In recent years, under the tide of digital era, carrying out digital transformation has become an important trend of enterprise management and development. With the continuous innovation and application of digital technology, many enterprises have begun to seek productivity breakthroughs from big data and new technologies. According to the “Digital China Development Report (2023)”, the added value of China’s digital economy core industries will account for 10% of GDP in 2023. According to the Ministry of Industry and Information Technology data, in 2023, China’s software industry revenue of 12.33 trillion yuan, an increase of 13.4%, of which industrial software revenue increased by 12.3%. The integration of digital technologies and the real economy continues to advance, and the digital economy has become an important engine for steady growth and transformation.

Domestic enterprises have long faced with opaque asset management, long industrial chain, environmental protection pressure, safety production pressure and other industry pain points, digital transformation is a top priority for enterprises. How to mine the “gold mine” of data, achieve low carbon, break down silos, and bring trusted data and insights to the team is still a huge challenge for many enterprises. In the process of “gold mining” of enterprise digital transformation, software and information technology service enterprises play an important role of “shovel”.

8200-1501 Headquartered in Cambridge, UK, AVEVA is a software services company dedicated to driving the digital transformation of global industrial enterprises, and has been deeply engaged in the Chinese market for 28 years. So, how does AVEVA promote innovation and development in the industrial sector and work together with partners for win-win results? Today, let’s go into AVEVA Software and listen to the sharing and insight brought by Marc Ramsay, Vice president of AVEVA Software Partners in Asia Pacific.

The first cornerstone:

Changing industry landscape – AVEVA helps end users meet challenges in a very sustainable way, which means transforming the entire industrial workforce. “Our customers and partners are very important to us in this process, helping us to transform our industrial workforce to better utilize the latest technologies.”

The second cornerstone:

Platform + Application – In 2021, AVEVA acquired OSIsoft, a leading industrial data management platform in the United States, bringing with it PI System that gives it a broader perspective on the different levels of industrial end users. “Because of these platforms and applications, we are able to bring these platforms and applications to customers and markets through our partners, through our partners’ systems.”

The third cornerstone:

Industrial Intelligence as a Service – With a good platform and enough customers and installations, AVEVA software enables partners to make the most of all data and industrial information to drive sustainability and efficiency. “It’s a synergistic process.”

The fourth cornerstone:

Continuous growth – AVEVA is constantly exploring acquisitions and partnerships to fill gaps, and constantly developing new partners to bring new value. “Customers are transforming, our own ecosystem, our technology is transforming, so we have to constantly upgrade our partner ecosystem and programs.”

According to Marc Ramsay, AVEVA software partners are mainly divided into three categories: the first category is sales and support, which can help end users better choose AVEVA software products and platforms, and practice, provide localized services based on local insights of the industrial market, so that customers can obtain maximum value; The second category is the integration and service partner, which owns almost all products of AVEVA software, and can ensure that customers use the best technology in the design and landing process of products, and play the technical expertise and advantages of AVEVA software.

8200-1501 “AVEVA has been in China for 28 years since 1996, and the partnership strategy has been consistent in the past, present and future. We hope to have local partners with strong technical capabilities to provide technical support and guidance closely to our customers.” Marc Ramsay.

The third group of partners are solution providers who leverage AVEVA’s existing service and data platforms to bring new value to end users. “We have a very unique technology delivery approach and ability to deliver solutions to our customers on the ground, but at the same time we can provide cloud outreach where solution providers can empower customers with our secure data sources.” This partnership model is very new, and we are the first company in China to bring this type of partnership to market.” Marc Ramsay went on to share.

When it comes to success, Ramsay believes that the key is the partners’ deep understanding of AVEVA’s software technology and the industries it serves. “This is a very important consideration when we choose our partners, who are also very willing to take the time to understand the needs of the end customer, and can bring about the integration effect of 1+1>2.” Marc Ramsay shares, “When it comes to choosing partners, we are committed to the long term, having partners in our ecosystem who have been with us for more than 25 years.”

According to Marc Ramsay, in terms of continuous cooperation with partners, AVEVA has several steps: First, there is a unified certification program, which provides training, as well as technical exams and tests, and gives partners support in implementing projects together; In addition, AVEVA will also introduce new technologies such as industrial AI virtual assistants, and will also train partners simultaneously.