Moderator: Don Pearson Integrator Panel: Positioning Your Integration Business for Success Moderator: Don Pearson Chief Strategy Officer / Inductive Automation

Manager of Software Services / INS Mo Moore Manager of Software Services / INS Mo Moore – Manager of Software Services Mo Moore - Manager of Software Services at Industrial Networking Solutions - INS. Mo started as a developer of mobile and automation applications for HEB Grocery Company, developing applications and managing integrators on large WMS automation and manufacturing SCADA projects for over 8 years. Mo joined the systems integration industry for the next 5 years developing SCADA and Controls applications across multiple industries. Working at INS over the past 5 years, Mo has been working with end users and integrators to use cutting edge technology in communications and SCADA to turn software and services into reliable user-friendly systems recognizing strong ROI for end user and integrator alike.

Director of Automation Services / Miller-Eads Charlie Hendrixson Director of Automation Services / Miller-Eads Charlie Hendrixson – Director of Automation Services I have channeled my lifelong passion for technology into my current position as Director of Automation Services with Miller-Eads. In this roll I act as a technology evangelist in the industrial market fixated on bringing tangible results to our customers. For over 10 years I've been showcasing products from Inductive Automation as a key part of my overall strategy to empower my clients.

Project Manager / SKM, Inc. Allen Rogers Project Manager / SKM, Inc. Allen Rogers – Project Manager Mr. Rogers has a BS in Electrical Engineering from the University of Utah and has been working in the water and wastewater industry for over 15 years. He has been very involved in adapting new technologies to solve age old problems. Ignition has been an important tool in being able to adapt to new technologies and Mr Rogers has been using it extensively for the past six years.

Titus Crabb - President President / Vertech Titus Crabb - President Titus earned a BSEE from LeTourneau University in 1993. He gained experience in the industrial automation industry designing and managing automation projects in multiple industries, including semiconductor, municipal water treatment, feed and beverage, durable goods manufacturing, and baggage handling. Titus founded Vertech in 2004 and is now responsible for the company's high-level direction, and financial stability, building and maintaining corporate culture, and business development. He is a registered professional engineer in Arizona, and he holds a C-11 contractor's license in Arizona as well.

Mark Priestley – Analyst Analyst / ATS Global Mark Priestley – Analyst Senior MES Consultant who builds world class manufacturing capabilities across global locations for clients in multiple vertical markets. Leading consultant for manufacturing UK, UK technology centers and government/privately funded research program's delivering Industry 4.0 solutions and developments, guest speaker at industry 4.0 events. Drives growth and productivity by deploying expertise in industry 4.0, manufacturing, automation and control systems; allied to a deep understanding of the client’s enterprise and strategic objectives. Ensures development, implementation and integration are delivered to deadline and budget; and that performance improvement is sustainable.

Positioning Your Integration Business for Success Mo Moore Charlie Hendrixson Allen Rogers INS Miller-Eads SKM, Inc. Titus Crabb Mark Priestley Vertech ATS Global Announcement: Please feel free to interject questions for our panel as we proceed with our discussion. Group Questions: - Could you tell us a little more about your history with using Ignition; when you discovered it and how long you’ve been using it? - What are the keys for success for your business; what gives you a competitive advantage? - What is the biggest challenges you face as an integrator in your field? How do you overcome it? - What are your customers asking for and what do they really need? How do you give it to them? - As an integrator, how do you keep up with current technology trends? How are these trends shaping your business? - There been a lot of talk this year about IIoT and edge computing; how have those trends impacted your work? - What role does Ignition play in your integration business? How has your business be impacted by using Ignition? - What direction do your see in your company moving into in the future? Individual Questions: Mo: Mo, INS being a communications and data centric integrator verses controls and traditional SCADA user of Ignition, how has that been a differentiator in your field with your customers? You mentioned IoT. That’s become kind of a generic term used a lot in the field these days. How has Ignition and Ignition Edge helped your customers expand their IoT capabilities, and do you have any examples? Are there any other collaborative users you have been able to use Ignition for that is sort of non-traditional or thinking outside the SCADA box with Ignition? Charlie: Even though you have used products from Inductive Automation for over 10 years, you have dramatically increased your participation and installations in the last 12 months, what has changed? Miller-Eads seems to have the confidence to tackle almost every opportunity with Ignition. Can you explain the confidence that comes to a developer with using Ignition? Where do you see the next large opportunities for integrators and developers in your market to leverage Ignition? Titus: In what ways has Inductive Automation affected team engagement on your staff? How has the partnership with Inductive Automation changed the way in which Vertech goes to market? What impact has the partnership with Inductive Automation had on Vertech as a business? Mark: How does ATS position its Integration business for success? What are you missing in Ignition, and if Inductive were to include that, how would ATS and the community benefit from ths? How does industry 4.0 change the way we approach the delivery of solutions?

Closing - Thank panel - Thank audience - Closing announcements - End session