A framework for distributed intelligent automation systems developments

This paper proposes a pragmatic framework that has been developed for classifying and analyzing developments in distributed automation and information systems - especially those that have been labeled intelligent systems for different reasons. The framework dissects the different stages in the standard feedback process and assesses distribution in terms of the level of granularity of the organization that is being considered. The framework has been found to be useful in comparing and assessing different distributed industrial control paradigms and also for examining common features of different development projects - especially those that might be sourced from different sectors or domains. © 2012 IFAC.

The process of making the business case for technology: A sales and marketing perspective for technologists

Technological investment is a key driver of innovation and the evaluation of technology potential is becoming increasingly important in this context. There is a range of approaches and tools for developing an understanding of the value of technology. However the process of communicating this potential to possible customers is not well documented in terms of theory and practice and falls outside the skill set of many technologists. This paper seeks to integrate the concepts of marketing and consultative selling into making business cases for new technologies. It describes an exploratory study which results in an outline process activity model for technologists wishing to build an effective business case for securing investment internally or when selling a technology externally. Following a review of literature, we suggest that there is potential to learn from market research and consultative sales techniques, and propose a five step process. The work has been industrially validated and forms a novel foundation for further development. © 2012 Elsevier Inc.