Schneider Electric: building Solutions with Customer - Dominique Gayraud - Strategic Account Development VP
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Schneider Electric: building Solutions with Customer Paris - June 24th 2014 Dominique Gayraud – Strategic Account Development VP
We are now at the emergence of the Efficiency Economy.
In this new economy, economic growth is decoupled from
rising energy consumption.
Success Growth Rising energy consumption
The Efficiency Economy is born from the convergence of the worlds of IT and energy to link and manage all elements of the smart grid, delivering the greenest energy at the cheapest price and the desired time.
Energy optimisation
The
Efficiency Process optimisation
Economy
Security optimisation
This is where we contribute.
We are focused on
efficiency solutions from
plant to plug
We make energy safe, reliable, efficient, productive
and green to manage, control and optimize it
between it‟s production and consumption, from
plant to plug.
Driving efficiency to save up to 30% Opex and
Capex at home, at work, in towns and cities and
across the grid
From smart devices through to big data, we provide our
customers with services, systems and technology to:
Reduce energy Reduce cost Reduce CO2 Optimise operating Realise measurable Produce energy
consumed per kWh footprints expenditures efficiency and locally across
productivity the grid
We need a new efficiency paradigm requiring a new
approach to drive long-term sustainability
Save Connect Share
At Schneider Electric, we
believe it‟s time to save.
Integrate your facility and used decentralised
generations to reduce the energy consumed, the
cost per kWh and operating expenditure and drive
a self-sufficient, net-positive mindset
Control your facilities processes, optimise your
operations and assets and conserve your
enterprise resources by combining the worlds of
energy & ITA 10 year transformation into
a true global market leader in 2012
From 60 to… From 50%, to… From 80% US From ~20% From building From a
& Europe, to… to… & industry, product model,
to… to…
200 90% 4 41% 5 diversified 39%
€ billion of business in Balanced Exposure to End markets Of sales in
Accessible leadership Geographies New economies solutions and
Market positions services
(#1 or #2 worldwide)We have continuously invested and grown organically and
through acquisition in Industry
€4.5bn
Software & Services
Systems
Oil & Gas
Products
Sizes do not reflect actual
sales proportions €2.7bn
2002 2008 2012
Best in Class MachineStruxure PlantStruxure
products for machine for end customers Key acquisitions 2006 - 2012
buildersDelivering EcoStruxure to our end customers
For example: Food & Beverage
Building systems
-Sustainability
-hygiene
Datacenter systems
-Sustainability & data availability
-Cost control
Power & energy systems
-Sustainability
-Efficiency & Cost control
Security systems
-Food safety
-People & asset safety
Process & machine systems
-Productivity & flexibility
-Food safetyTransforming Efficiency
Together:
Helping Xstrata Copper in Australia, to build a new
pit-to-port supply chain architecture, replacing a
collection of disparate and local optimization
applications by an integrated solution that
holistically optimizes the entire chain
Increased visibility across the entire supply chain,
allowing for optimization of rail and port schedules,
real-time inventory and mass balances and delay
accounting improve performanceTransforming Efficiency
Together:
Working with Anglian Water Services Ltd in the UK
to implement a smart water network in a complex
IT environment and further improve performances
in water loss management
Decreased resource losses and operational costs,
enhanced customer service and environmental
stewardship, strengthened regulatory complianceTransforming Efficiency
Together:
Supporting Kimberly Clark worldwide to realize
$50m energy cost savings and a 5% decrease in
greenhouse gas emissions globally through the
provision of real-time data and visual triggers to
induce a durable change in the behavior of
operators on the plant floor
5% decrease in energy cost at the pilot site, equal to
3.75x the initial investment after 18 months
implementation and an 8% decrease in green house
emissionsCreating the connected company
Global Strategic Accounts Program
Served by a community of +80 Global
Account Managers…
…and
+500
Key
Account
Managers
Schneider Electric - S&SC- J.FOURNIAL – March 27th 2013 19Segments & Accounts lead their expansion
Multi-BU
3Y Business Plan Global & local
+
Resource allocation
channels
Schneider Electric - GSAs Forum – January 2014 20What are the key success factors? ●« Solutions » is the growth engine ●Account Management that creates value to the customer ●The right People at the right place collaborating together ●A sales network with clear rules of engagement ●The right processes and tools ●A governance that drives the change and ensures consistency Schneider Electric - S&SC – J. FOURNIAL – March 27th 2013 21
With the right people, at the right place with the right skills Schneider Electric - S&SC – J. FOURNIAL – March 27th 2013 22
A clear value proposition to GSAs ● Building strategic long-term relationship ● Providing them integrated solutions that create an impact ● Delivering worldwide execution and support Schneider Electric - S&SC – J. FOURNIAL – March 27th 2013 23
Linked to their business drivers ●Capital and Operations expenditure optimisation ●Increase of productivity ●Processes safety and reliability ●Efficient and green energy Schneider Electric - S&SC – J. FOURNIAL – March 27th 2013 24
GAM & KAM Go-to-Market Strategies
Shifting from Supplier Focus only to Solution selling
Quadrant 1: Quadrant 4:
Supplier Focus Partner Focus
KAMs GAMs
recognized as recognized as
Customer Business
Process Advisors
Experts
Quadrant 2: Quadrant 3:
Customer Customer
Process Focus Business Focus
Schneider Electric - S&SC – J. FOURNIAL – March 27th 2013 25GAM & KAM learning path
Solution Sales Professional / Master Certification
Energy Solution
Induction and Business Management Segment
Methods Fundamentals Professional Knowledge
Becoming a
Customer
Process Negotiation
Leadership Skills Solution Skills
Skills
Specialist or
a Business
Advisor
26
Schneider Electric - S&SC – J. FOURNIAL – March 27th 2013Working on a collaborative manner in structured organizations Schneider Electric - S&SC – J. FOURNIAL – March 27th 2013 27
Principle of a Collaborative Network to
serve the Global Strategic Accounts
Cluster
Director
Global Strategic Schneider
Account GAM Electric
Headquarters Executive
Sponsor
Customer
KAM
Country A
Customer
KAM
Country B
Customer KAM
Country C
GAM = Global Account Manager
KAM = Key Account Manager
28
Schneider Electric - S&SC – J. FOURNIAL – March 27th 2013With the right processes and tools Schneider Electric - S&SC – J. FOURNIAL – March 27th 2013 29
Key Processes to run Strategic Accounts
3 Account Implement
Analysis
ation
&
of
1
Account
Planning
4 Actions
2
Account Account Account Account
Selection Setup Performance Deselection
Reporting
Account
Review
6 7 Multi-Country 8
GAM Hiring KAM
Commercial
Allocation
Agreements
Supporting Programs
GAM – KAM Up-Skilling
Executive Sponsorship
Customer Intimacy
Schneider Electric - S&SC – J. FOURNIAL – March 27th 2013 30How to engage with customer on Solutions? Schneider Solutions Workshop Customer Ready Orientation Schneider Solutions Workshop
The Changing Realities … require Real Change
SKUs
Customer interactions are
Services
becoming “standardized” in
Solutions …is no longer who you
the eyes of EACH PARTY…
Software think it is …
each feeling diminishing
Cross-Selling
returns.
…
The Company The Customer The Competition
YOUR STORY PREPARATION EXPERTISE
• “This gives us
SCHNEIDER • “This has really helped
SOLUTIONS WORKSHOP PROGRAM
• “We can use this to tell something that is truly
me to see the customer
our story to each other.” different than our
differently.”
competitors.”
Schneider Solutions Workshop 32We’ve all come away
from that “great”
customer interaction…
The stars were all aligned
Everyone was engaged and invested
The right people were in the room
We all asked great questions
We really made each other think
Everyone contributed answers and ideas
We all left knowing what we decided and why
The team had a clear vision for moving forward
…
How can we make that happen EVERY time?
Schneider Solutions Workshop 33a repeatable
process
Schneider
Solutions for having a
Workshop facilitated conversation
Program
that drives consensus
on a decision
Schneider Solutions Workshop 34We are not here to tell the customer what they should do
“Here‟s what we‟ve noticed
Schneider Electric from our collective experiences with
● Experts about their own solutions
● Broad experience of other customers
dozens of other customers”
● Deep experience of implementations:
what it takes. the key success factors or
risks
Where we
can work
together
Customers
● Experts about their processes
● Owners of the vision of the industry “Here‟s what we notice about our own
● Have comparisons in mind for other city, our strengths and weaknesses
customers and what we want to change”
● Have not yet achieved their vision
Schneider Electric - Strategy & Innovation – Smart Cities team 35Discovery and exchange tactics
High
Case studies Building together
“show without criticising”
using today and tomorrow
successes from other
Our experience
scenarios
implementations
Exploring Discovery
questions drawn from today
together and tomorrow states
Low
Low Customer’s experience / knowledge High
Schneider Electric - Strategy & Innovation – Smart Cities team 36The process produces and filters ideas along a
pipeline of content
Ideas are added…
Schneider high- Customer Schneider Customer experts and
level ideas initiatives and detailed ideas stakeholders ideas
ideas some ideas are filtered
out…
the best ones
move forward…
Selection of
Evaluations projects
A workshop
with experts Prioritized,
An initial from the filtered,validated
discovery Customer vision for the
Customer
meeting
Schneider Electric - Strategy & Innovation – Smart Cities team 37Consistent and collaborative process with the customer
Our
Case Study Today Tomorrow Approach
Goals Programs & Improvements Solutions
Priorities
Results Challenges Benefits Examples
Transition Transition Transition Summarize
Schneider Electric - Strategy & Innovation – Smart Cities team 38“external”
[at the wrap-up ending the SmartCities:Dallas workshop with the external customers]
“You really get our [issues]…I didn‟t feel sold to today,
I felt understood.” Bill Finch, CIO; City of Dallas TX
[following what attendees thought was a typical „vendor meeting‟, most
[introducing SE team to new client-ESS team members]
had to walk across large campus in 40ºC]
“They organized a stimulating, exploratory “How did you get us [decision makers from various
workshop on energy management. It was groups within WalMart] all together? We can’t
a great effort, and it showed.” Thomas Parker, even do that!”
ESS Energy Mgr Cathy Rains, Director of Procurement
European Spallation Source „I‟ve been working with Schneider for 7 years. This
work [posters & workshop] is the best I‟ve ever
seen from you.‟
[developer asked for the posters to help sell the concepts Keiran Ryan, Director of Logistics
to the investors and potential tenants] Walmart Corporate Headquarters
“My interview with executive staff and the
realtor on Friday was incredible … [the [following the NBAF team‟s final presentation to developer‟s joint-
venture]
posters] help so much more in the area of “Thank you very much for bringing the right
future-state … exposing undervalued team…Most groups stutter during a [long, grueling]
benefits we have to offer.” meeting like this, you did not.“
Neil Nedilisky, Developer Portland Oregon USA walter Eads bid manager, McCarthy Mortenson J-v
Schneider Solutions Workshop 39Efficiency will help us make the most of our energy
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