Schneider Electric Company Confidential 2 - Industry / C&S – October 2009
Informational
Transactional
Consultative
• discovery of offer • basic selection of products & services • no critical mass of interactive media or video • weak link to channel i.e. inventory • reduce paper costs • customer satisfaction +
• discovery of offer • select, specify & design • mobile web • linked to bridge • customer registration • free samples • interactive web marketing tools • direct customers to channel partner ecommerce sites • customer satisfaction +++
• full service (all previous) • social web (blogs, live chat) • smart phone applications • solution selling • configurators • shift of control to users • convergence of media • local-based services • customer satisfaction ++++
Current & Future State • Current maturity level… “informational” • Move towards transactional in 2010
• Consultative in 2011 & beyond
Today
2010
2011
Schneider Electric Company Confidential 3 - Industry / C&S – October 2009
Industry Website Desired State
● Superior customer experience allowing for simple identification and selection of products ● Flat web site requiring the least amount of clicks to gain product information ● Ultimately increase mindshare, brand awareness and grow sales!
● Product selectors and easy to search electronic catalog ● Side by side product comparisons (pictures & specifications) ● Save product pages to pdf, email, save to favorites ● Include cross to legacy reference / part numbers
● 2D & 3D CAD models and sales drawings (registration required) ● Provides for sales leads (Direct & Distribution)
● In depth cross reference (relays, pushbuttons, tower lights, etc)
Schneider Electric Company Confidential 4 - Industry / C&S – October 2009
● Interactive demos, configurator’s and energy/cost savings calculators ● Videos describing unique value propositions ● Posting on YouTube
● Accessories of each product to enable up-selling and ease of selection
● Provide “Free Sample” portal for select product promotions
● Smart phone applications
● Provide access to distributor inventory and purchase on-line
Industry Website Desired State
Schneider Electric Company Confidential 5 - Industry / C&S – October 2009
● Creating web content which targets search engine optimization (SEO) ● Train Marketing personnel
● Seamless integration of embedded content enabling easy ecommerce transactions
● Optimized and coordinated databases structured for syndicating data not just internal requirements ● Large scale project design ● Feed Distribution data real time, decrease time to market
● Key metrics reporting and closed loop feedback with the Web team
Industry Website Desired State
Schneider Electric Company Confidential 6 - Industry / C&S – October 2009
Product Selectors Made Simple
Simple to select product attribute
Descriptive Feature Prompts
Schneider Electric Company Confidential 7 - Industry / C&S – October 2009
Side by Side Comparisons
• Detailed product specifications
• Clear visual and real picture
• Easy to distinguish difference
• Next click takes user to product “call to action page”
Schneider Electric Company Confidential 8 - Industry / C&S – October 2009
Product Page with “Call to Action”
• Download 2D line drawing or 3D CAD Model
• Print or email page • Save to favorites
• Request information or sample
• Search distributor inventory & buy on-line
Schneider Electric Company Confidential 9 - Industry / C&S – October 2009
● Download file to your computer or email directly to a customer.
● Insert 3D model directly into design program (18 CAD formats) ● Automatically populates
the bill of material
● View, download and save 2D Sales Drawing for submittal packages
Internet Accessible 3D CAD Models
Schneider Electric Company Confidential 11 - Industry / C&S – October 2009
Direct Customers to Distributors eCommerce
Schneider Electric Company Confidential 12 - Industry / C&S – October 2009
Cross Reference a Competitive Part Number 3 clicks to cross!
Schneider Electric Company Confidential 13 - Industry / C&S – October 2009
Cross Reference & Distributor Locator
• Locates Distributors by state/country
• Provides distance from your location
• Map & directions from and to your facility
Schneider Electric Company Confidential 14 - Industry / C&S – October 2009
Free Samples via the Web Site
• Easy to do business with • Fast response • First to the design
• Provides leads for Distributors
• Generates incremental business!
• Results to Date (since 1/2/09) • Over 1,450 units shipped ~ $7K • $175K in new business • 15 outstanding quotes - $500K
• Example: Louisville Lamp • Building 3,600 lighting fixtures for GE & Walmart to demonstrate energy savings of CFL lighting • 3,700 Time Delay Relays worth $46K
Schneider Electric Company Confidential 15 - Industry / C&S – October 2009
Interactive web based tools • Makes selection easy
• Decreases incoming calls
• Gets distributor mindshare
• Drives product demand & sales growth
• Time delay relay sales up 35%
• Latching relays sales up 54%
Schneider Electric Company Confidential 16 - Industry / C&S – October 2009
Schneider Web-Based Demos & Tools
• Provides for easy and efficient self learning & understanding
• Eliminates the need to call Technical support or you!
• Goal is make the decision to buy Schneider first!
Schneider Electric Company Confidential 17 - Industry / C&S – October 2009
22mm Product Configurator
Flush push for insertion legend
Reset
Metal collar ZB4BZ009 1 Pushbutton Head ZB4BA68 1 Contact NO ZBE101 Contact NC ZBE202 Legend plate ZBZ32 Market legend ZBY02178 Sheet legend ZBY1115
1
1
2 2
1
Metal collar
ZBE201
ZBE101
Non illuminated
Push button
Illuminated Non illuminated
Switch
Illuminated iIluminated
Pilot light
Non illuminat
Mushroom
Heads
O I
Schneider Electric Company Confidential 18 - Industry / C&S – October 2009
Product Videos (~2.5 mins each)
Harmony Spring Clamp ABL8 Universal Power Supply
30mm Turn to Release NEMA Power Distribution Blocks
Schneider Electric Company Confidential 19 - Industry / C&S – October 2009
Smart Phone Applications • Product Selectors • Streaming video • Cross reference • Interactive demos
Schneider Electric Company Confidential 20 - Industry / C&S – October 2009
Embedded Content – Seamless Integration
• Premier Farnell/Newark Engineering Resource Portal • Independent Web page creation • Ask an expert, Blogs, etc • Embedded content
• Search by attribute • Compare features • Download 3D CAD • Purchase on-line
Schneider Electric Company Confidential 21 - Industry / C&S – October 2009
Embedded Content – Seamless Integration
Legacy P/N Cross reference
Schneider Electric Company Confidential 22 - Industry / C&S – October 2009
Closed Loop Data Syndication
Schneider Electric Company Confidential 23 - Industry / C&S – October 2009
Owner - $$ Engineering
firm
CAD Solution
Reaching key decision makers…
3D CAD - Specs
Schneider Electric Company Confidential 24 - Industry / C&S – October 2009 24
© 2008. Intergraph Process, Power & Marine. All Rights Reserved.
Intergraph Business Overview
Process, Power & Marine Security, Government & Infrastructure
World’s leading provider of enterprise engineering software to the PP&M industries
Geospatially-powered solutions for the security, intelligence, military and infrastructure industries
2007 Revenue: $438 million 2007 Revenue: $288 million
Intergraph goes to market through its two operating divisions, Process, Power & Marine (PP&M) and Security, Government & Infrastructure (SG&I):
– PP&M’s software is used by nearly all of the Fortune Global 500 chemical, petroleum, and pharmaceutical companies around the world – as well as most EPC companies
– SG&I’s geospatial intelligence solutions are used by governments in over 80 percent of the world’s largest countries and security technologies help protect more than 500 million people worldwide
Schneider Electric Company Confidential 25 - Industry / C&S – October 2009 25
© 2008. Intergraph Process, Power & Marine. All Rights Reserved.
Intergraph Vision
Intergraph Process, Power & Marine’s vision is to provide the most powerful solutions for the design, construction, and operation of plants, ships, and offshore facilities.
Schneider Electric Company Confidential 26 - Industry / C&S – October 2009 26
© 2008. Intergraph Process, Power & Marine. All Rights Reserved.
Global Presence
● More than 1,250 employees ● 500 software developers ● 550 services and support engineers ● 100 sales/marketing; 80 G&A; plus another 140 at distributors
● Presence and local support in 42 countries
Schneider Electric Company Confidential 27 - Industry / C&S – October 2009 27
© 2008. Intergraph Process, Power & Marine. All Rights Reserved.
PP&M Market Share
● No. 1 in petrochemical industry worldwide ● No. 1 in oil & gas industry worldwide ● No. 1 in power plant industry worldwide
Schneider Electric Company Confidential 28 - Industry / C&S – October 2009 28
© 2008. Intergraph Process, Power & Marine. All Rights Reserved.
Global Engineering Customers
Schneider Electric Company Confidential 29 - Industry / C&S – October 2009 29
© 2008. Intergraph Process, Power & Marine. All Rights Reserved.
Owner Operator Customers
Schneider Electric Company Confidential 30 - Industry / C&S – October 2009
Owner - $$
Eng./Constr. firm “EPC”
An exclusive channel to key decision makers
• Project planning • Supply chain management • Purchasing
eCatalog+CAD
Project size of $2- $15 billion
Purchased parts are 50% of total project cost
Providing Updated Content
3D CAD - Specs
3D CAD - Specs
Schneider Electric Company Confidential 31 - Industry / C&S – October 2009
Electronic Product Launch Process • Sent via email with links to all data • Everything required to post on web site and for catalog production • Pilot Biometric switch to SE channel • Next step syndicating data via web or EDI
Top Related