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  5. > Competing and Differentiating in the MAC-Driven Global Oil and Gas Industry : Customer Behavior Changes and Opportunities Grow as Models Evolve

Executive Summary

Profit pool mapping of automation-related project execution reveals the highly profitable blue ocean market of main automation and information contractors (MAIC).
Increasing demand for totally integrated digital operations (TIDO) forces automation suppliers to emerge as main information contractors (MIC).
Providing managed services will create significant breakthrough with national oil companies (NOCs) for greenfield and brownfield main automation contractor (MAC) opportunities.
As MAC becomes the starting point for sustained revenue opportunities in the future, automation suppliers increase their capabilities to turn potential opportunities into addressable opportunities.
The MAC market gains momentum with high complexities in integrating technologies and increasing need for automation services from front end engineering and design (FEED) to maintenance phases.
Changing Customer Buying Behavior: Declining workforce and increasing project complexities force customers to expand MAC for value-adding projects.
MAC becomes the oil and gas industry’s de-facto standard to reduce cost overruns and eliminate scheduled delays.

What Are Mega Trends and Micro Booms?

Mega Trends are global, sustained, and macroeconomic forces of development that impact business, economy, society, cultures, and personal lives, thereby defining our future world and its increasing pace of change. Time frames for Mega Trends are x to x years.
Contributing to these Mega Trends are many smaller but compelling trends that are defined in time frames of one year and can offer immediate opportunities for companies that know how to identify and capitalize on them.

What Will We be Looking Into?

Profit Insight: What should I do about it? This segment details the following:
•What are my near-adjacent market opportunities?
•How should I package my products to achieve improved margins?
•What should the go-to market and service strategy be?

Growth Insight: Why should I care? This segment details the following:
•What is the market potential and its growth trajectory?
•How is the competitive landscape situated?
•What are the pockets of growth opportunities?
•What are the near-adjacent areas of opportunity that solution providers can leverage?

Business Insight: What is it? This segment details the following:
•What is the market/business about?
•Why invest in the business?
•Which issues and challenges should I be aware of?
•What is the current market state, and where is it headed?
•What are the critical attributes of success within the market?

Table Of Contents

Competing and Differentiating in the MAC-Driven Global Oil and Gas Industry : Customer Behavior Changes and Opportunities Grow as Models Evolve
Executive Summary 3
Mega Trends to Micro Booms—Definitions and Tie-ins 6
Introduction—Scope and Segmentation 10
First Base—Business Insights 17
Second Base—Growth Insights 30
Third Base—Profit Insights 63
Top Recommendations 79
Appendix 82

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