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Business Solutions Selling in a Global Strategic Account-Driven Business (SCHNEIDER ELECTRIC CASE)
Author: Patrick Albos, Schneider-Electric
Presentation Handout | March 27, 2011
Selling business solutions in a product culture represents a huge transformational change for any B2B enterprise. Schneider Electric decided to go deep into this challenge by creating Application Business Units to which specific SAMs/GAMs report. This focused organisational structure (in this instance, the oil and gas vertical segment at Schneider Electric) is optimized to deal with all the critical areas that make the solutions business successful and sustainable. Learn how to: * Define the markets for solutions * Co-create innovative solutions with your strategic customers * Select and manage the KAM talent to sell and develop solutions * Get country alignment to ensure good execution and profitable solutions * Select and use the most efficient processes, tools and KPIs to get the desired business outcomes for customer solutions
Available to SAMA members only
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