Innovations and Growth for FA-Solution Partners und ... · PDF file12/5/2015 · FA-Solution Partners und -Approved Partners ... WinCC Specialsts, ... Technologies End Customer Project

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Innovations and Growth forFA-Solution Partners und -Approved PartnersISRAEL Partner Management Conference 2015


• FA Partner Management & Strategy – Team

• FA Partner Program – Status

• Benefits and Offers

• FA Partner Strategy – Expectations and next Steps

Content


Team Head

Oliver [email protected]

RM PTM FA–Masterplan, VSSDiego Rubio-Sanchezdiego.rubio-sanchez@ siemens.com

DF FA S PTM PSD – Solution Partners, Approved PartnersOperational Management

RM PTM, contracts, extranetNikolaus Rösler

[email protected]

Value Add Services – TrainingHotline, SW SupportMichael Jantzonmichael.jantzon@ siemens.com

RM PTMEvents, Faírs, ToolsIoanna Karapanou - [email protected]

WinCC Specialsts, Dirk Wagner,

[email protected]


Solution Partners DF, PD and EM LP1.440 Partners in 76 countries with defined Quality

Austria France Netherlands Spain

Belgium Germany Norway SwedenBosn. Herzeg. Greece Poland Switzerland

Bulgaria Hungary Portugal Turkey

Byelorussia Ireland Romania Ukraine

Croatia Italy Russia United KingdomCzech Republic Latvia Serbia

Denmark Lithuania Slovakia

Finland Malta Slovenia

Euro

pe

Australia

Libya

China

Malaysia

Egypt

New Zealand

Hong Kong

Singapore

India

South Africa

Israel

South Korea

Indonesia

Taiwan

Japan

Tunisia

Kuwait

UAELibanon

Bahrain

Am

eric

as

Asi

a / A

fric

a

Bolivien

Canada

USAMexicoArgentina

Brazil Chile

ColombiaEcuador

Peru

Venezuela

Create competitive advantage for our customers

Worldwide, the best Partner Program in Industry

Siemens Solution Partners arethe first choice worldwide


Solution Partner Strategy for Factory Automation

Create added value

Focus on Core competenciesDemand on efficient Solutions

Partner

Siemens I DF FA„Product-oriented“

Customer“Solution–oriented”

Added – value in Product, solution und Service

Concentration on Core competence Product


Approved Partner (VAR)

Partner BrandingEmblems for Industry Partners

Focused on System Integration:• Industries or Infrastructure• competent in solutions • Building installed base • highest competence in technology's

Solution Partner

Focused on:• Distribution • Pro-active selling• Modification/ Assembly• Technical Competence in sales

• Availability• Area coverage Differentiation in

category and portfolio via certificate


^^

Solution Partner and Approved Partner Program -Worldwide uniform systematic for defined criteria, processes and services

Global Brand

Strong Emblem – uniform processes, conduct guide – based on the KPI-Systematic

Solution Quality Expert QualityProject Quality Offer QualityService Quality (repair)Delivery Quality Consulting Quality

SOPAPP

Standard Contracts

Marketing Platform

Certificate

Partner Emblem

Technical SupportHotline (SOP)

Technical and Sales Trainings

Actual Software versionsand Updates

Joint Sales activities

Program Measures FA-Specific Measures


The rightPartners

The rightSales Set-Up and systematic

The rightBenefits

• Regional coverage• Min. volume • Certification, Qualification• Portfolio, References

• Support through Siemens Sales• Solution Know-how• Define the potentailities

• CWS / Audit • Welcome Packages• Expert WS, Webinars• Partner Finder, Marketing, Extranet

Partner planning: Business & measures for 2016

Active business development with Solution Partners What is necessary?


Solution Partner Program DFContinuous development of Partner quality by KPI - fulfillment

Regional coverage

Considerable Business

Certified Expertise's

Comprehensive Portfolio

Solution Quality Expert QualityProject Quality Offer Quality

Discovering quality ...


Solution PartnerClear requirements for excellent collaboration

Product- /System-Competence

• Technology Leader

• Worldwide Salesand Service

• Sustainability

• Quality

KPI: Key Performance Indicator Solution

KPIs

Solution-/Industry-Competence Worldwide

IA&DT Technologies

EndCustomer

Project

Req

uire

men

ts

Technical Certification

Portfolio inPartner Finder

References BusinessPartner Emblem Projects

• Proximity tothe customers

• Agility

• Efficiency

• Quality

ServicesProductionexecution

Productionplanning

Productdesign

Productionengineering

Wide range of Industries

• 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


The rightPartners


The rightBenefits


• Support through Siemens Sales• Solution Know-how• Define the potentailities

• Solution Partner Academy• CWS / Audit

• Welcome Packages• Expert WS, Webinars• Partner Finder, Marketing, Extranet




Solution Partner AcademyCentral Support – Decentralize Benefits, global

Equipment E-Test Technical TrainingsDocuments

WebinareWebinare

WebinareWebinare

Successfully established Certification-Workshops on defined days

Additional Topics- All the year with - individual access to the

Equipment

Remote

Additional use of Remote – more performant trainings all the year

e.g. :WinCC-ScadaPLM – SoftwareNetwork Security

Optimized Support through additional Trainings proposals Optimized Support through additional Trainings proposals


Comprehensive offer: Software packages for all relevant fields in IA&DT (Cross Selling)

Solution Partner Software Packages for internal useExpected requirements from the standpoint of the partners

Automatic upgrading:Only one initial order required, upgrades are delivered automatically

A

No extra costs: Costs for service already contained in partner fee €

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

Requirement Software Download for TIA Portal Software planned


FA-PTM Webinars

Topics:• Current trend/- technology-topics.

For example: industrial networkingsecurity, power to gas.

• Internal product topics, which havebeen available only for SAG employees so far, will be offeredexclusively 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..


FA-PTM Webinars

Americas

Session 3: 16:30 -18:00 Uhr

Hardfacts: • 3 sessions / 2 languages

• 90 minutes

• bi-monthly interval

Appointments & topics:• 07.15: WinCC Scada (Part 3):

• 09.15: Network security

Service: • Extranet-platform with videos and

documents to download https://extranet.w3.siemens.com/industry/solution-partner/en/extranet/programm-module/ssp-ass/additional-info/Pages/webseminars.aspx

Europe

Session 2: 13:00 -14:30 Uhr

Overseas

Session 1: 9:00 -10:30 Uhr


Webinare for Solution PartnersSchedule

January March May September

13.01.2015:

PLM Software

Ms. Daniela Jimenéz,Mr. Alberto Valdez)

20.03.2015:

WinCC Scada (Part 1): (Mr. Ralf Körner)

12.05.2015:

WinCC Scada (Part 2):(Mr. Ralf Körner)

July

02.07.2015:

WinCC Scada (Part 3): (Mr. Ralf Körner)

09.2015:

Network Security(Ms. Ricarda Koch)

2015 2015


Active business development with Solution PartnersWhat is necessary?

Active sales together with our Solution Partners

Joint on site visits at customers site

Industry specific forums focusing to the interaction of end customers solution partners and Siemens.

Sales Tool Kit Customer visits Customer Forums focused on the current market trends

+

Transparent offers in portfolio and expertise

• Banner

• Print with QR-Code

• Search engines

• Social Media

Marketing and promotion for Solution Partner

Provides contact of solution partner based on end customer and industry specific demand

Internet Market Place (Partner Finder)


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 industrybranches like: F&B, W&WW and Pharma

Solution Partner Endcustomer events


2010

F&B

Pharma

Solution Partner Endcustomer events since 2008:

2011 Pharma

PA-Industries

2012 F&B Pharma


Solution Partner End-customer events since 2008 and we continue…

2014

W&WW

2013 F&B F&B2015


Solution Partner End-customer events Success stories

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

End Customer Forum in November, in Leipzig.

Focus on F&B

Please update always your profiles andreferences in Partner Finder!!!!

You never know, who is going to call you next!!!!


Solution Partner MarketingPromote EC-Events via Partner Finder and Solution Partner Internet

Via Partner Finder or Solution Partner InternetÊC-events

Kundenevents – Übersicht

Datum Titel Land Ort

31.01.2013 „Forum für Nachhaltigkeit und Rückverfolg-barkeit in der Nahrungsmittelindustrie“

Spain Madrid

15.11.2012 bis 16.11.2012

Branchentreff „Food & Beverage 2012“

Germany Leipzig

12.00.2012 Titel der Veranstaltung Muster Musterstadt

End Customer ForumsPromotion in both Intranet and Internet

IntranetInternet


Automation Days for Solution Partners 2015Solution Partner Feedback

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

1. Automation Days for SOP – 70 Solution Partners attended

…as we say in Hebrew: next year in Jerusalem !!!!


The rightPartners


The rightBenefits


• CWS / Audit • Welcome Packages• Expert WS, Webinars• Partner Finder, Marketing, Extranet



Develop strategy and define measures.Define the potentialities

End Customer Area


Process OnboardingIndustry Partner

FA Partner ProgramTake 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


Ioanna Karapanou-Blob

Regional Partner Manager for South-East Europe

E-mail:[email protected]

Thank you for your attention!!!

Thank You!

www.siemens.com