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IS Market Dynamics Business expanssion Strategy Repeatable use cases Go-to-Market model BSR & WINs

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USD Billion
64.9
2021
USD Billion
165.0 2026
CA G R The Industry a O market s grow from 64 9
in 2021 to USO 165b by 2026. at a CAGR ot 206%
2 0.6% dunng the forecast

Zinnov  Zones Application Enable Platforms

Market maturing over time but still largely fragmented Advance analytics, Digital Twin, DPM.. primarily driving discussions Public initiatives like  Atmanirbhar  Bharat, Make In India, EVs, Smart Cities, Digital India pushing up digital adoption  COVID 19 has increased digital awareness; accelerated digital adoption in some industries like pharma.. Yet to see traction across the board Management consultants (Big 4) playing role of key influencers.. McKinsey WEF collaboration for I4.0 Lighthouse network driving C-level  motivation

Zinnov Zones for IoT Platforms — Application Enablement Platform (AEP)
High
Low
Nurture Zone
GTMStra
Breakout Zone
%hneider
C3.a
Uptake
Altizon
Execution Zone
Leadership Zone
PT Rockwell
Automation
SAP
Orit e
Siemens
Honeywell
Googl
tegy, Technical Capability
Prowess
m Maturity, Innovation Inten
Sity, Acti
High
vity, Security, Voice Of Customers

BY 2020 BILLION)
Korea
h±ia
RoAPAC
BY COUNTRY, 2026 BILLION)
Chiu
JOM
Soth Yaea
RoAPAC

APAC Expected to account  for the largest share in Industry 4.0

Scene 4

Validation with key Wins in 2021 (  Kalol  )

Increase FTIS volume with MES deals; Focus on Subscription MES to increase ARR Increase PTC/ FTA footprint in FAP accounts Land new logos Expand and scale on existing install base.. more sites.. more use cases Push scalable apps & templates for quick  sells  … OEE, Thingworx APM, FTIS Energy Advisor, MES templates, PTC apps, partner apps

A picture containing application

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Logo

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Fueling growth with acquisitions & partners  Leverage PTC partner network &  strategic alliances like Microsoft & GSIs to establish C-level  connect Establish leadership connects with industry thought leaders – McKinsey, BCG, BAIN, Increase market share by utilizing acquisitions product portfolio & stronger linkage Increase the speed of decision making within RA strategic framework and make Flexible Ts & Cs to counter startups and even established players like Siemens

Logo

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Logo, company name

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Download McKinsey &amp; Company Logo in SVG Vector or PNG File Format - Logo .wine

Kalypso and AVATA Collaborate to Drive Digital Transformation Initiatives  for Oracle Customers | Business Wire

Rockwell Automation To Expand Industrial Cloud Software Offering With  Acquisition Of Plex Systems - Food Industry Executive

Fiix by Rockwell Automation - Buckles-Smith

Scene 5

Real Time Ops Visibility OEE Root Cause Analysis Quality & Performance

Digital Twin  Throughput Analysis Line Balancing

Yield Optimization Intelligent Process Control

Quality M onitoring   Process Analytic  Technologies (PAT) Production Management

Asset Performance Management  Condition Monitoring

Digital Thread Integrating OT/IT Repeatable infrastructure

Digital Work Instructions  On-demand visual training

Mineral Flotation Advanced Control APC Optimization Reduce variability

Advanced Analytic Control & Visualization Energy Management Reduce variability

Mobile Asset Remote Monitoring Remote Data Collection Mine-to-port Visibility

Equipment Energy Optimization Energy Demand APC Optimization

Real Time Ops Visibility Energy Monitoring & Optimization

Predictive Asset Reliability Conveyor Predictive Maintenance

Real Time Ops Visibility Asset Reliability Line Optimization Energy Monitoring

Yield Optimization Ingredient Optimization Reduce Variability

Prioritized Industry Use Cases/ Ranjal  - 2 min

Virtual Commissioning  Remote FAT Digital twin

Production Scheduling Material, labor, energy

Production Optimization Quality & Performance Prediction  (Kalypso)

Predictive Asset Reliability Rotating Asset Predictive Maintenance

Real Time Ops Visibility OEE Production Performance

Digital Twin  Sustainable Formulations  Speed to Market

Intelligent Process Control Golden Batch Asset Utilization Reduce Variability

Asset Performance Monitoring Condition Monitoring  Advanced Analytics

Scene 6

Rockwell Automation Sales Roles & Opportunity Pursuit Process – FY2022

In a buyer-aligned, outcome-based sales process (   Ranjal  ) -  2 min

Proposal specialist “ POSITION THE  OUTCOME ”

P 1  –  EA |  NA  | AP | EMEA | LA  – For subset of accounts, support AM’s in lead generation & qualification

SOLUTION EXPLORATION / REQUIREMENTS BUILDING

Sales  specialist “KNOW THE  OFFERING ” -    where needed, drive the opportunity to close

P 2  –  EA | NA | AP | EMEA | LA  – For subset of accounts, ensure customer success in all opportunities

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Provide insight on the business outcome Make a case for change Show negative impact of status quo

Discuss the differentiated benefits of RA products, services, and solutions, and identify solution options

Don’t talk details of solutions before there is a commitment to act

Know the problem being solved before talking differentiated benefits

Key Play  =  Business Outcome  +  Sales Process  +  RA Capabilities

[Key Play ( kē /  plā /) :  business problem/opportunity that we can solve, and customers will pay for it]  (  Ranjal )-  3 min

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Sales Conversation Bundles  [ In Progress, Planned & Published in Seismic ] (Ranjal)-1

Key Plays Auto Tire Chemical Oil & Gas CPG/F&B Life Sciences Mining Metals  (NA) W/WW  (NA) Cross-Industry OEM Compliance & Data Integrity Published Differentiation – System Integrators Published Digital Partnerships (formerly RA-PTC) Published Digital Transformation-Consulting Published Equipment Reliability Published Published Published Flexible/Scalable Manufacturing Published Published Published Published Knowledge Driven Operations Published Published Published Published Published Published Published Modernization Published OEM Flexible Equipment Design Published OEM Operational Efficiency (TCD3)  Published OEM Safety & Profitability (Discrete)  Published OEM Selling Smart Equipment Published OEM Selling Smart Machines Published Operational Effectiveness; Connected Water Published Published Operational Efficiency Published Published Process Safety Management Published Production Optimization Published Published Program/Project Launch Published Published Project Risk Mitigation Published Published Secure Operations; Converged IT/OT Published Published Published Published Safety & Productivity (Discrete) – End User Published Speed to Market Published Published Workforce Skills Gap – End User & OEM Published On Hold Published

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A close up of a sign

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**The  above list is not exhaustive, indicative only

Large Software Delivery
partners delivering
solutions in multiple
industries and
geographies
accenture
Mid-Size Software
ServicesCompanies
capable of delivering in
few selected industries
and eographies
9
Technology m'ices
ITC INFOTECH
Small to Mid Size
Software services/
existing RA partners
enabled on IS delivery
for limited industries
and Geographies
QUIN •X

DeliveryRoute
"Top End of Town'
me knnab—-
'l Nede
ES/MOM
nterprise
Accounts
Focused EU
110TPartners & Channel
Accounts
PTC

Global Business Director, AP Manager, Consulting Services Principal IOT Delivery Lead

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Our Strategy is to bring The Connected Enterprise ®  To Life and help Industrial companies and their people to be more productive.

Information solutions

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