SE & AVEVA Stronger Together

Ignite Forum

André Marino & James McGill

© 2019 Schneider Electric. All Rights Reserved.

Overview
2019 will be an year to accelerate our partnership and generate solid growth.

Strong AVEVA SW growth via SE at +39%

2018 Review

• Generally good collaboration with some best practices and lessons learned incorporated
• Rollout in 18 focus countries largely completed with AVEVA SW Leaders identified and targets achieved
• Focus on regional rollout in country operations

2019 Ambition Digital Plant (Hybrid & Discrete / Alliance Partners): +25%
Process Automation (Continuous / Direct): +12%

• Increase Country Emphasis on AVEVA SW to Increase Business

• Focus on SE Strategic Customers and Segment Accounts to Drive New Business
• Develop SE Alliance SIs to Deliver AVEVA SW Projects
• Deepen Internal SE Knowledge and Support
 How does AVEVA Fit into the Schneider Electric Strategy?

PLAN AND
SCHEDULE

ENGINEER
OPERATE
PROCURE
AND OPTIMISE
CONSTRUCT

ASSET
MONITOR
PERFORMANCE
AND CONTROL

3 © 2018 AVEVA Solutions Limited and its subsidiaries. All rights reserved.
SE and AVEVA – Stronger Together

Confidential Property of Schneider Electric | Page 4

 Why is the SE-AVEVA Relationship is good for Partners
How do we All Make More Business? SE has a local presence in 100+ countries with
a dedicated sales force to promote EcoStruxure
Plant by segment (CPG, WWW, MMM, OGP,
New
PowerGen/T&D, Transportation) and AVEVA
Markets
plays a very key role in the Value Proposition.
• SE’s strategy is to develop new
business, not to try to take existing
business direct
• We don’t expect any existing business
(renewals or otherwise) to move from
current sources
New Stronger New
Business
Together Accounts

With this presence, SE has defined

thousands of accounts, Global, Multi-
• SE has /1,000+ Alliance Partners (SIs) where
Country, and Country Targeted Accounts
we can promote AVEVA in order to expand
where our team has very good relationship,
the Ecosystem in all geographies
Expanded including prescription of SE products and
• Sell AVEVA through SE OEM’s who are
Ecosystem EcoStruxture Plant
specialized in Automation

Confidential Property of Schneider Electric |

Schneider Electric has multiple go to markets

Discrete/Hybrid End-Users

Influencers EPC/Process OEMs OEMs Machines & Lines

1 Installer System
ED Integrator*

4
Panel Builders
2 4

Distributor
3
3
6 5

*: Preferably Certified Alliance SIs or PA as an internal SI

Confidential Property of Schneider Electric | Page 6
Industrial Automation – In Country Go To Market
Specialized Sales Force – Core focus on Hybrid and Discrete Segments

End-Users / Process OEM / EPC # Main touch points

1 • Prescription by Industry Automation Specialists

5

2 • System Integrator Partner management

1 System Integrator 4 • Joint agreement with Industrial Automation

3
Distributors (IAD) and Machine Integrators

IAD’s • Direct Delivery (by Process Automation)

4 compliant with Rules of Engagement (Direct vs
Indirect)
2 3

5 • Projects delivered by Alliance Partner

Confidential Property of Schneider Electric | Page 7

Alliance Partners Program
Expanded Ecosystem to Drive more Business

+15% 1035

Growth (FY 2018) Alliance Partners

170 12

Certified Alliance
Master Alliance Partners
Partners

70 250

Countries where Obtained Certification

program is in place Badges

Confidential Property of Schneider Electric | Page 8

Engagement Models to Support our Business

Customers driven by Schneider-Electric Sales Force/Alliance Partners

Preferred Model for

1 EcoStruxure Provider
“Subcontractor”

2 Standalone
2 AVEVA SW
“Sales Agent”

AVEVA or AVEVA Distributor

Confidential Property of Schneider Electric | Page 9

2018 AVEVA Deployment for 18 Focus Countries
Completed or Underway with SW Leaders Identified – Target for 18 Focus Countries Achieved
COUNTRIES REGIONAL SPOC SALES PLANNING & PREPARATION SW LEADERS SALES EXECUTION & MONITORING

SUBCONTRACTOR MODEL SETUP

FORMAL MEETING WITH NEW SE
INDUSTRY LEADERS PLAYBOOK

CUSTOMER SUPPORT PROCESS

SW SALES TRAINING MAPPING

APPLICATIONS FOR PRE-SALES

NOMINATE a SW LEADER FOR
SW ENGAGEMENT MODELS &

REVIEW WITH NEW AVEVA SE

SIMPLIFY SW BOOKING AND

CADENCE FOR SE COUNTRY
SCADA PRICE POSITIONING

PLATFORMING DEFINITION
SW AMBITION HANDSHAKE

APPLICATIONS FOR SALES

2nd LEVEL TRAINING: SW

2nd LEVEL TRAINING: SW

DEFINE TARGETED OFFER

SW PRE-SALES TRAINING

ENGAGEMENT LEADER

ORDERING PROCESS
LOCAL WHO’s WHO

EACH COUNTRY
INDUSTRY BU

WEBINAR

MAPPING
ANALYSIS

FOR WW
LEADER

SET-UP
AVEVA - SE
COUNTRY SOFTWARE
ENGAGEMENT LEADER
LEADER

Americas ANDRÉ MARINO

USA RIADH CHEKILI ROGER MANUS RON CHANDLER
Canada RIADH CHEKILI ADRIEN LEMAIRE RON CHANDLER
Mexico RIADH CHEKILI JULIO CESAR LARA ANTONIO GONZALEZ
Brazil CYRILLE CHASSAING EGIDIO FERRAZ ANTONIO GONZALEZ
EUROPE NINO GUIDETTI
France YVES DAUMAS MARC MALAQUIN HANS BOSBOOM
Italy REMI CORDIER GIUSEPPE PALAZZOLO HANS BOSBOOM
Spain REMI CORDIER AGUSTIN FRAGOSO HANS BOSBOOM
Dach MOSTAFA BANDAR NILS LEY HANS BOSBOOM
Netherlands SYLVAIN HIEULLE DICK CLEMENT HANS BOSBOOM
Turkey MOSTAFA BANDAR KEREM BARLAK HANS BOSBOOM
Russia REMI CORDIER ALEKSEY EFREMOV HANS BOSBOOM
UK MOSTAFA BANDAR NATHAN GHUNDOO HANS BOSBOOM
APAC & MEA SONALI KAUSHIK
GULF MOSTAFA BANDAR WAEL ZAITOUN AMIR MELAD
Singapore CHRISTOPHE AVRAIN COLLIN THOMAS IQBAL SINGH
Indonesia CHRISTOPHE AVRAIN RINA MAZIDASIREGAR IQBAL SINGH
India ASHWIN MHAISKAR SUDHIR DEMBI IQBAL SINGH
Australia ASHWIN MHAISKAR BRADLEY YAGER IQBAL SINGH
China MITESH LLORI LAURA DING IQBAL SINGH
Global PHILIPPE RAMBACH THIAGO OLIVEIRA DOUG WARREN
Completed
Confidential Property of Schneider Electric | Page 10 Work In Progress
Not Working
Not Started *Includes Q1-Q3 Sales Agent
2019 AVEVA Deployment Underway for Additional SE Countries
30+ Countries with Named SE AVEVA Engagement Leader
Q4 / Q1 Q2 / Q3
COUNTRIES REGIONAL SPOC SALES PLANNING & PREPARATION SW LEADERS SALES EXECUTION & MONITORING

SUBCONTRACTOR MODEL SETUP

FORMAL MEETING WITH NEW SE
INDUSTRY LEADERS PLAYBOOK

CUSTOMER SUPPORT PROCESS

SW SALES TRAINING MAPPING

APPLICATIONS FOR PRE-SALES

NOMINATE a SW LEADER FOR
SW ENGAGEMENT MODELS &

REVIEW WITH NEW AVEVA SE

SIMPLIFY SW BOOKING AND

CADENCE FOR SE COUNTRY
SCADA PRICE POSITIONING
SW AMBITION HANDSHAKE

PLATFORMING DEFINITION

APPLICATIONS FOR SALES

2nd LEVEL TRAINING: SW

2nd LEVEL TRAINING: SW

DEFINE TARGETED OFFER

SW PRE-SALES TRAINING

ENGAGEMENT LEADER

ORDERING PROCESS
LOCAL WHO’s WHO

EACH COUNTRY
WEBINAR

MAPPING
ANALYSIS

FOR WW
LEADER

SET-UP
INDUSTRY BU COUNTRY AVEVA - SE
SOFTWARE LEADER ENGAGEMENT LEADER

Americas ANDRÉ MARINO

Andean CYRILLE CHASSAING SEBASTIAN GIRALDO ANTONIO GONZALEZ
Argentina CYRILLE CHASSAING DIEGO FEDERICE ANTONIO GONZALEZ
Chile CYRILLE CHASSAING GONZALO PASTRIAN ANTONIO GONZALEZ
EUROPE NINO GUIDETTI
Belgium SYLVAIN HIEULLE STIJN ABELOOS HANS BOSBOOM
Nordics SYLVAIN HIEULLE FLEMMING HANSEN HANS BOSBOOM
Mid Eastern Europe SYLVAIN HIEULLE KRZYSZTOF MILEWSKI HANS BOSBOOM
South & Eastern Europe SYLVAIN HIEULLE ALEX KATOSHEV HANS BOSBOOM
Israel SYLVAIN HIEULLE NISSIM HAI HANS BOSBOOM
APAC & MEA SONALI KAUSHIK
Saudi Arabia (KSA) MOSTAFA BANDAR MOHAMMED ANWAR AMIR MELAD
North East Africa & Levant MOSTAFA BANDAR OMAR RAMZY AMIR MELAD
Francophone Africa MOSTAFA BANDAR STEPHANE GENDRON AMIR MELAD
South Africa Cluster MOSTAFA BANDAR QUINTIN MCCUTCHEON HANS BOSBOOM
Japan CHRISTOPHE AVRAIN MANABU KAWATA IQBAL SINGH
South Korea CHRISTOPHE AVRAIN GUNN KIM IQBAL SINGH
Taiwan and Philippines CHRISTOPHE AVRAIN SAM TING IQBAL SINGH
Global PHILIPPE RAMBACH THIAGO OLIVEIRA DOUG WARREN
Completed
Work In Progress
Confidential Property of Schneider Electric | Page 11 Not Working
Not Started
No Visibility Yet
Success Stories

Confidential Property of Schneider Electric | Page 12

Sweetwater Authority Customer Challenges
Expansion & upgrade of automation & control • Double water production capacity Water desalination plant,
systems doubles production capacity • Provide drought-resistant water source
• Modernize control scheme to flagship standards providing 190,000 people
with a drought-resistant source
The Solution of drinking water
Sweetwater and system integrator Enterprise
Automation (EA) chose a full WWW solution from
Schneider Electric and AVEVA due to the ease and for Water
&
cost savings of upgrading and integrating with existing
systems. As a Master Alliance system integrator Wastewater
partner, EA’s in-depth product and technical knowledge
is highly valued by Sweetwater, with all parties Apps,
AVEVA’s Ampla Operations
benefitting from a close working relationship. analytics, Management*
and services
Customer Benefits
• Optimized efficiency
• Reduced costs Edge
AVEVA’s
Citect
• Expanded capacity control SCADA*
EcoStruxure Modicon
Control Expert PLCs
The Results: Life Is On with...
2x additional capacity, producing up to 10 Connected
million gallons of drinking water per day products
Altivar drives

“Every day that we run this desalination plant, it’s continuing *The Schneider Electric industrial software business and AVEVA have merged to trade as
AVEVA Group plc, a UK listed company. The Schneider Electric and Life is On trademarks

to pay back the cost that we put into making it run right.”  are owned by Schneider Electric and are being licensed to AVEVA by Schneider Electric .

Justin Brazil
Water Treatment Superintendent
Confidential Property of Schneider Electric | Page 13 Sweetwater Authority
 Customer Challenges Founded in 1870, Casa Granado is the oldest
• Have a better integration between two Brazilian cosmetics brand. Focused on
CASA GRANADO, •
production lines and find bottlenecks
Reduce Time to Market premium products, Granado produces soaps,
moisturizers, colognes, perfumes and other products.
BRAZIL Solution
Tradition in premium and sustainable cosmetics •
•
EcoStruxure Hybrid DCS 4.2 SP3
Customized Library with Situational Pharmacy
Awareness.
• Wonderware InBatch 2014 R3
• Wonderware Historian 2014 R3
• 1 Modicon M580 Apps,
• 1 Modicon M340 analytics,
• 1.2K I/O over 3 Modicon X80 expanded rack and services
• 28 Altivar Drives Wonderware Historian Service expertise
& Inbatch

Customer Benefits
• Simple and fast reconfiguration for new
products thanks to the integration between Edge
HDCS and inBatch.
control
• Accordance with the standards of FDA 21 CFR EcoStruxure
Modicon PLC’s
part 11. Hybrid DCS
• Empowering the workforce through the High
performance HMI concept.
• Future-proof solution.
Connected LV drives Altivar Process
Project Value : products
• 700 K€ (PA – subcontractor model)

Results:
• They are currently measuring what is the
production increase but already say the
Confidential Property of Schneider Electric | Page 14 payback is going to be really short
Requested Actions for Mutual Success

Confidential Property of Schneider Electric | Page 15

Focus Ares for Developing NEW Business in 2019
Minimize / Eliminate “Right Pocket / Left Pocket” Discussions/Conflicts

High

Existing AVEVA / New AVEVA /

New SE Site New SE
SE EU GTM Indirect
(attractiveness)

2 3

Existing AVEVA / New AVEVA /

Existing SE Existing SE

1
Low
Low AVEVA’s Distributor High
(attractiveness)

Confidential Property of Schneider Electric | Page 16

Request for Action
Mutual Engagement
• Reach out to key contacts to work together
• Determine how SE Sales and Pre-Sales can
increase AVEVA business

Mutual Account Planning

• Define accounts and plans to avoid conflicts and
increase AVEVA business together
• Training for SE Alliance Partners to execute
projects with AVEVA

Mutual Engagement
• Understand customer value of EcoStruxure Plant
(combined SE and AVEVA) and how AVEVA fits
• Joint customer presentations and pursuits

Mutual Pipeline Reviews

• Joint pipeline reviews to close new AVEVA pursuits
• Analyze and promote successes and post-mortem
analysis to improve process and collaboration

Confidential Property of Schneider Electric | Page 17