The transcript below is available for those who prefer to read along.  Please be aware that it may contain minor errors.

Engineered Energy Solutions

Grace:
If you could just tell me your name, title, and what brings you to the conference.

Bruce Marson – EES:
I am Bruce Marson. I am the CEO/president of Engineered Energy Solutions.

Grace:
You guys have been around for a very long time. I know maybe not super recently, but you guys celebrated more than 20 years in business. How have you seen this industry change and what do you think the future of it might be looking like?

Bruce Marson – EES:
Well, first of all, I’ll say it’s 40 years, not 20 years.

Grace:
Oh, excuse me. Oh my gosh!

Bruce Marson – EES:
But be that as it said, well, we’ve seen it grow from a unique idea. Now, controls have been around since the 1800s, let’s face it. But the evolution of the automation has certainly accelerated from the time that we were doing it with pneumatics changing over pneumatic systems and relay logic systems and things of that nature that required a lot more operator attention to the automation. So it’s certainly grown. The introduction of AI these days is going to be challenging to the industry because there’s some things that AI just can’t take the place of a human being to see and understand and solve the issues that affect individuals. So we’ll see.

Grace:
What are you most excited for in the industry?

Bruce Marson – EES:
Okay, it’s moving more and more towards a total integration platform where everything can talk to everything kind of a thing where it was interesting on Thanksgiving, my oven decided to gobble like a turkey, but this is the internet of all things kind of thing. However, does it take away from the individual skill sets that the people who innovated all this stuff have brought to the table? So what scares me is the loss of the human element of it. More and more things get integrated. I see it big data, certainly moving encompassing much more than it is, but I don’t know if that’s a blessing or a curse yet.

Grace:
You’re a very experienced engineer. What advice do you have to newer engineers who are entering into this industry?

Bruce Marson – EES:
Well, first of all, I’ll say this to the general public, is that there is a lack of people to replace those of us who are reaching our retirement age. It is not something until very recently you could go to school for. It is one of those kind of professions that you have to learn at the right hand of somebody who already knows it. There will always be a need, it will always pay well, and you don’t necessarily have to go to school for this. So while you call me an engineer, I only have a high school diploma and I run an engineering firm only because of the ability to learn and to grow and understand the industry. And I say that to everybody out there. This is not something that you should look awafy from. It’s exciting, it’s challenging. It will always be needed.

Grace:
That’s awesome advice. I like it.

aeSolutions

Grace:
Okay, so if you could just tell me your name, title, who you’re with and what brings you to the conference.

David Ivester – aeSolutions:
Hi, Grace. David Ivester with aeSolutions in Greenville, South Carolina, and I’m the chief commercial officer.

Grace:
How has it been 30 years on the manufacturing side of things, moving to the system integration world?

David Ivester – aeSolutions:
Well, it, it’s been interesting. I mean, I understand the industry and the customers are just uncooperative now as they were with my previous employer. So in other words, as a salesperson and somebody who’s trying to market and sell to these customers, the customers are challenged with available capital, their own resources, and then just the changes in technology in the industry. And so I’ve just been at the expo and that’s been really interesting, but just trying to catch up on a lot of the new technology, and this is one of the things that our end user customers really struggle with and they rely on us to keep them up to date on some of the technology. So what goes on here with the expo is really important for us to have these insights that we can take back ourselves because we have these trusted relationships with these user operators that we can bring them some insight to the new technology and how it could apply to them.

Grace:
What technology really has you excited or maybe surprised?

David Ivester – aeSolutions:
Well, we’ve talked a lot about artificial intelligence and machine learning. I’m looking forward to one of the sessions I’ll attend tomorrow actually, on artificial intelligence and machine learning. That’s an area I’m not sure in the industrial space we really know what to do with it. I think there’s some interesting use cases, certainly on machine learning. I think from terms of predicting reliability and some of those things, there’s opportunity on the artificial intelligence side. I am intrigued about the opportunity to use that for some of the migrations of systems from older systems to newer systems. How can I take old code, maybe use artificial intelligence to turn that into some control narratives and potentially use that to be more efficient into the new code as we migrate. I think that might be an opportunity. Like I said, customers are really strained by available capital right now. So things that we can do to help them move into the future in a more efficient and effective way, I think would be really valuable to them.

Grace:
As we’ve kind of turned out of covid, how have you been or how have you seen clients and customers taking on the new challenges that have arisen in the industry?

David Ivester – aeSolutions:
Good question. This goes back to the point that I was making that I think that the customers leaned out a good bit during the pandemic, and as a result, I think that they’re in a situation where they’re really, they’re staffed to just basically cover the bases and keep things running, but when they need to make changes, they don’t have the people to make changes. You used to have projects people, you used to have a lot of experts in the company and things like that that were around that could go and implement these changes. What we’re seeing now is the clients don’t have those people. So that’s kind of a gap that we fill is to help them when they need to go make changes to provide that expertise and that kind of, I’ll call it kind of concierge service, to walk them through the steps to assess what changes they need to make, help them document that, help them document what their objectives are and put a plan together for them and help them execute that plan and in a way that we try to be really good stewards of their capital also.

Grace:
Right, that’s very good. That’s good relationship building advice, I think. What are you most excited for that you see, maybe it’s a trend or it’s coming down the pipeline for 2024, the rest of 2025. What has you going, “this is going to be awesome.”

David Ivester – aeSolutions:
Good question. Well, I’m really hopeful that for us manufacturing overall, which is what we really serve here, I think the demand is really out there. I think there’s some interesting segments where we have some things that we want to do, especially with the energy transition and things like hydrogen, but maybe the demand side of that equation is not quite there, and keeping up with the interest that people have to go out and do some of these new forms of energy. I think we’re still searching for what some of the solutions are of what we want to do with for instance: hydrogen. And so I’m excited about that for the future, but I think there’s still some uncertainty there. So I think that’s a 2025 kind of thing. I think people have a little bit, you see in the news now that electric vehicle automobiles is down right now, I don’t see that as a negative. What I view is that everything else kind of has to catch up with how fast the car manufacturers got going on the manufacturing. So with the inflation reduction act and the tax benefits of having an EV, it says that over 50% of the vehicle needs to be built in the US. Well, in order for that to happen, the batteries have to be from here. So now you’ve seen these battery plants build up. Now we’re seeing a lot of chemical manufacturers, our customers who are manufacturing or supplying chemicals or components that are components into that building of that battery. So I think the whole supply chain and then the whole charging network, which is a whole other piece of that, has not caught up yet and it’s not there. It’s not as easy. My wife has an electric vehicle, so I know it’s not as easy to go fill up an electric vehicle as it is just to pull up to the gas station and go put gas in your car. It’s more complicated. That has to get easier and it will get easier. I am still bullish on that. I think that will be 2025, 2026 probably before we’ll really see that to come to fruition. So the electrification of a lot of our industry, I think we’ll continue to see that happen with our end users as well, where they’ll continue to modernize their equipment, modernize their facilities in a way that’ll be more efficient, that will be less carbon intensive, enter it more and that kind of thing. I think that that’s there and we’ll continue to see that as these businesses will be ongoing businesses.

Grace:
These are fantastic insights. Shifting topics just a little bit, you got to be on a panel in the first ever marketing workshop here at the CSIA. It was very exciting and you got to talk about sales and marketing coming together. For you, what were your biggest takeaways after hearing your fellow panelists and the questions that other integrators might’ve had?

David Ivester – aeSolutions:
Yeah, I think that was really good and really insightful. The things that people talk about. I think one of the things that all of us as integrators are somewhat challenged to do, and it’s been interesting to learn and hear what the scope of supply that the different integrators have. Some of them do are kind of comprehensive engineering with piping and electrical and mechanical and stuff. We don’t do that. We do systems integration, but then we focus more on the process safety management life cycle. So all the things related to the safety systems all the way through the process, hazard analysis, et cetera. So it’s interesting to see how people have different scopes and how they’re really working to brand themselves and clearly articulate what their value proposition is to their customers. I think that’s the role of marketing and I think it’s really appropriate here since a lot of these companies are smaller companies, maybe don’t have a really strong understanding of branding and marketing. And that certainly came out in our workshop, the importance of that. And I think a lot of people are really intrigued about that and said, “oh, I don’t have a marketing person that works on brand management,” for example, “so how do I do that now? How do I go out?” And we talked quite a bit about the importance of lead management, really, really important facet because you’re probably not going to support your growth plan just by doing the same things with the same customers. You got to reach out, you’ve got to reach more customers. So we talked a lot about that and I think that’s really important and I think there’s plenty of business for all of us going around that’s out there and there’s plenty of customers that need help. And the challenge is how do we tell our story and get our message out to all those customers in a way that we can help them because as I said, these customers don’t necessarily have the resources to effectively help them do these projects on their own.

Grace:
When it comes to sales and marketing. For those who weren’t able to attend the workshop, what would be one thing that you would encourage integrators to start doing tomorrow? Maybe it’s a small thing, kind of like what we talked about with the first presenter today. What would be that one thing that you’d say start doing this today?

David Ivester – aeSolutions:
Well, I think that my view of this, and from talking to many of the people here is that many of the companies are very, very engineering centric and engineering led. And the challenge with that is that you start out with what you do and you’re passionate about that. And so you’ve got the hammer looking for the nail. And so what I really encourage the customers to do is make sure, or the integrators to do, is to ensure that they are getting that voice of the customer in they’re hearing from the customer on what their pains and challenges are. And I really want people to encourage people to try and drive outside in thinking where they’re starting with the customer and working back to what they do versus starting what they do and trying to find a problem with a customer.

Interstates

Grace:
So if you could just tell me your name, your title, and where you’re coming from?

Dawn Dittman – Interstates:
My name is Dawn Dittman and I’m with Interstates. I’m a marketing manager there. So Interstates is an industrial electrical contractor and control systems integrator. So we do a lot of different things. I work primarily with our operational technology team, but we work closely with a lot of the other automation, analytics, a number of different groups.

Grace:
What does your team mostly focus on?

Dawn Dittman – Interstates:
Yeah, so the team that I work with is operational technology. So we do a lot with cybersecurity, a lot in digital transformation. We also talk a lot about that OT-IT convergence and how to best support industrial facilities as they try and navigate some of that. So right now, one of the things I’m really focused on is digital transformation and really how we can help our clients really throughout that whole life cycle. Interstates is a little bit unique in that we can really do a lot within that life cycle. So we can do automation, we can do the security, so security is a big foundational piece of it. So operational technology is that underlying layer of networking that really is important, and then automating your systems and keeping secure, and then also then using that data that you get from an analytics perspective. So we’re able to really help people do all of that. And so it’s really kind of something that we’re really digging into.

Grace:
Digital transformation is also kind of a buzzword I think, in the industry a lot. So how are you guys going about educating your clients that it’s more than just a buzzword, this is something very tangible for them.

Dawn Dittman – Interstates:
So we really, honestly, we’re trying to be a little bit intentional about not using those buzzwords and just talking very basic are really what it is. It’s just about connecting machines with data and really using that to make smarter decisions that it’s something that doesn’t have to be, it can be very complicated if you want it to be, but it doesn’t have be, doesn’t have to be a huge project. It can be smaller than, it can be exactly what you want it to be. It doesn’t have to be intimidating. And so really helping people understand that that concept isn’t as remote or as far away as it really has to be.

Grace:
Yeah, that’s something that I think when we talk with manufacturers, a lot of them don’t fully understand that you don’t have to have the shiniest and newest things to be focused on digital transformation.

Dawn Dittman – Interstates:
It can be small, it can be if you want it to be, it doesn’t have to be, but you can start small. You can start small, think big, but start small and really figure out what works well for you.

Grace:
When it comes to the future of system integration to the future of connecting IT with OT, what has you most excited or what trends are you seeing that you’re looking forward to?

Dawn Dittman – Interstates:
I guess… I think one of the things that seems to be more and more what you’re seeing is that the IT and the OT teams aren’t necessarily looking at each other as competitors. So they’re looking at each other as partners and how do we really work together and how do we take the unique understandings and the unique things that we understand from the different areas that we’re experts in and really partner to have a better relationship. And so I think that that’s really something that is really beneficial to really that convergence aspect of it.

Grace:
What challenges are you kind of anticipating that are going to come forward around till the end of this year, in 2025?

Dawn Dittman – Interstates:
I think it’s probably not a new challenge, but a challenge that people are just always facing and that there’s just so much out there to know and to understand and making sure that you’re really thinking about what makes sense for me, what are the goals that I have, setting the right benchmark so that you’re not trying to do too much or not doing enough or being really distracted with all the different things that are going on. Again, that maybe isn’t a new challenge, but I think it’s a challenge that I think, again, like you just said, with digital transformation, that’s a buzzword, but what does it actually mean and how does it apply to my company and how can I really focus on what I need to focus on?

Grace:
So you’re marketing something really technical. How long have you been doing this?

Dawn Dittman – Interstates:
So I’ve been marketing at Interstates for six years. And so before that I was at a marketing agency. So not necessarily as technical as what interstates is and the kinds of things that we’ve been doing, but I think just being able to focus on the value and the benefits and really focus on people’s challenges, I think can help really get around some of that really technical aspect of it. But you do also have to know the technical, right? So you have to eventually get to the very technical piece of it. And so being able to break things down is really important, but then also, like I said, being able to really dig into those technical details when needed is important. You just can’t leave those out. You can’t get around it. No, you can’t leave those out. Right. That’s important, but maybe not what you lead with.

Grace:
So what’s your favorite part of marketing with Interstates?

Dawn Dittman – Interstates:
I think my favorite part is for sure working with our teams and talking through their challenges that they have and how they’re helping hearing how they’re helping our clients and really then how do we celebrate that? How do we help more clients? How can I enable you in the things that you do? I just really am so impressed by my team every day when I hear all the things that they do and hear the feedback they get from clients. And just wanting to do more of that and help them help more clients is just something that I’m really passionate and excited about.

Grace:
Is there anything that I haven’t asked you that maybe you’d like to speak to or-

Dawn Dittman – Interstates:
No. I mean, I think the only thing we did the marketing workshop today, I think the thing that I’m really starting to see that I really like is that people are looking at industrial marketing and saying, there’s a niche here, or it’s a little bit different than doing marketing in a different space. And so I like that more people are saying, how do we do this really well? Because it is different and the audiences are a little bit different, they’re looking for different things. Customer journeys are a little bit different. And so really acknowledging that and embracing it and having others in a community where we can work together on that is exciting. And so I’ve seen more of that in the last, I think year or two at least. I’ve seen more of that in the last year or two, which I think is great.

Grace:
I completely agree. The community that I feel around marketing in this industry that’s starting to be built is really exciting.
If you could just tell me your name, title, and what company you’re coming from.

Sonali Shah – Thermo Systems:
My name is Sonali Shah and my title is marketing director and I work for Thermo Systems.

Grace:
How long have you been with Thermo Systems?

Sonali Shah – Thermo Systems:
I’ve been with Thermo Systems for five years. I’ve seen it grow from a hundred employees to over 300, and I’ve had the benefit of getting promoted to marketing director over those years, and it’s a place that offers a lot of development and advancement

Grace:
As I understand it, talking to you before this podcast, you were not originally in the system integration industry?

Sonali Shah – Thermo Systems:
No, I wasn’t, but I was always surrounded by engineers. I worked for a nonprofit in Washington DC that focused on supporting women in engineering, and we developed programs that allowed for women to support each other and offer resources to them to advance.

Grace:
How has it been, you were always surrounded by engineers working with STEM people, but I think the system integration industry is a special little niche. What has that been like for you?

Sonali Shah – Thermo Systems:
Well, I have been in many situations where I am the only female in a room full of men, and I’ve noticed that in systems integration, the engineers are very willing and forthcoming to inviting women to the career and introducing them to these opportunities in this growing field,

Grace:
What advice would you have to a young woman who’s going to enter into this industry, be it they are an engineer, or maybe they’re in marketing like us. What advice would you give them?

Sonali Shah – Thermo Systems:
I’d tell them to take the leap. This is a growing industry. You have the opportunity to work for clients that are in data center spaces, life science and district energy, and the work that you do. You’re contributing to a greener footprint, making the world a better place and just making it more efficient.

Grace:
I love your optimistic and such a positive perspective on it. How do you see the industry in your five years that you’ve been in the industry? How do you see it changing and what direction do you think it’s going?

Sonali Shah – Thermo Systems:
This particular industry is just on a huge incline because more and more we’re using data for everything that we do, whether it’s remote working or it’s artificial intelligence, or we’re using robots to do things automated at life science facilities or looking for ways to make our heating and cooling more efficient. Everything involves systems integration and it’s going to be more and more in demand. And this is a field that is going continue to grow.

Grace:
Absolutely. What are you most excited for the future?

Sonali Shah – Thermo Systems:
I’m excited to see more young women enter this industry. I’m excited to see efficiency grow with our efforts in systems integration, and I’m excited to see all the exciting advancements that come with automation.

Grace:
Absolutely. I want to see more women here too. Is there anything that I haven’t asked you that maybe you want to add or talk about?

Sonali Shah – Thermo Systems:
No, I just think that CSIA is offering a great program here for everyone who’s in the entrepreneurial mindset. There’s a lot of opportunities to be had, and as a systems integrator, I feel like CSIA has the resources you need to succeed.