My Profile   |   Print Page   |   Contact Us   |   Sign In   |   Register
ASAP Blog
Blog Home All Blogs
Welcome to ASAP Blog, the best place to stay current regarding upcoming events, member companies, the latest trends, and leaders in the industry. Blogs are posted at least once a week; members may subscribe to receive notifications when new blogs are posted by clicking the "Subscribe" link above.

 

Search all posts for:   

 

Top tags: alliance management  alliances  collaboration  partnering  alliance  alliance managers  partner  partners  alliance manager  partnerships  ecosystem  The Rhythm of Business  partnership  governance  Jan Twombly  biopharma  Strategic Alliance Magazine  Eli Lilly and Company  Vantage Partners  IoT  ASAP BioPharma Conference  healthcare  NetApp  strategy  2015 ASAP Global Alliance Summit  Cisco  communication  IBM  innovation  Christine Carberry 

How to Manage Mega-scale Partnering in the Era of the Internet of Things from the Vantage Point of Schneider Electric

Posted By Cynthia B. Hanson, Thursday, January 28, 2016

When it comes to Schneider Electric, the company operates in a seemingly unlimited world of opportunities for establishing connections. Its partnering mantra seems to be “think globally and act locally, globally, and everywhere in between.” 

Now add the Internet of Things, and Schneider is broadening its scope to partner in complex and creative ways with some of the biggest companies in the world, such as Cisco Systems, Microsoft, and IBM Corporation. That’s the topic Anthony DeSpirito, CSAP, managing director, strategic accounts at Schneider Electric, is scheduled to address during the panel discussion “Capturing the Value of the Internet of Things” March 1–4, 2016, at the ASAP Global Alliance Summit “Partnering Everywhere: Expert Leadership for the Ecosystem,” at the Gaylord National Resort & Convention Center, National Harbor, Maryland, USA. The discussion will focus on generating revenue from the complex partnering and business models driven by IoT. Other participants scheduled for the panel discussion are Nancy M. Green, global practice lead, healthcare strategy & thought leadership, at Verizon  Enterprise Solutions and Joan Meltzer, CSAP, smarter cities go-to-market leader at IBM Analytics, IBM Corporation. 

Schneider currently manages more than $30 billion in energy for 4,500 clients in 147 countries. The company integrates solutions in large numbers of physical structures, such as electrical and SCADA systems (data acquisitions and control systems for power or water treatment systems), and has access to vast amounts of data about the physical environment. The information is then provided to an analytics platform that turns physical data into information that allows partners, such as Verizon and IBM, to make better-informed decisions. 

Such complex, mega-scale strategic alliances require large teams and significant investments of time for planning. Schneider has 14 alliance managers. Key components need to fall into place for mega-partnership to fly: “Alignment is absolutely critical at the executive level,” DeSpirito pointed out during a recent interview.

 

For example, Schneider’s alliance with IBM to provide cutting-edge cloud services for the utility industries required the fundamental first step of having problem-solving meetings at the executive vice president level. “Once they agreed, it … cascaded throughout the organizations. Now the sales areas have agreement, and there is a cadence of communications between the two teams doing workshops and basic education. Now we need to bring discipline and cadence through quarterly business reviews,” he explained.

 

The early-stage, innovative ADMS cloud-based service solution could radically change the utility industry if it gains regulatory approval because it could provide services to utilities that can’t afford ADMS as a stand-alone product. Electrical power plants use a distribution management software system called DMS that allows them to be efficient in production and distribution. Schneider’s system is ADMS, where “A” stands for Advanced. The system is “much more customizable, much more efficient, and allows a utility to become more productive,” he says. If a proof of concept with ADMS that is underway in Canada is successful, “we anticipate it will move into production, … which should manifest itself in lower operation costs, cheaper electric, and allow us to go to smaller utilities,” he explained.

 

From a partnering standpoint, this is a brand new business model, and also an example of the complex alliance management planning often required in large company alliances, DeSpirito added. “This is not just buying and selling software and space in a data center.”

Tags:  ADMS  alliance management  alliances  Cisco Systems  cloud  DMS  electrical and SCADA systems  IBM Corporation  IoT  Joan Meltzer  Microsoft  Nancy M. Green  Schneider Electric  Tony DeSpirito  utilities  utility industry  Verizon Enterprise Solutions 

Share |
PermalinkComments (0)
 
For more information email us at info@strategic-alliances.org or call +1-781-562-1630