How Microsoft and Salesforce lost out to JOYN as the FSM platform of choice for Permian major
Hello, my name is Sowmya Murthy, and today I wanted to share with you an upstream oil and gas customer’s process of selecting our JOYN FSM or Field Service Management platform to modernize their Oilfield Services Management.
First, a bit about the customer – even in these challenging times, this Permian leader has one of the strongest balance sheets in the industry and is a production leader with 341k BOEPD in 2019. They have 300+ field workers made up of lease operators, technicians, and vendors. They also have a staff of dispatchers and planners in both drilling and production. Modernizing the field was a necessity for this Permian leader that meant automating collaborative, cost-effective scheduling and dispatch planning to keep ahead of changing external conditions.
Our customer was not looking for just a software vendor, but a true digital transformation partner. They reviewed 7 or more top Field Service Management vendors – with both industry-specific and also horizontal vendors. The vendors included our JOYN platform as well as tech giants such as Microsoft and Salesforce.
To ensure a clear, true partner would rise to the top, they provided three critical elements too fully simulate an authentic user experience during the selection process.
The first element – data.
They provided critical data from their systems that we needed to load and simulate in our system – everything from users, certifications, assets, tasks, routes, location information, etc. This enabled them to visualize multiple scenarios ranging across daily operations, maintenance, short-and-long-term planning as well as reporting/analytics with their own data. In our JOYN demo, we left no stone unturned. We loaded all their data and helped them visualize their world in their language.
The second element – personas.
If they were to truly evaluate the software for actual users, they knew it was important to provide detailed interviews with personas across the user journey from Field Operators, Foreman, Technicians, Schedulers/Planners, Vendors along with GIS and IT. In doing so, the expectations are clear that such access to personas means the experience of the demo must simulate critical pains expressed by each of the personas. In our JOYN demo, we clearly showcased each of the critical user journeys as if it was their daily life. And this with their data.
The third element – upstream oil and gas specific workflows.
While many strong capacities to build just about anything, they wanted to know if you could understand their pain and cut short the time to value. Few critical workflows that vendors needed to handle 1) multiple specific workflows from simple routine tasks to large complex jobs with dependencies 2) AI-enabled scheduling engine to take in multiple inputs such as skillset, certs, location, priority scoring and location 3) automate a first responder in the field with smooth last-mile delivery of tasks and SCADA alarms in the field. Married with data and personas, these critical high-value workflows allowed them to experience first-hand what a fully implemented solution would provide in the field. JOYN platform was effectively able to demonstrate each of these workflows with their data and for their personas.
As you go about organizing your selection process for oil and gas Field Service Management software, demand more in your selection process of a solutions partner.
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