4. Automation Pyramid and Solutions Business

In 4.1 of Chap. 4 deals with solution selling or consultative value selling: With increasing automation and complexity of field devices, ‘solution selling’ or ‘consultative value selling’ developed over the decades as a new sales and engineering tool to realize customer solutions efficiently and to customer satisfaction. The eight most important phases of solution selling and their focus compared to pure product selling are presented in detail and shown in an example. A typical questionnaire for the solution sale of a device into strip electroplating is shown. Likewise, an ROI (Return On Investment) calculation and the contractual principles for a solution sale are explained in more detail using an example. Especially in automation technology these principles have to be applied to be successful. In 4.2 to 4.7 of Chap. 4, the automation pyramid, which has been valid in automation technology since 1985, is explained in detail, from the ERP level (4.3) to the MES (4.4), SCADA (4.5), PLC levels (4.6) and finally to the field level (4-7) (based on the OSI model from 1983). In detail, the automation pyramid defines the standardized vertical and horizontal communication structures and networking topologies in automation. Each level is discussed in detail using examples. The history and special features of SAP as one of the leading ERP systems are discussed in detail. Furthermore, the history of the increasing complexity of field devices over the last 40 years is explained in detail on the basis of analytical measurement technology and physical parameters (pressure, level, flow and temperature) with regard to their integration into automation. In particular, the automation history and the individual development stages of the pH sensor, a very difficult analytical measurement technology parameter with regard to environmentally compatible design, are explained. Likewise, future new sensor technologies are pointed out. Finally, an example of a ‘smart factory’ or ‘Factory 4.0’ from the year 2000 is shown, which does not show any significant differences to the existing hype ‘Industry 4.0’, ‘Made in China 2025’ and IoT and clearly expresses that it is an evolution despite all progress to date.