Water Networks Management Optimization. Energy Efficiency, WaterDay Greece, 2014 Smart Water siemens.com/answers
Solution Partner Strategy I IA/DT Customer Solution oriented Focus on Core competencies Demand on efficient Solutions Partner Added value in Product, solution und Service Siemens I IA/DT Product-oriented Concentration on Core competence Product Create added value Page 2
Solution Partner I IA/DT: over 1,350 Partners in 70 countries, defined global Brand and 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 status at rollout 350 partner in 6 countries status 11,2007 738 partners in 39 countries status 2008/01: 773 partners in 43 countries status 2009/09: 1,114 partners in 59 countries status 2010/09: 1,199 partners in 60 countries status 2014/05 1.350 partners in 70 countries Page 3
Solution Partner Program - worldwide uniform KPI - classification for defined criteria, processes and und potential Project Quality Offer Quality Solution Quality Expert Quality KPI-classification to ensure quality identifying potential partner, defined processes and services Reaching end customers and sales, tapping the full potential Raising quality awareness at the market Partner Finder / Sales Kit Dialogue-Marketing Marketing umbrella campaign Grow successful together! Page 4
Global Brand Solution Partner Program Worldwide uniform systematic for defined criteria, processes and services Strong Emblem Global Brand Uniform processes, conduct guide Uniform services Certificate, download on daily global demand, mandatory in most tenders Contract /conduct guide Technical Support Software support Marketing Project Quality Offer Quality Solution Quality Expert Quality Page 5
Solution Partner Program 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 6
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 Solution Partner planning: business & measures for 2014 Page 7
Solution Partner Academy Central Support Decentral Benefits, global Workshops Basic Webinars Expert topics e.g. WinCC Scada, Remote Diagnostics Remote Partner Hotline Case tracking Comprehensive Project - Training and - Support the full year Page 8
Benefits for Solution Partner, Specialists and Industry Partner 1) PROOF OF SKILL SETS Partner Contract Partner Certificate Partner Finder Partner Emblem Metal Sign 2) TECHNICAL SUPPORT Specialist / Industry Audit Confirmation Workshop Confirmation Audit Confirmation Product certificate Proof Welcome Packages SW Packages Specialists/ Ind 3) KNOWLEDGE / STRATEGY / SALES PLATFORM Partner Academy Specialist / Industry web seminars Projekt Support Specialist / Industry Expert Support Exclusive Hotline access KPI - System Partner and Customer Events Specialist / Industry Conferences Fairs & Support Partner Extranet Specialist / Industry Extranet Partner Finder 4) PLATFORM FOR ACQUISITION DIALOG MARKETING Online / Print Campaign Internet and Partner Finder Partner Flyer Specialist/Industry Brochure Templates / Marketing Material Page 9
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 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 11
WaterDay Greece, 2014 Athens, 10.10.2014 Thank you for your attention Page 12 Joachim Kessler Head of Partner Management worldwide DF FA S PTM PDE Phone: +49 (911) 895-4669 E-Mail: joachim.kessler@siemens.com Ioanna Karapanou-Blob Partner Development South-East Europe DF FA S PTM PDE Phone: +49 (911) 895-3317 E-Mail: ioanna.karapanou-blob@siemens.com