Account Planning Process (APP + )

Transcription

1 Siemens and Account Planning Process (APP + ) May 2006 Copyright (C) Siemens AG top All Rights Reserved

2 Siemens innovations have changed the world Communications From single messages on a single line to millions of simultaneous calls Healthcare From the first views inside the body to full-body 3D scans Transportation From the first electric railway to 310-mph maglev trains Copyright (C) Siemens AG top + Focus 05/06 2

3 Siemens innovations have changed the world Energy From the invention of the dynamo to the world s most efficient gas turbines Lighting From the first commercial metal filament lamp to high-tech organic LEDs Automation From the first electronic controls to fully automated factories Copyright (C) Siemens AG top + Focus 05/06 3

4 Active in six business areas Information and Communications Automation and Control Power Transportation Medical Lighting Communications Automation and Drives Power Generation Transportation Systems Medical Solutions OSRAM Siemens Business Services Industrial Solutions and Services Power Transmission and Distribution Siemens VDO Automotive Siemens Building Technologies 23% 26% 16% 19% 10% 6% External sales of Operations Groups excluding Other Operations Copyright (C) Siemens AG top + Focus 05/06 4

5 APP + is based on 3 essential Core Elements Process Account Team Portal & Account Plan Operational Implementation Results Relationship Profitable Growth Implement measures Kickoff Review Analyze situation Idea Generate Support concept Account specific planning feedback Realize sales Intranet Target Agreements & Incentives + + = ATP AP Strategic objectives Account Team Benefit Interview Nominate Account Team Formulate measures clarify measures Database Opportunities Monitoring Strategic Partnership Support through Regions, Sector Development Boards and Account Management Offices (AMO) Cooperation within Account Teams and Best Practice Source: AMO Services, AMO Industry, Focus - Siemens One Copyright (C) Siemens AG top + Focus 05/06 5

6 Successful account management is assured by uniform, continuous process APP + Account Planning Process APP + Info Preparation Kick-off / Review Information gathering Identification of Participants APP Workshop Analysis within Account Teams Identification of Business Opportunities Active Participation of Implementation of Measures Kickoff Situation Analysis Idea Generation Interview Continuous Process Nominate Account Team Formulate Measures DI 1 DI 2 Review Acc.- specific Planning Custo- mer- Feedback Support Concept Realize Sales Clarify Measures DI 5 DI 4 DI 3 Relationship $ Business Plan and Target Agreements with Account Team Feedback; to agree form of Strategic Partnership Nominate AM / Team; Support Concept Business Development Work out Benefit and Sales Promotion Strategy Operational Implementation and Monitoring Objectives / Strategies for Development Process Support by APP Facilitator Profitable Growth; Comparison with current Status DI = Degree of Implementation Source: AMO Services, AMO Industry, Focus - Siemens One Copyright (C) Siemens AG top + Focus 05/06 6

7 APP + provides value add both, to the customer and Siemens APP + : Value proposition Holistic Siemens approach towards customer and establishing of single point of contact Common identification of challenges, risks and trends of customer's business Jointly defined next steps and roadmap to fulfill customer's needs Provision of outstanding customer benefit Establishing of strategic, value added partnership Increasing own (customers) market share by improving his business3 Management Holistic, coordinated Siemens approach towards customer Stringent methodology to increase Siemens business and share of wallet Identification of challenges, risks and trends in different industries Changing of Siemens perception towards strategic partner Clear allocation of responsibilities towards customer Source: Team top + Focus - Siemens One Profitable growth Account Manager In depth understanding of customer's business, challenges, risks and customer's needs, buying behavior and decision making process Deduction of cross-group business opportunities and establishing of improved cross-group cooperation Definition of common roadmap - agreed with customer - to establish strong partnership Clear account planning strategy (incl. identified risks) and targets, backed with incentives for account team Clear allocation of responsibilities within Siemens Account Team Members Establishing of contact network to customer and within Siemens Sharing of business opportunities Common, reviewed systematic to increase (Group's) business at customer Facilitator Building network to Siemens Groups, Business Units, Regions, Gaining expertise on customers and business segments Improving emotional intelligence and facilitation skills (moderation, communication, presentation) Copyright (C) Siemens AG top + Focus 05/06 7

8 APP + provides value add to the customer APP + : Value proposition Holistic Siemens approach towards customer and establishing of single point of contact Common identification of challenges, risks and trends of customer's business Jointly defined next steps and roadmap to fulfil customer's needs Provision of outstanding customer benefit Establishing of strategic, value added partnership Market-leader technical solutions instead of the cheapest available purchase price - Increasing own (customers) market share by improving his business and Profitable growth Source: Team top + Focus - Siemens One Copyright (C) Siemens AG top + Focus 05/06 8

9 Selected References Upstream Onshore Offshore FPS Ormen Lange Groningen Gas Field Seawater Filtration System Stena Don Falcon P43 and P48 Midstream Terminal Management Pipeline LNG and Automation Yamal Pipeline Compressor Station Pumping Stations Hammerfest Harmonic Filter System Tank Farm Downstream Refinery Olefins GTL/CTL Leuna 2000 Madero Heide Humber Port Arthur Secunda Copyright (C) Siemens AG top + Focus 05/06 9

10 Upstream Reference Groningen Gas Field Upstream/Onshore One of 22 NAM B.V. compressor stations producing natural gas from the Groningen gas field in the Netherlands. In order to match daily and seasonal fluctuations of demand a compression solution providing a wide operating envelope was required. Siemens scope of supply: the world s first electrical high-speed variablespeed drive systems with active magnetic bearings; harmonic filter plant and all auxiliaries; fan motors for cooling banks; system integration; conceptual and detail engineering; network analysis and vibration studies. Copyright (C) Siemens AG top + Focus 05/06 10

11 Midstream Reference Compressor Station Midstream/Pipeline A Wingas compressor station boosting European east/west natural gas transport capacities. Siemens scope of supply: compressor trains powered by the innovative SGT-700 gas turbine; control systems; automation and integration up to enterprise resource planning (ERP) level. Copyright (C) Siemens AG top + Focus 05/06 11

12 Downstream Reference Heide Downstream/Refinery Based on extensive positive experience with Siemens products, Siemens was asked to supply and install a state-of-the-art DCS at Shell s refinery in Heide, Germany. The solution had to interface with a variety of other systems, including AspenTech IPX (APC), Refinery Information System IRIS, SAP, and SIGRAPH EMR. Siemens scope of supply: PCS 7 system including 9+25 controllers, three redundant OS servers, seven standard clients, eleven single user stations, one large display wall and three engineering systems. Copyright (C) Siemens AG top + Focus 05/06 12

13 and finally it s all about people! Copyright (C) Siemens AG top All Rights Reserved top + Focus 02/06 13