Thought Leaders in Cloud Computing: John Davagian, CEO of L2L (Part 2)

Sramana Mitra: What are the other major blocks?

John Davagian: We’ve got the concept of Computerized Machine Maintenance System (CMMS). We’ve a production system, which is also known as an MES system. We’ve a proprietary problem-solving engine we call Cloud Dispatch. Then there’s an analytics piece that wraps around all of this.

Sramana Mitra: Each of those building blocks have their own competitive landscape. Camstar comes to mind in the MES space. There’s a whole bunch of IoT companies that we have talked to that are operating in the automated machine management space. How do you fit into that ecosystem? How do you process that competitive landscape?

John Davagian: That’s a really good question. When you compartmentalize the different pieces of the puzzle, they’re in highly-competitive spaces like the MES space. There’s certainly an IoT component here. When you combine all of this together, we are the only company that is pulling together MES data, maintenance data, as well as your work order data into one solution. We are mobilizing the entire connected worker as well as the plant floor.

We’re not approaching this as a siloed MES system that’s just focused on production and machine execution; we’re also looking at maintenance, assets, people, processes, and the supply chain to some extent as well. You see companies that are closer to the ERP side that have ERP and asset management. Then you’ve got companies that have swung all the way to the other side that might be focused purely on machine execution sensors and IoT.

We sit in the middle. Nobody is addressing that gap where we’ve got MES capabilities, maintenance, and asset management capabilities. We’re pulling all of that together in one solution so that whether you’re the plant manager or executive, there’re advantages to using L2L.

Sramana Mitra: How far along are you in terms of adoption and penetration of the market?

John Davagian: It’s a pretty large market. We’ve got over 200 plants that use our solution. We’re focused just on manufacturers that have multiple plants in automotive, CPG, industrials, and F&B. There’re probably 12,000 targets for us. Maybe 15,000. There’s a lot of room.

Sramana Mitra: When you say you have 200 plants that have adopted your solution, what is the TAM? In the United States, what is the total number of plants?

John Davagian: We’re talking about 50,000 plants. We talk about TAM, but that doesn’t mean that’s where we’re focused.

Sramana Mitra: Where are you focused?

John Davagian: We want to focus on automotive, CPG, F&B, and industrials. If you look at the total number of manufacturing plants and the total addressable market down to where we’re focused on, it’s smaller. You could call it our serviceable market. It’s close 15,000 to 20,000 plants that we’re focused on. I’ll give you an example too. When we talk about manufacturing, sometimes there’s manufacturing out there that don’t have moving parts on their plant floor. Somebody that’s putting wires on a circuit board may not be a fit for what we do. 

This segment is part 2 in the series : Thought Leaders in Cloud Computing: John Davagian, CEO of L2L
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