Siemens PD DF East Africa Conference Nairobi 2018 … Partner... · •Siemens supports the SAJ Artisan Training Institute, a 50% black owned •Funding from Siemens has enabled the

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.


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


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 25

Process Industries and Drives Business Overview

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 29

Digital Factory Business Overview

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 34

Partner network

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

siemens.com© Siemens AG 2018

Thank you

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

20.02.2018Page 40

Diego Rubio Sanchez

Parnter Management - SAG

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





Long term Commitment and



of know how














development





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

@

http://www.siemens.com/silpp

20.02.2018Page 47




• 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

https://extranet.w3.siemens.com/industry/solution-partner/en/extranet/programm-module/ssp-ass/additional-info/Pages/webseminars.aspx

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








of know how














development





20.02.2018Page 52


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


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








of know how














development





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

https://extranet.w3.siemens.com/industry/partner/Documents/partner-programm/Flyer-DF_PD-Software.pdf

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

https://w3.siemens.com/topics/global/en/partner-program/branchenveranstaltungen/Pages/Default.aspx

20.02.2018Page 56


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 @

http://www.siemens.com/industry/partnerportal

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



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

@

http://www.siemens.com/industry/partnerportal

20.02.2018Page 59



Increased market awareness





Ease of doing business and





of know how










development





20.02.2018Page 60


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




• 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

@

http://www.siemens.com/partnerfinder

20.02.2018Page 62



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



Join our Successful global partner program!


Increased market awareness

Long term commitment and joint business planning


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.

http://www.siemens.com/partnerprogram

20.02.2018Page 65



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 66

Name

Title

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


Regional Partner Development

KPI Based Requirements

• 1 x SITRAIN Certified employee

• Volume based target/s

• Purchase Siemens tools of trade

• Customer Workshops and Roadshows


• 2 x SITRAIN Certified employee.


• Purchase Siemens tools of trade.

• Customer Workshops and Roadshows.


• 2 x SITRAIN Certified employee. Annual

renewal.


• 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


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


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


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

Thank you