Documente Academic
Documente Profesional
Documente Cultură
INDIA
Siemens
Mitsubishi Team : > 100
Team : > 150 Sales : ?? MUSD
Sales : 30 MUSD MA : > Direct + 50
MA : > Direct + 35 SIs SIs
• Amplifier
– Capacity
– Effort
• Ensure Sustenance
• Enable Growth and Scale up possibilities
• Distributors – 10
• Locations - 13
Copyright © 2009 Rockwell Automation, Inc. All rights reserved. 5
Expectations to Generate Amplification
DISTRIBUTOR RA TOTAL
FY11
FY10
REGION PLAN T1 TT1
(KUSD)
Sales OTC Sales BDM/KAM OTC Sales BDM/KAM OTC (KUSD)
West
10 26
Mumbai (AD) 3 3 1 2 4 5 899 1,505
• Tier -1 Engagement
– Channel OEM Sales & OTC team to take over and help Disengage RA
Sales/GOTCs from Tier – 1 OEMs from existing established annuity………
ATTRIBUTES
‘KEEP’ Machines
– Account Ownership, Sales Discipline, Supplies, Inventory, Spare parts, Support,
Services…. All business deliveries to be owned by Channel OEM Sales
resources supported by Channel OTCs
– Create and maintain clear OEM PROFILES for each of the assigned accounts
and strategize the OEM/Machine share enhancement plan in collaboration with
respective RA OEM Sales Manager
– Channel Sales Resources backed by Channel OTCs to lead effort in enhancing
the OEM/Machine share in component requirements
WAY FORWARD
– RA OEM Team & GOTCs to lead effort in enhancing OEM/Machine share in
Architecture class requirements, including first time conversion
– RA Sales team to support high level engagement, High level relationship and
supervise account portfolio to continually enhance RA foot print
– RA OEM sales Managers will be the first point of escalation for Channel Sales
Resources and the OEM in case of any problem
• Product & Soft skill trainings will not be part of RA OEM Team
responsibility
Machine
& Account Profiling /
Targeting Qualification Engagement
Prioritization
Identification
• Customer Access
• Return vs. Invest
• Support Strategic Vertical
• Strategic Application
FY08 1000 Targets FY09 5000 Targets FY08 200 new Opportunities FY09 1000 Opportunities FY08 60 new Engagements FY09 200 Opportunities
BDM
Account Manager
• The OEM Sales Mgr and GOTC-Lead will drive the decision to engage
– Based on the Business Case / Resource Availability / Success Factors
– Supported by Account Mgrs / GOTC’s / Project Mgrs
• Do’s • Don’ts
– Profiling of opportunity – Never, ever make a quotation during the
– Must stay engaged during Technical first 3 visits (typically)
Engagement Process – Commits lump sum time of GOTC to
– Develop Business Value Proposition (get account (e.g. 4 weeks for free)
help from BDM/ISM or GOTC if needed) – Needs to understand the functional detail
– Commits, promotes and sells the GOTC of a specific machine
Value to Account – Stops visiting the customer during
– Understand the Market / Competitors / technical engagement
Business of the Account and the – Relies on channel to manage the
Commercial Value of a Machine sold by account
the customer
– SPRA Owner
– Channel Owner
– Logistics Owner
– Looks for more opportunities in the
account for Z2 and Z1 expansion
• Do’s • Don’ts
– Owns a Technical Engagement – Is a free service to the customer
– Develops best Practices – Starts a technical engagement without
analysis
– Helps develop a Commercial / Technical Value
– Starts a technical engagement without
Proposition, owns the technical part of the
agreement with the Commercial Owner
development
– Will always update the Commercial
– Holds presentations Owner throughout his work in the
– Supports generation of BOM / Architecture, complete lifecycle of the engagement
will in absence of SBU Technical Consultant (bi-directional exchange)
also create a BOM on his own (supported by – Will be the Technical Support Desk for a
Regional Team / focus on future build-out of customer
SBU resources) – Will prepare every BOM for the customer
– Will involve Subject Matter Experts where during or after the Engagement Cycle
required through GOTC Lead or Project /
Program Managers
– Will be involved in the Commercial
Presentation
– Understands and communicates Business
Values