Innovations and Growth for FA-Solution Partners und -Approved Partners
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1 Innovations and Growth for FA-Solution Partners und -Approved Partners ISRAEL Partner Management Conference 2015 Page 1
2 Content FA Partner Management & Strategy Team FA Partner Program Status Benefits and Offers FA Partner Strategy Expectations and next Steps Page 2
3 Solution Partners, Approved Partners Operational Management Team Head Oliver Miete RM PTM FA Masterplan, VSS Diego Rubio-Sanchez RM PTM, contracts, extranet Nikolaus Rösler RM PTM Events, Faírs, Tools Ioanna Karapanou - Blob Value Add Services Training Hotline, SW Support Michael Jantzon diego.rubio-sanchez@ siemens.com nikolaus.roesler@siemens.com ioanna.karapanou-blob@siemens.com michael.jantzon@ siemens.com WinCC Specialsts, Dirk Wagner, dirk.dw.wagner@siemens.com Page 3
4 Solution Partners DF, PD and EM LP Partners in 76 countries with defined Quality Worldwide, the best Partner Program in Industry Siemens Solution Partners are the first choice worldwide Create competitive advantage for our customers Europe Americas Austria France Netherlands Spain Belgium Germany Norway Sweden Bosn. Herzeg. Greece Poland Switzerland Bulgaria Hungary Portugal Turkey Byelorussia Ireland Romania Ukraine Croatia Italy Russia United Kingdom Czech Republic Latvia Serbia Denmark Lithuania Slovakia Finland Malta Slovenia Canada Colombia USA Ecuador Mexico Peru Argentina Venezuela Brazil Bolivien Chile Asia / Africa Australia Japan South Africa China Kuwait South Korea Egypt Bahrain Taiwan Hong Kong Libya Tunisia India Israel Malaysia New Zealand UAE Libanon Indonesia Singapore Page 4
5 Solution Partner Strategy for Factory Automation Customer Solution oriented Focus on Core competencies Demand on efficient Solutions Partner Added value in Product, solution und Service Siemens I DF FA Product-oriented Concentration on Core competence Product Create added value Page 5
6 Partner Branding Emblems for Industry Partners Solution Partner Approved Partner (VAR) Focused on System Integration: Focused on: Industries or Infrastructure Distribution competent in solutions Pro-active selling Building installed base Modification/ Assembly highest competence in technology's Technical Competence in sales Page 6 Differentiation in category and portfolio via certificate Availability Area coverage
7 Global Brand Solution Partner and Approved Partner Program - Worldwide uniform systematic for defined criteria, processes and services Strong Emblem uniform processes, conduct guide based on the KPI-Systematic Program Measures FA-Specific Measures Standard Contracts Technical Support Hotline (SOP) Certificate ^^ Marketing Platform Actual Software versions and Updates Technical and Sales Trainings Partner Emblem Joint Sales activities SOP APP Project Quality Offer Quality Solution Quality Expert Quality Delivery Quality Consulting Quality Service Quality (repair) Page 7
8 Active business development with Solution Partners What is necessary? The right Partners The right Benefits Regional coverage Min. volume Certification, Qualification Portfolio, References CWS / Audit Welcome Packages Expert WS, Webinars Partner Finder, Marketing, Extranet The right Sales Set-Up and systematic Support through Siemens Sales Solution Know-how Define the potentailities Partner planning: Business & measures for 2016 Page 8
9 Solution Partner Program DF Continuous development of Partner quality by KPI - fulfillment Regional coverage Considerable Business Certified Expertise's Discovering quality... Comprehensive Portfolio Project Quality Offer Quality Solution Quality Expert Quality Page 9
10 Solution Partner Clear requirements for excellent collaboration Technical Certification Portfolio in Partner Finder References Partner Emblem Business Projects Product- /System- Competence Technology Leader Worldwide Sales and Service Sustainability Quality KPIs Solution-/Industry- Competence Proximity to the customers Agility Efficiency Quality Worldwide IA&DT Technologies KPI: Key Performance Indicator Solution Product design Production planning Production engineering Production execution Services Wide range of Industries End Customer Project Requirements Improve Quality Increase Availability Raise Throughput Increase Flexibility Ensure Security Seamless Integration Increase Energy Efficiency Reduce Cost of Production Minimize Operating Costs Reduce Cost of Hardware Page 10
11 Active business development with Solution Partners What is necessary? The right Partners The right Benefits The right Sales Set-Up and systematic Regional coverage Min. volume Certification, Qualification Portfolio, References Solution Partner Academy CWS / Audit Welcome Packages Expert WS, Webinars Partner Finder, Marketing, Extranet Support through Siemens Sales Solution Know-how Define the potentailities Partner planning: Business & measures for 2016 Page 11
12 Solution Partner Academy Central Support Decentralize Benefits, global Successfully established Certification-Workshops on defined days Additional use of Remote more performant trainings all the year Remote Additional Topics - All the year with - individual access to the Equipment Webinare Webinare Webinare Webinare Documents Equipment E-Test Technical Trainings e.g. : WinCC-Scada PLM Software Network Security Optimized Optimized Support Support through through additional additional Trainings Trainings proposals proposals Page 12
13 Solution Partner Software Packages for internal use Expected requirements from the standpoint of the partners Requirement Software Download for TIA Portal Software planned Comprehensive offer: Software packages for all relevant fields in IA&DT (Cross Selling) Automatic upgrading: Only one initial order required, upgrades are delivered automatically No extra costs: Costs for service already contained in partner fee A Full licenses included: For a defined number of engineering stations and for all major releases Prompt availability: Upgrades arrive at partners site shortly after release and with priority Tested compatibility: Regular releases of versions which are compatible with each other Easy handling and license administration: Any historic version can be installed easily Scope tailored to specific partners needs: Number/type of licenses depending on partner status / size Page 13
14 FA-PTM Webinars Topics: Current trend/- technology-topics. For example: industrial networking security, power to gas. Internal product topics, which have been available only for SAG employees so far, will be offered exclusively for our SOPs. Benefits: Practical expert Know-How to current topics. Interactive constitution of the Webinars. Our Target: We want to increase the qualification of our Partners, with continuous training.. Page 14
15 FA-PTM Webinars Hardfacts: 3 sessions / 2 languages 90 minutes bi-monthly interval Americas Session 3: 16:30-18:00 Uhr Europe Session 2: 13:00-14:30 Uhr Overseas Session 1: 9:00-10:30 Uhr Service: Extranet-platform with videos and documents to download Appointments & topics: 07.15: WinCC Scada (Part 3): 09.15: Network security Page 15
16 Webinare for Solution Partners Schedule : WinCC Scada (Part 1): (Mr. Ralf Körner) : WinCC Scada (Part 3): (Mr. Ralf Körner) January March May July September : PLM Software Ms. Daniela Jimenéz, Mr. Alberto Valdez) : WinCC Scada (Part 2): (Mr. Ralf Körner) : Network Security (Ms. Ricarda Koch) Page 16
17 Active business development with Solution Partners What is necessary? Transparent offers in portfolio and expertise Marketing and promotion for Solution Partner Banner Print with QR-Code Search engines Social Media Internet Market Place (Partner Finder) Provides contact of solution partner based on end customer and industry specific demand Active sales together with our Solution Partners Sales Tool Kit Customer visits Joint on site visits at customers site + Customer Forums focused on the current market trends Industry specific forums focusing to the interaction of end customers solution partners and Siemens. Page 17
18 Solution Partner Endcustomer events Hardfacts: Since 2008: Approached over 800 End customers Promotion of over 300 Solution Partners Implementation of events in many countries In 5 of them the Endcustomer Events take place in the meantime yearly Demonstrating competence in important industry branches like: F&B, W&WW and Pharma Page 18
19 Solution Partner Endcustomer events since 2008: 2010 Pharma 2011 Pharma F&B PA-Industries 2012 F&B Pharma Page 19
20 Solution Partner End-customer events since 2008 and we continue 2013 F&B F&B W&WW Page 20
21 Solution Partner End-customer events Success stories End Customer Forum in November, in Leipzig. Focus on F&B Please update always your profiles and references in Partner Finder!!!! Thanks to the Siemens Solution Partner Finder, we have been contacted by a big End customer and won a big project! Statement of a well-established German SOP You never know, who is going to call you next!!!! Page 21
22 Solution Partner Marketing Promote EC-Events via Partner Finder and Solution Partner Internet End Customer Forums Promotion in both Intranet and Internet Internet Intranet Kundenevents Übersicht Datum Titel Land Ort Forum für Nachhaltigkeit und Rückverfolgbarkeit in der Nahrungsmittelindustrie Spain Madrid bis Branchentreff Food & Beverage 2012 Germany Leipzig ÊC-events Via Partner Finder or Solution Partner Internet Titel der Veranstaltung Muster Musterstadt Page 22
23 Automation Days for Solution Partners 2015 Solution Partner Feedback 1. Automation Days for SOP 70 Solution Partners attended Very positive Feed-Back pls. repeat! Good balance of Sales and Technical Information Solution Partners feel at home at Siemens Excellent communication with Product Managers Discussion with experts should be intensified Micro-Fair good idea and good topics Excellent topics, separated WSs for SOP s heads as we say in Hebrew: next year in Jerusalem!!!! Page 23
24 Active business development with Solution Partners What is necessary? The right Partners Regional coverage Min. volume Certification, Qualification Portfolio, References The right Benefits CWS / Audit Welcome Packages Expert WS, Webinars Partner Finder, Marketing, Extranet The right Sales Set-Up and systematic Develop strategy and define measures. Define the potentialities Area End Customer Partner planning: Business & measures for 2016 Page 24
25 Process Onboarding Industry Partner FA Partner Program Take Aways Keep on the well established Solution Partner Program o Make use of the offering of PTM o Use the SOP emblem to your internet pages o Update your profiles and references o Participate to the webinars o Make use of the Solution Partner Academy Remote Platform o Take part to the Certification Workshops remotely o Certify your competences Page 25
26 Thank You! Ioanna Karapanou-Blob Regional Partner Manager for South-East Europe Thank you for your attention!!! Page 26
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