1 Helping Machine Builders to service their machines Are you still sending people for support ?

2 Who is eWON ? Part of ACTL group, 65 employees, 11.5 M€. Manufacturer of Industrial Internet routers HQ in Belgium, Sub. in US Product line started in 2001 ISO9000/9001 quality plan like including full product traceability CE/UL labeled products 92% export, more than 45 dist. > shipped end of 2011

3 Our vision Any industrial machine o from packaging machine to robots, wind turbines, medical cyclotron, energy meters and many more… The connected machines can communicate o « Talk » : SMS and alerts, data, event logs,… o Be « Monitored » and « Maintained » remotely o Be « Managed » through the Internet Connecting machines across the Internet

4 Worldwide Added-value distributor network Local technical support, expertise, consultancy In more than 40 countries worldwide −Germany, Netherlands, Portugal, South Africa, UK, USA, Finland, France, Italy, Slovenia, Spain, Sweden, Norway, Switzerland, Israel, Brazil, Chile, Denmark, Poland, …

5 Maintenance scenario 63 % = routine check or no problem (source Arc Advisory Group) Cost of unnecessary maintenance is comparable to the plant profit (source: Dow Chemicals) Maintenance budget can be up to 2/3 of annual net profit (source: DuPont)

6 Intervention costs Out of the pocket costs for a short visit Cost Travel to local airport$ 15 Airfare – Davenport, IA to Charlotte, NC $538 Rental Car 3-days$ 150 Hotel 2 nights$ 250 Living Expenses$ 200 Parking 3-days$ 24 Total$ 1177 eWON COSY$ 550

7 Let’s think about… Moving from a reactive to a proactive service To cut travel costs To improve responsiveness To reduce impact of emergencies To optimize engineers’ workload To maximize machine uptime and productivity To provide new ways of services thanks to broadband Internet connections (IP camera,…)

8 Remote access Industrial machine builders, OEMs and system integrators offering customer service o with modem or VPN experience on their machines o exporting machines worldwide or long distance servicing o with recurrent service & support needs o looking to improve their remote access o servicing 24/7 o …. Who would be interested?

9 The perfect combination Download eCatcher Create a FREE Talk2M account Connect and get live with any devices DIN rail mounting, 24 VDC, Easy VPN tunneling through customer’s LAN, LAN and serial ports to connect equipments (PLC, HMI,…) Optional modem Machine builder Talk2M cloud-based remote connectivity In the remote machine panel eWON industrial VPN routers

10 Online demo 1. Outgoing connection from the machine, no firewall issues 2. Outgoing connection from eCatcher to Talk2M 3. You are connected o Encrypted, secure Internet VPN tunnel from the user to the machine end

11 Advantages Key advantages for o Easy deployment using customer’s LAN and strong acceptance from IT team o Customer acceptance ! Customer = machine builder’s customer

12 Firewall friendly Key advantages for acceptance from IT team ?

13 Firewall friendly Key advantages for acceptance from IT team Only “outbounds” connections Use standard ports: 80 (Web access), 1194 (UDP), 443 (HTTPS) Secure and encrypted VPN Only the devices connected to the eWON’s LAN ports are accessible Back-up GSM 2G/3G modem if LAN not available Use of standard SIM cards for GSM 2G/3G services

14 Easy setup Key advantages for acceptance from IT team Configuration wizards Keep the machine (PLC) running while adding alarming and datalogging functions Full access behind the eWON (Ethernet, serial or MPI) without the need to configure the gateway Same IP address for all remote machines

15 Reporting Key advantages for customer acceptance Customer keeps control and visibility: o VPN access can be controlled with an external key switch o “My Talk2M” ( provides a connection report to keep track of each connectionhttps://my.talk2m.com

16 Cloud architecture Go for the cloud, no initial investment Robust and reliable architecture

17 Scalable Start small or large, and grow from there Several servers - maximum business continuity Scalable architecture - up to connected points

18 Worldwide Servers spread internationally (Europe and USA) to reduce latency between IP packets

19 Security and stability Security is Talk2M’ #1 priority VPN protocols based on OpenSSL and OpenVPN 2.0 Cloud hosting with SAS 70 Type II compliance 365/24/7 continuous monitoring with on-duty engineer Server roll-out with three different providers Talk2M Pro o 100% uptime Network connection to the Internet o 1Mb guaranteed bandwidth o Talk2M round-the-clock support service o Max 4 hours consecutive breakdown o Mission Critical Hosting (Rackspace) o Total system availability: 99,6% / year

20 Browser based access

21 SMS & relay

22 Access control Add as many machines and users as you wish Talk2M Pro: o Manage machines in “pools” and users in “groups” o Manage who access machines o Define roles and permissions o Add concurrent connections

23 Much more than remote access What sets eWON apart from other remote access routers ?

24 PLC connectivity Ethernet to Serial gateway Read/write data from Ethernet and Serial automation devices Large PLC support

25 Back-up modem

26 Alarm notifications Alarm Notification: o Read values from PLCs or devices o Store them into tags (500) o Generate alarms based on user config. thresholds (4) o Alarm notifications can be SMS, , FTP

27 Datalogging Buffering Data: o Values in Tags can be recorded into historical/real time logging or files o can be viewed in HTML (four pens plotter) o Or sent/retrieved in FTP/HTTP

28 Programming Programming : o BASIC Scripting, eg. to interface SIMPLY proprietary protocols o JAVA Programming, for complex & embedded remote applications

29 Web HMI Static and dynamic HTML pages directly in the eWON router viewON 2, Web HMI editor for eWON o Create animated synoptics o No Web skills required o Real-time and historical trends

30 The product that best fits your needs

31 Select your eWON eWON CosyeWON 2005CDeWON 4005CD Industrial VPN router Designed for remote access Easy to setup using customer’s LAN + Optional back-up modem Alarm notifications + Datalogging Web HMI

32 Select your Talk2M Talk2M Free+Talk2M Pro Design goalFor testing purpose or few machines For multi-machines Main features Unlimited # of devices Multiple users Connection reports Classical hosting Unlimited # of devices Multiple users Connection reports Mission critical hosting SLA (Service level agreement) with 99,6 % availability Users Access control system Limitation Single connection Data volume limited UNLIMITED in time FREE service

33 Select your Talk2M Talk2M Free+Talk2M Pro Unlimited nb. of machines Unlimited nb. of users Nb. of concurrent connections01, 2, 3,… Connection reporting SMS & relay for alarming Access control users/machines Guaranteed bandwidth1 Mbps (10 Mbps burstable) Guarantee of service (SLA/99.6% total service availability) Pricing model per concurrent connection Maximum volume per month1 GB1 GB included

34 Sales Tips & Tricks Questions −Do you need remote access ? −What experience do you have with it ? (modems, routers,…) −What makes it difficult ? Involve managers −Sales managers & Project managers −Engineering managers & Support managers −IT managers, better sooner than later Demonstrate & show how easy it really is

35 Qualify the opportunity Tips &Tricks: Do you need remote access ? How many on site visits during first 12 months: 2-4 What is the typical cost for each visit: $ 2-5k How many visits could be avoided with Remote access: 2/4 Value: o  Cost during warranty time: 3 visits * 3k = $9k o  Remote value: 9k * 2 /3 = $6k o  Immediate payback during warranty period - add an eWON unit (1K) on next machine and reduce your warranty cost by $6k o  Develop Service agreement later

36 Get background information Tips &Tricks: What experience do you have with remote access ? o No way! o Using modem. Too slow! Useless o Customer provides VPN! −How do you deal with customer firewalls? −How long does it take to make it happen? weeks, months..? o Other solution? How easy is it to deploy? Get them talking ! Key words – How is it with: −Firewalls −Involving IT people −Delay to make it happen when you need it?

37 Relieve the pain Tips &Tricks: What makes eWON Solution so simple ? Easy to setup in the Machine o On a DIN rail, in the cabinet & powered with 24VDC o Plug ‘n route to the Machine subnet (PLC/HMI) Easy to deploy for customer o Plug it on the Factory LAN o Outbound only, on HTTPS (available at most networks) o No need to change Firewalls and involve IT people o Use GSM Modem if factory LAN is not available Customer keeps full control o Key switch on the machine panel (connected to eWON DI) o Talk2M Connection report helps you to keep track.

38 Manage doubts Tips &Tricks Security o Online banking (interview) o VPN decision guide (whitepaper from Juniper Networks) Cloud (outsourced) o 6 years experience managing a Talk2M service (Launch in 2006) o How much resources could you spend on your own project ? Talk2M references o A leading robot manufacturer trusts eWON solutions o How popular is it ?

39 Our customers speak best for us

40 References Industry sectorCountry Food packaging machinesGermany Cogenerator manufacturerGermany Biogaz production sitesGermany/France Heavy load transportation machineGermany Bottle filling & packagingItaly RoboticsSweden Extrusion machineSwitzerland Baking machineryNetherlands Hydrogen generatorsBelgium Industrial HVAC systemsFrance Medical devicesBelgium Industrial gases manufacturerSpain Moulding machinesDenemark

41 Tech corner

42 eWON General architecture RS232/422/485 or MPI/PROFIBUS port Ethernet 10/100Mb TCP/IP Tagnames Database PSTN, ISDN, GSM/GPRS/EDGE, ADSL Modem or through LAN PPP/Internet ASCII - VCOM - FINS Hostlink – AS511 – MPI – PPI – PROFIBUS MODBUS RTU – DF1 - UNITELWAY Transparent conversion FINS TCP/UDP ISOTCP EtherNet/IP™ MODBUS TCP XIP SNMPModbusTCP Basic Script Alarms Mgt. Datalogging HTTP Server/Client config Web Pages viewON Web Pages Monitoring Page FTP Server/Client Datalogging Files Alarms Files Configuration Files System Log NAT, VPN, IP Forwarding FTP put SNMP trap SMS

43 Inside Talk2M How does an eWON establish its VPN tunnel? −Registration to TalkM2 −Authentication against Access server (AS) −Creation of a VPN against one VPN servers (VS) −(Dessin à insérer) How does eCatcher establish its VPN tunnel ? −Idem −But: certificate is requested after each authentication

44 Modem type Connection typeAdvantagesDrawbacks 1 st LAN Found on almost every site Free use High Bandwidth LAN can sometimes be closed because of security policy 2 nd Cellular Worldwide availability Variable cost High speed is not available everywhere. Technology may vary around the world requiring specific device Not free 3 rd ADSLHigh speedDifficult to draw a phone line Last positionPhone line (landlines)Largely available Difficult to draw a phone line Internet providers more & more difficult to find

45 Cellular Speed Comparison GPRS (8)UMTS (B)HSUPA (A) Theor. DownUpto 85 kbpsUpto 384 kbps14 Mbps Theor. UpUpto 40 kbpsUpto 128 kbps5,8 Mbps Typical DownUpto 41 kbpsUpto 174 kbps717 – 768 kbps Typical UpUpto 10 kbps kbps553 kbps

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