value Creation with the IoT through Deep Process and Data Integration
VALUE CREATION THROUGH:
Product innovation
• Bundled solutions• Innovation with software• Scaling with a platform
Business model innovation
• Serving the “segment of one”
• Outcome based economy• Enter new industries
Process innovation
• Entitlements and upsell• Predictive maintenance and
Service• 360-degree business planning
R&DSales and marketing
ManufacturingAftermarket
serviceSupply chain
Procurement Finance Human resources
Smart Data
New Business Scenarios
Intelligent and connected solutions
Closed-loop engineering
Performance-based contracting
Usage based pricing
Track and trace
Connected logistics
Compete as a network
Predictive quality
Distributed and connectedmanufacturing
Asset intelligence network
Value-add services through connected products
Predictive maintenance and service
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© 2015 SAP SE or an SAP affiliate company. All rights reserved.
Digital Transformation At STILL Drives New Business
From: STILL Corporate Site on cubeXX
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15PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Digital Transformation At STILL Drives New Business
모바일 기기의logistics app에서재고 운송 오더 발행
Extended Warehouse Management
SAP Cloud PlatformIoT Edition
운송오더
자재크기, 중량, 기타마스터정보포함
운송오더
Cube XX
IoT Service를통해 운송오더CubeXX에 전송
제품의 크기와 무게, 수량, 위치, 보관 장소 높이
등에 맞게 지게차 모양이변화, 작업 수행
1
2
3모바일앱
IoT Connector
• 제품 상태와 작업 환경에 맞게 유연하게 대처
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Digital Transformation At STILL Drives New Business
: IoT Connector
SAP Cloud PlatformIoT Edition
Vehicle Insight
ERP창고관리시스템
……
머신데이터
운영데이터
각 지게차의 상태 및위치 데이터 수집, 전송
1
머신 데이터와 운영데이터를 결합해 분석결과 제공
2
모든 지게차의 상태를모니터링해 통합적인 fleet 관리, 예측 정비 등 가능
3
• Fleet management 최적화
머신데이터
머신데이터
머신데이터
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Digital Transformation At STILL Drives New Business
“To transform business to be a logistics solution provider”
To-be warehouse landscapeAs-is warehouse landscape
Warehouse Management System
Forklift
Worker
Manual processing
Not connected
Manual forklift
management
Manual warehouse work done by worker
No visibility on forklift operation
Low asset utilization & operation efficiency
Warehouse Management System
cubeXX
Worker with mobile
Automatictransport order
processing
Autonomous warehouse operation
Predictive maintenance & optimization on forklift
High asset utilization & operation efficiency
Remote Management System
Mobile order confirmation
• 고객에게 종합적인 로지스틱스 솔루션 제공
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실시간 IoT 데이터 수집
총적재량 작업시간
충격횟수 충격횟수
가동율
작업성능
운영비용 운행상태
적재율
Cloud Platform
19PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Digital Transformation At STILL Drives New Business
STILL cubeXX Innovation
• 온보드 컴퓨터와 M2M 커뮤니케이션을 활용한 자율 오퍼레이션
• Back-end integration을 통해 자동으로 운송 오더 처리
2. 프로세스 혁신
1. 제품 혁신
• 원격 장비 모니터링 및 최적화
• 사용량 기반 계약·과금 정책
3. 비즈니스 모델 혁신
STILL IoT Innovation Path
• 6가지 use case에서 사용할 수 있는 다목적 창고 지게차
Smart CityConnected Lighting
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Philips 조명 사업부
$3짜리 전구로 $60조의 ‘Connected Lighting’ 시장 기회 창출
* 출처: “Find Out How Philips Used IoT Strategies to Unlock the $60B Connected Lighting Market”, SAPPHIRE 2016
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Philips: 공공 비즈니스 영역
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에너지를 사용하는 조명이 몇 개나 되는지? 조명 기구의 상태는 어떠한지? 조명 기구의 에너지 소모량은 얼마인지? 등 공공 조명에 대한 이해와 관리는 부족한 상태
Philips: 공공 비즈니스 영역Public Lighting is Everywhere, but Connected Lighting is Nowhere
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Philips CityTouch : Connected Lighting Solution
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Philips CityTouch
2014년 4대 도시의 시범 사업으로 출발해서, 30개국 이상에서 500 프로젝트로 성장
Smart AirProduct-as-a-Service
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Process Innovation driving New Business ModelTurn Products into Services
제조업에서서비스업으로
진화
공업용 공기 압축 펌프분야 글로벌 선도 기업
글로벌 선도 제조업체들에 납품 다양한 상품 및 서비스 포트폴리오
압축 공기 관련장비 및 부품
에너지 관리 / 유지보수 등 서비
스
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Process Innovation driving New Business ModelTurn Products into Services
압축 공기 기술의 보편화로 인한 경쟁력 상실
• 압축기술 시장이 성숙하면서 기존의 제품 기술 경쟁력 하락
• 저가 제품을 내세우는 경쟁사 대비 차별성의 부족
비즈니스 배경
서비스 매출의 추가적인 향상이 어려움
• 고객 자체 정비로 인한 서비스 계약 난항
• 고객사들의 TCO 절감 전략으로 인한 서비스 매출 영향
• 높은 서비스 가용성 제공을 위한 높은 서비스 비용 요구
KAESER KOMPRESSOREN 의 목표
“장비 판매를 넘어서 압축 공기 서비스 모델로의
차세대 비즈니스 혁신”
사용량 기반 과금 서비스를 통한
고객의 장비 투자 부담 경감
보다 안정적이고 비용 효율적인
제품/서비스 제공을 통해 경쟁력 확보
IoT 기술을 활용한 제품/서비스 혁신
및 운영 고도화
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Process Innovation driving New Business ModelAir-as-a-Service: Sigma Air Utility
KAESER 서비스 센터 고객사
장비 데이터
고객의 컴프레서장비에 대한실시간 데이터수집 및 모니터링
시계열 데이터에 대한 통계 분석에 앞선전처리 작업
안정적이고 에너지효율적인 압축 공기공급 서비스 제공
서비스 제공
컴프레서 1 컴프레서 2 컴프레서 3
KAESER Sigma Air Manager
전력 소비량공기 품질데이터
사용량데이터
장비 상태 및 압축 공기 사용량에 대한 정보제공(사용량 기반 과금 체계)
12
3
6
24/7 실시간 모니터링 / 관리 시스템
4
5
데이터 분석을 통해 장비 최적 수명 확보를 위한 유지보수 전략 수립
장비 고장에 대한 사전 감지를 위한예측 분석 진행
Precision Farming
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• 브라질의 농기계 제조회사
• 전세계 30여개 국가에 트랙터, 콤바인, 발러, 파종기, 약제 살포등의 농기계 공급
• 브라질 농업산업(GDP 22%) 지원
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Monitor Vital Farming Processes in Real-Time
센서 센서
데이터 수집 및클라우드와
통신2 Cm 간격 자동 조정
운전자단말
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Sense
Collect
Analyze, monitor & Control
Farm Management
Trigger
• 파종
• 토양 준비 / 조정
• 비료
• 농약 살포
• 추수
Precision agriculture through IoT
텔레메트릭스를통한실시간정보제공
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• 경작 영역
• 작업시간
• 파종 비용
• 비료 비용
• 연료비
• 인건비
• 전체 비용
생산성 향상
에이커 당 수확량 증대
산림벌채 감소
비료 사용량 감소
실시간 모니터링
Smart Construction
37PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
• 10년 내에 1/3의 건설 전문가 (3.4백만 중 1.1백만) 은퇴, 극도의 인력난 예상
• 일본 국토교통부는 i-Construction을 요구 : ICT를 이용하여 50% 생산성 향상
• 생산성, 안정성, 이익률 극대화를 위해 서로 다른 영역의 전문가 집단의 협업 필요
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건설현장에 IoT를 이용, 건설생산 프로세스의 가시화
건설생산 프로세스의 “전체과정을 3차원 데이터에 연결”
자재
건설도면
시공현장현황측적 지질정보
지하시설물 정보시공관련
모든 건설기계
시공관련모든 공급업체
관리감독자작업자
완성검사
측량 설계 시공전 시공중시공후(검사)
유지보수
IoT Platform
Digital Engineering & Construction
Drone
Terrain Survey
시공 및장비 계획
Work Plan(w/ 중장비, 시공
기간, 비용)
3D Mapping
부지면적 계산 + 장비 굴착량
시공 관리
Time, Cost, Quality
작업 실행및 장비관리
작업 계획/실적, 장비 상태 관리
BIM
3D Modeling 및시공 시뮬레이션
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Smart Construction을 위한 협업
Market Sensing
축적된 약 70여개 국, 30만대 건설장비 가동률분석을 통해 세계건설경기 예측
Product to Service
원격관리 시스템 고안, 장비 위치/가동상황추적→ 서비스 매출, 딜러 협업, 품질/제품 개선 활용
2018.3.1
건설장비(Product) 판매 통한 성장 한계
건설경기 사전 대응(Agile Business)
End to End 고객 Value 창출 (Eco Value Chain 확장)
드론 촬영 영상을 3D 데이터로 전환, 물량 산출 및 장비운영계획 반영, 관리
Smart Construction
SAP Predictive Analytics
2~6개월 前 정비 예측
7 ~30일 前 고장 확인
토량 계측 20% 정확도↑
현장조사 7일 → 1일
* Source: SAP 2018, Accenture 자료 일부 참조
41PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
100+ SAP Customers…deploying IoT
Real time costing increases efficiency Energy apps lower spend based on power contracts
Digital operations -increased performance (-7% cost, +19% net margin, +25% dividend)
Industrie 4.0 Award Winner99.5% First Pass Yield100% Track and Trace
“Made in China 2025” pilot project –MES on HANA – Increased production by 25% - Integrated to thousands of sensors and equipment
Real time operational surveillance of well performance on HANAUp to 30% improvements in reporting speed
8-10% reduction in maintenance costs
Optimized maintenance 3 –5% increase equipment and production efficiency
Innovation in Insurance Telematics
Improve fleet utilization, efficiency and transportation services
Higher customer loyalty and satisfaction
Increased transaction volumes through new sales channels
Increased adoption of mobile app
Increased safety and security in truck parking
Improved service levels, higher efficiency and productivity
Building innovative applications based on the data of connected trailers
Improve service levels for customers & new business model
Improve fleet productivity & transparency
Visibility into customer’s fitness footprint and workout habits using IOT. Engage Better and Grow revenue
100% Improvement on Speed of information retrieval & reliability of data send to ERP
15% Reduction in driver turnover in the first year Improved Talent development and driver safety
Better Patient Engagement –Diabetes connected kit
Better customer service, reduce carbon footprint and pay per use model
Efficient Supply chain & cost reduction with predictive for Container Repositioning
100% Flood Reduction
Increase Forklift operator safety and real time insights
How to Embrace Digital Transformation ?
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What is Design Thinking? Human-Centered Innovation Mindset
…Design thinking is a human-centered approach to
innovation that draws from the designer's toolkit to
integrate the needs of people, the possibilities of
technology, and the requirements for business success …
- Tim Brown, CEO of IDEO
44PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
TestTest and get feedbacks from your
target audience (iteration)
Define Problem Frame, real, valuable and inspiring problem to solve using the insights have just gathered
Generate IdeasGenerate many (crazy and wild) ideas as possible through collective intelligence and experiences
Build PrototypeBuild quick and cheap
representation of idea(s): Visualization!
Deep Empathy Observe, interact with and experience what your user is experiencing to discover real needs with hidden motivation
Process of Design Thinking: Continuous Iteration at Short Cycle Time with Learning
45PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP IoT (Leonardo) Engagement Process
ExplorationWorkshop
Iterate ”to-be” designwith end users
Developproof-of-concept
On-site User Research Hands-on Workshop
ExploreDesign & Prototype
Discover Deliver
1 2 3
D-Gate 1 D-Gate 2Design
Advisory
Industry Innovation Accelerators : 6~8 weeks
Open Innovation : 10~ weeks
46PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP Leonardo – powers the intelligent enterprise, with intelligent technologies for every enterprise process, to create better outcomes
OpenInnovation
Industry Innovation
Kits
Embedded Intelligence
Industry Innovation Kits
Pre-integrated capabilities that
accelerate solving critical industry
problems
Embedded Intelligence
Intelligent technologies like machine learning,
Internet of Things, blockchain, and
analytics embedded in the applications
Open Innovation
Best-in-class innovation with intelligent
technologies powered by the SAP Cloud
Platform
SAP Leonardo
47PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Build the Intelligent EnterpriseMachine Learning Roadmap Excerpt
Learning Recommender
Job Analyzer
Employee Self Service Bot Total Workforce
Insights
Resume Matching
Manager & Administrator Self
Service Bot
Career Planning "People like me"
Knowledge Bots
Payroll Fraud Detection
SAP Fieldglass Live Insights
Job Matching for Candidates
Support and Productivity Bots
Job Seeker Resume Ranking
Intelligent Customer Experience Suite
Lead Intelligence
Customer Retention
Ticket Intelligence
Product & OfferRecommendation
Influencer Map & Deal Finder
Multi-TouchCustomer Attribution
Contextual Merchandizing
Self-Writing Expense
Computer VisionReceipts
Anomaly Detection
AI ExpenseApprovals
Invoice Digitization
AI InvoiceProcessing
Itinerary Capture
Chatbot BookingsRisk Impact
Predictions
AutomatedDuty of Care
Proactive Assistant
SemanticContract Repository
Item Recommendation
Self-Service Contracts
Attribute Normalization
Semantic Search
Item Normalization
Sourcing Optimization
Sourcing Recommendation
Job Matching
TimesheetAnomalyDetectionProgram Office
Guidance
JobNormalization
Statement ofWork Builder
ContractConsumption
SAP Tax Compliance Smart Automation
Payment Block – Cash Discount at Risk
Smart Alerts for Real Spend and P&L Analysis
Demand-Driven Replenishment Adjustment
Stock in Transit
Sales Performance Prediction
CashApplication
Predictive Engineering Insights
Predictive & Prescriptive Maintenance
Demand Sensing
Predictive Overall Equipment
EffectivenessPredictive Quality Management
Smart Worker Enablement on
Shop Floor
Supply Chain Segmentation
Advanced Forecast AccuracyManufacturing &
Supply Chain
Chatbot Bookings
SAP S/4HANA
SAP C/4HANA
SAP Ariba
SAP Concur
SAP Fieldglass
SAP SuccessFactors
48PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Industry Innovation KitsSAP Leonardo
AUTOMOTIVE
Fleet insights
TRAVEL AND TRANSPORTATION
Logistics
RETAIL
Assets
Logistics
Zero waste
CONSUMER PRODUCTS
Assets
Logistics
DISCRETE MANUFACTURING
Service & assets
Logistics
Pay for outcome
Spare parts
UTILITIES
Service & assets
OIL & GAS
Service & assets
MINING
Fleet operations
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