Siemens Process Automation End-user Summit- 2011 ... ??End-user Summit-2011 Experience. Technology. ... Product certificate. ... Siemens Process Automation End-user Summit- 2011 Experience. Technology. Community

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  • For internal use only / Siemens AG 2011. All Rights Reserved.

    Siemens Process Automation End-user Summit-

    2011

    Experience. Technology. Community

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Global Solution Partner Program Solution Partner -

    Extended Arm of Siemens

    Joachim KesslerJoachim KesslerHead of Solution Partner Program

    I IA AS S AM 2, Siemens AG

    Mobile:

    +49 (172) 862 5942

    Joachim.kessler@siemens.com

    Diego RubioDiego Rubio--SanchezSanchezBD AM / OS Solution Partner Program

    I IA AS S AM 2, Siemens AG

    Mobile:

    +49 (172) 622 0750

    diego.rubio-sanchez@siemens.com

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Uniformly defined quality and support standards worldwide actually in 63 countries

    Value added for customers and partners

    Success through true quality!... and turning it into perfection.

    Discovering quality ...

    Project quality

    Solution qualityExpert quality

    Portfolio quality

    Branchen

    Tech

    nik

    Specialist Industry

    IA/DT Branche

    n

    Solution Partner 14

    30

    38

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Solution Partner Program Status Program Modules IA&DT

    Industrial Automation

    SystemsProcess Control

    Systems

    Operator Control and

    Monitoring SystemsIndustrial Communication

    Identification

    SystemsProcess

    Instrumentation

    Motion Control

    SystemsMachine Tools

    Systems

    Standard

    DrivesLarge

    Drives

    Motors SIMOLOG

    Drives & MotionControl Cranes

    Partner Modules IA:

    19 Program Modules,

    2.591 module participations

    Partner Modules DT:

    7 Program Modules,

    279 module participations

    7 common Program Modules

    New Program Modules in preparation:Industry Solar Photovoltaic

    Converter

    SINVERT Wind Technologies

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Solution Partner Program Status and potential for a defined business development

    Awareness -

    Transparency

    Show possibilities

    leverage potentials

    Status KPI-Systematic

    Positioned brand worldwide

    Through standardizedProcesses, criteria, contracts

    Systematic services

    Defined contact persons

    Transparency,

    Defined quality

    Representative

    number of partners

    per region

    Service Portfolio Certification Partner Emblem

    References Customer Projects Volume

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Solution Partner Program: in 63 countries, Defined quality and defined business processes

    Status for Rollout350 Partners in

    6 countries

    Status 11.2007 738 Partners in

    39 countries

    Defined build up through quality controlhighContinuously improve Quality Index

    Euro

    peA

    mer

    icas

    Canada

    USAMexico

    Argentina

    Brazil

    Chile

    Colombia

    EcuadorPeru

    Venezuela

    Asi

    a / A

    fric

    a

    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

    Australia Libya

    China Malaysia

    Egypt New Zealand

    Hong Kong Singapore

    India South AfricaIsrael South Korea

    Indonesia Taiwan

    Japan Tunisia

    Kuwait UAE

    Status 01.2008: 773 Partners in

    43 countries

    Status 09/2009:

    1.114 Partners

    in 59 countries

    Status 08.2011

    1.240 Partners in

    63 countries

    Status August 2011

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Solution Partner Program

    Systematic co-operation for optimized Customer Solutions

    End

    Customer

    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

    Project

    Req

    uire

    men

    ts

    Solution

    Siemens

    Product-

    / System-

    Competence

    Technology Leader

    Worldwide Sales

    and Service

    Sustainability

    QualitySo

    lution

    Partn

    erSolution-

    / Industry-

    Competence

    Proximity to the customers

    Agility

    Efficiency

    Quality

    Worldwide IA&DT

    TechnologiesWide range of Industries

    KPIs

    Technical Certification

    Portfolio in

    Partner FinderProven sustained

    customer benefits in defined

    Industries and ProjectsPartner Emblem

    Business

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Solution Quality

    Expert Quality

    Project Quality

    Solution Partner Program uniform systematic worldwide

    Quality standard

    Measuring system

    for the Partners

    Optimization of processes and

    services of

    the program

    Inform Customers

    Aktivate

    Sales

    Portfolio Quality

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Solution Partner Program

    Service Overview

    3) STRATEGY / SALES PLATFORM

    Welcome packages

    Workshop Confirmation

    Systematic development of partners with highest quality

    Audit confirmationProduct certificate

    Workshop confirmation

    KPI

    -Sy

    stem

    4) MARKETING: PROMOTION and DIALOG PLATFORM

    1) CONFIRMATION OF QUALIFICATION

    2) DEVELOPMENT OF EXPERTISE & TECHNICAL SUPPORTPartner contract Partner certificate Partner Finder Partner emblem Partner nameplate Confirmation

    Partner Academy Project support Preferred

    hotline access

    Partner and customer events Fairs & support Partner extranet Partner Finder

    Print and online campaign Internet and Partner Finder Brochures Templates, advertizing material

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Solution Partner Academy

    Centralized Support

    Decentralized Services/Benefits

    ...

    Training Documentation Equipment E-Test Project-Support

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Yearly Exclusive Activities for Solution Partners

    to ensure highest Expert Quality

    Trainings and documentation specifically tailored to needs of Solution Partners

    Partner Academy with more than 20 Senior Trainers in 20 regional

    hubs

    Number of WS p.a.

    Number of trained persons p.a.

    15 WS

    > 150 persons

    > 120 WS

    > 1.400 persons

    > 55 WS

    > 700 persons

    New

    2 WS

    > 20 persons

    New

    30 WS planned

    appr. 900 persons

    New

    2 WS

    > 75 persons

    12 WS

    > 210 persons

    Hands-on Certification Workshops

    (Mandatory)

    Demonstration Expert Days

    (Optional)

    TIA HMI Diagnostics

    FA PA Embedded FA&PA Safety

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Active business development with Solution Partners

    What is necessary?

    The right Partners for your success

    The

    right

    Partners

    The

    right

    Measures

    The

    right

    Structure

    Volume (direct + indirect)

    References / Portfolio

    Performance

    Customer Event

    Customer Visit

    KPIs

    Support from Siemens

    Sales

    Solution Know-how

    End Customer Area

    Transparency

    Customer Focus

    Structure

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Evolution of Solution Partner Program

    Marketing Campaign

    Campaign:

    The win3

    league

    Phase 1:

    20052008

    Awareness for the Solution Partner Program

    Campaign:

    True Quality

    Phase 2:

    20082011

    Image certified Quality

    Campaign:

    Realised

    Visions

    Phase 3:

    20112014

    Proof through References

    (several motifs planned)

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Google campaign

    Solution Partner Marketing Campaign

    Dialog: Customer

    Solution Partner

    Media plan

    Print campaign Online campaign

    Landing page: Enter into dialog with Solution Partners

    viaPartner FinderReference search

    approx. 2.300

    keywords defined

    Solution Partner Internet Innovated Partner Finder / References

    www.siemens.com/automation/solutionpartner

    Direct inquiry to solution partner

    http://www.siemens.com/automation/solutionpartner

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    New Solution Partner Finder

    Application oriented search

    Search for Partners or

    for References

    Search for Technology

    Search for Ind. Segment

    Search for Country

    Search for specific

    Customer Requirements

    Technologies

    Industrial Segments and Sub-Segments

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    New Solution Partner Finder Platform for Dialog End Customer Solution Partner

    1.

    Requirements

    2.

    Implementation

    3.

    Benefits

    E-Mails automatically generated for ...

    @Solution Partner @Solution Partner Manager in Region @Sender

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    New Sales Tool Kit

    Customer

    visit

    Customer

    event

    Selected References

    Selected Slides / flyers / ...

    Selected Partner Portfolios

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    End Customer Events

    Basic Concept

    Agenda Solutions with Siemens products

    Actively addressing the

    customer requirements

    1

    2

    General trends, future strategies, focus

    Processes, real-

    life examples

    Installation Operation ConversionPlanning

    Discussion forum

    about main topics

    3

    Defining next steps:leads, customer calls...

    4

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    PCS 7 Partner distribution in India

    Pune, Cotmac

    Vadodara, Hi-Mak

    Bangalore, Vasundara

    Tiruchirapalli, Micromax

    Nashik, Fox Controls

    Mumbai, Adage

    Delhi, Automation Engineers

    Surat, Cotmac

    New Delhi, Deutec

    Control

    Gandhinager, Megatech

    Control

  • For internal use only / Siemens AG 2011. All Rights Reserved.Industry Sector2011-08-02

    Uniformly defined quality standards worldwide

    Value added for customers and partners

    Success through true quality!... and turning it into perfection.

    Discovering quality ...

    Project quality

    Solution quality

    Expert quality

    Portfolio quality

  • For internal use only / Siemens AG 2011. All Rights Reserved.

    Thank you for your attention!

    Questions ?

    Siemens Process Automation End-user Summit- 2011 Experience. Technology. CommunityGlobal Solution Partner Program Solution Partner - Extended Arm of Siemens Uniformly defined quality and support standards worldwide actually in 63 countriesValue added for customers and partners Solution Partner Program Status Program Modules IA&DTSolution Partner Program Status and potential for a defined business developmentSolution Partner Program: in 63 countries, Defined quality and defined business processesSolution Partner ProgramSystematic co-operation for optimized Customer SolutionsFoliennummer 8Solution Partner ProgramService OverviewSolution Partner AcademyCentralized Support Decentralized Services/Benefits Yearly Exclusive Activities for Solution Partnersto ensure highest Expert QualityFoliennummer 12Evolution of Solution Partner ProgramMarketing CampaignSolution Partner Marketing CampaignDialog: Customer Solution PartnerNew Solution Partner FinderApplication oriented searchNew Solution Partner Finder Platform for Dialog End Customer Solution PartnerNew Sales Tool KitEnd Customer Events Basic ConceptPCS 7 Partner distribution in IndiaUniformly defined quality standards worldwideValue added for customers and partners Siemens Process Automation End-user Summit- 2011 Experience. Technology. Community

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