European automation award

Emerging Company Award in the Automation and Control System Services in the EMEA market.

The 2009 Frost and Sullivan Emerging Company Award has been presented to Adroit Technologies for its distinct competence in catering to exact customer requirements in the EMEA (European, Middle East Africa) automation and control system services (ACSS) market. Having created a unique identity in the Southern African market, the company is now emerging as a strong participant in the European ACSS market. Adroit develops SCADA and HMI software for major process and discrete industries and has a diverse product offering specific to end-user requirements. The company’s aim to focus varied market segments and expand its customer base globally has forced it to take a leap, which has started yielding profitable results.

Joint Venture a Way to New Market Penetration

Being a small participant in the EMEA market has given Adroit the advantage and
opportunity of working closely with its customers. Started as a software producer for the SCADA/HMI and Reporting products the company is now focused on offering its VIZNET Information Portal product. Recognised by Microsoft, VIZNET is a software platform that answers the age old challenge of collaboration and content delivery of data, information and knowledge through a single Smart Client User Interface. The real-time mine operations management portal built by partner Polysphere was also based on the VIZNET product.

Product Features and Benefits

Distinctive advantage of VIZNET Information Portal introduced by Adroit in 2008 helps in retrieving the real-time data and combines it with the MIS, MES and ERP information. It presents these data in the reporting structure through a single-user interface. The wizard driven and visual configuration makes development and maintenance of any application quite simple. The security model, built on Microsoft’s active directory offers clients peace of mind when using the smart client connectivity over the internet.

Chart 1.1

Chart 1.1 provides EMEA Automation and Control System Services Market: Key Factors Contributing to Adroit’s Growth (EMEA), 2009

Diversified Focus

Award Description

The Frost & Sullivan Award for Emerging Company is presented each year to the company that has emerged as a significant participant within its industry. This company is perceived to have exhibited outstanding management, superior market growth, exceptional customer service and the ability to combine technology and successful strategic initiatives. This company has the exceptional know-how to take advantage of market changes through the execution of innovative strategies within the existing competitive landscape.

Research Methodology

In order to select the Award recipient, analysts quantify several market factors for each market participant according to predetermined criteria, paying close attention to their combined operations efforts. This process includes interviews with market
participants, customers, and suppliers, along with extensive secondary and technology research. The companies’ efforts are then analyzed based on the number of new customers, new segments, and commitment to business expansion coupled with market growth.

Measurement Criteria

In addition to the methodology described above, there are specific criteria used to determine final competitor rankings in this industry. The recipient of this Award has excelled based on one or more of the following criteria:

• Proof of success executing a restructuring strategy
• New market penetration (geographic, product, etc.)
• Marketing, promotion, and visibility of the company
• Degree of strategy innovation
• Technological innovation and leadership
• Increased name recognition
• Revenue and market share growth

The company is introducing the advanced alarm management product and a version 3 of VIZNET in May 2009. Knowing the fact that innovation is the key factor to compete in the dynamic market, Adroit invests close to 30 percent of its revenues in the research and development (R&D) activity annually. This has helped the company to survive even in the toughest period of economic slow down to have 30 percent growth in 2008 compared to the previous year. Adroit achieved this with a strategic approach where it focused on end users who were working on single-vendor approach. Adroit catered to these companies with its maximum benefits and at reduced cost.

Utilities and Energy Management – Need of the Hour
Adroit is a clear market leader in Southern African delivery in the latter half of 2008, Adroit added additional features to its maximum demand agent product which assists large companies in energy management. This product calculates the predicted maximum demand in any one metered period allowing demand side management to be carried out. This has helped the customers to limit the usage of power and electricity which had been the need of the hour. As reduced energy and fuel consumption can bring significant cost saving in the industry environment, Adroit is taking relentless efforts towards achieving this.

Their major end-user segments   are the water and the mining industries, some of the energy efficiency projects in which they participated in recent years were DBS Mines, PPC cements and Johannesburg Water plants.

Customer Testimony: “Girlock currently has an international SCADA product running at our other plants, but we are so impressed with the Adroit system, that we are considering switching all our SCADA software to Adroit,” says Andre Ziemski, Senior Project and Development Manager for Girlock

Wider Market Reach
With global expansion plans and clear focus on the target customers Adroit emanates its products with utmost efficacy. Participation in various industrial tradeshows, conferences and road shows has provided more visibility to the company. Some of the recent trade shows in which Adroit participated are CEBIT in March 2009, The Durban Control Road Show in March 2009 and SCADA & INDUSTRIAL AUTOMATION CONFERENCE in March 2009. In the process of educating its customers, they  frequent training programmes to the new, existing and advanced users of Adroit’s products. These courses last for 4-5 days on regular basis and customers can gain maximum knowledge out of these programmes, which would equip them to have a thorough understanding of Adroit’s products.

Adroit’s Corporate Social Responsibility
Having understood the need for expertise in the automation field, the company has started training the engineering students for a competitive future. Adroit’s corporate governance policy equips the students to gain expertise in the automation field and also provides qualified workforce to the company. Various other activities such as providing sponsorship for sports persons are also a part of the activity, which Adroit carries out for the public welfare.

Market Expansion
Adroit has installed close to 13,000 SCADA/HMI systems within EMEA and in the international market across different end-user segments such mining and water and wastewater after having understood the customer requirement completely. Adroit is concentrating more towards intelligent devices which aims at distributed process control and multifunctional communication protocols, providing customer friendly environment in the plants.

Geographic Penetration
The company works with reliable distributors who are also value-added resellers and systems integrators. This has provided Adroit more scope to clearly penetrate geographies such as Great Britain, Belgium, Italy, Poland, Canada, Australia, Thailand, New Zealand, South Korea and Malaysia with its capable partners in these geographies respectively. Adroit’s wider customer base extends to the following end users such as pulp and paper, food and beverages, petrochemical, pharmaceutical, cement and many others. Its serves more than 5000 clients and holds a strong presence in the South African market and is emerging as an efficient participant in the European automation market, handling most of the state-owned water and utilities projects. Apart from the process industries, the company is increasing its customer base in the telecommunication and the building management segments. It is also planning for global expansion by 2010 by partnering with the major automation companies.

Conclusion:
Adroit’s key strength lies in understanding the exact customer demand and catering to it without any deviation. Being an emerging participant in the EMEA market, the company has created clear visibility for its products. In the dynamic automation market, Adroit is witnessing a stable growth as a result of multiple partnerships and value-enhanced offering. The strategic focus towards market expansion and diversified end-user segments is making Adroit an emerging participant in the automation and control system services market. These factors make Adroit Technologies the deserving recipient for the 2009 Frost & Sullivan Emerging Company Award in the Automation and Control System Services in the EMEA market.

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