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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

[email protected]

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

I IA AS S AM 2, Siemens AG

Mobile:

+49 (172) 622 0750

[email protected]


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


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


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


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 Africa

Israel 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


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

QualitySolu

tion P

artne

rSolution-

/ 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


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


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


Solution Partner Academy

Centralized Support –

Decentralized Services/Benefits

...

Training Documentation Equipment E-Test Project-Support


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


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


Evolution of Solution Partner Program

Marketing Campaign

Campaign:

„The win3

league“

Phase 1:

2005–2008

Awareness for the Solution Partner Program

Campaign:

„True Quality“

Phase 2:

2008–2011

Image „certified Quality“

Campaign:

„Realised

Visions“

Phase 3:

2011–2014

Proof through References

(several motifs planned)


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


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


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


New Sales Tool Kit

Customer

visit

Customer

event

Selected References

Selected Slides / flyers / ...

Selected Partner Portfolios


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


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


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!

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