Transcript InfraStruXure Cooling Assessment How to Sell

Elite Partner
follow up and future action plans
Dial In: 888-469-3353
Passcode: ELITE
Christopher Ouellette
Christopher. [email protected]
Agenda
Service Sales 2014
● Strategy
● Goals
Actions/Take away
● Offers
● MPRS
● SWAP
● One Phase Fleet Management
● MM/VM
● Advantage Plans for Switchgear (square D)
● Mutualization
● FSE Leads
● FSE capabilities
● Service Processes
Schneider Electric - Division - Name – Date
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Service Sales 2014
4 Discipline of Execution
http://www.youtube.com/watch?v=BpUW4-iLxys
There are two things leaders can influence when it comes to getting results:
Strategy Strategy (from Greek στρατηγία stratēgia, "art of troop leader;
is a high level plan
to achieve one or more goals under conditions of
uncertainty.
office of general, command, generalship"[1])
Execution Strategy execution is the mechanism by which those
plans are put into action and monitored for their
intended purpose.
“70% of strategic failures are due to
poor execution of leaders”
Schneider Electric - Division - Name – Date
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4 Disciplines of Execution
1. Focus on the Widely important
The law of diminishing returns
2. Act on the Lead Measures
*leads to the goal and the team can influence it.
3. Create a Compelling Scoreboard
*…hold the lead and lag measure from discipline one and two .”
4. Create a Cadence of Accountability
“20 minute meetings every week.”
Schneider Electric - Division - Name – Date
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Executive Goals for 2014
Goal Description
1. Grow IBS & DCO revenue to $272M in 2014.
Success Criteria
•Increase both renewal & capture rates for IBS assets on a YOY basis
•Acquire 2,300 non-contracted SE UPS assets in 2014
•Increase 3rd Party Assets under control by 3,400 during 2014
•“Net New” MS customers over $50K – 16
2. Establish a process to enable service and product Pull-Through on MCS customers.
Success Criteria
•Launch SWAP (3.3M) and MPRS (2.5M) programs
•Drive sales of electrical distribution (6M)
•Institute the mandatory use of key codes for pull-through identification
•Coordination and development of SOP’s for processing out of scope quotes through bid desk
Strategy:
1. Optimize direct and channel sales coverage models
2. Partner with ‘other’ teams and BUs
3. Invest in people
Schneider Electric - Division - Name – Date
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Elite Partner Meetings
Actions/Take away
● Offers
● One Phase Fleet Management
● Advantage Plans for Switchgear (square D)
● MPRS
● Advantage Max
● MM/VM
● Mutualization
● FSE Leads
● FSE capabilities
● Service Processes
Schneider Electric - Division - Name – Date
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Fleet Management Project Description
● Business Need: Customers with large fleets of single phase product/small 3P
products with limited to no IT personnel require manufacture direct “managed
service” to ensure their critical equipment is available at all times.
● Multiple sites, multiple locations (global/national)
● Unmanaged sites, non-it specific personnel
● Customer prefers SE manage their infrastructure
● Project Goals:
● Add a full-service customizable service offer for end users with large HBN fleets
● Drive business growth and attach rates
● Create a standard procedure and process for identifying, quoting, selling these
unique opportunities
Schneider Electric - Division - Name – Date
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Electrical Power Distribution Services
Any Brand. Any Industry. Any Time.
● Services and engineered solutions, including:
● Modernization & Upgrade
● New Installation Services
● Maintenance & Testing
● Substation Services & Solutions
● Support the life-cycle of your equipment and help:
● Increase electrical reliability
● Extend equipment life
● Enhance workplace safety
● Improve energy efficiency
Schneider Electric - Division - Name – Date
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Modular Power Revitalization Service
Product + Service
(Bundled)
Components Replaced
Intelligence Modules
Symmetra PX
Static Switch +
Power Modules
Powerview Display
Network
Management Card
1yr Advantage
Ultra, Installation &
Disposal Included
Schneider Electric - Division - Name – Date
Switchgear board,
Battery monitor
board, System PSU
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MPRS: Why?
•What is the customer problem?
•Until recently, =S= did not offer Modernization
services to improve the overall reliability of aging UPS
systems
•MPRS is the first ITB Modernization Service
•MPRS will provide customers more choices
•MPRS will help to drive improved performance
& service relationships
Schneider Electric - Division - Name – Date
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SWAP concept!
Definition
SWAP is a program executed “from quote to order” by service team to
replace old products that reached the end of service life or end of
product life by equivalent products. It is applied to under-contract
customers who keep their maintenance contract as well as to noncontracted customers who buy new contracts and GSAs.
SWAP:
• (Can be) full service turnkey project: Removal to Start up!
• Work with local Elite Partner to execute work
• Loyalty Discount!
b801v
-PTH
SWAP Target Customer:
• Active service clients with End of (Service) Life equipment
• Out of Contract Customers
• Looking to replace equipment and want help planning & budgeting
Schneider Electric - Division - Name – Date
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!!! SWAP Target Units !!!
END OF (SERVICE) LIFE:
● Current: EPS 2000, EPS 3000, EPS 5000
● 2014: EPS (Bipolar) 6000, Symmetra RM 12,
Symmetra Power Array
● 2015: Network Air CM & AFX
● 2016: Comet US (Dec)
● 2017: Comet S31 (Dec)
● 2018: Galaxy 3000 (Dec), Galaxy PW 40-120 (Dec),
Silcon (Dec)
Schneider Electric - Division - Name – Date
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Facility
Operations
Regulatory conformance
monitoring (EPA, OSHA, etc.)
Managed Maintenance
Self-performed preventive and
corrective maintenance
Vendor
Management
Emergency reporting and
dispatch
On-site equipment status and
alarm monitoring
Single point of contact for all
maintenance services
On-site vendor supervision
during PMs
Daily facility walk-through
Preventive maintenance (PM)
contract management
Maintenance procedure
development
Site efficiency monitoring and
optimization
PM scheduling and
coordination
PM service and quarterly
reporting, including follow-up
actions
All features of Managed
Maintenance Service
PM follow-up maintenance
coordination
All features of Vendor
Management Service
All features of Vendor
Management Service
Schneider Electric - Division - Name – Date
Customer Value
Data Center Operation
Services
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● Organizational impact activities
● Major aspect of project activities
Mutualization Phases and
Timeline
Phase 1
Phase 3
● Internal Kick-Off Announcement
● Continuous Improvement
● Team Mutualization
● Service Assurance
● Finance
● Human Resources
● Focus Team Improvements
FEB
● Safety, Parts, IT, Leads, Scheduling, Customer
Sat, SERVE, Quality, Everywhere
Communications
● Canada mutualization discussions
APRIL
JUNE
Phase 2
● The “One Service Model”
● Projects Team Formation
● PMs, Experts, FPMs, Strat Accounts
Schneider Electric - Division - Name – Date
No change at front
FSE/FSR/CFT line level
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US Service Regions
Denotes Service Location
Northwest Region
FSRs FSEs CFTs SLs
7
10
69
1
North Central Region
FSRs FSEs CFTs SLs
36
60
10
3
Northeas
t Region
FSRs 32
FSEs 69
CFTs 2
SLs
2
West
Region
FSRs 19
FSEs 42
CFTs 21
SLs
2
South Central Region
FSRs FSEs CFTs SLs
67
53
17
4
Schneider Electric - Division - Name – Date
Midwest Region
FSRs FSEs CFTs SLs
45
45
2
5
Southeast Region
FSRs FSEs CFTs SLs
41
55
20
4
Atlantic Region
FSRs FSEs CFTs SLs
28
46
52
3
15
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Transparency
Our mission is to work with you - keep you & your company engaged:
●Remain partner of record for customer/facility (huddle up)
●Work together to create Raving Fans and grow our business
●Vendor management, managed services or FO, remain transparent and
fair
●Local Partner value add maintains our Customer Base.
●Elite Partner Managers/RSSM Team
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Actions
Monthly Elite CSSP Calls/Trainings
●MPRS
●Electrical Power Distribution Services
●Renewal Process updates (BFS)
●Data Center Operation Services ($$)
●US Services
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