Measuring Digital Services Related to the Machinery Sector

DRAFT – FOR INTERNAL ITA USE ONLY

DIGITAL SERVICES ROUNDTABLE FACILITATION GUIDE

1:00 – 1:30	Set up Room and Create Charts Arrange room in U shape (if possible) Post charts on wall Distribute pens and Post-It Notes	Charts: - Agenda - Rules - Parking lot - BE-120 categories (4 categories)
1:30 – 2:00	Participants gather in room
2:00 – 2:15	Introduction (6 minutes) ITA representatives: kick off session and introduce Facilitator (1 minute) Facilitator opening Remarks to introduce project (5 minutes) Inform – background and purpose Excite – WIIFM (benefit to participants) Empower – you were selected to join because you’re experts Involve – raise hands activity Manufacturing is much different these days, and it continues evolving We’re just trying to keep up with it Machinery acts as a platform for digital services It’s increasingly a necessity to compete Problem: there’s no understood estimate of its value to manufacturing No reliable way to accurately track trade numbers of digital services related to machinery Knowing the value will enable multiple benefits You were invited because you are the experts, and we have a lot to learn Thank you for coming. Your input will help: Understand the true value of digital services in manufacturing The U.S. Government better advocate for industry Develop more effective policies around manufacturing The U.S. Government become more informed in trade discussions and negotiations	Raise hands - Whose company uses digital services connected to machinery? - Whose company delivers digital services connected to machinery? - Whose company does both?
	Review Agenda and Ground Rules (4 minutes) Review Agenda: Refer to discussion guide, main points on PPT. Discussing Digital Services – How do companies in this sector use them, what are most important, and what does the global landscape look like? Categorizing Digital Services – Can the digital services be grouped? Data Collection Methods - Most effective measures to capture impact or value? Wrap Up Ground Rules (orally delivered) Details stay in this room Do not share business confidential information No wrong answers Respect the speaker Everyone speaks and we want to hear individual perspectives Parking lot	Refer to agenda, ground rules, and parking lot charts Have them read the ground rules
	Participant introductions (5 minutes) - (30 seconds each) First name, role in your organization, why interested?	Write down Why interested in participating? (45 seconds)
2:15 – 2:50	Discussing Digital Services (35 minutes) ITA sector representative: Autonomous Mobile Robot (AMR) example (3 minutes) Foundational questions (12 minutes) As a user, what digital services related to this sector does your industry currently use to accomplish day-to-day manufacturing operations (e.g. Internet of Things (IoT) services, predictive maintenance, cybersecurity, data analysis)? Example: Remote collection and analysis of machine performance data What digital services does your industry provide as a standalone product, or as a portion of the final sale of a manufactured good? What digital services and related technologies does your industry currently export as stand-alone products or bundled with machinery goods? Any difference than what’s sold domestically? Prioritization (12 minutes) The most important digital services to your industry’s competitiveness/success? Predict what will be most important in the future? What is necessary to compete internationally? What digital services is the United States most competitive in overseas? Discussion (8 minutes) Are there regions or technologies the United States is losing out to? (How) Do you anticipate demand in your industry (providers or users) for digital services changing in the next five years?	Brainstorm/Listing Exercise Write down on post-its (3 minutes) Go around room, every person saying their idea while we record on flip chart Hand raising Reference the services listed on the flip chart and have people raise hands if their companies do these (track using check marks) Discussion Dot voting exercise Vote with one color dots for each question Partner/group discussion: partner up or split into 2 groups, talk for 2-3 minutes, and report out to the whole group During discussion: ITA rep writes up priority services on Half-sheets of paper; ITA rep/Facilitator post on wall using painter’s tape
2:50 – 3:15	Categorizing Digital Services (25 minutes) Review the list of categories/technologies/buzzwords (10 minutes) Give participants time to view categories on wall and write down names of overarching categories (3 minutes) Quick listing exercise – read out names of categories (2 minutes) For each service, what is the larger category this particular service is in? (5 minutes) Examples, if needed: AI, IoT, Cloud computing Data analytics, Cybersecurity Selection (5 minutes) How would you categorize the digital services your industry exports abroad, whether sold as a stand-alone product or bundled with a manufactured good? Discussion (10 minutes) New digital services categories emerging within the next 5-10 years? Exports of digital services or related technologies in manufacturing beginning in the next 5-10 years that are not currently exported? Under which larger category? Which existing ones will increase or decrease?	Listing Sorting ITA rep and Facilitator (or participants) will move around the pieces of paper Dots – use dots to select which categories you export Open discussion – 2 minutes (if time permits) Write down and report out Partner/group discussion: partner up or split into 2 groups, talk for 2 minutes, and report out to the whole group
3:15 – 3:45	Data Collection Methods (30 minutes) How would a seller of digital services estimate the value that their services add to: a customer’s production process to the sale of a finished product? What would be the most effective measure to show the separate value of digital services that are bundled with machinery/goods sales? Example, if needed: The percentage of a company’s total machinery sales or revenue attributed to the bundling of digital services in the sale/export of final products? (We are not asking for the value of digital services in the manufacturing process of the final product)	Partner discussion: partner up or split into smaller groups, talk for 5 minutes, and report out to the whole group Partner discussion: partner up, talk for 5 minutes, and report out to the whole group
3:45 – 4:00	Wrap Up Facilitator: quick summary of our accomplishments. Anything missing? Check parking lot ITA representatives: Thank you and next steps

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