Mervi Sihvonen, Drives and Controls/ Africa Channel Partner event, 2016 ABB Africa Channel Partner event ABB Value Provider Program

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1 Mervi Sihvonen, Drives and Controls/ Africa Channel Partner event, 2016 ABB Africa Channel Partner event ABB Value Provider Program Slide 1

2 ABB Value Provider Program Agenda What is ABB Value Provider Program Channel partner portal Web visibility, ABB autorized value provider label and marketing material Tool overview Training available Slide 2

3 What is ABB Value Provider Program Slide 3

4 ABB Value Provider Program Program principles Selective distribution: Channel partners are selected, trained and audited to deliver specified product and service portfolio Channel partners have an opportunity to become an official member of the ABB Value Provider Program They are called ABB authorized value provider Numerous channel partners are working with ABB in 100+ countries, and the amount is growing About 450 ABB authorized value providers, in Africa 22 Slide 4

5 Your benefits When customers know that you are in a partnership with ABB: It makes it easier for you to arrange a meeting with a new potential customer You can be confident that you have the backing of a strong team All this creates more business for you Slide 5

6 Your benefits 10 reasons to become an ABB authorized value provider Slide 6

7 Drives Service ABB s channel partner program since 2011 Drives PLCs IEC NEMA Motors Motors Power Protections Mechanical Power Transmission Automation and Control Products Process Control Systems Breakers and switches Robotics Products from several ABB divisions, which are in the ABB Value provider Program at the moment. More products to be included. Slide 7

8 ABB authorized value providers Deliver consistency to customers (*) Optional Different channel type partners for different kind of industries and applications for different kind of products ABB authorized value providers offer globally consistent, customer focused offering of sales, support, service and engineering Slide 8

9 How to become an ABB authorized value provider Well guided steps to full membership Registered Product authorization Member of the ABB Value Provider Program Common goals defined, and cooperation principles agreed ABB business ethics and information confidentially (NDA) signed Company information registered in ABB global channel database Agreement with ABB signed Channel type specific product authorization completed Business plan with ABB agreed Training and authorizing partner personnel Company audit completed Trademark Licence Agreement signed Slide 9

10 Channel Partner Portal Slide 10

11 Channel Partner Portal One window for partner information on different businesses Slide 11

12 ABB Value Provider Program Channel Partner Portal Password controlled access to eg: Product Documentation & Manuals Presentations Online Product Configurator Movies E-learning courses Webinars Slide 12

13 Channel Partners Portal Example: Drives and Controls: Sales support Drives and Controls Slide 13

14 Channel partners apply for MyABB access on web Slide 14

15 How to get Channel Partner Portal access Channel partners apply access to the Channel Partner Portal via the Other Services > On Request Channel Partner Portal Slide 15

16 The link for Channel partners for applying Channel partners apply via this link Slide 16

17 Web visibility, ABB autorized value provider label and marketing material Slide 17

18 Your benefits Visibility as an ABB authorized value provider ABB authorized value providers are visible at ABB authorized value providers in YouTube YouTube Link: aylist?list=pll7dusu7kd1 qtwxj6nd- 1ZVDGJFYA0B7j Slide 18

19 Web visibility Partners as presented in web Slide 19

20 Your benefits Visibility as an ABB authorized value provider This label tells your customers that you have been authorized by ABB, and you provide quality services consistently Your company is a part of the ABB s local and global marketing Slide 20

21 Marketing material for your use Authorization package When authorization process completed, the ABB authorized value provider receives an authorization package (content varies from product to product) rportal/db0003db003410/b 1e42237e c a349d.aspx?&tabKe y=22 Slide 21

22 Tool overview Slide 22

23 Tools available for partner Check Tools and databases in Channel Partner Portal Example: Drives and Controls Slide 23

24 Training available Slide 24

25 Your benefits Dedicated training based on business needs You have the same competence and facility requirements as ABB, and therefore you have the same accesses to tools as ABB organizations You have a possibility to train yourself, both locally and globally You has an opportunity to attend special events, webinars, workshops Each Business unit has different training available based on products/services Access to technical & commercial documentation Channel Partner Portal Slide 25

26 Maximum benefit for end customers Your network. Anytime, anywhere. We work closely with our network of ABB authorized value providers Our shared goal is to deliver maximum benefit to end customers Join us in a partnership for growth and profit Slide 26

27

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