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Welcome Distributor Sales Conference 2010 Day 2 Saturday May 29

Welcome Distributor Sales Conference 2010 Day 2 Saturday May 29. Agenda Saturday May 29 2010. 09.00-11.00 Retrospective Market Survey Statistics Distributor Program Gold/Silver/Bronze 11.00-12.00 Success Stories 12.15-13.15 Lunch 13.15 Road Show 13.30-14.15 Workshop

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Welcome Distributor Sales Conference 2010 Day 2 Saturday May 29

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  1. Welcome Distributor Sales Conference 2010 Day 2 Saturday May 29

  2. Agenda Saturday May 29 2010 09.00-11.00 Retrospective Market Survey Statistics Distributor Program Gold/Silver/Bronze 11.00-12.00 Success Stories 12.15-13.15 Lunch 13.15 Road Show 13.30-14.15 Workshop 14.15 Westermo Distributor Awards 14.45-15.00 Summary 17.30 Surprise Event 18.30 Bus departure to restaurant

  3. Retrospective What did we say and what really happen ?

  4. Use of natural resources Transportation of people and goods Food production Energy Drinking Water Waste Water Energy Production Energy Distribution Transportation Slide from 2008

  5. Our target market • “Vital infrastructure installations”

  6. ???? Slide from 2008 • Support • We are building an international support team and a rapid task force. Applications! • Global Accounts • Important to promote Westermo to PLC vendors ,we are building the GA program! • Products Portfolio • Westermo have a strategy for the product mix and how to secure reliable releases! • Strong Brand Name • Westermo brand shall be “Robust Data Communications – Made Easy! • Market Presence • Westermo continue to expand into new markets – Asia – Middle East • Sales Competence • Building a stronger Product Management and Distributor sales expertise locally! Vertical Markets • Defined markets are rail, road, water, distribution and production of energy!

  7. Positive: Validation protocol used/filled in Approx 20 persons involved since RC1 A lot of bugs found of validation team and not from customer Feeling from validation team – “Better than ever” Validation - Release readiness 2010-05-19

  8. Slide from 2008 L3Network with redundancy Remote Access Security Fiber or Copper GigE or 10/100Mbit Fiber or Copper GigE or 10/100Mbit L2 network L2 network Local Networks -

  9. Interoperability Future Proofed Made Easy Robust

  10. The changed complexity of the market Slide from 2008 SNMP HSUPA RS-232 RS-485 AT Commands Line Polarity OSPF RSTP VLAN Head of line blocking prevention IGMP Firewall Subnet VRRP VDSL DSLAM CSMA/CD QoS PPP Bridge CHAP IPv6 Multicast Router

  11. Westermo Strategic Plan • Product offer Device Focus Whole infrastructure Focus

  12. Westermo Customer Values • Westermos edge will be • Robustness - environmental specification • Secure IP based Communication infrastructure • Multiple comms media networks • Extensive redundancy made easy • The helping hand • Delivery of quality goods and services to plan

  13. Westermo World Slide from 2008

  14. What does this tell us • It is a growing market • Great possibilities • The IP journey have only started ...and we are in there!!

  15. Westermo - Business characteristics • Westermo serves three market segments with different purchasing criterias. Our organization will be adapted to best serve the different needs.

  16. Strategic Plan Objectives 2012 • World leading offer of robust communications infrastructure – made easy • Market leader in: • Water treatment • Rail transport systems • Strong player in: Electricity distribution • Fast learning organisation with committed individuals

  17. Incentives • Sales Drive • Product Training Distributor Program • Market Information Bronze Silver Gold Starting in 2011

  18. Gold Distributor Program • Business Plan • Quartely forecast update and market feedback • - Projects • - Vertical market information • - product forecast • Roadshow with PM´s • Technical Training • Product Management and Technical Support • Stock • Annual turnover Westermo products 1 M Euro (local billing) 2010 • 3% kick-back on all Westermo billing over 500 000 Euro • Prewiev New releases and influence in product roadmap

  19. Silver Distributor Program • Business Plan • Quartely forecast update and market feedback • - Projects • - Vertical market information • - product forecast • Roadshow with PM´s • Technical Training • Product Management and Technical Support • Stock • Annual turnover Westermo products 750 000 Euro (local billing) 2010 • 1% kick-back on all Westermo billing over 500 000 Euro

  20. Bronze Distributor Program • Quartely forecast update and market feedback • - Projects • - Vertical market information • - product forecast • Technical Training • Annual turnover Westermo products 400 000 (local billing) 2010

  21. Distributor Program • Westermo partner • Individual partner program • Prices • Services • Project support • Training

  22. Robust Industrial Data Communications - Made Easy!

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