AMT BD Plan, Marcel Bick
Digital
Productivity
Data61
Data Australia
Opportunities – Market Pull
 Manufacturing productivity increase through CSIRO’s
LAMS/Guardian concept. Global market for light weight
robotics 6.5B$ (2011), CAGR 6% (IMS Research)
 Manufacturing Execution System Market: 13.6 B$ by
2020, CAGR 12% (Source: MarketsandMarkets May
2014);
Key players: ABB, Camstar system, Emerson, GE,
Honeywell, iBASEt, Omron, Oracle, Rockwell, SAP AG,
Schneider Electric, Siemens AG
 3D printing: US$7 billion by 2025, (IDTechEx).
 Hidden Cost of Manufacturing in Australia: 1B$
opportunity; solution IoT
• CSIRO Industry
workshops across
the country:
Need for assistive
automation
Growing
Importance
1500
exp
950
700
400
2012 2013 2014 2015
RoboBusiness Conference Attendees
Some Examples for Industry Pull
AMT BD Plan, Marcel Bick
Pipeline Status 2014 – Former Agile Manufacturing
Full Pipeline
Weighted Pipeline
Executed/With Client
Final Proposal
Proposal Initial
Prospect/Lead
FY14/15
$14.45M
$4.02M
$1.28M
$2.15M
$2.10M
$8.93M
Innovation Hubs (MF/DPF)
Industrial
Internet and
Robotics
Centre
LLP
QLD
Lindfield
Technology
Test Bed
Centre
Carbon
Fibre
Nexus
Geelong
Additive
Manufacturing
Centre
Clayton
11 |
NICTA
Redfern
3000 Hours/a Loss at Australian Distribution Centres
Source: Manufacturers Monthly 21 August 2015
Digital
Productivity
Thank you
CSIRO Manufacturing and Digital Productivity
Marcel Bick
t +61 2 9413 7473
E marcel.bick@csiro.au
ICT-Enabled Manufacturing – Goal
Supporting the future
competitiveness and responsiveness of
Australia’s Industrial/Manufacturing Sector
through fit for purpose
information technology service innovations
that improve the transformation of
labour, knowledge and resources
to optimize
Australia's production efficiency.
CSIRO Manufacturing Flagship
Addressing Silicon Valley Community
Three-year engagement plan
• Build industry network, business opportunities, link global
innovation system
Growing
Importance
How: CSIRO keynote, panel representation,
exhibition, product presentation
Manufacturing and Digital Productivity
1500
exp
950
700
400
2012 2013 2014 2015
San Jose, Sep 23-24 2015
CSIRO Guardian Technologies
Economic Importance of Sectors – The WHY
Source: Derived from ABS 2013, Gross Value Added by Industry
AMT BD Plan, Marcel Bick
High
Medium
Low
Growth Plan ICT-Enabled Manufacturing: FY14-18
Manufacturing Market
Forecast (global/local)
IoT, iManufacturing
Architecture:
Manufacturing Informatics,
Interoperability
Impact Drivers
AMT BD Plan, Marcel Bick
$1.1m
$0.5m
Technology Licencing
e.g. Manufacturing Informatics
FY2014-16
$2.5m
International Government
/Research / NGO’s
Resource Efficient
Manufacturing:
Sustainability and Custom
Manufacture Processes
$1.5m
Australian Private / Consortia /
Government
High Performance Workplace:
Assistive Robotics and
Collaboration
International Private /SME/LMC
ICT
enabled
manuf.
Strategy
Segmentation / Risk Factors
$1.0m
$0.8m
$0.9m
$0.0m
Agile Manufacturing
Innovation in technology to drive productivity and competitiveness of
Australia’s Manufacturers
Computer
Modelling
Arc Welding
Lightning and Electrical
Breakdown
Instrumentation
&
Electric Machines
High Speed Instrumentation
Visual Monitoring Systems
Plasma Processes
Systems Design
Fluid Dynamics
Lightweight, High-speed, Small motors
Particle Flow Dynamics
Switched Reluctance and Permanent
Magnet Motors
Electric Motors
CSIRO Manufacturing Flagship
Advanced
Prototyping
Automated
Manufacturing
Solutions
Additive Manufacturing
Monitoring Processes and Environment
Integrated Electronics
Enhancing Collaboration between Worker
& Automation Systems
Measurement Science
Mechatronics
Design
i-Manufacturing: Transforming
Manufacturing through Information and
Internet of Things (IoT).
SWOT Agile Manufacturing
Strengths
Weaknesses
Global reputation in
-Critical mass – vulnerable to loss of key personnel
-Assistive automation
-Recognition & credibility through established track record (but
growing strength over past 12 months)
- High Precision optical coatings
-Sustainable supply chains
-Public perceptions towards new technologies resulting in loss of
jobs
-Staff committed to mission-oriented impact
- Limited CapX: Access needs to be ensured as there is a risk
-Emerging networks and long term relationships across key markets because Agile operates across flagships
in Government, business and industry
- Theme strategy yet to be fully road tested and ratified
relationships with industry, government and academia
-Alignment with Annual Direction Statement
-Pro-active and directed capability development
-Emerging platform technologies relevant to the theme
-Recognised as a world leader in high-quality custom fabrication,
coating and metrology of high precision optical components
Opportunities
Threats
-Emerging evidence for relevance and growth potential in the
Theme’s targeted areas of focus, specifically Assistive Automation
and Manufacturing Informatics
-Australian manufacturing struggling in certain sectors creates
negative image
-Leverage our existing partner’s network to expand our own
network of partners (e.g. Commercialisation partners through
Boeing)
-Opportunities for manufacturing from
- Government engagement and supportive government policies
New partnerships with unions (e.g. AMWU) to promote the
benefits of new technologies
- Apply design-led innovation principles to improve capture of value
within the program and externally
AMT BD Plan, Marcel Bick
-SMEs lack of ability to fund research
-International competition for R&D providers and high Australian
dollar. 13/14: 70% revenue from international clients
-Lack of full awareness of competitors at this point
-IP position is at an early stage of development and could be
outmanoeuvred by competitors
-High cost of establishing a credible effort in new activities (CAPEX)
Increase Engagement Efficiency
Now
Goal
How
50 Contacts = 10 Prospects Qualified
20 Contacts
Segment analysis
+ target
10 Qualified Prospects = 5 Proposals
5P
5 Proposals = 1 Transaction
5 P = 1T
1 Transaction = $120,000 (average)
1 T = $500,000
Each technology partner contacted
contributes only $2400 of external
revenue
$25,000/ contact
Cluster, State +
Federal
How to get there
• Change in focus to larger transactions and clusters, 12 mths lifecycle,
requirements of monthly follow ups to convert.
• BD education program for project leaders, specifically proposal writing
AMT BD Plan, Marcel Bick
Engagement Plan – Events and Comms
Still to be segmented into third party
and CSIRO lead
Conference
Target Audience / Impact
Supporting Stream Strategy
Robobusiness, USA
Automation Industry and End Users / Leads into
Prospects. Commercialisation partners. New industry
contacts. Raise visibility of CSIRO internationally.
LAMS, Manufacturing
Informatics (TBC) – Launch
White Paper LAMS
10/14
Sponsor,
Keynote
YES
YES
Robobusiness, EU
Automation Industry and End Users / New industry
contacts. Raise visibility of CSIRO internationally.
LAMS, Manufacturing
Informatics (TBC)
Travel
restricted
TBC
TBC
Automatica, EU
Industrial Automation and End Users / New industry
contacts. Commercialisation partners
LAMS, Manufacturing
Informatics (TBC)
See above
06/14
NMW, AU
Government, Australian and International
Manufacturing Sales Reps / national visibility
Manufacturing Informatics,
LAMS, - Launch White Paper
05/14
May15
May16
Comput. Science and
eResearch Conf. AU
Science leaders / Creating of networks
Manufacturing Informatics.
Semantics in Science Engineer.
03/14
NEED: Major trade
show: Industrial
Software Engineering
Software Engineering Industry / Identify
commercialisation partners
CEBIT too broad (?)
Manufacturing Informatics,
LAMS
TBC
TBC
TBC
Sustainable
Manufacturing
Seminar
Australian Industry, Government
Sustainable Manufacturing /
Circular Economy / LCA
TBC
TBC
TBC
International Coatings
Conference, EU
Coating equipment manufacturers, end users / seek
commercialisation partner and end users (e.g. LIGO)
Intelligent Manufacturing
Technologies
10/14
YES
YES
LAMS workshop NSW
Australian Manufacturers NSW, government / Leads
into Prospects. Continuous MIICRC engagement
LAMS
03-04/14
YES
YES
Manufacturing
Informatics workshop
Australian Industry, Government / Seek industry
feedback on initiative, new industry contacts
Manufacturing Innovation
05/14
YES
YES
Design-led innovation
workshop
TBC
TBC
TBC
AMT BD Plan, Marcel Bick
FY 13/14
FY
14/15
FY15/1
6
Thought Leadership - Target for White Papers
Need a project lead to run
with these
News Magazines:
Supporting Stream
Strategy: Topic
2014
PACE: Process and Control Engineering (http://www.pacetoday.com.au/home ) Emerging Industrial automation technologies
LAMS 2, following NSW
industry consultations
Robobusiness,
Oct 2014
Manufacturing
Informatics
NMW / May
2014
Manufacturing
Informatics
NMW / May
2014
Manufacturers Monthly (http://www.manmonthly.com.au/home ) - News, Articles on
business solutions for manufacturing industry, case examples, emerging technologies.
Electronic News (http://www.electronicsnews.com.au/home) – Articles on latest
engineering and technological developments
Ferret (http://www.ferret.com.au/t/Automation-Robotics ) - latest product, company and
industry news updates, including industrial automation.
The Conversation (http://theconversation.edu.au/ ) – Articles, opinion on science,
research and Technology in general
Azorobotics (http://www.azorobotics.com/ ) – Robotics and automation
Australian Manufacturing (http://www.australianmanufacturing.com.au/ ) – News,
Articles on business solutions for manufacturing industry.
ManufactureLink (http://www.manufacturelink.com.au/news/channel/manufacturingtechnology.aspx ) - AMTIL’s News web aggregate on advance manufacturing technologies
Trade Magazines:
AMTIL (http://www.amtil.com.au/Home ) - Trade Magazine: AMT
Australia’s Best (http://www.australiasbestmagazine.com.au/australias-bestportfolio/australias-best-manufacturing ) - Trade Magazine: Australia’s Best Manufacturing
Manufacturing Magazine (http://www.manufacturingmagazine.com.au/ ) – Trade
Magazine: The National Manufacturing Magazine
AMT BD Plan, Marcel Bick
2015
Targets for LAMS Commercialisation – International
Prioritization and time line to be confirmed
Manufacturers
Adept Technologies
ABB Ltd
Kuka AG
Yaskawa
Kawasaki Robotics
DENSO Robotics
Yamaha Robotics
Staubli Robotics
Toshiba Machine
EPSON Robots
Fanuc (Japan),
AMT BD Plan, Marcel Bick
Business Focus
Country
Contacts
USA
Robobusiness 2013
Sweden
Australian and
overseas
Germany
Japan
Japan
Japan
Japan
Germany
Japan
Japan
Japan
Robobusiness 2013
Contact Category
Targets for LAMS Commercialisation – National
Manufacturers
Business Focus
Country
Contacts
Contact Employees
SAGE Automation Pty Ltd
South Australia
300
Rockwell Automation Australia Ltd.
Victoria
130
Magnetic Automation
Victoria
70
State Automation
Victoria
60
Inaco Automation Controls
New South Wales
60
Machinery Automation & Robotics
New South Wales
60
KW Automation
35
Delta Building Automation
Queensland
Australian Capital
Territory
Ocean Office Automation
New South Wales
20
Beckhoff Automation
Victoria
20
Integrated Automation
Victoria
20
Selpak Automation
New South Wales
18
Environmental Automation
New South Wales
18
Air & Automation Equipment
New South Wales
17
Austec Building Automation
Queensland
10
Industrial Automation
Western Australia
10
Robotic Automation
New South Wales
10
AMT BD Plan, Marcel Bick
30
Targets for Guardian Technologies (Software Engineering)
Manufacturers of Coating Equipment
Business Focus
Country
Guided Reality
Integrated Software
Solutions
USA
Under development
Contacts
Contact Category
Australia
Objectives:
• Industry consultation has taken place, innovative end users
have been identified, needs are confirmed. Now:
• Identify commercialisation partners with a strong business
focus on hardware/software integration.
Engagement Through:
• Consolidated approach with MDU/DPAS/FMF (started)
• End Users, e.g. Boeing
AMT BD Plan, Marcel Bick
CSIRO 30 Strategic Clients
Order
Client
Top 20 by Revenue
10 by Strategy
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
Cotton Seed Distributors (CSD)
National Aeronautics & Space Agency (NASA)
Grains Research and Development Corporation (GRDC)
AusAID
Department of Climate Change and Energy Efficiency (DCCEE)
Department of Agriculture, Fisheries and Forestry (DAFF)
Department of Industry, Innovation, Science, Research and Tertiary Education (DIISRTE)
Bureau of Meteorology(BOM)
Department of Sustainability, Environment, Water, Population and Communities (SEWPaC)
Bayer
Australian Centre for International Agricultural Research (ACIAR)
Meat and Livestock Australia (MLA)
Australian Renewable Energy Agency (ARENA)
Boeing Company (Boeing)
BHP Billiton (BHP)
Department of Industry and Investment , NSW
Department of Resources, Energy and Tourism (DRET)
Fisheries Research and Development Corporation (FRDC)
19
Grape & Wine Research & Development Corporation (GWRDC)
20
Australian National Low Emissions Coal Research & Development (ANLEC)
21
Orica
22
23
24
25
26
27
28
29
30
General Electric (GE)
DRALGAS – Office of Northern Australia
Department of Human Services (inc Centrelink)
BP
Department of Health and Ageing (DoHA)
Dairy Australia
IINET
Petronas
Murray Darling Basin Commission (MDBC)
Commercial in Confidence
Group
FHLSI
IS
FHLSI
FHLSI
ENV
FHLSI
ENV
ENV
ENV
FHLSI
FHLSI
FHLSI
ENERGY
MMM
MMM
IS
ENERGY
ENV
MMM
MMM
ENV
IS
ENERGY
FHLSI
FHLSI
IS
ENERGY
ENV
FHLSI 10
ENV 7
IS 4
MMM 4
ENR 5