Rerestricted / © Siemens AG 2018. All Rights Reserved.
Siemens PD DF East Africa Conference – Nairobi 2018
Partner DayDriving Growth in Africa, Together!
20.02.2018Page 2
East Africa Siemens PD DF Conference 2018, Ole Sereni Hotel Nairobi
Day 2- Partners Only 21 Feb Date and Time Min Agenda item Presenting
09H00-09h15 15 Welcome & Introduction José Barbosa
09h15-10h00 45 Siemens strategy for growth in East Africa Ralf Leinen
10h00-11h00 60 Siemens Partner Program (Detailed) Diego Rubio-Sanchez
11h00-11h30 30 Coffee break All
11h30-12h30 60 Open forum – how to contribute to sustainable growth in East Africa All
12h30-13h30 60 Lunch All
13h30-14h00 30 Feedback Wrap up & Closing José Barbosa
Partnering in East Africa
Digital Factory & Process Industries and Drives
Partner Conference - Kenya
20. - 21. February 2018
Ralf Leinen
Vice President: Digital Factory & Process Industries and Drives
Southern & Eastern Africa
20.02.2018Page 4
1974Computed tomography scanner
2015Somatom Force
2010Biograph mMR
2013PLM Software
1881Electric streetcar
Siemens –
168 years of innovation – Milestones
1939Electron
microscope
1985ICE –top speed 300 km/h
1988Megabit chip
1962Thyristors for energy transmission
1847Werner von Siemens founds the company
1847Pointer telegraph
1879Electric train
1866Dynamo
1840
1881Telephone switchboard
1850 1860 1870 1880 1890 1900 1910 1920 1930 1940 1950 1960 1970 1980 1990 2000 2010 2020
1959Simatic
(electronic automation)
1953High-purity
silicon
1965Integrated circuit
1958Heart
pacemaker
1935Coaxial cable
1924Traffic light
2009World record gas turbine, 370 MW
2000Wind turbine rotor blades in one cast
2000syngo user interface
20.02.2018Page 5
Changing business environment is leading to new thinking about growth & business success
Siemens` role in society:
“Whatever we do, it must add lasting value and deliver benefits – for
shareholders, for employees, for customers, and for our partners in business
and in society.”
Joe Kaeser, CEO of Siemens AG
20.02.2018Page 6
Vision 2020
A consistent strategy
With our positioning along the electrification
value chain, we have know-how that extends
from power generation to power transmission,
power distribution and smart grid to the
efficient application of electrical energy.
And with our outstanding strengths in
automation, we’re well equipped for the future
and the age of digitalization.
Setting the course
Our strategy
20.02.2018Page 7
Ingenuity for life
“Ingenuity” stands for innovation, engineering and
genius. For us, it also includes unity:
We are united in our efforts, and we are committed to
partnering with our customers.
“For life” relates to our role in society:
We make real what matters.
“Ingenuity for life” is our unrelenting drive and our
promise to create added value – for our customers,
employees and for society. We deliver on this
promise by combining our innovative strength with
our expertise. Our strengths can be found in the
areas of electrification and automation, and are
complemented by the possibilities of digitalization.
We act as a reliable and responsible partner.
Rerestricted / © Siemens AG 2018. All Rights Reserved.
Siemens Southern and Eastern Africa
siemens.co.za
20.02.2018Page 9
Demographic change
Urbanization
Climate change
Nationalization
Five Megatrends shaping our world
Digital transformation
Trend to bring
investment back
Growing and aging
population
Cities as main driver
of GDP growth
Global warming and
weather extremes
Contribution to global GDP growth,
2007-20253, in %
World population1, in bn Annual mean temperature
variations 1950-20142 (in °C)
Connected devices5, in bn
-0.3
0
0.3
1950 1970 1990 2010
0.3
-0.3
Other cities
and rural areas38%
Cities >10mn
5mn – 10mn
2mn – 5mn
150k – 2mn
50
23
9
2012 20202016
Exponential
growth of
connected
devices ...
… and
digital data6
2.8 ZB40.0
ZBZB = Zettabytes = 109 Terabytes
9.000.16
1.92 0.83
6.10
0.12
2015
1.25 -0.010.00 1.36
2050
Developing
countries
Industrial
countries15-65
65+
0-14
20152009 20132011
-19%
+14%
Imports vs. GDP4)
FDIs total5)
1) UN World Population Prospects (2012) | 2) Met Office Hadley Centre observations (2014) | 3) McKinsey Global Institute Cityscope (2011) | 4) UNCTAD: Import Flow merchandise: Total trade and share / GDP
| 5) 2008-2014: UN Conference on Trade and Development: FDI inward flow ; 2015: UNCTAD Global Investment Trends Monitor No.22
| 6) Cisco: The Internet of Everything (2013) | 7) IDC: The Digital Universe (2012)
20.02.2018Page 10
From Industry 1.0 to Industry 4.0,
an initiative of the German industry sponsored by the German
Government
FirstIndustrial Revolution
SecondIndustrial Revolution
ThirdIndustrial Revolution
FourthIndustrial (R)Evolution
Based on the introduction
of mechanical production
equipment driven
by water and steam
power
Based on mass pro-
duction achieved by
division of labor concept
and the use of electrical
energy (electrification)
Based on the use of
electronics and IT to
further automate
production (automation)
… driven by Digitalization,
Integration and enhanced
Flexibility
1784: First mechanical loom 1870: First conveyor belt,
Cincinnati slaughterhouse,
1908: Ford T-Model
1969: First programmable
logic controller (PLC)
Modicon 084,
1800 1900 2000
Time
2025
Characteristics
• Humans, devices and systems are
connected along the entire value
chain
• All relevant information is available
in real-time – across suppliers,
manufacturers and customers
• Parts of the value chain can
constantly be optimized with
respect to different criteria, e.g.,
cost, resources, customer needs
20.02.2018Page 11
155 years of innovation in Africa
Siemens forms part of Africa’s
social fabric –
as an employer and client,
as an investor & as a supplier of
products , solutions and services.
20.02.2018Page 12
Our Business
Power and Gas
• Offers world class
products and solutions
for the oil & gas, power
and industrial markets.
Wind Power and
Renewables
• Offers reliable,
environmentally-friendly
& cost-efficient
renewable energy
solutions.
Power Generation
Services
• Offers a spectrum of
products & services,
within the wind, utility,
oil & gas, and
industrial processing
industries.
Energy Management
• Leading supplier of
products, systems,
solutions & services
for the economical,
reliable, and
intelligent
transmission and
distribution of
electrical power.
20.02.2018Page 13
Our Business
Process Industries
and Drives
• Offers products,
systems, solutions &
services across the
entire life cycles for key
industry sectors such
as mining, oil and gas,
petrochemicals, food
and beverage, water
Mobility
• Offers products and
solutions for passenger
& freight transportation:
• Rail automation
systems
• Road traffic technology
and IT solutions.
Digital Factory
• Offers a seamlessly
integrated portfolio of
leading edge
• Automation technologies
covering the complete life
cycle from product
design , production
execution to services
• PLM software solutions
Healthcare
• Leading supplier in:
• Medical imaging,
• Laboratory
diagnostics and
solutions for
healthcare IT.
20.02.2018Page 14
Broad – Based Black Economic Empowerment
• Meeting our social responsibilities is not viewed
as a separate business activity but is totally
integrated into our company’s sustainability
strategy
• Siemens has a 30% BEE shareholding
• 15% being owned by Sekunjalo Investment
Holdings
• 15% owned by the Siemens Employee Share
Ownership Trust
20.02.2018Page 15
Skills development and job creation
Lephalale FET College
•Limpopo‐based Lephalale FET College
•Relationship commenced in 2007 as part of a pledge to invest
R20 million between 2007 and 2012
•25% are female and more than 80% are black
•Funds have been used to equip 8 training labs
SAJ Artisan Training Institute
•Siemens supports the SAJ Artisan Training Institute, a 50% black owned
•Funding from Siemens has enabled the Institute to train students in
electrical, fitting, turning, welding, boilermaking & pipefitting
20.02.2018Page 16
Innovation in education
The Mandela School of Science and Technology
• The Mandela School of Science and Technology is a collaborative effort
between Siemens and the Department of Education
• The school was built using innovative and sustainable Siemens
solutions
• The school is providing valuable secondary education to about 700
learners.
• Grade 10-12 Learners are able to choose from 4 specialised subjects:
Engineering, Science, Technology or Agriculture
• The school is underpinned by three core pillars:
• Skills development
• Sustainability
• Local commitment
20.02.2018Page 17
Branches and permanent establishments in Southern and Eastern
Africa
Major projects
Kenya
• 2 x 10 MVa 66/11 Kv New substation located in Mai-Mahiu town for Kenya Power & Lighting
Company(KPLC)
Tanzania
• 3 x SGT-800 industrial gas turbines with a combined capacity of 100MW to the Ubungo power
plant located
in Dar es Salaam
Zambia
• Supplied and commissioned four of Kalumbila Minerals gearless mill drives for the Sentinel
copper mine
located near Solwezi.
Mozambique
• Siemens is currently engineering and commissioning the main substation 110/22kV and
reticulation of five secondary substations, 22/3,3/0,4kV including E-houses as well as the port
area lighting for the
‘Projecto Moatize Expansao – Nacala Porto’
Ghana
• 3 x SGT-300 and 2 x SGT-400 gas turbines with a total capacity of 50 MW to Atholl Energy for
the Tema Thermal 2 Power Plant. In 2015, the existing plant will be extended with another SGT-
300 and 2 x SGT-400 to increase the overall capacity to 84 MW
Rerestricted / © Siemens AG 2018. All Rights Reserved.
Business to Society. In South Africa. For
South Africa
20.02.2018Page 19
Increasing expectations on company’s to demonstrate their value to society
Become a partner in
development and in advancing
society
Take a broader view of
growth beyond increased
output and short-term financial
returns
Account for impact of
business on socio-economic
and environmental issues
Demonstrate how business
interests are aligned with the
national development
agenda and how citizens will
benefit from business
operations
20.02.2018Page 21
GDP Contribution:
Contributed R6.8bn in direct and indirect GVA to the
economy
Mining: Enabled ~50% of
SA mining value (R140bn)
Transportation:
Enabled ~20% of total rail & pipeline infrastructure
(>5,000 km)
Automotive:
Enabled ~50% of total local
car production (240,000 cars)
(Petro-) Chemicals: Enabled
~R90bn of SA base chemicals & gases industry
value (8 mil. tons)
Employee Well-being:
78% employee engagement score
CSR:
R100m investedin Mandela School of Science
and Technology supporting
720 learners by 2016
Long-term commitment:
155 years of history in SA
Health:
34,000 patients benefit daily from healthcare based
on Siemens equipment
Electrification: 31,000 MW of SA's total installed base &
20% of green electricity
managed with Siemens technology
Automation:
~20% of SA’s
total industrial processes enabled with automation
control systems (> 20,000 processes)
Digitalization:
Insights from 640bn pieces
of process and operation information generated from
smart products
External Training: 1,751 suppliers and customers
trained
Job Creation:
1,460 people directly
employed with 15,600 jobs enabled
Employee Training: 3,900 training days and R40m
invested in employee up-skilling
Employment Equity: 56% of employees
are historically disadvantaged
Energy used:
8,700 MWh of electricity
consumed and 9,300 tons CO2e generated
Water used:
88,700 kilolitres of water used
Waste generated and recycled:
670 tons of waste
generated and 80 tons recycled
CO2e offset:
1,300 kt of CO2e supported to offset with our carbon saving innovations
Procurement with QSE /
EMEs:
>30% (R950m)
of procurement
spent with QSEs / EMEs
Ownership:
30% B-BBEE Ownership
Compliance:
>R18m invested in integrity
initiatives over last 5 years
B-BBEE:
Level 2
Driving the Economy Developing Local Jobs and Skills
Value-adding Innovations
Sustaining the Environment
Improving Quality of Life
Supporting Transformation
Siemens Value Map Our contribution to the sustainable development of South Africa
Areas of continuous improvement Focus areas of improvement
20.02.2018Page 22
Supportedproduction of
240 000
cars
Which is 50% total production
140 000
Of these cars were
exported
Including:
Our contribution to the
Automotive industry
Value
Map
20.02.2018Page 23
Supported
175mtons
Of material moved
Created
R140bn
R40bnFrom platinum mining alone
Of SA mining industry’s total contribution to GDP
50%
Our contribution to
Mining
Value
Map
20.02.2018Page 24
Of SA’s total industrial processes enabled with Siemens automation control systems (>20 000 processes)
Key industries such as:
20%
MiningWaterFood & beverage Petro-chemicals
Our contribution to
Automation
Value
Map
20.02.2018Page 26
End
customer,
OEM,
EPC,
SI
Marine & Shipbuilding
Chemicals
Forest Fiber
Food & Beverage
Glass & Solar
Pharma
Water/Wastewater
Minerals
Oil & Gas
Regional Sales/Sales Partner
Basic business approach for PD is shaped by a strong industry-
specific focus
Business platforms in the area of DCS, SW, Drives and PI/PA as showcases for innovative customer benefits and best-of-breed
technologies
Trusted
Partner
20.02.2018Page 27
Siemens serves the process industries with a comprehensive portfolio
Process Industries and Drives
Petro-/Chemicals
Water/Wastewater
Mining & Cement
Food & Beverage
Glass & Solar
Fiber Industries
Marine & Shipbuilding
Oil & Gas
Pharmaceutical Industry
OthersFie
ld
Level
Op
era
tio
n
an
d C
on
tro
l
Level
En
gin
eeri
ng
Man
ag
em
en
t
Level
Power Supplies
IndustrialIdentification
ProcessInstrumen-tation
Analytical Products & Solutions Motors
FlenderGears &Couplings
SIMATIC PCS 7Process Control System
S7-400PLC, RTU& Safety
SINAMICSDrive Systems
MES SolutionsCOMOS
Plant EngineeringXHQ Operations
Intelligence
SIMIT
Simulation
Industrial Communication
20.02.2018Page 28
Siemens drives the Digital Enterprise for Process Industries
Digital Twin & Simulation
Recipe,
feedstock
quality, …
Process &
plant
documen-
tation
Real Plant
Integrated Operations
& Services
Digitally enhanced products
Secure Connectivity
Maintenance
Cloud platform and operating system
Asset Performance Management
Integrated Engineering
(2D/3D) & commissioning
Data analytics
Product designProcess &
plant design
Engineering &
commissioningOperation Service1 2 3 4 5
VIRTUAL
WORLD
REAL
WORLD
20.02.2018Page 30
Division Profile
The Division Digital Factory
offers a comprehensive, seamlessly
integrated portfolio of leading edge
PLM Software solutions and automation
technologies covering the complete lifecycle
from Product Design to Production Execution
to Services. This helps manufacturing
companies worldwide in enhancing the
flexibility and efficiency of their processes
and reducing time to market.
Siemens seamlessly integrates development, production and suppliers.
20.02.2018Page 31
Organization
FactoryAutomation
ControlProducts
Product LifecycleManagement
Motion Control
eCar PowertrainSystems
Customer Services
World market leader in automation with integrated automation portfolio for all industries
Products and systems to switch, protect and control low-voltage consumers
Proven software solutions to create, validate and manage product and process knowledge across the product lifecycle
Global leadingsupplier of products,systems and solutionsincluding services: Drives, Motion Control Motors,CNC Solutions formachinery and plants
High quality powertrain components and charging systems for series production of electric and hybrid vehicles
Integrated service offering from a singlesource throughout the product lifecycle
Integrated product portfolio paves the way for the Digital Enterprise.
Digital Factory Division
20.02.2018Page 32
Virtual world Real world
T I ATotally Integrated
Automation
PLMProduct Lifecycle
Management
Productionplanning
Productionengineering
Productionexecution
Product design
Digital Enterprise Platform
The Digital Enterprise Platform merges sophisticated PLM Software and powerful
automation technologies, optimizing the entire value chain.
20.02.2018Page 33
Challenges for the industry are growing worldwide
Siemens has the right answers to all the challenges of our customers in the manufacturing industry.
• Shorter innovation cycles
• More complex products
• Larger
data volumes
• Energy and resource efficiency
as key competitive factors
• Individualized mass production
• Volatile markets
• High
productivity
Strengthening our customers’ competitiveness
Increasing efficiencyEnhancing flexibilityReducing the time to market
20.02.2018Page 35
Partnering to meet customers objectives
Providing optimal in country support , representation and services
Siemens Support
Regional
Local Technical Sales
Road shows / Customer events
South Africa
Technical Sales
Order Processing / Industry Mall
Logistics ( Limited to back office support)
Product Training (Sitrain)
CS after sales support
Siemens Germany
Partner program
Somalia
Tanzania
Kenya
Ethiopia
Uganda
Sudan
South Sudan
Eretria
Djibouti
Current Local Partners
SI
Distributors
SBM’s
20.02.2018Page 36
DF/PD Strategy: Vision and Mission
2 Mission
Siemens DF/PD is recognized throughout our LC’s Manufacturing & Process
Industry as the leading company in automation & digitalization, providing
innovative technologies driving top productivity performance.
1 Vison
Siemens DF/PD provides innovative and integrated solutions, based on our
strong portfolio of leading edge products, software and services. We are a
reliable Partner in generating sustainable business for all our industrial
partners and customers
20.02.2018Page 39
East Africa Siemens PD DF Conference 2018, Ole Sereni Hotel Nairobi
Day 2- Partners Only 21 Feb Date and Time Min Agenda item Presenting
09H00-09h15 15 Welcome & Introduction José Barbosa
09h15-10h00 45 Siemens strategy for growth in East Africa Ralf Leinen
10h00-11h00 60 Siemens Partner Program (Detailed) Diego Rubio-Sanchez
11h00-11h30 30 Coffee break All
11h30-12h30 60 Open forum – how to contribute to sustainable growth in East Africa All
12h30-13h30 60 Lunch All
13h30-14h00 30 Feedback Wrap up & Closing José Barbosa
Solution Partner
Approved Partner Requirements and Benefits for our partners
siemens.com/partnerprogramUnrestricted © Siemens AG 2018
20.02.2018Page 42
Global Partner Program - Value Proposition
For Customer and for Siemens
Approved PartnerValue Added Reseller
Solution Partner
Value
for
Customer
Uniform global standards certified by Siemens for:
• Product availability
• In-depth technical product knowledge
and qualified technical consultations
• Value-added product and system packages,
plus first-class support
Uniform global standards certified by Siemens for:
• Product, system and technology know-how for
the use of Siemens products and solutions
• Comprehensive applications, systems and
project experience
• Industry knowledge for top quality,
future-safe solutions
Value
for
Siemens
Extend market reach and improve sales efficiency
with excellent technical distributors who:
• Act in the spirit of Siemens
• Actively generate business
• Have qualified sales and technical employees
Increase sales and extend engineering power
with excellent system integrators who are:
• Proven technology leaders
• Industry experts committed to
solutions with Siemens technology
20.02.2018Page 43
Global Partner Program - Main Requirements to Partners
Assessed and reflected in contract framework *)
Approved PartnerValue Added Reseller
Solution Partner
Business/
Commercial
• Minimum Sales Volume / Growth
• Minimum Siemens share of wallet
• Annual Business Target Agreement
• Point of Sales Transparency
• Minimum Sales Volume
• Minimum Siemens share of wallet
• Annual Business Discussion
Capabilities• Technical Certification per Program Module
• Qualification od Salesforce• Technical Certification per Program Module
Operations/
Processes
• Optimized Logistics
• Product Master Data Management
• Stock Management
• Appropriate usage of Siemens support
Customer
satisfaction
• Loyalty to Siemens in front of the customer
• Positive Market Reference
• Systematic Customer Relationship Management
• Loyalty to Siemens in front of the customer
• Regular generation of References
Marketing• Joint and pro-active marketing activities
• Usage of Partner Emblem
• Joint and pro-active marketing activities
• Usage of Partner Emblem
*) Approved Partner (APP) : APP Contract + Onboarding Assessment Form (OAF)
+ Partner Target Agreement (PTA) + Frame Supply Agreement
*) Solution Partner (SOP) : SOP Contract + Q-Tool + KPI-Tool
20.02.2018Page 44
Siemens Approved Partner – Solution Partner
Benefits of the global partner program
Increased market awareness Ease of doing business and
preferred collaboration
Partner Portal: Exclusive
access to relevant information
Integration into sales and
marketing activities
Partner Development Plan:
Agreed growth plan aligned
with Siemens strategies
Joint target customer
development
Long term commitment and
joint business planning
Continuous qualification and tailored share
of know how
Systematic Competence Management
including tailored Learning Paths
Siemens Learning Program
for Partners (SILPP)
Sales Booster Training
Partner Emblem & Certificate to
promote quality and competence
Global Partner Finder in the Internet
Global marketing campaigns
20.02.2018Page 45
Siemens Approved Partner – Solution Partner
Benefits of the global partner program
Increased market awareness Ease of doing business and
preferred collaboration
Long term Commitment and
joint business planning
Continuous qualification and tailored share
of know how
Systematic Competence Management
including tailored Learning Paths
Siemens Learning Program
for Partners (SILPP)
Sales Booster Training
Partner Emblem & Certificate to
promote quality and competence
Global Partner Finder in the Internet
Global marketing campaigns
Partner Development Plan:
Agreed growth plan aligned
with Siemens strategies
Joint target customer
development
Partner Portal: Exclusive
access to relevant information
Integration into sales and
marketing activities
20.02.2018Page 46
Benefits of the global partner program:
Continuous qualification and tailored share of know how
Siemens Learning Program for Partners (SILPP)
• More than 60 webinars
• central knowledge platform for sales employees
• integrated Tests with Certification
• available in 8 languages
• E-Learnings from 15 minutes up to 5 hours
• Free of charge for Siemens contracted Partners
@
20.02.2018Page 47
Benefits of the global partner program:
Continuous qualification and tailored share of know how
Sales Booster Training
• identify new Business Opportunities
• expand Business with regular Customers
• identify the needs of the Customer
• increase conversion by adding Value
• handling Complaints and Requirements
Introduction in
Groups
Individual Follow-Up
On site Training
Individual Follow-Up
• 12 participants / 2 days
• value: 20.000 € per training
• available in 9 languages
20.02.2018Page 48
FA-PTM Webinars
Topics:
• Current trend/- technology-topics.
For example: industrial security,
power to gas.
• Internal product topics, which have
been available only for SAG
employees so far, will be offered
exclusively for our SOPs.
Benefits:
• Practical expert Know-How to
current topics.
• Interactive constitution of the
Webinars.
• Extranet-platform with videos and
documents to download Link
Our Targets:
• Increase the qualification of our Partners, with continuous training.
• Provide privileged information.
• Enhance digitalization.
• Raise the competences of our partners.
• Focus on innovation.
Hard facts:
• 3 sessions / 2 languages
• 90 minutes
• monthly
Session 3:
16:30 -18:00 Uhr
Session 2:
13:00 -14:30 Uhr
Americas
Europe
Session 1:
9:00 -10:30 Uhr
Overseas
20.02.2018Page 49
FA Certification Workshop for Solution Partner
Structure
Fit
for e-Test?
Pre-Check
Optimized support through additional training-proposals
PLC / HMI & NET Self-training
Partner Academy Workshop structure
Presense FA SOP CWS (2 days)
TheoryNews and actual topics
Tipps & Trics, FAQs
Approx.
2,5 h
Praxis Practical exercises
Approx.
8,5 h
Test E-testApprox.
2 h
20.02.2018Page 50
Siemens Partner Academy
The new platform for individual hands-on training – 24/7/365
Siemens Partner Academy
Remote equipment
Webinare
Webinare
Webinare
Webinars
Access to hardware workstations and the latest software – “around the clock”
Current focus: Factory Automation
Documents
20.02.2018Page 51
Siemens Approved Partner – Solution Partner
Benefits of the global partner program
Increased market awareness Ease of doing business and
preferred collaboration
Long term commitment and
joint business planning
Continuous qualification and tailored share
of know how
Systematic Competence Management
including tailored Learning Paths
Siemens Learning Program
for Partners (SILPP)
Sales Booster Training
Partner Emblem & Certificate to
promote quality and competence
Global Partner Finder in the Internet
Global marketing campaigns
Partner Development Plan:
Agreed growth plan aligned
with Siemens strategies
Joint target customer
development
Partner Portal: Exclusive
access to relevant information
Integration into sales and
marketing activities
20.02.2018Page 52
Benefits of the global partner program:
Long term commitment and joint business planning
Partner
Identification
Partner
Assessment
Partner
Approval
Contract &
APP PDP
Activate
Services
Competence
Assessment
Technical
Certification
Start New
Partnership
Partner Development Plan (PDP)
=
Agreement Partner & Siemens
Partner Development Plan:
Agreed growth plan aligned with Siemens strategies
• Common Definition & Transparency• Target Volume• Actionplan (Marketing, Process, Training, Business
Development)• Clear Accountabilities
• yearly Commitment between Partner and Siemens
• Siemens Investment in Partners
20.02.2018Page 53
Siemens Approved Partner – Solution Partner
Benefits of the global partner program
Increased market awareness Ease of doing business and
preferred collaboration
Long term commitment and
joint business planning
Continuous qualification and tailored share
of know how
Systematic Competence Management
including tailored Learning Paths
Siemens Learning Program
for Partners (SILPP)
Sales Booster Training
Partner Emblem & Certificate to
promote quality and competence
Global Partner Finder in the Internet
Global marketing campaigns
Partner Development Plan:
Agreed growth plan aligned
with Siemens strategies
Joint target customer
development
Partner Portal: Exclusive
access to relevant information
Integration into sales and
marketing activities
20.02.2018Page 54
Welcome Package SOP –
Solution Partner sign – Automation Drives
Partner Guidelines
Value Package Letter with description of overall benefitsAutomatic upgrading:
Only one initial order required, updates are delivered automatically
Software licenses included:
For a defined number of engineering stations
No extra costs:
Costs for service already contained in partner fee
A
€
Software download is possible also via OSD
Welcome Package / Value Package for
Advanced Factory Automation
Content Advantages
Value Package Automation
a corresponding Software Follow-Up service
Value Package Automation
Current TIA Portal Software including:
• SIMATIC STEP 7 PROFESSIONAL
ENGINEERING-SW 3 Licenses keys
• SIMATIC WinCC Professional 3 Licenses keys
• SIMATIC WinCC Advanced 3 Licenses keys
• Sinamics Drives SW … and much more Link
Only
Once
Init
Package
SUS
20.02.2018Page 55
• Establish direct contact with
end customers
• Immediate generation of hot
leads
• Active support and promotion
of the partnership
• Support from the HQs
• Active promotion of the events in PTM Internet and SSN
• Availability of the released slides in PTM sharepoint
End Customer Forums (ECF) develop new business opportunities for
Siemens and Solution Partners
ECF Benefits
Link
20.02.2018Page 56
Benefits of the global partner program:
Ease of doing business and preferred collaboration
Partner Portal: exclusive access to relevant information
Exclusive Partner Portal with personal access to…
• get relevant Information• Marketing Material
• Emblem & Design Guideline
• Modul specific services
• Technical Information
• Webinars
• sign up for Workshops and Trainings
• update your Profile on the Partner Finder
• the Partner Information Manager, which
allows a single point of access to all marketing
and sales material @
20.02.2018Page 57
Automation Days for Solution Partner
Trained like Siemens’ employees
Very positive feedback – „pls. repeat it!“
Good balance of sales and technical information
Solution Partners feel „at home“ at Siemens
Excellent communication with product managers
Intensified discussion with experts
Great idea and great topics
SOP feedback
Integrated
Motion
Engineering
S7-1500T for
Motion and
Roboter
Integration
Integrated
Engineering
Standardizatio
n and TIA
Portal for code
generation
Digital
Workflow
Virtual
commissionin
g with TIA
Portal
Transparent
Operation
MindSphere,
Communicatio
n and Energy
Management
Topics of the workshops
20.02.2018Page 58
Benefits of the global partner program:
Ease of doing business and preferred collaboration
Integration into Sales and Marketing Activities
Via the data management facility in the Partner database
the partners can update their profile for
themselves. The following functions are available:
• Entering and amending address data
• Description of your Offer and your company
profile
• Uploading your own company logo
• Authorizing further persons for access to the
Partner Portal
@
20.02.2018Page 59
Siemens Approved Partner – Solution Partner
Benefits of the global partner program
Increased market awareness
Partner Emblem & Certificate to
promote quality and competence
Global Partner Finder in the Internet
Global marketing campaigns
Ease of doing business and
preferred collaboration
Long term commitment and
joint business planning
Continuous qualification and tailored share
of know how
Systematic Competence Management
including tailored Learning Paths
Siemens Learning Program
for Partners (SILPP)
Sales Booster Training
Partner Development Plan:
Agreed growth plan aligned
with Siemens strategies
Joint target customer
development
Partner Portal: Exclusive
access to relevant information
Integration into sales and
marketing activities
20.02.2018Page 60
Benefits of the global partner program:
Increased Market Awareness
Partner Emblem & Certificate to promote Quality and Competence
A strong visual marker for a strong partnership and a worldwide brand recognition
• Symbol of the quality of the Approved Partners
• Boosts the Partner's Presence in the market
20.02.2018Page 61
Benefits of the global partner program:
Increased Market Awareness
Global Partner Finder in the Internet
• Strong network of 123 Partners in
19 Countries
• End Customers are able to search and
find the right partner
• Presentation and Dialogue Platform
between you and the end customer
• The Partner is able to generate
Additional Business through direct
requests on the Partner Finder
@
20.02.2018Page 62
Benefits of the global partner program:
Increased Market Awareness
Global Marketing Campaigns
Marketing Campaign to strenghten awareness and
show Quality of an international program:
• Online and Print Ads
• Events with Partners & Customers
• Website
• Public Relations
• Search Engine Advertising and Social Media
• Exhibition on Fairs
20.02.2018Page 63
Siemens Approved Partner – Solution Partner
Benefits of the global partner program
Join our Successful global partner program!
Continuous qualification and tailored share of know how
Increased market awareness
Long term commitment and joint business planning
Ease of doing business and preferred collaboration
20.02.2018Page 64
Thank you for your attention
siemens.com/partnerprogram
Subject to changes and errors. The information given in this document only contains general descriptions and/or performance features which may
not always specifically reflect those described, or which may undergo modification in the course of further development of the products. The requested
performance features are binding only when they are expressly agreed upon in the concluded contract.
All product designations, product names, etc. may contain trademarks or other rights of Siemens AG, its affiliated companies or third parties.
Their unauthorized use may infringe the rights of the respective owner.
20.02.2018Page 65
Benefits of the global partner program:
Continuous qualification and tailored share of know how
Systematic Competence Management including tailored Learning Paths
Module specific Online Questionaires enable employees to assess their knowledge by
themselves and check if they are ready for the final Siemens Qualification / Certification Workshops.
If an employee detects need for training measures, module specific Learning paths in SILPP give an
orientation how to develop competences regarding a cerctain Topic. Monthly Webinars.
The technical competence of the Approved Partner is verified in the Certification Workshop (CWS) for
each program module. All sales employees participate in a specific Qualification Workshop (QWS).
20.02.2018Page 67
Partner Management for Automation, Drives and Power Distribution
LC – ZA Regional Partners Network
Approved Partner Solution Partner
Global Partner Program
System Integrators
Contracted Regional Partners
DistributorsService
Partner
NA 1
SI’s
KE
TZ
UG
NI
GH
ZM
NA
BW
MU
ZA
Distributors
KE
TZ
UG
NI
GH
ZM
NA
BW
MU
ZA
Training
ZM
ZA
ZW
ZA
NA
SOP’s
ZA
Service
G2M via partners is our commitment to the
development of local skills and growth of
local business.
20.02.2018Page 68
Partner Management for Automation, Drives and Power Distribution
Regional Partner Development
KPI Based Requirements
• 1 x SITRAIN Certified employee
• Volume based target/s
• Purchase Siemens tools of trade
• Customer Workshops and Roadshows
KPI Based Requirements
• 2 x SITRAIN Certified employee.
• Volume based target/s
• Purchase Siemens tools of trade.
• Customer Workshops and Roadshows.
KPI Based Requirements
• 2 x SITRAIN Certified employee. Annual
renewal.
• Volume based target/s
• After Sales technical support offering
• Detailed Marketing plan and execution
• Brand Loyalty
• Customer reference sites
• Maintain use of Siemens tools of trade
• Customer Workshops and Roadshows
Blue Partner Silver Partner Solution Partner
1 – 2 Year
Evaluation
1 – 2 Year
Evaluation
Local Managed ProgramLocal Managed Program Global Managed Program
20.02.2018Page 69
Partner Management for Automation, Drives and Power Distribution
Regional Partner Development (Systems Integrators)
Detailed Partner Requirements and Skill Set
• Minimum Annual Order Intake R 0’5
unless otherwise agreed
• 1 Permanent Employee to be SITRAIN
Certified on at least one of the following:
• S7 PRO 1&2
• SIMATIC Step 7/ Win CC & TIA Portal
• Micro Automation, HMI’s
• Purchase software , hardware & PG to do
engineering and marketing
• Partner to participate and also invite end
customers to Siemens Workshops &
Road Shows
Local Managed Program
Partner Benefits
• Blue Approved Partner Accreditation for
customers
• Dedicated Siemens Caretaker
• Blue level FA discount structure
• 1 supported SITRAIN course per FY
• 15% discount on additional training
• Special discounts for Hardware & Software
(Internal use only & not for resell):
• Hardware: 50% of RSA List Price
• Software: 70% of RSA List Price
• Access to Industry Mall, request for online
quotes and ordering facility
Blue Partner
20.02.2018Page 70
Partner Management for Automation, Drives and Power Distribution
Regional Partner Development (Systems Integrators)
Detailed Partner Requirements and Skill Set
• Minimum Annual Order Intake R1’0
• 2 Permanent Employee to be SITRAIN
Certified on at least one of the following:
• S7 PRO 3
• SIMATIC Step 7/ Win CC & TIA Portal
• S7 1500, HMI, S7 400
• Purchase software , hardware & PG to do
engineering and marketing
• Partner to participate and also invite end
customers to Siemens Road Shows
Local Managed Program
Partner Benefits
• Silver Approved Partner Accreditation
• Dedicated Siemens Caretaker
• Silver Level FA discount structure
• 3 supported SITRAIN course per FY
• 15% discount on additional training
• Special discounts for Hardware & Software
(Internal use only; no resell):
• Hardware: 50% of RSA List Price
• Software: 70% of RSA List Price
• Access to Industry Mall, request for online
quotes and ordering facility
• Referral/Endorsements to EPC’s and
End Customers
Silver Partner
20.02.2018Page 71
Partner Management for Automation, Drives and Power Distribution
Regional Partner Development (Solution Partner)
Global Managed Program
Competencies
• Successfully pass the requirements in the Partner Qualification & Audit Tool ( 14 criteria)
• Partner is certified according to HQ module requirements
• Two certified employees per program module, renewed every 2 years
Strategic Portfolio Sales Cooperation
• Siemens competence and plant process know how in house
• Commitment to business volume (per module)
• Reference sites per module per year. Technical articles per year to be published
• Structured Marketing & Sales Strategy
• Comprehensive Marketing Material
• After Sales Service Offering –Commissioning, field service, SLA’s, etc
• Participate & bring end customers to Siemens Events
• Annual Order Intake R 1’5 + per module signed
• Annual & Quarterly meetings to discuss business targets, projects & marketing
• Siemens loyalty with regard to end customers
• Update/Knowledge transfer
Solution Partner
20.02.2018Page 72
LC – ZA Partner Program
Audit and skills matrix
NAME OF POTENTIAL SIEMENS PARTNER…_______________________________. IN-HOUSE CAPABILITIES
Sales / Product Skills: (Key: 0- no experience, 1 - used once / rarely, 2 - average skill, 3 - above average, 4 - highly skilled and 5- highly skilled and has Certification. )
Staff Member Qualification
PC
S7
WIN
CC
HM
I P
anels
SIM
AT
IC P
LC
Mic
ro-P
LC
Logo/S
7-2
00
Ma
sterd
rive
Mic
rom
ast
er
Mo
tio
n C
ontr
ol
Eth
ern
et
Pro
fib
us
AS
i/SA
W
Sim
ocode E
S
Pro
cess
In
stru
me
nta
tion
Sie
me
ns
Me
chanic
al
drives
Oth
er
(Ple
ase
specify
)
Engineer 1 Engineer x x x x x x x x x x x x
Engineer 2 Software Engineer x x x x x x x x x x x
Engineer 3 Technician x x x x x x x x x x x
In-house capabilities of company
Software Design: YES NO
On-site installation of equipment: YES NO
Commissioning: YES NO
After Sales service & support: YES NO