Teaming up with a global leader
I’m currently working at the headquarters of OSIsoft in San Leandro, California. Our two firms have a strategic alliance. OSIsoft is the world’s leading maker of software for the industrial internet of things. More than four thousand companies worldwide—and that includes all the top firms in fields like metal and mining, oil and gas, and power generation—use their product. Their software collects and analyzes operational data to make businesses run better. It’s a product that the customers really love.
Being here in California means that I can talk to OSIsoft people every day and build a relationship of trust with them. I have two main roles: First, I’m absorbing know-how which I can apply to Mitsui’s own digital transformation. Second, I’m helping OSIsoft expand their sales in the Americas by promoting their software to our group companies and partners.
What does Mitsui bring to the table? Basically, a wide range of industrial facilities around the world plus direct access to top management. OSIsoft’s method of making sales tends to be bottom up: the standard “product journey” starts with a sale to a single facility and gradually spreads from there. Mitsui can introduce the product to key managers right off the bat and make sales at the enterprise level. The people at OSIsoft are quite excited about that.
I myself did something similar with the Canadian operations of a major Japanese auto manufacturer with whom Mitsui has a long-standing relationship. I made the initial approach and then took a representative from OSIsoft with me on my second visit. Now they’ve got a proof of concept under way in their Canadian factory. Auto assembly is a new business field for OSIsoft, so they’re looking forward to increasing their footprint there.