Download - Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Transcript
Page 1: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Saga VI – Semiconductor and Electronics: Uncover opportunities and increase revenue

March 2019 Sales Accelerator Campaign

Page 2: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Open and hide your control

panel

Audio Options:• Choose “Mic & Speakers” to use

VoIP

• Choose “Telephone” and dial using

the information provided

Submit questions and comments

via the Questions panel

Note: Today’s presentation is being recorded

and will be provided within 48 hours.

Your Participation

GoToWebinar Attendee Participation

Page 3: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager
Page 4: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Uncover Opportunities and Increase Revenue – Agenda

Semiconductor and ElectronicsPatricia Heredia, Industry Marketing Manager

SECS/GEMNick Infelise, Product Engineering Manager

Front End and Back End Traceability and InspectionHarper Zwicky, Application Engineer

IPC in SemiconductorClark Kromenaker, Product Manager

Success Story: Lunch and Learn @TELMichael Frommelt, Regional Sales Manager

Page 5: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager
Page 6: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Sales Accelerator Campaign – Industry Solutions

• Saga I Food & Commodities

º Traceability

• Saga II Food & Commodities

º Package Sortation

• Saga III Automotive

º Traceability

• Saga IV Semiconductor and Electronics

º Traceability

• Saga V Automotive

º Traceability: Focus on the “M” of MVRC

• Saga VI Semiconductor and Electronics

º Uncover Opportunities and Increase Revenue

Page 7: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Semiconductor and Electronics – Uncovering OpportunitiesGlobal industry association representing the electronics manufacturing supply chain

Omron (Japan) has been a member since 1996

OEI (Industry Marketing Group) became an active member since 2017

The Fab Owners Alliance, a SEMI Strategic Association Partner, is an international group of semiconductor & MEMS fab owners and industry suppliers

In November 2018, OEI became part of the Fab Owners Alliance (FOA) in the Service Providers modality

As a result of the FOA quarterly meetings, Omron has been able to meet with main semiconductor vendors and service providers, such as TEL, Global Foundries, AMAT, Intel, among many others

Page 8: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Semiconductor and Electronics – Tokyo Electron Success Story

Customer

TEL – Chaska, MN

Omron Industry Solution

SECS/GEM + inspection + IPC

Success Story

02/27 Onsite Lunch and Learn

Page 9: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Semiconductor and Electronics – Tokyo Electron Success StoryAttendees

Product Design Engineering Manager

entire teams: Electrical, Mechanical

and Product Engineering

Uncovered Opportunities

• Liquid leakage sensor application

• Wafer position, see through glass

• SECS/GEM and OCR reading

• Color detection on Argon jet to determine flow

• IPC, remote monitor

• EtherCAT for pressure sensors, transducers, vacuum valves

Page 10: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager
Page 11: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Semiconductor and Electronics – Tokyo Electron Success Story

Working with our team

How was your experience? Michael Frommelt - Regional Sales Manager

Page 12: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager
Page 13: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Lunch and Learn – Semiconductor and Electronics Concept

Solution

SECS / GEM + inspection + IPC

___________________________

Demos

NJ5 demo with HMI

FH inspection system

IPC

Scanning station

___________________________

Target audience

Engineering teams

Electrical and Mechanical

Page 14: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager
Page 15: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Most Semiconductor Equipment Needs a PC

Page 16: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Features and Benefits for Semiconductor

Compact Size

Allows multiple IPC to be installed in a 1RU rack space

OS Independence

Allows preferred OS to be used instead of Windows

Performance

Independent testing by one of our good customers confirms our performance exceeds the competition

Page 17: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Omron IPC in SemiIPCs are used extensively in Semiconductor industry

Focus on Omron’s compact IPC, performance, quality, machine version to replace Beckhoff.

A successful sale could result in many IPCs per year. We can do better in pricing for quantities. Don’t think we can’t meet price.

Objections you will run into:

• We use rack mount computers-19” EIA telecommunications rack

• A clean room application doesn’t need an industrial computer

• We need a VESA mount for mounting the monitor on an arm.

Rack mount PC

VESA Mount Monitor

Page 18: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager
Page 19: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager
Page 20: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

CONFIDENTIAL

Target ProfileSince SECS communications are used in Flat Panel Display and LED industries as well as semiconductor industry, FPD and LED industries should be included in accounts you may visit

Page 21: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Equipment BEquipment A

MC+SECS/GEM(One CPU)Monitoring system(Ex. FDC)SECS Middleware

HOST

HUB

SECS-Ⅱ

HOST

SECS-Ⅱ

Equipment A Equipment B

DIO.AI.RTD DIO.AI.RTD

Ethernet or serial comm.

EtherCAT

HOST

SECS-Ⅱ

EtherCAT

Equipment

Unloader Loader

Temp. control

1. System configuration is 1:1 or 1:N betweenNJ501-1340 with equipment.

2. Middleware NJ501-1340 has connect with equipment by Ethernet or serial comm..

3. Incase of SEMI Backend user, The main processing machine is required to use the 1:1 configuration, sub system is 1:N for datacollection.

1. System configuration is 1:1 or 1:N betweenNJ501-1340 with equipment.

2. NJ501-1340 has install the DIO, AI for FDCmonitoring signals.

3. NX-IO Block is an best solution for SEMI Backend industry, the module/program blocks is easy to use for production line re-layout.

1. Integration Machine Control and SECS/GEM communication functions in One CPU system.

2. The machine software designer usesthe same variables between SECS host comm. and control program.

3. Proposal OMRON knowhow for automations,especially the vibration and temp. control.

Three SECS/GEM system application models for target industries

Page 22: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

SPIN Questions – NJ501-1340 (SECS/GEM)

SITUATION

SECS Middleware (typically at end-user)

How many middleware PC’s are on the FAB floor interfacing to your HOST?

How old are they?

Can you easily add or modify messaging events at the tool?

Do you ever need to add data being sent from the tool?

Monitoring System (end-user or tool manufacturer)

Do all of your tools interface to a HOST using SECS/GEM?

If not, is this being mandated for traceability needs?

All-In-One (tool manufacturer)

Do you utilize PLC’s as the control platform on your tools?

If so, does your current platform require a PC as middleware to the end users HOST system?

Page 23: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

SPIN Questions – NJ501-1340 (SECS/GEM)

PROBLEM

SECS Middleware (typically at end-user)

Are you seeing the need to replace PC’s due to age or failures?

Are there issues of old software unable to run on new PC’s?

How challenging has it been integrating in your new PC’s?

Monitoring System (end-user or tool manufacturer)

Do you now require to have tools that do not communicate to The HOST do so?

Would those tools need to be modified by yourself or your supplier?

All-In-One (tool manufacturer)

Are your end users requesting SECS/GEM as well?

Are your PLC’s actually PC based needing many firmware updates and possibly susceptible to security issues?

How long does it take you to develop the programming for a tool?

Page 24: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

NEEDS-PAYOFF

How would you benefit from an improvement in all tools having SECS/GEM capability?

What would be the impact of simplifying the integration of your next system?

If you could prove to your customers that you are able to provide SECS/GEM to meet their requirements, what would that mean for your business?

IMPLICATION

What is the cost of replacing PC’s and getting custom code re-written and compiled for new OS?

How has the complexity of integration impacted your line startup time and cost?

What impact does not being able to incorporate SECS/GEM have on your or your customers’ production process?

SPIN Questions – NJ501-1340 (SECS/GEM)

Page 25: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

CONFIDENTIAL

Omron NJ501-1340 (typically takes 1 month or less to develop)

o No address conversion is needed Same tags generated for SECS/GEM variables are imported to NJ

o SECS messaging generation is needed (takes about 10 minutes/message)

o Fast, easy FB library as well as pre-written code by OEI ATC is available to shorten overall development.

Competitive Comparison

Advantage

Three competitive scenarios exit in this marketplace

o PC running custom developed software (Scenario A)

o PC or PC based PLC running packaged software (Scenario B)

o PLC with C co-processor module running special software (Scenario C)

Scenario A (typically takes 6-8 months to develop)

o A team software engineers with extensive knowledge of SECS/GEM is needed

o Each customer would require custom code to meet the specific needs of each

Scenario B (typically takes 3 months or more to develop)

o Address conversion is needed

o SECS messaging generation is needed (takes about 1 hour or more/message)

o Middleware to PLC is required

Scenario C (typically takes 2 months or more to develop)

o Address conversion is needed

o SECS messaging generation is needed (takes about 30 minutes or more/message)

o Learning the special software is required

Page 26: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager
Page 27: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

FH and FH-V7

• OCR

• 2D Codes

• Measurement

• Presence / Absence

• Counting

• System Integration / Ease of Use

• Sysmac Studio

• Back-End Chip Inspection

• MDMC Lighting

• Photometric Stereo Lighting

• Ask questions

Page 28: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

ZW Series Measurement Sensors

• High level of resolution

• Static Resolution of 0.25µm

• Planar measurement

• Thickness Measurement

• Coordinated Measurement

Page 29: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

ZW Series Measurement Sensors

• Additional Examples

Page 30: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

MicroHAWK and MicroScan Product Applications

• MicroHAWK• Small Reader for ID and MV applications

• Embeddable into machines

• Traceability

º Tracking chips during assembly

º Pass/Fail matchcodein assembly

• Blemish and defect detection

• Presence / absence detection

• MV-4000• C-Mount Lenses (high quality optics)

º Very Accurate Visual Inspections

• High Speed

• Direct connection to monitor for HMI

Page 31: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Tokyo Electron – TEL

What is this customer

looking for?

Page 32: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager
Page 33: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Which Customers are suitable for this concept?

E1 E2 OEMSubsystems and EMS

(Electronics Manufacturing Services)

Page 34: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Where Do We Find These Customers?

Page 35: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Company Name City State/Province Omron RSM SalesForce Link Address Zip

MiQro Innovation Collaborative Centre (C2MI)Bromont Quebec Frank Pennimpede https://omron.my.salesforce.com/0015000000wqc05?srPos=0&srKp=00145 boulevard de l'AéroportJ2L 1AQ3

Teledyne DALSA Bromont Quebec Frank Pennimpede https://omron.my.salesforce.com/00100000002Qeo6?srPos=0&srKp=001

AOS Hillsboro Oregon Kurt Tahira https://omron.my.salesforce.com/00150000015PXWz?srPos=0&srKp=0013131 Ne Brookwood Pkwy97124

Digital E1 San Jose California Christoph Wimmer Digital E1 3725 North First Street 95134-1700

Digital E1 Santa Clara California Christoph Wimmer Digital E1 3250 Scott Boulevard 95054

Argonne National LaboratoryArgonne Illinois John Tomczak https://omron.my.salesforce.com/00100000004Q869?srPos=0&srKp=0019700 South Cass Avenue60439

Broadcom (was Avago) Fort Collins Colorado Darren Henderson https://omron.my.salesforce.com/00138000019rLw2?srPos=3&srKp=0013404 East Harmony Road80525

Broadcom (was Avago) Fort Collins Colorado Darren Henderson https://omron.my.salesforce.com/00138000019rLw2?srPos=3&srKp=0014380 Ziegler Road 80525

Broadcom (was Avago) Fort Collins Colorado Darren Henderson https://omron.my.salesforce.com/00138000019rLw2?srPos=3&srKp=0014380 Ziegler Road 80525

Cypress Semiconductor CorporationAustin Texas Mike West https://omron.my.salesforce.com/0013800001DOI9S?srPos=0&srKp=0015204 East Ben White Blvd.78741

Elume, Inc. Newbury Park California Darren Henderson None 587 Ventu Park Rd, Thousand Oaks, CA 9136091320

Entrepix Inc. Tempe Arizona Darren Henderson https://omron.my.salesforce.com/00100000005Ou7Y?srPos=0&srKp=0012315 W. Fairmont Dr. 85282

Globalfoundries Essex Junction Vermont Ed Santangelo https://omron.my.salesforce.com/0013800001Jv5ds?srPos=3&srKp=0011000 River Street 05452

Headway Technologies, Inc.Milpitas California Kurt Tahira https://omron.my.salesforce.com/00100000005gn0F?srPos=0&srKp=001682 South Hillview Drive

Honeywell Incorporated Plymouth Minnesota Michael Frommelt https://omron.my.salesforce.com/00100000004QAC0?srPos=22&srKp=00112001 Highway 55 55441

IBM Microelectronics East Fishkill New York Ed Santangelo https://omron.my.salesforce.com/00100000004QAFc?srPos=28&srKp=0011580 Route 52 12533

IBM Microelectronics Yorktown Heights New York Ed Santangelo https://omron.my.salesforce.com/00100000004QAFe?srPos=12&srKp=001Route 134 Kitchewan Road 1101 Kitchawan Road, Route 13410598

Infineon Mesa Arizona Darren Henderson None for Mesa location 550 W. Juanita Ave. 85210

Intel Chandler Arizona Darren Henderson https://omron.my.salesforce.com/0010000000702EP?srPos=1&srKp=0014500 South Dobson Road85248

Where Do We Find These Customers?

Page 36: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Where Do We Find These Customers?

Another great tool:

LinkedIn

As simple as doing a quick search

“secs gem education”

350+ results

Page 37: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

• Identify top G10/G100 Semiconductor and Electronics targets in region

• Contact Industry Marketing Manager/ Product Marketing Manager/Advance Sensing Sales Team/Product Engineering Manager

• Schedule on-site Lunch and Learn

Call To Action

Page 38: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager
Page 39: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

FY19-1H Key Events

Industry Training

Semicon West 2019

FY19-Q1 FY19-Q2

Page 40: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager

Available content: www.omron247.comCase studies, industry applications, white papers, presentations, videos and more

Page 41: Saga VI Semiconductor and Electronics: Uncover ... · Uncover Opportunities and Increase Revenue –Agenda Semiconductor and Electronics Patricia Heredia, Industry Marketing Manager