Wonderware Confidential: Interviews with the Movers and Shakers within the Wonderware Organization

Liane Hess, Director of Operations for Wonderware Industrial Computers

In this issue, we feature Liane Hess, the newly promoted Director of Operations for Wonderware® Industrial Computers. Over the past two years, Hess has been instrumental in the early success of the Wonderware Industrial Computers business (formerly known as Panels and Tablets).

Throughout her long career at Wonderware, Hess has been instrumental in the success of International Sales, Sales Operations and Product Marketing. In her latest role, she directs and manages the rapidly growing Wonderware Industrial Computers business, which includes the business management of three (3) outsourced manufacturing suppliers along with outsourced regional supply centers in North America, EMEA and Asia-Pacific.

In this interview, Hess discusses the impact of Wonderware Industrial Computers on the Solution Provider industry.

Congratulations on your new promotion. So, what are the primary responsibilities of your new job?

Liane Hess: I have Operations and Budget responsibility for the Wonderware Industrial Computers sector of Wonderware. This includes order management, inventory and logistical management, RMA/process management, import/export management, and pricing/special pricing requests.

How is the Industrial Computers business related to the Solution Provider Program?

Liane Hess: We have a unique product offering specifically geared toward SIs, VARs and OEMs. We've bundled Wonderware's InTouch® HMI software with our industrial hardware offerings. In addition, we recently pre-installed ActiveFactory™ trending and analysis software to the standard Series B Touch Panel Computers and Box PCs. The ActiveFactory software can be activated simply by purchasing a license. We also offer OEMs custom image creation, which our competitors do not offer. As a result of this feature, OEMs can have their Touch Panel Computers delivered with their own images pre-installed along with the Wonderware software, thus saving engineering time and truly delivering an out-of-the-box solution.

To further address this market, we offer tiered volume pricing for OEMs on the Thin Client and Box PC offerings. To meet global market demands, we now have regional stocking locations in Germany, Singapore and Detroit, Michigan, in addition to our offices here in Lake Forest, California.

How have customers been responding to Wonderware Industrial Computers?

Liane Hess: The customer response has been very, very positive. SIs like the reduced time to install the software and the robustness of our hardware offerings. OEMs like the fact that we can offer flexibility in tag counts, and the option to leverage ActiveFactory software. We have sold more than 3,000 systems in the past 2½ years, with customer growth and repeat orders increasing monthly.

How much has Wonderware grown since it began selling Industrial Computers?

Liane Hess: We have grown by approximately 64% this fiscal year over last year, and anticipate a growth rate of greater than 60% in FY07 as well. We have delivered systems to over 850 customers, in 130 locations, in more than 40 countries. We are seeing an increase in the number of units per order as well as repeat orders.

How do you foresee the future of the Wonderware Industrial Computers line?

Liane Hess: We are constantly analyzing the marketplace and will therefore continue to add new products when the need arises. We anticipate a continued upswing in the breadth and depth of our customer base as more customers become aware of our hardware offerings. Wonderware will always strive to have the best industrial hardware offerings to complement our software. We look forward to working closely with Wonderware SIs, VARs and OEMs to provide the best value proposition possible.