10.3.23-Showcase-Osaka-Tulip_Interfaces

RONY KUBAT: Hello, good afternoon. If you are a company that make something, then this is maybe relevant for you. So this problem of people on the factory floor is something that you're probably very familiar with. Most of the failures that are seen in the manufacturing industry ultimately in their root cause can be derived back to failures that are somehow human.

And at the same time there is a growing demand for manufacturing employees who have high levels of skills. And that's very hard to fulfill. Now I'm a neuroscientist, mechanical engineer. I have a lot of tools that are available to me to do my job. I have coding tools. I have CAD tools.

But if you're on the shop floor, you don't really have those kind of tools on your tool-belt. If you're a manufacturing engineer, the kinds of things that you're working with, the software that you're working with, fundamentally isn't made for the people. It's made for the other systems that are part of the floor. And those legacy systems that exist, classic manufacturing execution systems, have problems that they're not composable.

They take a long time for them to stand them up, and they don't have a human-centric focus to them. So that's where we saw an opportunity and built a platform. So in a sentence, this is what Tulip is. It's a no code connected GxP-ready application platform.

And to break that down a little bit, it's no code in the sense that a manufacturing engineer can create their bespoke applications for the factory floor without having to be a software developer. It's connected in the sense that it's connected to the tools, the sensors, the machines that exist on the shop floor, on the downstream side, but also upstream to the ERPs, the PLMs, the MRPs, the other three that are acronyms that exist.

It's GxP-ready, so about a third of our customer base is in the life sciences, either in pharmaceutical manufacturing, or in medical device manufacturing, basically have a lot of regulatory requirements for the software that's being used. And ultimately it's a platform. It's something that is integrated into a large ecosystem of partners.

And we see ourselves as existing within a larger community of manufacturing software. So what it's made up of is these core components. We have an application builder. So this is a web-based application builder, that an engineer goes in and signs and builds our apps.

There's hardware that is used to help connect to the last six inches of equipment that you need to talk to on the shop floor. There's a built-in real time analytics system, so that in the execution of these applications, you can see what's happening and be able to continuously improve those processes. And there's a large ecosystem to support that, both in terms of content and integrations.

So what it looks like is a PowerPoint-like editor for creating an application. So this is the application component of it. And the rest of it is the editor. Basically the no-code element of this is being able to add interaction through if this, then that types of logical flows.

And the use cases are throughout basically any process that involves humans on the shop floor, from inspection of incoming goods, all the way through to materials management, process management, machine monitoring, auditing and quality, guiding operators that are going through, to shipping stuff out, and packing and shipping. So we've been doing this now at Tulip for about nine years.

And we've had pretty great stories from our customers, initially anecdotally, and now backed by hard numbers on the impact of having a system like Tulip deployed onto the shop floor. Primarily the mechanisms by which companies are getting value is either in quality management, so being able to reduce those errors that are caused by humans on the shop floor, increases in production throughput, and the reduction in the costs of training new employees. So we didn't start out to build an MES company. We have a lot of strong opinions about what MES is in the traditional sense.

But when we were speaking with Gartner, they told us, I don't care what you call yourselves. People are building MES with Tulip. And so they put us on the Magic Quadrant for MES now for three years. But what's interesting about this, this is the most recent one, is more how is this changing, because the industry is changing.

And a lot of the players that were the big players from before, like Aviva, have moved down, or SAP likewise. So I think that this is more about seeing a shift that's happening in the way people are thinking about software for the shop floor. And it is things like AI and machine learning, which are, I think, responsible for some of these changes.

So this is a very, very complicated slide, sort of derived from a series of architectures that our customers are putting together. It's sort of how this kind of software fits into a much larger ecosystem of players. Really, I'd say that where we are focused is on giving tools for the operations technology side, supported oftentimes with IT for basically everything that's happening, not only in one manufacturing facility, but across multiple ones, being able to support global operations, global manufacturing operations.

And this is kind of a philosophical identity of what our tool enables. Basically, the traditional model of manufacturing processes is this very top-down control functional hierarchy, and a process-centric approach to the manufacturer. And in contrast to that, the composable approach has this emergent control and a much more human-focused take on things.

And the important part of this is that it allows for a faster iteration to adapt to the changes, not only of what the market has, but just in the day-to-day operations of what's happening in the factory. So another contrast between this top-down hierarchical approach and the way that taking this composable take on things is that you can much more rapidly see value out of the system, because you can start very small and get an immediate value, and then build upon that and spread that.

So we have several customers as well here in Japan who have sort of gone all in with this approach, and now have completely transformed how their factories are working with these digital tools. So this is my last marketecture slide. The point that I want to make here is that this, as a platform, is part of a much larger ecosystem that spans a variety of different use cases, a variety of different industries. And we are talking to a whole bunch of existing systems that exist on the shop floor. With that, thank you very much.