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France’s leading daily financial newspaper, Les Echos invited the Poclain group to share their insight at their event dedicated to “data applied to customer experience and business” on Wednesday, February 6th 2019.

François Delys, Big Data & IoT Practice Manager at Poclain, spoke during a round table of the specifics in manufacturing, alongside two other global players.


The goal of the round table was to grasp the purpose and benefits of data analytics, to identify meaningful data (AKA Smart Data), to obtain results that can be deployed and to share them.


François Delys presented Poclain’s practices in terms of field data originating from the customers, the manufacturing plants and the internet.

Business-Centric Data

In B2B a salesperson knows his customer well, and as the interactions spread within the organization, each contact must have the same level of knowledge. Data enables to be customer-centric rather than product-centric, in order to maximize their satisfaction in the long run and for all the customer’s stakeholders.


Beyond a company’s information systems, such as its ERP (Enterprise Resource Planning), PLM (Product Lifecycle Management) and EDI (Electronic Data Interchange), the seamless flow of data must contribute to knowing the customer and responding to the needs of the end user. A good place to start is understanding the uses of the customer or the customer’s customer and what their pain points are.


The next step is to map out and collect the meaningful data and use artificial intelligence to create predictive algorithms and better understand what goes on in the field.


Data will thus enable Poclain to create a “Smart” product and service offering, generating value for both the customers and the group.



Data Governance

With the integration of their IT systems in 2010 (ERP, PLM, SIRH for Human Resources, CRM for Customer Relations), Poclain started breaking down the departmental silos, thus anticipating today’s industrial transformation.


IoT (Internet of Things) is a critical component of data management in manufacturing, as the sensors gather information in the field and enable us to better understand usage and needs.


Sharing the data using embedded intelligence allows each and every stakeholder to grow. Sharing data between Poclain departments will generate more value, more business and introduce new work methods.


The quality of the data supplied to the customer is a real value-add that creates differentiation, while building a long-lasting customer relationship. This also applies to distributors. “Data enables to move faster and with more precision, it also gives us additional responsiveness to gain market share” concludes François Delys.


- Gabrielle CARTA, Digital Communication Web Manager