智慧自動化系統整合商創新經營模式之探討-以A公司為例

Abstract

本論文研究主要在了解智慧製造系統整合商如何跳脫過往單向依據客戶需求提供的產品服務，為提升創新的服務價值，透過物聯網、雲端平台、與人工智慧的運用，加速人機協作場域與生產模式的實踐，配合嚴謹的評估流程與優良的工程師團隊，協助客戶在客觀的環境條件限制下，提升產能及生產良率，台灣智慧製造系統整合商如何在硬體高度競爭下，發展新的經營模式及策略，以期能這波智能製造升級浪潮佔有一席之地。 本論文研究採個案研究法，旨在探討個案智慧製造系統整合商（SI）經營模式策略，研究者運用個案研究，選擇台灣一間營運12年的SI作為研究對象，資料收集方法有訪談及觀察收集資料檔案以佐證研究結果，時間從民國107年1月至109年12月，以總經理提供的資料來驗證相關資料，以增進研究者之信實度。 歸納研究發現該SI所經營模式策略仰賴四個層面：（一）辨識正確顧客價值主張：深入了解客戶需求，提供滿足客戶期待的高品質技術服務，讓客戶產生信賴感，進而創造需求感。（二）明確的競爭策略：從低成本、差異化、專精策略來了解個案公司的競爭優勢。（三）資源與能力：個案公司透過關鍵資源（優秀工程師等）與關鍵流程增加專案成功機會。（四）產品符合未來發展：盤點技術與資源，擴大服務產業增加廣度，發展技術增進深度，核心技術在不同的產業有不同的面向呈現。 最後將研究結果彙整，提供給智慧智能產業SI及未來的研究者，提出實務經驗方面更具體的建議，建立經營目標與策略，具體執行並落實於流程，最後提出研究結論、貢獻與建議。

The research aims to understanding how smart automation system integrators offer brand new value-added services rather than merely meeting clients ‘single dimensional demand. With IoT, cloud platforms and AI, better collaborative robot and production model are facilitated. Additionally, by means of well-knit case assessment for identifying constrains and involvement of exceptional engineering teams, effective increase on production capacity and yield can be achieved. The study reveals how smart automation system integrators can develop new business model and strategy to survive the highly competitive market. The research is conducted with cast study approach for having a more in-depth study on the business strategy of a smart automation system integrator (SI). A company founded for 12 years is selected for this research. The obtained result comes from interview, observation and data collection, which the time frame ranging from January 2018 to December 2020. The effectiveness of the research is highly ensured as data are acquired directly from the selected company. From inductive research approach, it indicates the business strategy of SI relies on four aspects: identify client demands, precise competitive strategy, resource and ability, and solutions that connect future development. Identifying correct client demand and offering desirable high-quality services enable to build client reliability and stronger need. Precise competitive strategy is helpful for analyzing the selected company’s advantage from low cost, differentiation and specialization. Resource and ability show that key resource (exceptional engineers) and key procedure are vital to the success of the project. The solution that connects future development allow the company to sharpen its techniques and extend its service scope. The result consolidated with practical industry experience is expected to provide insights for all SI and future researchers. It can be beneficial for establishing business target and strategy for better implementation.