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During this summer holiday, I was looking back on recent implementations and sales efforts related to PLM. Some had particular challenges regarding the PLM implementation and the relation to the IT department. The role of the IT-department was crucial, but always in a positive manner ? Judge yourself.
First this statement:
In many mid-market companies the choice for PLM is not that clear.
Let me explain what I mean by a typical mid-market company – it is not based on size or turn-over. For me a mid-market company is a company, not allocating the resources to have an overall strategic department and in addition the IT-department is limited to a team of people with a main focus to keep the company operational – ERP first.
The impact of this situation is twofold:
- From one way new business initiatives will mostly come from departments, either sales, marketing, engineering, production, service or IT. Companywide business initiatives are not likely to come from a separate department as each department is working on their own issues.
- Secondly IT often has a tendency to ‘standardize’ on certain environments. Some quotes:
“We love/hate Microsoft”
“SharePoint is our standard”
“If it is not Linux it is not reliable”
“Our ERP provider has also a PLM module, so this is going to be the standard”
And this standardization is often at the end the business killer
So where does PLM come from in a mid-market company ?
Example 1: The IT-department in company XYZ had the opinion there was a need to provide a company infrastructure for document management – people complained about not being able to find the right information. Related to the CAD system in use, it often became a kind of PDM implementation with extended document management. The IT-department provided the infrastructure (we need Oracle / SQL /DB2 – based on their standards) and engineering was allowed on top of that infrastructure to define their PDM environment.
As most of the people involved in this project were very familiar with computers, the implemented system was highly customized, due to specific actions the engineers wanted and what IT envisioned users would require. The overall thought was that other users would automatically get enthusiastic when seeing this implementation
In contrary: the regular users refused to work with the new PDM system – too complex, it takes too much time to fill in information and in situations of heavy customization some users became afraid of the system. Making one mistake was hard to undo and could have a chain reaction of events further down in the organization. They preferred the traditional method of sending documents or Excels to the other departments and getting face-to-face feedback. Of course in case of missing information or a mistake this could be clarified easily too.
Conclusion from all the PLM pessimists: PLM is too complex, PLM is hard to implement.
My intermediate conclusion: Good will to improve the company’s business is important, however you need business people to define and lead the implementation.
Example2: IT in a company ABC developed a custom PLM infrastructure for their users and everyone was happy, till …… business changed. Where several years ago, the users decided that the standard PLM software was not good enough as some details were not supported and the standard system PLM system was able to do too much, IT generously decided to build a complete, nice user environment for their company.
Everybody happy for three years, till recently, due to acquisitions, outsourced contracting (engineering and manufacturing), the IT-department has to hire more people to support more and more custom connections and data exchange. Now in an overheated state they are looking for ways to use PLM standard software instead, however IT does not want to write off the previous investments that easy, the users are not aware of the problems in changing business and the future PLM decision is again driven by IT and not by business,
Internal conclusion: The IT-department was very helpful for the end users, who appreciated the simple to-the-point interface – whispering: Therefore never a change process took place anticipating strategic changes upcoming. The result a kind of dead end.
My intermediate conclusion: If you are a mid-market company and you are not in software development, stay out of it. It is always a temporary and people dependent (who can/will leave at some time).
Just two examples out of many, typically for mid-market companies. I think also larger enterprises sometimes demonstrate the same problematic. Good IT-people and IT-department are crucial for every company. The challenge is to keep the balance between business and IT. The risk is that due to the fact that there is a lack of business strategy resources, the IT-department becomes the business standard.
Conclusion: PLM is about business change and PLM is not an IT-tool. However a PLM implementation requires good and intensive support from IT. The challenge for every company is that the IT-department often has the most skilled people for a company-wide implementation, however the business drivers and strategy should come from outside.
Your thoughts ???
In the past two weeks I had some interesting observations related to the core of PLM. Reading posts and some in-depth discussions with customers lead to the statements below:
Single version of truth ?
First I am going back to the intent of PLM – companies that implement PLM are not looking for a system where they can store information in a single database. Often the single version of the truth story is translated into technology . To illustrate this statement I was explaining a medical device company some weeks before how in PLM practices the interaction of requirements, integrated with regulatory compliance verification speeds up the product development process as deviations are early discovered during the development stage. The astonishing answer from the customer was; “Yes we already store this information in our well-known ERP system – so no need for PLM to handle this”
For this person the conclusion was that once data is stored in a system, it is managed. However what the company never tried was to track each requirement individually (and its possible change) during the engineering process and have a direct connection to regulatory demands.
In that area Excel, people’s knowledge and stored documents were used to collaborate. Off course with the late discovery of errors and several extra iterations due to it. As long as this company does not understand that the PLM system is not yet another tool to store data, but an enabler to work different and more efficient, these tools based statements will not bring them further. But as nobody get fired for selecting a well-known ERP system, but trying to change the way people work is a risk, often the first option is chosen.
And the more conservative the company culture, the more likely this will happen.
Tools do not make a change
In a last week meeting I met a VP of a business group of a real global company. I am stressing the word real as there are many global companies, that actually have one main location where the IP and influence comes from – as compared to the real global companies where all around the world the knowledge and IP of the company is invented and spread from there. Although the discussion was on the current status and quality of the tools in use, during breaks we concluded that although the discussion is about tools, the hardest part for implementing PLM in their company is to master and motivate the changes in the way of working towards the users.
In several blog posts from Oleg (and others) I see the hope that new user interfaces, user data handling can provide a break through here. I partly agree here – in the eighties/nineties we had the single window terminal screens, which were easy to understand (no multi-tasking / no multi-windows). Slowly the current workforce got used to windows (still no multi-tasking) and the new generation (generation-Y) is less and less single tasking and has different ways of solving issues. New interfaces can contribute to the acceptation of a tool, but as in the end we are still doing the same – storing data in a central system without changing the way we work – there is nothing improved
MBOM in PLM
Another interesting statement of this VP was also that they are in the process of bringing all engineering data coming from different disciplines in their R&D / PLM environment. Originally it was the ERP system that was used to combine all data coming from different disciplines. However the disadvantage was that this product definition resided partly in an ERP (there is no concept of a single ERP as manufacturing differ so much globally) and partly in PLM. Their future plan was therefore to extend the coverage of PLM toward the whole preparation for manufacturing – my favorite topic too: see Where is the MBOM ?
Conclusion so far
In day to day relations customers and PLM vendors, implementers are talking about functions and features to implement and where and how data is stored. The major driver should be the concept of changing the way we work to be more efficient, more clever and with higher quality. This is not reached by storing data, but by having the right data available at the right moment. And this moment changes when implementing PLM
- PLM Customers: Make sure that change of doing business is the target of your PLM implementation – do not look for tools only – check with your implementer and vendor which experience they have.
- PLM Implementers: Schedule time and activities during the implementation to understand the business change and the customer to adapt. It is a different type of skill required but as important.
- PLM Vendors: You have a hard time – as all are talking about the tools, you do not want to talk about the changes PLM implies – a pity but most customers do not want to hear this side during their PLM selection process
It has been silent from my side the past – more than two months. Extremely busy and sometimes surprised to see the amounts of post some of my colleagues could produce, with Oleg as the unbeaten number one. During this busy period I was able to observe some interesting trends listed below:
Going Social
Social Media and PLM is one of the favorite topics for both bloggers and some PLM vendors at this moment. New products for community based collaboration or social engineering are promoted. Combined with discussions and statements how the new workforce (Generation Y) should get challenging jobs without doing the ‘old boring stuff’.
True arguments to initiate a change in the way we work. And I agree, must of current PLM systems are not ‘intelligent’ enough to support engineers in a friendly manner. However is there an alternative at this moment ? Below a commercial (in Dutch) promoting that elderly workers are still required for quality.
I discussed the relation PLM and Social Media some time ago in my post Social Media and PLM explained for dummies. In addition my observation from the field, gives me the feeling that in most companies the management is still dominated by the older generation, and most of the time they decide on the tools they will be using. No X and Y at this moment. Therefore I do not see a quick jump to social media integrated with PLM – yes the vision is there – but the readiness of most companies is not yet there.
Cloud
PLM and Cloud are also more and more mentioned by PLM vendors as a new solution specially for the mid-market. And with an optimistic mind you can indeed believe that with a low investment (pay per use) mid-market companies can do their PLM on-line. But why are existing on-line PLM systems not booming at this time ? (Arena / PLMplus / and the major PLM vendors) I believe that there are two key reasons for that:
- Implementing PLM is not equal to installing a system. PLM is a vision to be implemented using a system. And the difficulty is that a vision does not match function and features from a product vendor. There is a need for a driving force inside the company that will support the business change. Where are the consultants and advocates (with experience) for this type of solutions ?
- There is still a reluctance to store intellectual property somewhere on-line in a cloud without direct control and ownership of data. Mid-market companies are not known to choose solutions ahead of the mass. In this type of companies cloud based CAD tools might be an entry point, but all product data – no way they say.
PLM or ERP
Before even talking about new technologies or fundamentals for PLM, I see the biggest challenge for PLM is still to get the recognition as the system for product knowledge (IP) and innovation. In too many companies ERP rules and PLM is considered as a way to capture CAD and engineering data. The main PLM vendors are not addressing this challenge – they neglect ERP (yes we can connect). And ERP vendors like SAP and Oracle are not known for their PLM messages and strategy (yes we have PLM). As ERP is often the major IT-system historically, there is so often the (wrong) opinion that everything should be built and based on one system.
In some publications I have seen the Swiss knife as an example for the multi-functional system with all tools embedded. My question remains – who wants to work only with a Swiss knife when doing professional work ?
I like to have the right tools to do my job
The most important topic around my blog the past 3 years has been around the Manufacturing BOM – where should it be – and where is the MBOM current ?
Sweden – a reality check
Last week I attended the DS PLM forum in Gothenburg to present the vision of using a PLM system as the backbone for plant information management for owners/operators and how ENOVIA supports this vision.
But I also learned Sweden is (one of) the most innovative countries (I need to verify the criteria used but can imagine there is a source of truth). What impressed me more where the presentations from Staffan Lundgren from Sony Ericsson with the title “Living in a world of change – balancing stability and flexibility” and Magnus Olsson from Volvo Cars with the title “Driving operational excellence in a challenging business environment”. Both companies are well known for their robust image. From both speakers you could experience that they are not worried so much about Generation Y, their success is depending on a clear vision and a will to go there. And this basic drive is often missing – PLM is not a product you buy and then business continues as usual
Conclusion
PLM vendors made a lot of noise the past months (events / product announcements) and customers might get the impression that technology and software (or the price of software) are the main criteria for successful PLM. Although not unimportant, I would focus on the vision and to assure this vision is understood and accepted by the company. 
Am I old fashioned ?
In the past months, I have talked and working with various companies about the topic of Asset Lifecycle Management (ALM) based on a PLM system. Conceptual it is a very strong concept and so far only a few companies have implemented this approach, as PLM systems have not been used so much outside the classical engineering world.
Why using a PLM system ?
To use a PLM system for managing all asset related information ( asset parameters, inventory, documents, locations, lifecycle status) in a single system assures the owner / operator that a ‘single version of the truth’ starts to exist. See also one of my older posts about ALM to understand the details.
The beauty lies in the fact that this single version of the truth concept combines the world of as-built for operators and the world of as-defined / as-planned for preparing changes. Instead of individual silos the ALM system provides all information, of course filtered in such a way that a user only sees information related to the user’s role in the system.
The challenge for PLM vendors is to keep the implementation simple as PLM initially in its core industries was managing the complexity. Now the target is to keep it extremely simple and easy to used for the various user roles, meanwhile trying to stay away from heavy customizations to deliver the best Return on Investment.
Having a single version of the truth provides the company with a lot of benefits to enhance operations. Imagine you find information and from its status you know immediately if it is the latest version and if other versions exists. In the current owner / operator world often information is stored and duplicated in many different systems, and finding the information in one system does not mean that this is the right information. I am sure the upcoming event from IDC Manufacturing Insights will also contribute to these findings
It is clear that historically this situation has been created due to the non-intelligent interaction with the EPC contractors building or changing the plant. The EPC contractors use intelligent engineering software, like AVEVA
, Bentley, Autodesk and others, but still during hand-over we provide dumb documents, paper based, tiff, PDF or some vendor specific formats which will become unreadable in the upcoming years. For long-term data security often considered the only way, as neutral standards like ISO-15926 still require additional vision and knowledge from the owner/operator to implement it.
Now back to the discussions…
In many discussions with potential customers the discussion often went into the same direction:
“How to get the management exited and motivated to invest into this vision ? The concept is excellent but applying it to our organization would lead to extra work and costs without immediate visibility of the benefits !”
This is an argument I partly discussed in one of my previous posts: PLM, CM and ALM not sexy. And this seems to be the major issue in western Europe and the US. Business is monitored and measured for the short term, maximum with a plan for the next 4 – 5 years. Nobody is rewarded for a long-term vision and when something severe happens, the current person in power will be to blame or to excuse himself.
As a Dutch inhabitant, I am still proud of what our former Dutch government decided and did in the after the flooding in 1953. The Dutch invested a lot of money and brain power into securing inhabitants behind the coast line in a project called the Delta Works. This was an example of vision instead of share holder value. After the project has been finished in the eighties there was no risk for a severe flooding anymore and the lessons learned from that time, brought the Dutch the knowledge to support other nations at risk for flooding. I am happy that in 1953 the government was not in the mood to optimize their bonus ( an unknown word at that time)
Back to Asset Lifecycle Management ….
Using a PLM system for asset lifecycle management provides the economical benefits by less errors during execution (working on the right information), less human involvement in understanding the information ( lower labor costs) and lower total cost of ownership (less systems to maintain and connect by IT).
But these benefits are in no relation with risk containment. What happens if something goes really wrong ?
If you you are a nuclear plant owner, you are in global trouble. A chemical plant owner or oil company can be in regional trouble, but they also will suffer from the damage done to their brand name globally. Other types of plant owners might come away with less, depending on the damage they potential ‘embank’
The emerging visionaries
For that reason, it is enlightening to see that some companies in Asia think different. There the management understands that they have the opportunity to build their future in a more clever way. Instead of copying the old way EPC contractors and plant owners work together, they start from a single version of the truth concept, pushing their contractors to work more integrated and clever with them. Instead of becoming boiling frogs, they are avoiding to fall into the same trap of many owners / operators in European and US based companies: “Why change the way we work, it does not seem to be so bad”
It requires a vision for the long term, something that will lead to extra benefits in the long term future: more efficient management of their assets, including risk containment and therefore being more competitive. If European and US-based companies want to be dominating in this industry they will need to show their vision too ..
Tomorrow I am attending the European Chemical Manufacturing Masters conference in Berlin, where I hope to learn and discuss this vision with the participants. I will keep you updated if i found the vision …..
The past week I was involved in three different situations, which seem to be disconnected from each other, but when looking back, I found one common similarity
The first case was with a company that had implemented pdm with a tight CAD integration many years ago. They have built together with their implementer(s) a dedicated environment, which was working efficient, perhaps never efficient enough. In the beginning of this year they planned an upgrade to the latest available software and after going live with the upgrade of CAD and PLM software, they discovered severe issues both in performance, in data inaccuracy and user acceptance. With ups and downs and serious effort from several sides, it looked like things were going better, but now they are in a down again as some users refuse to work with the system.
What do to: Fix the system everyone would think ?
In the second case a company has implemented document management and with the support of the IT department the system was defined to cover the known needs.
The users however were reluctant to work with the system, complaining it was too slow, too complex and a lot of extra work, so nothing happened.
More than a year later, the engineering department got the assignment from the management to revive the system and they focused on implementing their main processes in the system, so everyone could work with the system. Still the system has not gone live! As all the time, when the management or users see the system, there are discussions on making it more user-friendly, simple interfaces and more.
What to do: Simplify the system everyone would think?
The third case is a company ready to launch their first PLM implementation and they really go for the full PLM story, including CAD data management, EBOM, MBOM and even BOP (Bill of Process) managed in their PLM system. Main reason they were able to plan the full PLM story was the fact that they were implementing a new ERP system too, so no legacy habits from the ERP side around ‘owning data’ like the Item master, MBOM or BOP. The past year has been spent on building the systems (PLM & ERP) conceptually in a test environment and from there on the PLM side they discovered some performance issues, which were considered critical to fix. And then they would go live both PLM and ERP at the same moment (a big bang), after almost a year of isolated preparation.
What to do: Fix the critical issues and go live everyone would think?
Although all three projects are in different countries, in a different culture and with different software, they all share one thought:
Implementing PLM is like installing an operating system. Once it is installed fix some bugs and the company will work with it. Perhaps not everyone is happy, similar like we have Windows, Apple MAC and UNIX communities, but the platform is there and we make it work. And updates of the system come with the new hardware; check our applications – if they are still running we are happy, if they are not running anymore we implement new versions or other software
By writing it so black and white, I hope you will agree it is more complicated. And I will be very happy that you agree here, as in many PLM implementations, the management of such a company has this impression – not being aware, not being knowledgeable, not being informed it is different. In addition PLM vendors and implementers try to stay close to this simple message, as no-one wants to be the messenger of the bad news that PLM is more than a software installation
The root cause of all these problems is exactly the lack of management understanding and commitment to PLM.
As most of the members in a management team are relying on their ERP system for financial activities, production status, order status, stock value, etc, they also try not to touch ERP anymore once it is running. It is a mandatory system for execution and everyone is aware and somehow comfortable with costs.
And there is the difference with PLM. Do we need PLM ? We have been doing projects, designing projects already before our ERP system ? And if we install a PLM system, isn’t it like the ERP system, you install it and it is up and running ?
No !
PLM is not a system, it a vision how to work more efficient and intelligent. And by collaboration (using modern tools and means) between all stakeholders: market, design, execution (production or construction) and field services, we are better able to understand what is happing and as a next step, we are able to react or even better, be pro-active and come with better and innovative products and services.
So it is not about automation only. It is a change in doing businesses. It is about connecting people who were not used to work together, share information together. And there are various ways to achieve this – but not by installing simple, error free software only.
And this happened in all three companies I described. The vision of PLM was (partly) based on certain software capabilities. In the first example, it was not really PLM. It was automating the existing situation and now several years later, the company assumes after upgrading it still works, without making an evaluation, where the PLM vendor was heading to, without making an evaluation what the current quality of their data was. The focus was again on a system and fixing errors that the system should be able to understand
In the two other situations, there was the thought that once the system is there, users will accept it and start working with it.
Big, big mistake !
Users do not like software that requires them to change their way of working and we forget every time that changing the way someone works is not a software change. For the oldies: remember MS-DOS ? Single screen – no window swapping/multiple applications open. Many users loved the old MS-DOS due its simplicity (now they are retired) and we see the Apple generation (single window and single tasking again, but modern interface)
Building a multi-tasking environment, which PLM often is, requires a guided change process, motivation of the users, but at the end a firm statement from the management that this is the chosen way to go forward -assuming they support the introduction and usage of PLM.
(I received a nice comment on my previous post, stating we should give every user £100 to commit start working with the software, instead of paying thousands of pounds for customization to comfort the user)
And here is the major pain in all of these three companies. The management is not able to take the ownership of the PLM vision and guide it through the company.
They let the execution to their project leader, lead engineer or IT staff and assume like ERP, everyone knows what to do and fix the bugs – no business change – just software implementation.
This leaves these front-runners in a very difficult position.
- Not loved by the end-user, who wants no change and if there is a change it should be more fun. The will show the system is not working for them.
- Not loved by the management as they are wondering why it takes so long to fix the issues. Should not we be up and running already after such a long time ?
- Not loved by the PLM implementer as there is a limit to fixing the problem. After solving a problem there is always a next problem discovered
- Not loved by the PLM vendor as they need positive references
And put any combination of people above in a meeting, the ones who are not there are to blame – and I realize I am doing the same – I am pointing to the management who is often invisible.
Call for the management
For me the management has the task to feel responsible for PLM – as they are responsible for the company’s future – not the end-users. This means they should be able to judge the steps executed during a PLM implementation, or for an upgrade and assure they fit in the vision. They should realize that they are the voice to the end-users to explain the value of PLM and why there is a different way of working. They do not have to go into the details, but keep the bigger picture in mind.
And the management must show commitment to all –they want PLM . So commitment is needed to the end-users, to the IT department, to project team and to the implementation partner. And commitment is not easy to delegate.
Unfortunate commitment for PLM is also a long-term engagement, as it is not like ERP. Once it is running do not touch it. The markets change, the people change, technology changes and therefore the software practices change. To decide where, when and how to engage with a next PLM step should be a strategic decision from the management, not from a user who wants a new interface.
My last remark: it is clear that the management does not have the time and in-depth knowledge of PLM today as also the PLM is a young and moving vision due to changes in our society. (In my next post I will go into the new social hype – ask yourself is there also social ERP ?).
So the management team needs a sparring partner, a PLM supporter, who will reflect their vision into PLM steps and how to enroll them and communicate them into the organization, without losing visions and faith but also without talking about software features. Either you should make sure this knowledge is in your company, as several companies have already successfully discovered. Or search for an external PLM supporter – looking to my blog questionnaire results they exist !!!
I am curious to learn if you recognize these situations, if you agree, disagree – feel free to comment
As a follow-up of my holiday thoughts, I want to discuss this time the various interpretations of PLM that exist. Of course we have the ‘official’ definitions of the consultancy companies like CIMdata and 2PLM ( I took an American and European example). They describe clearly that it is a business approach, not necessary a set of technologies and tools to implement.
Then we have the PLM vendors, where Dassault Systems and Siemens claim their visionary leadership. Looking at their websites, it is hard to find an explicit message. They both claim PLM brings innovation (how ?) , where Dassault Systemes has a strong message around 3D and virtual product development and Siemens focuses more on efficiency and better collaboration benefits. I am not going in depth into PTC and Aras or other PLM vendors as I am only taking two examples per type of company, but look at their websites and find out how (and if) they describe PLM as a business approach.
For a PLM definition at SAP you have to dig a little deeper and I got even more surprised when searching through the Oracle web site. Here it was difficult to find a generic PLM message. There was the list of acquisitions (which make me wonder if this means they are all integrated) and there was the list of industries and only when drilling down into the industries, you will find PLM related information. Here I still have the feeling that these companies understand there is a need for PLM, but that it is not in their veins, they want to manage product data as a ‘single version of the truth’ – which is not a bad idea and I will come back on that later – but they want to manage different data.
Also upcoming are the generic PLM on-line solutions (Arena and PLM+), which for me still are somehow a contradiction to what consultancy companies describe as PLM. Instead of a bussiness approach it is an IT-solution. In parallel there are more dedicated on-line solutions that support a specific business process (where PLM practices are embedded) – like for Apparel, CPG.
For these type of solutions, I have a more positive opinion as they are lowering the threshold to implement PLM in a certain industry. However the biggest skepticism I have for these types of solutions is the degrees of flexibility it will offer the implementing company to be different from standard best practices. As all companies have their uniqueness in being competitive, will they be able to support this ?
And then there was the press release from Zero Wait-State which struck me:
Zero Wait-State is launching a new website that will provide a central location for Product Lifecycle Management software and partner reviews. This site will be a valuable resource for companies trying to assess different PLM solutions and which partners to work with. The site will be driven by users and allow them to share their experiences with different software products and implementation partners.
See the full press release here: Zero Wait-State Announces New Website for PLM and Service Provider Reviews.
I believe in these times of product selection and reviews certainly a good initiative. Where do we find vendor independent reviews of various PLM products ? Bringing PLM to social communities.
But ……
Here I want to take a step back. What is the essence of PLM and how do you know as a company you want to implement PLM ?
The majority of mid-market companies are not looking for a PLM system. Most of the mid-market companies have the impression that PLM is complex and expensive and typical mid-market vendors like Autodesk or SolidWorks are not pushing PLM (try for fun to search for PLM on their websites).
So will a mid-market company be able to select a PLM product through communities in the same manner as you select a consumer product ?
I believe the main challenge for a PLM implementation is not the software, but the business change.
In a company where most people are thinking (and rewarded) departmental, it is difficult to implement a new system that affects all departments. Creating the single version of the truth for product data is one of the basics for PLM. Try to get an agreement with sales, engineering, production and service who will be responsible for which part of the BOM. SAP’s single version of the truth is much more a statement from an IT-infrastructure point of view not focusing and pushing a change of business processes.
I believe, and this is also based on discussions and comments from colleagues focusing on the mid-market, that many mid-market companies are implementing basics of PLM, not always using a ‘certified’ PLM system or PLM vendor, but a pragmatic solution (customization / piece of software) which connects parts of the product information. These solutions are usually extensions on top of the CAD data management environment or the ERP system.
And here PLM vendors have a mission. Provide building blocks (services) that allow mid-market companies to connect data between departments based on known standard authoring tools. For classical PLM industries (Automotive/Aero/Fabrication & Assembly) the major CAD systems and virtual product development plus analysis software are major disciplines to manage. Other industries also have their authoring tools. Connecting them through services and provide an easy to implement backbone for product information. This should be not a big-boom effect in the mid-market, but more an evolution – moving to PLM 2.0 or beyond ?
Will this come from PLM providers or IT-providers ?
Conclusion:
For the mid-market it is not about which PLM, but more about who can provide a gradual business change from sequential and departmental business processes towards company-wide processes, where people share and collaborate around the single version of data. So which PLM should be called which provider …..
I am looking forward to your opinion.
This time it is hard to write my blog post. First of all, because tomorrow there will be the soccer final between Holland and Spain and as a Virtual Dutchman I still dream of a real cup for the Dutch team.
Beside that I had several discussions around PLM (Product Lifecycle Management), CM (Configuration Management) and ALM (Asset Lifecycle Management), where all insiders agreed that it is hard to explain and sell the value and best practices, because it is boring, because it is not sexy, etc, etc.
So why am I still doing this job…..
Product Lifecycle Management (PLM)
If you look at trade shows and major events of PLM vendors, the eye-catching 
stuff is 3D (CAD).
Dassault Systemes introduced in 2006 3DLive as the 3D collaboration layer for all users with the capability to provide in a 3D manner (see what you mean) on-line role specific information, coming from different information sources. Recently Siemens introduced their HD PLM, which as far as I understood, brings decision making capabilities (and fun) to the user.
Both user interfaces are focusing on providing information in a user-friendly and natural way – this is sexy to demonstrate, but a question never asked: “Where does the information come from ? “
And this is the boring but required part of PLM. Without data stored or connected to the PLM system, there is no way these sexy dashboards can provide the right information. The challenge for PLM systems will be to extract this information from various applications and from users to have the discipline to enter the needed data.
Those software vendors, who find an invisible way to capture the required information hold the key to success. Will it be through a more social collaboration with a lot of fun, I am afraid not. The main issue is that the people who need to enter the data are not rewarded for doing it. It is downstream the organization, in the product lifecycle, that other people benefit from the complete information. And I even suspect in some organizations that there are people who do not want share data to assure being required in the organization – see also Some users do not like the single version of the truth.
So who can reward these users and make them feel important. I believe this is a management job and no sexy (3D) environment will help here
Configuration Management (CM)
Although it is considered a part of PLM, I added configuration management to my post as a separate bullet. Two weeks ago, I attended the second day of the CMII Europe conference in Amsterdam. What I learned from this event was that the members of the CMII community are a group of enthusiastic people with somehow the same vision as PLM missionaries.
Quoting the organization: “CMII is about changing faster and documenting better. It is about accommodating change and keeping requirements clear, concise and valid.”
And it was interesting to listen to speeches of the members. Like with PLM, everyone is convinced configuration management brings a lot of value to a company, they are also fighting for acknowledgement. Not sexy is what I learned here and also here those people who are responsible for data accuracy are not necessary the ones that benefit (the most).
Like PLM, but even more in Configuration Management, the cultural change should not be neglected. Companies are used to have a certain level of “configuration management”, often based on manual processes, not always as efficient, clear and understood and satisfactory for the management, till something happens due to incorrect information.
Of course the impact of an error differentiates per industry, a problem occurring due to wrong information for an airplane is something different compared to a problem with a sound system.
So the investment in configuration management pays of for complex products with critical behaviors and in countries where labor costs are high. It was interesting to learn that a CM maturity assessment showed that most companies score below average when it comes to management support and that they score above average when talking about the tools they have in place.
This demonstrates for me that also for configuration management, companies believe tools will implement the change without a continuous management push. I remember that in several PLM selection processes, prospects were asking for all kind of complex configuration management capabilities, like complex filtering of a product structure. Perhaps pushed by a competitor, as at the end it was never implemented 😦
Asset Lifecycle Management (ALM)
In some previous posts, I wrote about the benefits a PLM system can bring, when used as the core system for all asset related information. For nuclear plants, the IAEA (International Atomic Energy Agency) recommends to use configuration management best practices and I have met an owner/operator of a nuclear plant who recognized that a PLM system brings the right infrastructure, instead of SAP for example, which has more focus on operational data.
Also I had a meeting with another owner/operator, who was used to manage their asset data in a classical manner – documents in an as-built environment and changes of documents in various projects environments.
When discussing the ALM best practices based on a PLM system, it was clear all the benefits it could bring, but also we realized that implementing these concepts would require a conceptual revolution. People would need to start thinking asset centric (with lifecycle behavior) instead of document centric with only revisions.
This kind of change requires a management vision, clear explanation of the benefits and a lot of attention for the user. Only then when these changes have been implemented, and data is available in a single repository, only then the fun and sexy environments become available for use.
Conclusion
PLM, CM and ALM are not sexy especially for the users who need to provide the data. But they provide the base for sexy applications where users have instant access to complete information to make the right decisions. To get there a cultural change is required. The management needs to realize that the company changes into becoming proactive (avoiding errors) instead of being reactive (trying to contain errors); investing upfront and never be able to know what the losses would be in case an error occurred.
Not sexy, however the benefits this approach can bring allow employees and companies to continue to do their work for a secure future
And now … time to close as the final is near
Last weeks have been busy weeks and I have seen various PLM candidates all around Europe. As these companies were mid-market companies, I noticed again how difficult it is for these companies to follow the ideal path towards PLM.
For those reading my blog frequently they might remember my definition of mid-market and PLM. For newer readers I will give my definitions again, as everyone has their own definition.
Mid market company: For me the definition of a mid-market company does not have to do with revenue or the amount of people working for this company. I characterize a mid-market company as a company, where everyone has a focus on the company’s primary process. There is no strategic layer of people, who are analyzing the current business and defining new strategies for the future. In addition, the IT-staff is minimal, more seen as an overhead than as strategic. Mid-market companies have their strength in being flexible and reacting fast on changes, which might contradict with a long term strategic approach.
As what happens if you are only in a reactive mode – it can be too late.
PLM: For me PLM is not a product but a vision or business approach based on a collection of best practices (per industry). Main characteristics of PLM are centralizing all product knowledge (IP) throughout all the lifecycle stages and a focus on best practices and immediate visibility on all lifecycle stages. Combining concept, planning, development, production planning and after sales / service into one integrated process. It is more than concurrent engineering, it is about sharing data and ownership of data through different departments. And this means business transformation, breaking through traditional barriers. Of course PLM vendors have a slight different definition in order to differentiate themselves from other vendors. For example more focus on a virtual product definition (CAD PLM vendors) or a focus on efficiency and one single platform (ERP PLM vendors)
Who will initiate this change ?
And these two definitions already raise the questions I want to reflect here as I experienced again in two recent visits that the pain to move to PLM is here.
First what is the result of a reactive mode, even when it is a quick reaction ?
A reactive mode leads to a situation where a company will never be able to differentiate rapidly from their competition. As every change takes time to implement, it is logically that a real business change will not be implemented as a quick reaction. The company needs to have a long term vision. And this is one of the things I noticed talking with mid-market companies. Ask these questions: “Where do you want to be in five years from now” and “How do you make sure you achieve these goals (if goals exist)” and often you find the company is depending on the business instinct of the founder(s) and has no real answers for the long term future.
This is of course a result of the typical mid-market company, they have no internal people who will step outside the daily hectic and work on a change. And being reactive always means you are (a little) behind. And this was the situation in one of the companies that I have met recently. There was an initial understanding of the values that PLM could bring, but when talking about some of the basic principles of PLM, the answers was: In our company ERP is God. This means real PLM has no chance – you do not want to fight against God.
And now the discussion who can initiate the change towards PLM
Now another example of a mid-market company that had a long term PLM vision but got trapped in their own approach. The company has been growing fast and like many European companies, production is done in China. And this causes collaboration issues around communication and quality between Europe and China as the company only knows CAD data management and ERP. The engineering manager was assigned to solve these issues.He did not get a full strategic assignment to look at the complete picture, but the management pushes him to solve the current pains, having the PLM wishes still in mind.
And solving the current pains lead again to function / feature comparison with a short term justification, believing that in the future all will fit in the PLM vision, as the potential resellers for the new solution said: “Yes we can”. Have you ever heard a reseller say “No we cannot”
The result, the engineering manager has to make a decision based on the ‘blue eyes’ of the reseller as he does not get the mandate and power from his management to analyze and decide on a PLM strategy for the long term. For one of the resellers talking about the details of PLM was even more a disadvantage as it creates an impression that PLM is complex. It is easier to sell a dream. A similar situation as I described in my posts: Who decides for PLM in a mid-market company
My conclusion
Although I am aware that many mid-market companies implement basics of PLM, it is frustrating to see that lack of priority and understanding of the management in mid-market companies blocks the growth to full benefits for PLM. The management is not to blame, as most PLM messages either come from the high-end PLM vendors or from product resellers both not packaged for the mid-market. See PLM for the mid-market – a mission impossible ?
PLM is a cross-departmental solution and the management should look for partners who can explain the business values and share best practices for mid-market companies business wise.
The partner is 50 % of the success for a PLM implementation.
Do you recoginize similar situations ? How would you address them ?
My PLM blog cloud based on Wordie – see the virtualdutchman blog cloud
Two weeks ago I received through the PLM group on LinkedIn, the following question from Nathalie: “Do you know any specific examples of what some companies have done to get their users ready, excited or more committed to the new PLM system?”
When digging in my mind and planning to give a quick answer, I realized it was an interesting question with a contradiction embedded: users and excitement for a new PLM system.
This week I was attending the SmarTeam User Group meeting in the Netherlands, where an excellent presentation was given by Simon and Hessel from a Dutch company called Meyn (Poultry processing) about their PLM implementation. They shared their excitement !
Combined with an interesting discussion on Oleg’s blog with Frank, I believe I have the ingredients to answer the above question more complete.
PLM is not exiting for users
I think this is fact number one. When you go to tradeshows or PLM exhibitions, you see usually only 3D CAD demos, nobody tries to demonstrate PLM functions and features in detail. As a side step, I believe the best PLM system should be almost invisible for the user. Users want to work in their own environment with applications like CAD, Excel (BOM handling apps), Office, FEA tools, Simulation tools and more.
ERP has a more clear value proposal, if you want to define and schedule your manufacturing and manage the financial transactions, everyone has accepted that you need ERP. User acceptance is not relevant, users have to work with the provided interface as otherwise production or accounting will fail, there is no alternative.
In contrary, the clear value and definition of PLM are not clear to user. For that reason these users do not get excited when confronted with PLM. They have been surviving without implementing PLM, so they believe there is an alternative.
But we know there are PLM benefits?
My previous post – PLM in the mid-market a mission impossible? – lead to a discussion with Oleg and Frank coming with anew and interesting view point. Frank mentioned that in the German area, many mid-market companies do PLM without purchasing an enterprise PLM system from the known vendors.
The discussion focused on granularity, as all of us believed that a set-by-step approach towards PLM best practices, driven by people who understand the company very well, is the key to success. For this approach you need people inside the customer’s organization who can formulate the vision assisted by consultants working very dedicated in that industry. It requires a different type of consultant as those active in the big enterprise projects.
Instead of implementing PLM as a standard process, in this approach the customer drives and leads the activities where they see benefits in their overall business process. To achieve this, the company must have has a clear vision, where they want to be in the next 5 – 10 years.
Next implementations steps should fit in this strategy and prioritized based on different parameters and these steps are not always with a focus on PLM.
And here lies the key for successful PLM implementations.
The implementation might be based on an academic approach around a core PLM data model and best practices. Mid-market offerings are around an OOTB (Out-Of-The-Box) quick implementation – the PLM system/implementer leads.
Something the management of likes to hear; quick and with little customization, which would translate in lower costs of implementation and disruption of the organization. But then, the end-users start to complain. There is too much change their standard way of working and they do not see the advantages – keying in more data in a system does not help them.
The introduction of PLM brings more complexity and as the new system has to prove itself, there is not big enthusiasm from the average user. The management can push, like in the ERP situation, but in general also the management is anxious to learn if this OOTB-approach brings the benefits and when it fails they ask the vendor where the estimated ROI can be found.
Concluding you will be lucky if users get excited form the OOTB approach.
In the second and granular approach, the company defines their strategy and vision, not necessary a 100 % PLM vision. This strategy need to be clear and shared with the employees in the company, especially for those who are affected by changes.
Next together with implementation partners, who bring in the know-how and possible software tools, a part of the company’s process is addressed and improved. It can be in any area, changing the CAD engine, automate BOM handling, connect sales to engineering or connect after sales/service to engineering.
Many of these areas of interest have different solutions, some are extensions of the CAD environment, some of them are extensions of the ERP environment and some of them are extensions of the IT-platform used in the company.
This approach is not sold by the PLM vendors, as they want to introduce their system as the IT-platform, wrap around the CAD and even capture the definition of the MBOM and initiation of the Item master.
A step-by-step approach based on different granular components, every time in the direction of the company’s strategy, plus all the time feed-back to the end-users on the positive impact of the change, is for me the key to success. In my previous post I was looking for a global provider for these required components.
With the step by step approach with granular solutions, we get users involved and excited.
And this brings me the to the presentation from Meyn
The first time I got involved with Meyn was in October 2004. At that time they had chosen to move from their BaaN-2D CAD infrastructure to a new environment with BaaN – 3D CAD (CATIA). Simon presented their target strategy and vision: moving away from being an Engineering To Order company to become primarily a Configure To Order company.
ENOVIA SmarTeam was chosen to manage the 3D CAD and to connect the information to BaaN. Initially Meyn started in the classical PLM approach, but already after a few months, the understanding was there, they need have step-by-step approach, focused on results for the new CATIA users, without communicating around a complete PLM focused project.
So they followed a stepped approach, they called them waves.
Moving from Engineering to Order to Configure to Order is not software implementation. It requires rationalization of your products; convert them into modular, configurable parts. For this you need to be an engineering expert, not a software expert.
But when it comes to implementation of this concept in the software, you need both experts. And through this collaboration, a methodology for skeleton design was established which was driven by Meyn. And the reason the users were excited was, that they were doing real engineering, the benefits were significant visible.
Customer project related engineering time (typical ETO), which was in the beginning their core activity, became around 30 % of the time. More time could be spent on developing new machines in a modular way. With almost the same amount of engineers the turn-over of the company had more than doubled. A win-win environment which makes also the end-users excited.
Still the backend with ERP at Meyn remained almost the same similar to the time they were working in the 2D environment. And the most interesting conclusion at the end of the presentation was, they are still using the same slide with the vision and they can explain why each step was taken and justify it by measurable benefits.
And this brings me to the answer of the question
“Do you know any specific examples of what some companies have done to get their users ready, excited or more committed to the new PLM system”?
- The management needs to have a clear vision where they want to be as a company in the future. This is not an IT-vision, but a business vision which explain why changes are needed. This vision should be clear to the employees. Communicate!
- Where possible provide metrics!
- Do not talk about a PLM system; it can be also in other tools. Talk about improvement steps in the business processes contributing to the vision. The PLM system is the information backbone, not the front-end. Management and implementers should talk business functionality not IT functions and features. Do not talk in applications!
- Build step by step user scenarios with focus on methodology and user understanding. Implementations with a function-feature focus are hard to accept by the users. Talk business!
- The management should present their vision again and again, supported by metrics what has been accomplished and what has been learned for the future – repeat!
Conclusion
There are thousands of mid-market companies that have a vision to improve their business. The PLM system should never be the topic of discussion with the end users; it is the change in working methods that is important, supported by various systems -CAD/ERP/CRM – and almost invisible …….. PLM
The company Meyn is an example of this approach. Simon and Hessel are working for Meyn as engineers improving their company’s business. Unfortunate it is not their business to explain all around the world, how PLM supports business change in a mid-market company. I was glad to attend their session last week.
The title of this post came in my mind when looking back on some of the activities I was involved in, in the past two weeks. I was discussing with several customers their progress or status of the current PLM integration. One of the trends was, that despite the IT department did their best to provide a good infrastructure for project or product related information, the users always found a problem ,why they could not use the system.
I believe the biggest challenge for every organization implementing PDM and later PLM is, to get all users aligned to store their information in a central location and to share it with others. Only in this manner a company can achieve the goal of having a single version of the truth.
With single version of the truth I mean – if I look in the PLM system I find there all the needed data to explain me the exact status of a product or a project.
If it is not in the PLM system, it does not exist !
How many companies can make that statement ?
If your company does not have the single version of the truth implemented yet , you might be throwing away money and even bring your company at risk in the long term. Why ? Let’s look at some undisclosed examples I learned in the past few weeks:
- A company ordering 16 pumps which on arrival where not the correct ones –
1 M Euro lost - During installation at a drilling site the equipment did not fit and had many clashes – 20 M Dollar lost, due to rework and penalties
- 7000 K Euro lost due to a wrong calculation based on the wrong information
- A major bid lost due to high price estimation due to lack of communication between the estimator and the engineering department
- 500 K Euro penalty for delivering the wrong information (and too late)
All the above examples – and I am sure it is just a tip of what is happening around the world – were related to the power & process industry, where of course high-capital projects run and the losses might look small related to the size of the projects.
But what was the source of all this: Users
Although the companies were using a PLM system, in one company a user decided that some of the data should not be in the system, but should be in his drawer, to assure proper usage (according to his statement, as otherwise when the data is public available, people might misuse the data) – or was it false job security as at the end you loose your job by this behavior.
People should bring value in collaboration not in sitting on the knowledge.
Another frequently heard complaint is that users decide the PLM system is too complex for them and it takes too much time for them to enter data. And as engineers have not been bothered by any kind of strict data management, as ERP users are used to work with, their complaints are echoed to the PLM implementer. The PLM implementer can spend a lot of time to customize or adapt the system to the user’s needs.
But will it be enough ? It is always subjective and from my experience, the more you customize the higher the future risks. What about upgrades or changes in the process ?
And can we say NO to the next wish of this almighty user ?
Is the PLM system to blame ?
The PLM system is often seen as the enemy of the data creator, as it forces a user in a certain pattern. Excel is much easier to use, some home-made macros and the user feels everything is under control (as long as he is around).
Open Source PLM somehow seems to address this challenge, as it does not create the feeling, that PLM Vendors only make their money from complex, unneeded functionality. Everything is under own control for the customer, they decide if the system is good enough.
PLM On Demand has even a harder job to convince the unwilling user, therefore they also position themselves as easy to use, friend of the user and enemy of the software developer. But at the end it is all about users committing to share and therefore adapt themselves to changes.
So without making a qualification of the different types of PLM systems, for me it is clear that:
The first step all users in a company should realize is that, by working together towards a single version of the truth for all product or project related data, it brings huge benefits. Remember the money lost due to errors because another version of data existed somewhere. This is where the most ROI for PLM is reported
Next step is to realize, it is a change process and by being open minded towards change, either motivated or pushed by the management, the change will make everyone’s work more balanced – not in the first three months but in the longer term.
Conclusion: Creating the single version of the truth for project or product data is required in any modern organization, to remain competitive and profitable. Reaching this goal might not be as easy for every person or company but the awards are high when reaching this very basic goal.
At the end it is about human contribution – not what the computer says:
Jos Voskuil's Weblog 
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