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Restricted © Siemens AG 2015Page 1 DF FA S PTM PSD
Innovations and Growth forFA-Solution Partners und -Approved PartnersISRAEL Partner Management Conference 2015
Restricted © Siemens AG 2015Page 2 DF FA S PTM PSD
• FA Partner Management & Strategy – Team
• FA Partner Program – Status
• Benefits and Offers
• FA Partner Strategy – Expectations and next Steps
Content
Restricted © Siemens AG 2015Page 3 DF FA S PTM PSD
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
Value Add Services – TrainingHotline, SW SupportMichael Jantzonmichael.jantzon@ siemens.com
RM PTMEvents, Faírs, ToolsIoanna Karapanou - [email protected]
WinCC Specialsts, Dirk Wagner,
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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
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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
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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
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^^
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
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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?
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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 ...
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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
Restricted © Siemens AG 2015Page 11 DF FA S PTM PSD
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
• Solution Partner Academy• 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?
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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
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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
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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..
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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
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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
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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)
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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
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2010
F&B
Pharma
Solution Partner Endcustomer events since 2008:
2011 Pharma
PA-Industries
2012 F&B Pharma
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Solution Partner End-customer events since 2008 and we continue…
2014
W&WW
2013 F&B F&B2015
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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!!!!
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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
Restricted © Siemens AG 2015Page 23 DF FA S PTM PSD
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 !!!!
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The rightPartners
The rightSales Set-Up and systematic
The rightBenefits
• Regional coverage• Min. volume • Certification, Qualification• Portfolio, References
• 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?
Develop strategy and define measures.Define the potentialities
End Customer Area
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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
Restricted © Siemens AG 2015Page 26 DF FA S PTM PSD
Ioanna Karapanou-Blob
Regional Partner Manager for South-East Europe
E-mail:[email protected]
Thank you for your attention!!!
Thank You!
www.siemens.com