Invensys Showcase 2002: Tightening customer partnerships


Orlando, FL —'Partnerships have been one of the most overworked and underfulfilled phrases in business today,' said Rick Haythornthwaite, ceo, Invensys plc (London, U.K.), in a Sept. 9 session, 'Partnering for Success,' which was part of the Invensys Showcase 2002 user conference and exposition here.


'We're putting you at center of our thinking,' he adds, explaining that he knows it's hard for customers to change as quickly as needed. Partners need to go beyond products and systems to understand customers' goals. Those that help measurably increase reliability and resource productivity will become indispensable, he says. Invensys' strengths include strong intellectual property, experience and industry knowledge in the right combination to generate economic value. A partnership also obviously requires far greater commitment on part of the customer and supplier, he adds.

Mr. Haythornthwaite notes that customers can expect a greater simplicity in transactions, most directly through a unified face of Invensys. He adds that customers need an integrated approach, on budget, with excellence in execution, insight, dialog and broader, deeper conversations with customers at all levels and functions, to understand strategic performance goals. That leaves customers free to build business with their customers. 'We have to ask, 'What are the real barriers to performance in my sector?' ' and ensure the customer has a seamless experience with Invensys, he concludes.

Mr. Haythornthwaite was appointed as Invensys' ceo on Oct. 1, 2001.

Control Engineering Daily News Desk
Mark T. Hoske, editor in chief