SCHLUMBERGER

Report 1 - Preliminary Diagnosis

1- Somente 1 folha de resposta com as seguintes informações:

1.1) Panorama inicial da empresa: máximo 10 linhas;

Conrad and Marcel Schlumberger are brothers who at the beginning of the 20th century studied the Earth's
subsurface structure. Thus, they were pioneers in transforming Schlumberger into the first well extraction
company in the world, with a worldwide presence. With 90 years of history, the company still thrives on
leadership and innovation in the sector. Schlumberger currently offers several services to
oil industry such as acquisition and chemical processing, prospecting, drilling and maintenance of oil wells,
fracturing and hydraulic stimulation, in addition to consulting and development of information systems. The
company is also involved in oil extraction on offshore platforms and in the carbon capture and storage industry.
With 125 Research and Engineering facilities worldwide, Schlumberger is a company in the industry that
invests most in the development of innovative technology that adds value to customers. Its main offices are
located in the city of Houston, in the United States, in Paris, France and in The Hague, in the Netherlands.

Fonte: https://www.slb.com/who-we-are

1.2) Informações sobre Cliente:

Needs: – de acordo com a pirâmide de Maslow e a indicação do número das páginas do relatório da
empresa;
- Safety - Needs of organization, simplification, connection and integration (pages 3 and 4)

Wants: – indicação do número das páginas do relatório da empresa;

Digital integrated solutions that increase significantly performance (page 8)

Demand: – indicação do número das páginas do relatório da empresa. (quantidade X espaço X tempo)
- Page 1: space and quantity demand: PÁGINA 3 DO DRIVE
“With product sales and services in more than 120 countries and employing approximately 105,000 people who
represent over 170 nationalities, Schlumberger supplies the industry’s most comprehensive range of
products and services, from exploration through production, and integrated pore-to-pipeline solutions
that optimize hydrocarbon recovery to deliver reservoir performance sustainably.”

- Page 2 : time demand PÁGINA 4 DO DRIVE

“Energy demand fundamentals remain favorable for the oil and gas sector. The International Energy
Agency (IEA) predicts that the exploration and production (E&P) industry will continue to contribute
about 55% of the energy mix through 2030, though markets are becoming more regionalized and
volatile. Oil demand growth slowed in 2019 in response to tariff disputes and their impact on
trade while the Organization of the Petroleum Exporting Countries (OPEC) worked to mitigate
oversupply at the global level. At the same time, US production overwhelmed global demand due
to elevated drilling and completions activity during the first half of the year. Budget discipline
caused a sharp reduction in activity during the second half of 2019, resulting in an annual contraction of
North America spending. In contrast, international upstream investment grew for a second consecutive
year, particularly offshore. This trend is expected to continue.”

- Page 10 :quantity demand :PÁGINA 12 DO DRIVE

“Our industry faces a new landscape. Geopolitical uncertainty and trade concerns are amplifying the
trend toward more localized hydrocarbon supply and demand dynamics in the world’s producing
 basins. Activity cycles of the major producing regions are decoupling and each region is becoming
more volatile and dynamic. As a result, the major producing regions are increasingly competing against
each other for market access to meet global, regional, and domestic oil and gas demand.”

- Page 18 : quantity demand PÁGINA 20 DO DRIVE

“Automation is another major step to enhance E&P industry performance. Through the Sensia joint
venture between Schlumberger and Rockwell automation, customers benefit from measurement
solutions, production domain expertise, and automation from the oil and gas industry’s most
integrated provider. Sensia’s technology portfolio will improve oilfield operations, facilitate decisions,
and reduce total cost of ownership throughout the life of a field”

- Page 21 (form 10k): time demand PÁGINA 45 DO DRIVE

“Full-year 2019 revenue of $9.7 billion increased 5% year-on-year primarily due to higher
demand for drilling services, largely in the international markets that benefited Drilling &
Measurements, M-I SWACO, and Integrated Drilling Services.”

- Page 10(Form 10k) - time and quantity demand: PÁGINA 34 DO DRIVE

“A significant portion of our revenue is derived from our non-United States operations, which exposes
us to risks inherent in doing business in each of the over 120 countries in which we operate. Our
non-United States operations accounted for approximately 72% of our consolidated revenue in 2019,
68% in 2018 and 74% in 2017.”

- Page 18 (form 10K) : time, quantity and space demand : PÁGINA 42 DO DRIVE
“ From a macro perspective, the year ended with sentiment regarding 2020 oil demand growth turning
positive as uncertainty reduced following the progress made toward a US-China trade deal. The fall in
the North America production growth estimate of between 400,000 to 800,000 barrels-per-day should continue
to support the thesis for international investment.
“The recent escalation of geopolitical risk should set the floor for the oil price going forward. In the near term,
Schlumberger expects the OPEC+ production cuts agreed upon in December 2019 to limit investment and
activity, particularly in the Middle East and Russia, during the first half of 2020.”
“As the year progresses, the effect of slowing North America production growth is likely to cause tightness
in the market and further stimulate international operators to increase their investments in the second half of
the year and beyond.”

- Page 132: quantity demand

- Page 134
- Page 135 e 136

1.3) Collaborator – In October 2019, Schlumberger announced the closure of Sensia, a joint venture with
Rockwell Automation. Sensia will be the first digitally integrated automation solutions provider in the oil and
gas industry. The project is projected to generate an initial annual revenue of Us $ 400 million and employ
about 1000 employees. (Page 124)

Indicação do número de página do relatório da empresa)

(https://www.slb.com/newsroom/press-release/2019/pr-2019-1002-slb-sensia-closing)

1.4) Marketing Estratégico:

1. Segmenting: – descrever as bases de segmentação e principais variáveis – indicação dos números

das páginas do relatório da empresa;
 . Personal Characteristics

Application “Schlumberger is the world’s leading provider of technology for reservoir characterization, drilling,
production, and processing to the oil and gas industry” - Page 3 of Annual Report OK

“Indeed, our performance also reflects new technology sales that represented 26% of total sales—the
highest since 2014—and demonstrates how our new technology portfolio delivers a quantifiable performance
impact for our customers.” Page 2 of Annual ReportOK
Geographic: “A network of GeoMarket* regions, within each of four major geographic areas of North America,
Latin America, Europe/CIS/Africa and Middle East & Asia, provides logistical, technical and commercial
coordination.”Page 5 of Annual ReportOK

2. Targeting: – especificar o Targeting – indicação do número das páginas do relatório da empresa;

“While Schlumberger has numerous competitors, both large and small, Schlumberger believes it is an industry
leader in providing wireline logging, well production testing, exploration and production software, rig
equipment, surface equipment, artificial lift, hydraulic fracturing, cementing, coiled-tubing services, drilling and
completion fluids, solids control and waste management, drilling pressure control, drill bits,
measurement-while-drilling, logging-whiledrilling, directional-drilling services, and surface data (mud) logging.”
Page 6 of SCHLUMBERGER LIMITED Table of Contents Form 10-K OK

3. Positioning: – descrever as 3 dimensões de posicionamento juntamente com as indicações dos

números de páginas da empresa..

Broad : “Schlumberger is the world’s leading provider of technology for reservoir characterization, drilling,
production, and processing to the oil and gas industry.” Page 3 of Annual Report OK

Specific - “Customer performance is positioned at the center of our strategy, which consists of three key
themes: Strengthen the Core, Expand the Go-to-Market, and Next Horizons of Growth. This year we
launched 4 of 10 key elements of our strategy, including leading and driving digital transformation,
developing fit-for-basin solutions, capturing value from the performance impact for our customers,
and fostering capital stewardship. Page 4 of Annual ReportOK

Value “Technological innovation, quality of service and price differentiation are the principal methods of
competition,which vary geographically with respect to the different services and products offered”. Page 6 of
SCHLUMBERGER LIMITED Table of Contents Form 10-KOK

2) Páginas do relatório da empresa com a marcação onde referenciam as informações que estão na
folha de resposta. Nas páginas do relatório da empresa deverão ser escritos e assinalados com o marcador
de texto, o nome do processo do Value Delivery Framework. O processo do Value Delivery Framework que
não estiver o nome escrito e marcado com caneta marcador de texto, para a identificação da conexão entre
folha de resposta e relatório da empresa obterá nota zero. As páginas deverão ser inseridas em um único
arquivo no moodle.

3) Relatório de Gestão da Empresa no formato PDF Os três arquivos que compõem o relatório 1 deverão ser
inseridos no moodle até às 23:59 do dia estabelecido no calendário da disciplina. A equipe que não inserir o
Relatório 1 no prazo determinado obterá nota zero.