Competing and Differentiating in the MAC-Driven Global Oil and Gas Industry

Customer Behavior Changes and Opportunities Grow as Models Evolve

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In the oil and gas industry, increasing CAPEX enables more companies to execute mega projects, which require new supplier engagement models, and early engagement of strategic suppliers can produce significant savings. Bottom line: automation is a strategic supplier, and the MAC concept ultimately improves project management for end users. Declining workforce, increasing project complexities, changing customer-buying approach for end-to-end systems, and increasing automation supplier capabilities drive MAC market growth. This study analyzes the market by sub-segment, geography, and project size in 2014. The competitive landscape, ecosystem trends, and existing MAC projects are analyzed. Winning strategies and top predictions are offered.

Table of Contents

Executive SummaryExecutive SummaryCEO’s 360° Perspective—Oil and Gas IndustryMega Trends to Micro Booms—Definitions and Tie-insMega Trends to Micro BoomsWhat Are Mega Trends and Micro Booms?Micro Booms—What Will We be Looking Into?Introduction—Scope and SegmentationScope of the StudyContract Methodology Definitions—EPCContract Methodology Definitions—EPCMContract Methodology Definitions—PMCCapital Project Lifecycle OverviewAutomation Project Lifecycle OverviewFirst Base—Business InsightsBusiness Insight—What is it?Business Insight 1: MAC Becomes the Oil and Gas Industry’s De-facto Standard to Reduce Cost Overruns and Eliminate Scheduled DelaysGlobal CAPEX Increases Year on Year to Boost SupplyGlobal Hot Spots and Emerging GeographiesHigh CAPEX Enables More Mega ProjectsMega Projects Have Mega Challenges and CausesGlobal Hot Spots and Emerging GeographiesHigh Stakes Mega Projects Call for New Supplier ModelsAutomation Enables Strategic Business Objectives A MAC Saves 30% on Project CostMAC Saves on Cost by Participating in All Project Phases 0%Second Base—Growth InsightsGrowth Insights—Why should I care?Growth Insight 1: Changing Customer Buying Behavior—Declining Workforce and Increasing Project Complexities Force Customers to Expand MAC for Value-adding ProjectsConvergence of Trends Further Forces MAC to Evolve Customer Buying Behavior—Exxon Mobil’s MICC ConceptCustomer Buying Behavior—Shell’s Honeycomb Model Analysis of Global MAC Projects in the Oil and Gas IndustryAnalysis of Global MAC Projects in the Oil and Gas Industry (continued)Analysis of Global MAC Projects in the Oil and Gas Industry (continued)Convergence of Supplier Capabilities and Customer NeedsGrowth Insight 2: The MAC Market Gains Momentum With High Complexities in Integrating Technologies and Increasing Need for Automation Services From Front End Engineering and Design (FEED) to Maintenance PhasesGlobal Market Size for MAC in the Oil and Gas IndustryMAC by Project SizeMAC by RegionMAC by Value Chain SegmentUpstream Onshore—Conventional OilfieldsUpstream Onshore—Shale PlaysUpstream Onshore—Oil SandsUpstream Offshore—Conventional PlatformsUpstream Offshore—FLNG (includes FPSO and FSRU)Upstream Offshore—SubseaMidstream—LNGMidstream—GTLMidstream—Pipelines and StorageDownstream—Refineries and PetrochemicalsMAC Market Forecast in the Oil and Gas IndustryGrowth Insight 3: As MAC Becomes the Starting Point for Sustained Revenue Opportunities in the Future, Automation Suppliers Increase Their Capabilities to Turn Potential Opportunities into Addressable OpportunitiesCompetitive Landscape for MAC ProjectsCompetitors’ Product Portfolio to Leverage MACEmerson Emerges as Market Leader for MAC in Oil and Gas Yokogawa Offers Increased Value per MAC EngagementHoneywellEcosystem Disrupted to Create More ValueThird Base—Profit InsightsProfit Insights—What should I do about it?Profit Insight 1: Providing Managed Services Will Create Significant Breakthrough With National Oil Companies (Nocs) for Greenfield and Brownfield Main Automation Contractor (MAC) OpportunitiesIOCs Widen MAC Scope through Corporate AgreementsStrategic Investments Will Unlock More Value From NOCsOffering Managed Services for NOCOffering Managed Services Widens the MAC ScopeProfit Insight 2: Increasing Demand for Totally Integrated Digital Operations (TIDO) Forces Automation Suppliers to Emerge as Main Information Contractors (MIC)TIDO Enables Several New Industry PracticesMIC Becomes the Next Breed of Offering after MAC IBM Explores MIC Landscape with its IT ExpertiseTechnologies and Domain Expertise Turns MAC into MAIC Profit Insight 3: Profit Pool Mapping of Automation-related Project Execution Reveals the Highly Profitable Blue Ocean Market of Main Automation and Information Contractors (MAIC)The Harvard Business Review (HBR) Profit Pool Analysis Profit Pool for Automation Suppliers in the Oil and Gas IndustryDrive Corporate Agreement for Enhancing Business ValueTop RecommendationsTop RecommendationsLegal DisclaimerAppendixMarket Engineering MethodologyPartial List of Companies Interviewed




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