Oil & Gas

Battle Card - DIGITAL & SOFTWARE SERVICES

Digitalization and software technologies are changing all industries as we know. O&G industry has been a
follower more than a leader in this area. Although the industry adopted IT, electronics, controls, and software for
plant management, remote data acquisition and supervisory control, reservoir mapping, etc. However, the latest

catching up now, especially since recent price volatility has forced them to look at ways to reduce their operational

collaboration between functions, at very competitive prices. As the cost of sensors falls and Industrial Internet of Things
(IIoT) becomes mainstream, the volumes of data that companies can access are getting huge. Big data and analytics
technologies are used for analyzing large quantities of structured and unstructured data from disparate sources and

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offer more accurate analysis, predictions and intelligent insights. Augmented reality is making the remote vision a
reality, bringing assets from across geography to a room located miles away. Mobile technology is ensuring that the

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right information is available to people anytime, anywhere and on any device. The combination of these technologies

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extended to their engineering, quality, and management functions, to their supply chains, partners, and even customers.

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These are enabling operators to work right from the platform, without having to run back to the control rooms. Not to

survey (see Figure 1), big data and analytics, IIoT and mobile devices are emerging as top focus areas for upstream
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Figure 1
this industry demands. With recent concerns of cyber threats shaking the world, cyber security has to be the elemental
layer over which digital applications are built.

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Potential for Digitalization in O&G (2016-2025)3

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What does QuEST offer on Digital & Software to O&G companies

• Upstream: Exploration, Development and Production

• Midstream: Pipelines, O&G vessels and tankers, storage
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• Offshore drilling contractors
• Equipment providers
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QuEST services encompass the entire O&G spectrum with product, plant and process engineering. QuEST digital &

services in our portfolio for O&G.

Total Addressable Market

O&G sector is on decline.

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Figure 3

What are the business challenges?

Emerging from several tough years of weak demand and low prices, the oil and gas industry is looking at a period
of recovery on the horizon. However, organizations must adapt their business model if they want to address industry

processes and the need for innovative drilling / extraction technologies to name a few. Some of the challenges in the
Asset-intensive industry
• Reduce operating costs of the assets across geographies
• Enable more data driven asset performance management

Data management
• Disparate and siloed systems and data sources
• Untapped data
• Real insights from captured data
• Data monetization
Field Service
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• Deploy digital infrastructure for remote monitoring to transform from reactive to preventive maintenance
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Dated Software and Systems
• Recurrent System failures

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• Modernization / Digitization of systems is needed

What are the business opportunities in this sector?

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• Big Data & Predictive Analytics
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• IIoT, Remote Monitoring & Diagnostics
• Plant / Process Automation
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• Edge Analytics

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• Enterprise Application Software Development / Migration / Sustenance / Modernization

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• Hardware Development, Value Engineering, Obsolescence Management,

What are QuEST’s offerings?

Application Software

• Automation
Design Automation
Model Based Design / Model based Enterprise
Manufacturing Automation
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• Development / Testing /Maintenance
• Middleware Development
• Porting and Migration
Legacy code / Tools to New platforms
Support
 • Testing & Test Automation
Manual and Automated
Testing Framework
• Product Sustenance

Embedded Software

Firmware Development Simulation Testing

• Requirements Engineering • Hardware in Loop Simulation • Black Box & White Box Testing

• Software Design • Data Acquisition

• Model in Loop
• Legacy migration • Software In Loop

Embedded Electronics

Board Design (Circuit + PCB) Simulation Testing

• Analog / Digital / Mixed Design

• Software Design
• Obsolescence Management

• Value Engineering
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• V&V and Simulation
• FPGA Based Design

• Legacy migration

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On top of our core services, we offer following digital transformation services

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Control SW Dev, V&V
Edge Solutions

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Smart Products

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DSI, Digital Twin APM based Soln. (ex Actuator Analytics)
Digital Engineering Intelligent Enterprise Smart Intermodal Terminal (SIMs)

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Remote Monitoring and Diagnostics (RM&D)
SW, Analytics

Digital Product Engg

Digital Factory PLM & MES/ERP Integration
Connected Factory
WIP, OEE, Quality
Brilliant Manufacturing

User Experience (UX)

Android / IOS,
SW Tech Mobility, Cloud Azure / AWS
AI, Deep Learning Digital MRO

Augmented Reality

Who has the problem? Who are the typical decision makers?

Most of these O&G companies have developed their own captive centres out of India & thus these centres will be
 What are customer pain points?

Proof Points (customer name with

Customer Pains How did we address
link to case studies)

• Minimize incidents Pipeline Integrity Management Support through

• Preventive maintenance for pipelines (BHI)

Real time diagnostics & prognostics at Predictive Maintenance Solution for Industrial Actuator Analytics
device level for preventive maintenance Equipment
Operating industrial machine using a paper
Manual / tablet is a hassle Machines

applications with single code base and deploy it to App Development

multiple platforms in minimum time

What is our value proposition?

• Improvement in maintenance

• Reduction in Component Design Cycle Time

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compressors for a petroleum products company

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Oil & Gas domain knowledge and refinery
expert consultants on-board 2
Leverage QuEST past & future
investments on digital capability

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Leverage QuEST proven experience in Capable & flexible capacities in India to
3 building COEs 4 ramp-up in line with customer requirements

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INMinimal learning curve & adaptation Low risk high value implementation
5 time to customer processes 6 plan targeting 80% offshore

What are our differentiators?

Capability
• Engineering & SW Applications for
Industrial
• Deep Understanding of legacy system,
PI&D Infrastructure etc.
• Expertise in Rotating Machinery
• Dedicated Partnership for EDGE Capability Capacity
• Acquiring capability in Mobility, AI, VR & • + Application Development
Automation Engineers
• In house Training plan to create surge &
• Strong Technical Leadership architected by
Digital Officer Capacity capable capacities.

Cost
• Achieved > deliverable from India for Cost
Application development Commitment
• Onsite is limited to coordination and
governance • Hands on commitment from QuEST
Commitment leadership with strong willingness to
invest & grow
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• Proven delivery capabilities (Quality & process)
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• Flexible business models
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adhering to diverse global regulatory standard

How to spot sales opportunities?

• New Product Development

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• Applications development
• Sustenance requirements / Legacy system upgrade
• New hardware / software testing
• Automation of processes

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• Digital initiatives

Key customer objections

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Key Objection Response Proof points

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service right now. I would rather do this
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checking the boxes

• We ensure that your targets are met, commit to a

can be realized quickly through proven QuEST

productivity tools
It is not possible to outsource this service. Our solution leaders, who are domain experts with

without being pushy, to help segment and identify

the tasks to outsource.
I have to know that my investment will carry
me into the future and grow with me. QuEST Solution. Our systems support and can even
accelerate your future growth. We create a roadmap
What are the questions we should ask the customer?

• What are your current challenges?

• What kind of technologies / platforms do you use?
• Who are your customers / end users?
• What kind of infrastructure do you use?
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• How do you outsource: through engineering / sourcing department?
• Have you worked with QuEST in the past? If yes, what services have you availed?
• What has been your feedback after availing QuEST services?
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• Are there any areas where there are gaps?
• Do you require Software Sustenance support?

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• Do you have software applications for your asset management?

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• Are you looking for operations Automation Solutions?
• Are you interested in Manufacturing Automation?

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• Do you do Diagnostics & Prognostics of asset maintenance?

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Who are our current customers?

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Customer Name Engaged Since Projects done / Project Manager with e-mail

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Baker Hughes (Now GEBHI) Offshore

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Firmware Support
Halliburton
Singapore
Who are our key competitors and their analysis?

Customer Name Key offerings / Highlights

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Who are our key prospects?

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 Presentation

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Contact details of QuEST SME for Digital & Software Services in Oil and Gas

Ravindra Budi
ravindra.budi@quest-global.com