Value Added Reseller (VAR) Partner Day 2017 Moderator: Edward Strasser. VAR Partner Day

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1 Value Added Reseller (VAR) Partner Day 2017 Moderator: Edward Strasser VAR Partner Day September 20-21, I Berlin

2 Table of Contents Participants and countries 3 Introductions and Required Briefings 6 Overview Day 1 8 EM DG PRO Portfolio (Update) 9 Importance of VAR Partner Program Principles 10 Preparations for Evening Events (20 Sep) 14 Overview Day 2 16 Take Aways for VAR Partner Day 2017 Page 2

3 Berlin VAR 2017 Participants Germany Ukraine HQ Czech Republic Slovakia Austria Moldava Hungary Slovenia Croatia Romania Georgia Azerbaijan TOTAL >60 event participants Bosnia and Herzegovina Serbia Montenegro Kosovo Macedonia. Albania Bulgaria Turkey Armenia Az. Source: Registration Platform

4 Serving Customers Together Across Central Europe and Beyond СТАРТ ИНЖЕНЕРИНГ АД Page 5

5 VAR Partner Day 2017 Siemens Forum - Security Briefing ENTRANCE / SCULPTURE Exit path in case of emergency WERNER v. SIEMENS WC WC Page 6

a photographer to record highlights of VAR Partner Day 2017.

6 VAR Partner Day 2017 Photography and Consent VAR Partner Day 2014, Bucharest VAR Partner Day 2015, Vienna Required Notice: Siemens has engaged a photographer to record highlights of VAR Partner Day By participating, you consent to your photo being released via our data exchange platform. Page 7

7 VAR Partner Day 2017 Agenda Summary: Wed., 20 September 09:00 09:15 Welcome, Introductions, Agenda Edward Strasser 14:55 15:15 SIVACON Partners and MV Components J. Loeschberger 09:15 10:00 SIPROTEC 5 News, Project Examples Georg Korger 15:15 15:45 Coffee Break / Exhibition 10:00 10:15 Handling a project with DIGSI 5 Georg Korger 15:45 16:15 Digital Grid Factory and Logistics Stefan Fritzsche 10:15 10:50 Overcurrent and ArcFault Protection Alexander Erokhin 16:15 16:30 Siemens E-Business Industry mall Hans-Joerg Wech 11:00 11:30 Coffee Break / Exhibition 16:30 16:45 Wrap-Up and Briefing Evening / Day 2 Edward Strasser 11:30 12:00 A8000 Family News, Applications Reinhard Krug 17:15 18:45 Bus Tour of Downtown Berlin Leaves HOTEL 12:00 12:30 Station Control System Projects Zoran Ristanovic 12:30 13:00 RuggedCom Solutions for Smart Grids Werner Jud 18:45 19:30 Walking Tour of Zitadelle Spandau 19:30 22:00 Evening Event / Dinner Comfortable shoes 13:00 14:00 Lunch Break / Exhibition 22:00 23:00 Shuttle to Holiday Inn Hotel Every 15 min 14:00 14:55 NEW! SDA Panel Discussion Panel Members 08:30 09: Leave Hotel for factory tours Must arrive at factory as group Page 8

8 Energy Automation Seamless Portfolio Strong Brands Substation Automation, RTUs Power Quality Protection SICAM SIPROTEC Reyrolle Page 9

9 Value Added Resellers (VARs) Part of a Holistic Digital Grid Concept SIEMENS SYSTEMS SALES SIEMENS DG PRODUCTS ENGINEERING INTEGRATED 2 SOLUTION (TURN-KEY) SIEMENS PRODUCT SALES END CUSTOMER SIEMENS DG PRODUCTS ENGINEERING VAR INTEGRATED 2 SOLUTION (TURN-KEY) END CUSTOMER SIEMENS DG PRODUCTS ENGINEERING INTEGRATED 2 SOLUTION (TURN-KEY) END CUSTOMER SIEMENS Value Added Resellers Directly serve their own customers Develop, Sell and Execute their projects Integrate Siemens DG Products Page 10

10 Characteristics of a Successful VAR Program Parallel Path to Energy Markets Supplement to own business in Region Gain access to pre-dominantly unserved market segments Voluntary Commitments Decision for Siemens DG Products is made attractive to VAR Rewards to our VAR for a higher sales volume Local Sales & Service Know VAR Partnerʼs business Speak the Local Language Anticipate VARʼs needs / requirements (regular reviews) Competition Accepted Replace their previous supplier VAR as separate bidder to Customer Multiple sales channels for Siemens Page 11

11 EM DG Automation & Protection Products Our Most Important Sales Channels Power Utilities (DSO / TSO) VARs SIEMENS EM EPCs Mining Oil & Gas EPCs VARs Manufacturers Page 12 SIEMENS EM MS SIEMENS EM TS EM DG Products 50% of products OEMs Transportation Infrastructure

12 Now a Short Break Page 13

13 VAR Partner Day 2017 Preparations for Evening Event Highlights of Downtown Berlin Where are we now? What you must have seen before leaving Berlin Color-coded map to follow along Will receive when boarding the bus You know ahead of time what s coming next Have your camera ready DETAILS: 17:15 Departure from Holiday Inn Hotel 18:45 Arrive at Destination (10 min away) Page 14

14 VAR Partner Day 2017 Preparations for Evening Event ZITADELLE SPANDAU - Fortress since Armory - Museum Page 15

15 VAR Partner Day 2017 Agenda Summary: Thurs., 21 September 08:30 09:00 Walk to EM DG and HV factory sites Name Tags!! 09:00 11:00 Factory visits (group photos, also) 11:00 11:30 Return to Conference Center as group 11:30 12:00 Innovation Overview at Siemens 12:00 12:30 Cyber Security in Power System Network 12:30 12:50 VAR Project Report TPP Takoradi 12:50 13:10 VAR Project Report S/S Selite 13:10 13:30 Siemens Engineering Cooperation Model 13:30 13:45 Closing and Thanks Martin Tackenberg Walter Wutzl Saso Martinovski Tajar Bregasi Maria Varshavyak Edward Strasser 13:45 14:45 Buffet Lunch Page 16

16 Take Aways from VAR Partner Day 2017 Messages: Projects and Systems for your Energy Automation markets Which products à which applications Digitalization is happening What Siemens is doing Partner project highlights Page 17

17 Contact Page Edward Strasser Manager, VAR Partner Program CEE Siemens AG Oesterreich / EM DG PRO Siemensstrasse 90 A-1210 Vienna AUSTRIA Tel: Fax: Mobile: edward.strasser@siemens.com siemens.at Page 18

The national standards bodies of:

The national standards bodies of: EN 1317 for Vehicle Restraint Systems (VRS) - overview presented by B. Wolfgang Wink Senior Manager International Division Volkmann & Rossbach Germany 16th World Meeting International Road Federation Lisboa