1. Marketing to Engineers New Product Introductions in Mobility & SaaS: Ideation to Marketing Execution Rob McGreevy, Vice President & Line of Business Head, Schneider Electric

2. Context & Assumptions Context: Manufacturing & Infrastructure Industries Engineering & IT; Operations NPI vs. Existing Assumptions: Basics are covered 4Cs/4Ps Maryanne will cover integrated Marketing planning And other facets of program methodologies used. 3. Focus for this session Wonderware On-Line & SmartGlance New Product Introduction Audience Challenges Opportunities Considerations Execution 4. Topics Perspective The Product / Offering Market Opportunities and Challenges Marketing Plan and Execution 5. Perspective: Audience and Challenges 6. Perspective is Important We must look at the lens through which we see the world, as well as the world we see, and that the lens itself shapes how we interpret the world. - Stephen R. Covey Requirements Value Risk Reward 7. Modern Engineer(ing) Multiple Hats IT, Engineering Customer Facing 8. Modern Engineer(ing) Industry Drivers Workforce Dynamics Productivity Safety, Compliance Agility, Adaptability Standards Security Collaboration Empowerment Connected Technology Trends Virtualization Mobile, Web Cloud/SaaS Connectivity Big Data Analytics Simulation IoT Market Dynamics 9. Modern Engineer(ing) Innovation, Technology Pragmatically Applied 10. Modern Engineer(ing) Healthy Skepticism Show me 11. And Cool Stuff! 12. How do we Give them more time Make life Easier Cool Technology Address Industry Technology Business Challenges Credibly 13. Seamless process and production Experience Case study (sort of) 14. Wonderware Online & SmartGlance Offering/Product Cloud Based Data Collection Mobile Client Applications & Content Value Real-Time Decisions Anywhere Prioritize Work, Business Demands Easy to install, manage Cost effective: SaaS / Hosted Subscription 15. 2:00 Demonstration SmartGlance 16. Market Opportunity and Challenges 17. Market Opportunity Addresses Key areas Valuable Innovative (1st) Industry & Tech Trends Modern Cool 18. Market Challenges I Dont get it Does it work? Is it real, proven? How Is it Better? What about Security, Privacy Educate Market Demonstrate Proof (customer) Value proposition Protected, Secure, Private 19. Marketing Plan and Execution 20. Marketing Plan of Attack Learn from & Partner with Leaders > Voice Reach Credibility Collaboration Missionary Work Funding 21. Education Market Webinars, Seminars UG/SAMC Press/Media Magazines/On-line Properties Partners Analysts updates Briefings (ARC, Gartner) Customers UG meetings, news letters, roadmaps Marketing Plan of Attack 22. Credibility, Proof Demonstrations Download Sample system Try Buy Early adopter Ensure success Customer Success Marketing Plan of Attack 23. 1:00 Demonstration Wonderware On-line 24. Get the word out Leverage 101 materials/efforts Awareness Web Ads Roadshows Social media Focus Value focused Customer facing Marketing Plan of Attack 25. Other Items Be Flexible: Iterate/Refine Listen to feedback Learn Marketing Plan of Attack 26. In Closing Successful Marketing for New Product Introductions Audience Challenges Opportunities Considerations Execution Educate Demonstrate Prove - Value Address Objections Execute like Mad!