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Nur für internen Gebrauch / © Siemens AG 2014. Alle Rechte vorbehalten.
I IA AS Partner Program
Management
Joachim Kessler
Restricted / © Siemens AG 2014. All Rights Reserved.
Solution Partner Strategy I IA/DT
Added – value in Product, solution und Service
Focus on Core competencies Demand on efficient Solutions
Concentration on Core competence Product
Customer “Solution –oriented”
Siemens I IA/DT „Product-oriented“
Partner
Create added value
Restricted / © Siemens AG 2014. All Rights Reserved.
Solution Partner I IA/DT: over 1,350 Partners in 70 countries, defined global
Brand and Quality
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
Eu
rop
e
Australia
Libya
China
Malaysia
Egypt
New Zealand
Hong Kong
Singapore
India
South Africa
Israel
South Korea
Indonesia
Taiwan
Japan
Tunisia
Kuwait
UAE
Libanon
Bahrain
Am
eri
ca
s
Asia
/ A
fric
a
Bolivien
Canada
USA
Mexico
Argentina
Brazil
Chile
Colombia
Ecuador
Peru
Venezuela
Siemens Solution Partners are
the first choice worldwide
Create competitive advantage
for our customers
Worldwide, the best Partner Program
in Industry
Restricted / © Siemens AG 2014. All Rights Reserved.
Siemens Solution Partners in Turkey – ensured application quality
Nur für internen Gebrauch / © Siemens AG 2012. Alle Rechte vorbehalten.
Industry Sector Seite 5 12/09/2014
With true quality to Success
…Improve Quality … …and convert in to optimum Solutions.
Our purpose is to promote the quality of our partners and to offer the optimum
solution in all Industry sectors to our end customer.
Identify Quality …
Discovering quality ...
Restricted / © Siemens AG 2014. All Rights Reserved.
Solution Partner Program - worldwide uniform KPI - classification for defined criteria, processes and und potential
identifying potential
partner, defined
processes and services
Raising
quality awareness
at the market
Reaching end customers
and sales,
tapping the full potential Dialogue-Marketing
Marketing umbrella campaign
Partner Finder / Sales Kit
to ensure
quality
KPI-classification
Solution Quality
Expert Quality
Project Quality
Offer Quality
Grow successful together!
Restricted / © Siemens AG 2014. All Rights Reserved.
Solution Partner and (Approved Partner) Program -
Worldwide uniform systematic for defined criteria, processes and services
Uniform processes, conduct guide
Global Brand
Strong Emblem Uniform services
Contract /conduct guide
Certificate, download on daily
global demand, mandatory in
most tenders
Technical Support Software support
Marketing
Solution Quality Expert Quality Project Quality Offer Quality
Restricted / © Siemens AG 2014. All Rights Reserved.
Solution Partner Program I IA / DT Continuous development of Partner quality by KPI - fulfillment
Solution Quality Expert Quality Project Quality Offer Quality
Discovering quality ...
Regional coverage
Considerable Business
Certified Expertise's
Comprehensive Portfolio
Restricted / © Siemens AG 2014. All Rights Reserved.
Active business development with Solution Partners What is necessary?
Solution Partner planning: business & measures for 2014
The
right
Partners
The
right
Sales Set-Up and
systematic
The
right
Benefits
Regional coverage
Min. volume
Certification, Qualification
Portfolio, References
Support through Siemens Sales
Solution Know-how
Define the potentailities
CWS / Audit, extended technical support, Welcome Packages
Expert WS, Webinars
Partner Finder, Marketing, Extranet
Events, fairs, Promotion Product and systems
Restricted / © Siemens AG 2014. All Rights Reserved.
Solution Partner Academy
Central Support – Decentral Benefits, global
Comprehensive Project - Training and - Support the full year
Webinars Remote
Basic
Expert topics
Workshops
e.g. WinCC Scada,
Remote Diagnostics
Partner – Hotline
Case tracking
Restricted / © Siemens AG 2014. All Rights Reserved.
1) QUALIFIKATIONSNACHWEISE
Partner Vertra Partner Zertifikat Partner Finder Partner Emblem Partner Schild
Specialist / Industry Audit Confirmation Nachweis
Audit Confirmation
Product certificate
Workshop Confirmation
2) WISSENSAUFBAU & TECHNISCHER SUPPORT
Welcome Packages
SW Packages
Specialists/ Ind Partner Academy
Specialist / Industry
web seminars Projekt Support Specialist / Industry
Expert Support
Exclusive Hotline
access
3) STRATEGIE- / VERTRIEBSPLATTFORM
Partner and
Customer Events
Specialist / Industry
Conferences Fairs & Support Partner Extranet
Specialist / Industry
Extranet Partner Finder
4) MARKETING: AKQUISITIONS- und DIALOGPLATTFORM
Online / Print Campaign Internet and Partner Finder Partner Flyer
Specialist/Industry Brochure Templates / Marketing Material
KP
I -
Syste
m
Benefits for Solution Partner, Specialists and Industry Partner
Partner Contract Partner Certificate
1) PROOF OF SKILL SETS
2) TECHNICAL SUPPORT
3) KNOWLEDGE / STRATEGY / SALES PLATFORM
4) PLATFORM FOR ACQUISITION – DIALOG MARKETING
Metal Sign Proof
Restricted / © Siemens AG 2014. All Rights Reserved.
Solution Partner
Clear requirements for excellent collaboration
Solution
KPIs
Product- /System-
Competence
• Technology Leader
• Worldwide Sales
and Service
• Sustainability
• Quality
Solution-/Industry-
Competence
Worldwide
IA&DT
Technologies Wide range
of Industries
End
Customer
• Improve Quality
• Increase Availability
• Raise Throughput
• Increase Flexibility
• Ensure Security
Project • Seamless Integration
• Increase Energy Efficiency
• Reduce Cost of Production
• Minimize Operating Costs
• Reduce Cost of Hardware Requirem
ents
Technical
Certification
Portfolio in
Partner Finder
References Business Partner Emblem Projects
• Proximity to
the customers
• Agility
• Efficiency
• Quality
KPI: Key Performance Indicator
Services Production execution
Production planning
Product design
Production engineering
Nur für internen Gebrauch / © Siemens AG 2014. Alle Rechte vorbehalten.
Partner Management
Industry Thank you!