Expanding with Siveco in Southeast Asia
Operating from China, Siveco has already grown a significant customer base in Southeast Asia including major infrastructure projects. These first successes were achieved thanks to partners and customers active both in China and in this region.
Siveco benefits from its excellent reputation in the Chinese market and, unlike many local players, its ability to deal with international clients, combining a delivery capability on par with global standards with the quick execution skills and reactivity characteristic of China.
In 2012 Siveco is launching new initiatives to grow the company in Southeast Asia and more generally in export markets: Siveco welcomes contacts with potential partners with complementary capabilities to jointly generate business and deliver projects.
Siveco’s presence in the region.
Existing Siveco customers in Southeast Asia include both infrastructure and manufacturing projects:
– Singapore MRT (the state-island metro system) North East Line and the Punggol and Sengkang LRT lines (light rail), where Siveco implemented the CMMS during the construction of the lines in the late 1990s. The North East Line was the company’s first significant deal in Asia, long before Siveco China was established (although our General Manager Bruno Lhopiteau was involved in this project at the time). Siveco China has more recently offered support services and conducted CMMS audits there.
– Ranhill Powertron II, a combined-cycle gas turbine power plants located in the state of Sabah, Malaysia. The 190MW power plant was built by Chinese EPC company CNEEC, the DCS was provided by ABB and Siveco implemented the CMMS. See the Customer Story.
– Boustead DCNS Naval Corp, also located in Sabah, Malaysia, is a joint venture created between Boustead Heavy Industries Corporation (BHIC), and leading French naval shipbuilder DCNS to service the Malaysian Navy Scorpene submarines. The company is using Siveco’s COSWIN CMMS to maintain its facilities and equipment.
– Packaging plants of papermaker International Paper in Indonesia, Malaysia and Singapore, where Siveco has performed maintenance audits and consulting services as part of a maintenance improvement project covering 17 factories in Asia.
Existing partners already active with Siveco in the region include ABB, Alcatel Lucent, CNEEC, Singapore Technologies Engineering and Spie Oil & Gas.
Target industries
Siveco has identified the following main industrial target segments for business development in Southeast Asia – the same list applies to export business in other regions (Central Asia, Africa):
Scope of delivery:
– CMMS and mobile field-service solutions
– Related maintenance engineering services
– Related maintenance engineering services
Strong, but not exclusive, focus on implementing systems during the construction stage.
Target industries:
– Infrastructure projects and utilities
– Oil and gas, petrochemicals, chemicals
– Oil and gas, petrochemicals, chemicals
Other industries may be considered on a case-by-case basis.
Why Siveco?
When it comes to CMMS, Southeast Asia represents a rather mature market compared to China: local companies have used CMMS technologies for more than a decade and new infrastructure projects often involve a CMMS package as part of the construction. This market suits Siveco’s positioning well, as we have experience with numerous greenfield projects in China and have invented new innovative ways to deliver the CMMS, in a manner that resembles DCS/SCADA projects, making use of our strong China back-office.
Market analysis and discussions with clients show that the CMMS or “EAM” vendors active in Southeast Asia suffer from the same shortcomings that have plagued them in China: they tend to be IT-focused with little or no industrial know-how. There is a long track-record of partially-implemented or failed CMMS projects. Siveco’s strong maintenance background and our positioning as a maintenance consultancy with its own CMMS product, rather than a software vendor, comes at a right time in this market.
At the same time, many of the CMMS implemented in the 90s or early 2000s have now become obsolete and need replacement. Unlike China, Southeast Asia has a large replacement market, where Siveco’s latest technologies (especially our mobility suite) could do wonders. We have developed tools to migrate data from existing databases to our CMMS and can send maintenance experts to help fill the gaps – our team has experience with most older generation CMMS or “EAM”.
Deploying teams from China has proven to be very cost effective, especially with greenfield projects in cooperation with partners. Our Shanghai team members all have had strong exposure to international companies: we all speak fluent English, have worked with multinationals; some of us have already been involved in projects elsewhere in Asia and will constitute the front team for our development in the region.
Taking actions
A dedicated Southeast Asia team has been formed and will travel to various countries in the region on a regular basis, to meet existing clients, partners and identify new business opportunities. The team is headed jointly by our General Manager Bruno Lhopiteau (17 years in maintenance, worked for 3+ years in Singapore and 12+ years in China, worked on maintenance 3+ projects in most Asia countries) and our VAPP (Value Added Partner Program) Manager Fiona Yan. Project Manager Billy Cai, who has involved in all the projects listed in this article, is playing the main technical role in the team.
The next trip will take place in March with stops in Malaysia (Kuala Lumpur and Kota Kinabalu), Singapore, Thailand (Bangkok).
The same team will also increase efforts towards China-based EPC companies and design institutes working on overseas projects and will make direct marketing contacts with large project owners in the entire region.
We invite potential partners and, of course, clients to contact us for more information on how we could work together!
Our VAPP can be reached at vapp@sivecochina.com.
