Transcript Slide 1

Cooling – Kevin Dunlap & John Niemann
Issue
Need a better InRoom Offering
Consistent Product Documentation
across all products
Need a Ceiling Mount Offering
Action
Owner
Target
Date
Update
Continue to improve
Kevin
12/31/2010 Continue to work with Stultz as
our current vendor. Evaluating
relationship with Stulz to get
Dunlap /
additional sources as well as
more favorable pricing and Jeff St. Clair
expansion of existing offering.
lead times
Includes a larger Chilled Water
and DX offering with increased
configuration options.
Gain consistency of product
Jamey
On-going Ongoing comprehensive
documentation and sales
Johnson /
project s in place to improve
tools
Mark
documentation and sales tools
Tarantelli
offering. Detailed updates will
be provided during breakout
session.
Provide Ceiling Mount offering
Kevin
to have a complete offering to
Dunlap /
compete with Liebert
Jeff St. Clair
Schneider Electric - IT Business- Americas Quality Team – 4 Aug 2010
Partial in Working with perimeter supplier
2011
and developing internal zero
white space solutions for
closets (i.e. , mini-splits)
2
Application & Execution
Issue
Need faster turnaround time:
1. ISX Approvals
2. Large System Proposals
3. Cooling System Design
4. Custom & 3rd Party
Products
1.
2.
MGE Price Lists Format:
Font Too Small
Cant download in excel
Would like real-time chat
available for quick answers to
technical questions
Action
1. Elite Partner Approval
Rights Program
2. Post escalation matrix
3. Expand 3-Phase Ancillary
Price Book
4. Dedicated Apps Eng.
1. Reformat to fit one page
2. Offer Price Book
Configuration Training
Owner
Target
Date
Update
Jason Juley
Complete
Actions 2-4 complete, Action 1
required code development by ISX
Designer team. Code work
complete. Program will be
developed to train and certify select
partners who once pass, will
receive Approval Rights.
TJ
Jeannette
On-going
We continue to look at the PL and
the best way to represent a lot of
information in an intelligible format.
The new format has been
expanded to all books
Complete
Technical Support Teams and Elite
Partner email group created.
Launch to partners through weekly
newsletter on Oct 1, 2010
Q1 2011
G3500 the new Symmetra PX 100
& PX 250/500 have all been
reworked. Symmetra PX 40-80kVA
being reworked now. Symmetra
MW & Smart-UPS VT do not have
any line-up-and-match accessories,
so no need to show "line up
drawings“. Remainder to be
complete by Q1 2011.
Set Up a dedicated email group Jason Juley
with direct access to Tiger
/ Tom
Teams
Baglini
APC brand product drawings Re-work each product family
missing valuable data that are on across both brands. Process
the MGE brand drawings. MGE will take 6-9 months.
drawings show inconsistent data
Schneider Electric - IT Business- Americas Quality Team – 4 Aug 2010
Ryan
Hansen
3
Operations – Bryan Stevens
Issue
Action
Owner
Target
Date
Mid May
Ability to get compensated on
finding opportunities for other
Schneider Electric Business
Units
Get ELDCs
approved for
eligibility in the
2010 Cross Sell
Program
Bryan
Stevens
Lack visibility to “real time”
business intelligence
Invest in “Cloud”
Reporting
application
Mike
Sardelli
Confusion Around the
-Evangelize
Commission Claim form process process internally
-Educate
internal/external
-Put process in
place to measure %
of orders where a
claim form
documented
Need Updated program guide
Distribute updated
program guide
Schneider Electric - IT Business- Americas Quality Team – 4 Aug 2010
Mike
Sardelli
Gordon
Lord/RDs
Update
-Actions have been executed
and implemented to provide
this functionality.
Completed -Purchased BI solution and -----Launched to ELDCs and Agents in
Q3 2010 early Q3.
-Distributed new consolidated
commission claim form for
hardware/service in 2H 2009
-Re-communicated to RSOR &
ELDC on usage/process 1H of 2010
- 75-80% of POs placed by ELDCs
on behalf of their customers have
CCFs, rest are sent by RSOR to
ELDC to confirm payout. Further
tracking process enhancements
around this underway for 2011.
Completed Updated program guides
May 2010 distributed via your Regional
Director
4
Service Sales Update – Bryan West
Issue
Action
Owner
Lack of Service Sales Support 4 Addt’l Headcount being added C. Ouellette
to back up ISSR’s
New Entitlements Email
address established to support
Partner requests.
Target
Date
Update
Complete
6/10
Added team of 6 that prepare all
renewal contracts and expiring
warranty opportunities this will free
time for the ISSRs
Allow Partners to quote Time
and Materials for non-contract
work for their customers
Define Service Sales policy,
build process and procedure
with Service Solutions Team
and Field Service.
J. West
D. Smithson
10/10
Process being finalized with SST.
Outstanding issues with new
discounted rate sheet and
automating discount.
No Clear Communication on
Service Multi-Unit Discount
Clearly define policy and
communicate to Partners.
J. Quintana/
Service LOB
7/10
Policy has been communicated to
RSSR’s. RSSR’s to train Partners.
All Discounts outside of Advantage
Plans must be manually quoted in
Intouch.
Partners want to receive Agent Define policy and opportunities
J.
commission when configuring
where Service Agent
Quintana/B.
service solution for nonCommission would apply.
West
Certified Service Partner
Determine vehicle for tracking.
8/10
Program and Rules of Engagement
have been defined. Pilot Program
to be released with select Partners.
Partner Notification of Service
Scheduling
TBD
Project did not make priority list and
will not be available in Q1 2011.
Still pending IT resources and
prioritization.
Build Intouch process and
functionality to automate
Partner notification. Will
provide 4 days notice and
another notice when work is
completed.
Schneider Electric - IT Business- Americas Quality Team – 4 Aug 2010
T. Baglini
5
Business Development – TJ
Issue
Need better
competitive
information
Action
Owner
SalesNow Documents
TJ/
Continued
Prod Dev
Development
Tools Team
Information placement
Target
Date
Update
Existing/
On Going
We will be releasing our internal "How to Sell
Against" documents to our ELDC partners in the
US. This will take a couple week or so to get
everything updated and once it is, an email will
be sent out letting you know it is available. In
addition to this, we will be adding a Competition
section to our ELDC newsletter
Having trouble getting
specs and drawings to
give to consultants for
inclusion on Bid/Spec.
(250/500)
5-line drawing being
developed.
Other drawings and
spec
Product
Dev
Q4
Most of our 3-Phase product have standardized
CSI format guide specs posted on the sales tools
portal (internal to APC), the partner pages
(ELDCs) and on engineer.apc.com (external to
CEs and Contractors). During the product
development process, the line of business will
create these guide specs as well as the
applicable drawings.
Need to update
partners on new
product/revisions
before they are
launched.
Continued Elite prerelease on products
Power DistributionRack PDU
Harry B.
Complete
Harry B.
Complete
Both of these have been accomplished as
expected.
The pre-release training has been effective
through webinars
Power distribution was specifically covered in two
separate webinars (both Elite and all-channels).
Schneider Electric - IT Business- Americas Quality Team – 4 Aug 2010
6
ISX Designer – TJ Jeannette
Issue
Action
Owner
Target
Date
The Designer will Continuous feed back Product Dev On Going
allow
loop for users to
configurations that configuration team. CTO
On Going
are not ultimately “ISX principles” leads
buildable.
to products working
seamlessly together.
CTO Report – Can
we describe what
type of solution we
are providing
1st output is a major
revision to the
proposal package.
Quotes should Proposal portion of the
include
package can be
dimensions/layout
modified with any
of the solution
information you want
to provide to a
customer
Designer is too
slow.
Update
Designer does not allow for solutions that are not buildable
any examples should be documented for review
Product Dev End of Q4
The CTO Report is a Configure - to - Order report, with
2010
information on how to build and assemble the Solution. It is
not intended to be used to communicate the offer to the
customer.
Today we have a Proposal for ISX and one for MGE
Products. We recently integrated the MGE Galaxy Product
Offering into ISX Designer. Next step is to create an
integrated proposal.
The new integrated proposal development project is being
kicked of next week and the goal is to have it ready by end
of 2010.
No Plan
No plan
The Quote Report is primarily intended to be used as a
Quote.
The Proposal includes Weight and Dimensions on key
products in the Solution
Increase in speeds up Product Dev
Current version user has to download entire Designer app.
to 300%.
Complete New version, only new files need downloading. (up to 300%
speed increase!!) depending on hardware
Schneider Electric - IT Business- Americas Quality Team – 4 Aug 2010
7
2010 Americas Process Improvements