offer management & digital customer experience industry management forum matt o’kane...

Schneider Electric Company Confidential – Do Not Distribute

Offer Management & Digital Customer Experience

Industry Management ForumMatt O’KaneNovember 2013

2Schneider Electric Company Confidential – Do Not DistributeSchneider Electric Company Confidential – Do Not Distribute

Agenda

● Organizational Update

● 2013 Promotional Campaigns

● New Product Launches

● 20/30mm Revised Pricing Update

● Digital Customer Experience● Apps & CPQ● Input for new US web site


Organizational Update


Keith Sink

Mohammed Khan

Ann Beaman

Offer Management

Offer Management

Offer Marketing

Relays Private BL

Relays Private BL

Relays Private BL

Safety – Power Supplies

Push Buttons, Tower Lights

Relays, Pendants, CAM

Magelis – HMI/IPC (Vijeo)

Pro-face – HMI/IPC (GP-ProEX)

Controllers (SoMachine)

Offer Mgmt Processes (incl Quality)

Customer Service – Relay CC

Customer Service – Relay CC

Peter Hess

Ted Cobb

Alex Tkachenko

Nancy Dowd

Dave Collins

George Caudle

Shunte McMillian

Jacob Kimball

Pam Naylor

Mark Eubanks

Dipin Jain

Emi Tashiro

Tony Lane

Junix Dayao

Russell Hawkins

Janelle Morris

Intern TBD

Nicole Scott

UR – Jan 2014*

Alec Grainger

Terry Harmon

Selin Yilmaz

Scott Sommerfeld

Ed Sandlin Offer Marketing

Pro-face Marcom

Pro-face Marcom

Pro-face Marketing

Tech Resources/Training

Pricing/Competitive Analysis

Manager

* Jacob Kimball will support until Jan 2014


• Roadmaps• eLaunch Pkg Creation• Technical Literature (Tech Pubs)• Pre-Launch Technical Training• Global Interface (pre-launch)• Pre-launch forecast

(coordination)• CN infos creation• Digest initial new product input• Project Support Customer Visits• Part # creation / Q2C Load• PSAP / Quality / Compliance• Safety Reviews• Release for Sale• Field Tests• Product positioning (internal)

• Launch Strategy• eLaunch Pkg Execution• Commercial Literature (Marcom)• Commercial Training• Global Interface (post-launch)• Forecasting• CN infos execution• Digest edits• Sales/Channel Meetings• Digital Marketing Tools• Market Pricing• Promotions• VOC (Voice of Customer)• Demo Creation• Product Positioning (commercial)

Offer Management

Offer Marketing


Marketing Competency ImprovementCourse Description Course Code Offer Management Offer Marketing UR / New Hire Length of Training

What is the Marketing Mix BSMK025 15 mns

Defining the marketing mix for new products ZSMK020 15 mns

Discovering our Market Segments MKTMKTE0001 45 mns

Discovering our Machine Segments MKTMKTE0005 30 mns

Offer Management MKTMKTI000015 21 hrs

Offer Specifications MKTMKTI000017 14 hrs

Offer Management and Optimization - Part 3: Evolution Optimization of your Offer MKTMKTI000016 7 hrs

Introduction to Price Management MKTMKTI000018 7 hrs

Price Management - Perceived Offer value MKTMKTE000002 2 hrs

Analyzing your competitive position BSST015 30 mns

CoLa User MKTMKTW000002 1 hrs

Country Offer Introduction MKT 011616 7 hrs

Country Offer Introduction Basic MKTMKTW000001 1 hrs

Mastering Marketing Concepts MKTMKTI000014 14 hrs

Marketing for New or Non Marketers MKTMKTI000013 7 hrs

Analyzing market dynamics BSST018 30 mns

Solutions Value Proposition ESUMKTI001 16 hrs

The theory of competitive advantage by Michael Porter BSST002 30 mns

Business Finance for non Financials - Introduction to Basic Financial Literacy FINENG0006 8 hrs

Launch Process Management MKT 011618 7 hrs

Discovering our Machine Segments MKTMKTE0005 45 mns

Presenting Your Ideas with Impact LEAMANI017 16 hrs

The Industry Business Story GWEINB001 1 hrs

Optional

Launch Process Management MKT 011618 7 hrs

CASH Professional Selling SEASALI000001

TOTAL TrainingTime 84.5 80.75 35

Classroom Time 59 60


2013 Promotional Campaigns


C&S Key Marketing Activities for 2013Distributor Training Modules:

• Rollout Launch Plan:• June: Web Tools, Apps and Online Resources• July: Harmony 22mm Push Buttons (Access Point, Rope Pull, 40mm)• Aug: Signaling & Tower Lights (XVU)• Sept: SSR and Plug In Relays (Socket & SSR’s)• Oct: Control & Measurement Relays (Temperature Controller)• Nov: Zelio Timers


New Product Launches2013 & 2014


2013 New Product Launches:

XB7

Launched January

383 pcs$61K Sales

Launched MarchXVU

Launch December

XB5R: Access PointsXB5S: Biometric 2

Launched July Launched July

Launch December


Offer

Controllers

Safety

ServoDrives

Motors

Robotics

Software

Optimized Performance High Performance SoMachine Basic SoMachine V4.0 SoMachine Motion V4.0

M221 M241 M251 M258 LMC058 LMC078 LMC101 LMC600

LXM23+ LXM28 LXM32 LXM32S LXM62 LXM52- IL.

BCH BSHBCH2

Linear Motion Delta Pick & Place Grantry

SH

LXM32I

BMH

Relays TM3 Esm XPSMC XPSMCM SLC TM5 Drives

M168

New - 3 Software Platforms, 18 products


Altivar Process: Your Process Deserves More than a Drive

● Business optimization• Energy management ready

• Digital services

● Real time intelligence • From data to insights

• Smart process object Services Oriented Drives

● User friendly device• Versatile integration

● Performance • Enhance motor control

• Safety integrated

● The Green Drive• Green premium labeled

• Energy friendlyEnhanced

Drives core proposition

up to 1.5 MW


Additional 2014 New Products

SSL SSM1 SSM2 SSP


22/30mm Revised Price Update


Push Button ”I Have It in Stock” Program

>Distributor stock program to drive ease and availability for selling to End Users and small OEM’s

>Reduced into stock price – reduce need for negotiations

>Distributor Stocks Component BOM – allows assembly(“I have it in stock”) for 80% of offer availability

Objective(s):>Grow Push Button through stock business, minimize

negotiations and be easier to do business with….for small transactions

How:


Push Button ”I Have It in Stock” Program

> Initial order of $10KSelect from Product Modules:• 16mm XB6 – plastic• 22mm XB7 – monolithic• 22mm XB4 – metal• 22mm XB5 – plastic• 30mm 9001K – metal• 30mm 9001SK - plasticPre-determined BOM [part # and

quantity]Each module prices ~$1000 – $3000

>Replenishment Parts AvailableSelect Part #’s from BOM or choose entire

moduleMinimum order value of $___ (same as initial)Use code to get same discountMust have purchased initial kit to replenish

Program Details:

> =S= Provides …Discounted ITS price [~.5 > .3]Demo Kit for each module orderedReverse ConfiguratorTraining WebinarWeb Banner – Ad Text for promotion

>Distributor AgreesPromote availability of through stockPlan of action to target new through stockCDM engaged to plan/monitor


Digital Customer Experience


22 & 30mm Competitive Comparison Sheet – Interactive pdf


iPad/Android App Development

17 iPad / Android Apps deployed eCatalogs Visual Product Configurators Energy & Cost Saving Calculators Over 65,000 downloads!

4 currently under development Magelis HMI VC in December Drives eCatalog Repair mobile App Drives VC email update


Altivar 212 eCatalog


SE Repair – History / Warranty APPConcept

• Scan the SEIRS barcode with the smart device

• App pulls history based on existing queries

• Displays current warranty status

• Display available inventory and current price

• Offer to purchase or print packing list


BIM Web Deployable Drive Models

●Schneider Electric is pleased to announce an Innovative FIRST!

● Multi-format BIM: Revit, CADmep+, Bentley,

●Downloadable via US website, only manufacturer with a configurator and multi-format

●BIMxchange: Manufacturer Content Cloud for MEP Engineers

●Launch Date: December 2013Available for S & E Flex

Enclosed Drives


BIM Engineering & Fabrication Design


Revit & Bentley BIM Examples


CPQ Current State• Includes Open and

Enclosed Drives & Soft Starts– Cloud based

• Functionality:– Configure products &

services– Create project quotes– Generate project

submittals and quote documents

– Support for simple and complex configured products

• Next Steps:– bFO implementation July 2013 (completed!)– IPO Project approved to

link to Q2C – 3/14– Adding Altivar Plus, PowerGard & Active

Matrix Control & Signaling products


New US Web Site ComingWe need your feedback:

• We will be sending you a survey monkey link

• Your feedback is vital in helping us develop and deploy our new web site!!


Thank you for your TIME & SUPPORT!!

offer management & digital customer experience industry management forum matt o’kane...

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