Confidential Property of Schneider Electric |

Schneider ElectricMarketing in long sales cycle business

Page 2© 2019 Schneider Electric. All Rights Reserved I

Schneider Electric is leading the digital transformation

of energy management and automation

Key figures for 2018

Four end markets:

A well-balanced global presence (2018 revenues breakdown)

Commercial & Industrial & Residential Buildings

Data Center & Networks

Industry Infrastructure Utilities

40% 14% 29% 10% 7%

5%of revenues devoted to R&D

€26 bn2018 revenues

42%of revenues in new economies

137,000+employees in over 100 countries

North

America

28%Western

Europe

27% Rest of

the world

16%

Asia

Pacific

29%

%

Page 3© 2019 Schneider Electric. All Rights Reserved I

Schneider Electric has an extensive partner network

4Confidential Property of Schneider Electric

Focus• Few Strategic Accounts drive the biggest growth potential for Schneider

• Concentration of our investment and sales team on those Accounts as first priority

Customer

at the center

• BU & Geography agnostic sales team

• With strong level of dedication in front of Customer – Customer intimacy

• Sized & located according to Customer business

Segment expertise• Added value to come from cross & up selling

• Key success factor is to position the right Segment expertise in front of the Customer

Sales efficiency• Growth

• Share of wallet increase with each selected Customer

• €M sales / sales head ratio monitored and continuously improving

We have aligned for Segments on 4 fundamental sales

operating model principles

5Confidential Property of Schneider Electric

Schneider

Revenue Value

Strategic Accounts Targeted Accounts Proximity Accounts

No. of

Customers

Sales

V1

Sales

V2

Account Management

sales team (Strat.

Account Exec. + KAMs)

with Segment expertise

Domain Specialized

sales teams (e.g.,

MV, PA, Field

Services, …)

V1/ V2 coverage

model for targeted

Accounts defined

among Domain

Specialized sales

teams during Country

platforming

Coverage through Partners,

Field Services, Marketing (e.g.,

PRM), Inside sales

We have simplified our End-User segmentation along 3

sales models supported by V1-V2 approach

Relevant marketing content and placement

OGP #15 WWW #5MMM #10 Building #10

Automotive #6

CPG #8

Cloud #12

Healthcare

Hotels

Finance

Food & Beverage

Household &

Personal Care Life Sciences

Sinoma/CNBM

2019 Strategic Accounts # 74

Electricity

Companies #6

Semiconductor #2

Cumberland

Good

Relevant marketing content and placement

Oil Gas & Petrochemicals #9

Water Waste Water #4

Mining Minerals Metals #4 Building #21

Automotive #3

Consumer Pack’ed Goods #25 Cloud & Service Providers #30

Healthcare

Hotels

Finance

Food & Beverage

Houselhold & Personal Care

Life Sciences

2019 Multi-Country Targeted Accounts # 97

Semiconductor #1

Real Estate

Relevant marketing content and placement

Confidential Property of Schneider Electric |

Case Study 1 – Smart Data Centre

Customer testimonial video

Create a Sales and Marketing mix that resonates and aligns with the

persona’s buying journey throughout the 12-month sales cycle

Marketing

Sales – Account

Management

Education Solution Selection

Online Ads/

Website/Social

2

Sales

Rep

3

Blogs/Press

Release

4

Sales

Rep

5

White Paper/

Nurture eDMs

7

BDM

Visit

8

Webinar

Series

9

Innovation

Day

GM/VP

Meeting

Innovation

Talks

Customer

Rep

Case

Studies

Sales

Rep

Google

SEO/SEM

1

Cloud DC

Edge/DCD

6 1011 12 13

14

15

Face

-to-

Face

Data

Centr

e M

anager

/ C

IO

Engagem

ent

Dig

ital

6 months + 3 months + 3 months

Data Centre Project example

Invest in tactics that align to persona’s insights and buying journey.

Leverage data to tailor approach to a target customer

Education Solution Selection

Confidential Property of Schneider Electric |

Case Study 2 – Smart Electrical Grid

Customer testimonial video

Online/Offline Marketing Mix Demand GenerationExecutive Engagement

Attract & Convert Engage Amplify

Page 14Confidential Property of Schneider Electric |

Marcom Activities Supporting Executive & Sales Engagement Since 2015AMSP Objective: Develop EcoStruxure Grid full offer awareness in DSO via thought leadership, digital & demand gen

Page 14Confidential Property of Schneider Electric |

Gartner Pipeline

Acceleration Demand Gen

Amplify: 11,000+ views of SAPN ADMS video

Educate: ADMS webinar: 212 registrants (108), 312+ downloads

Engage: EcoStruxure Grid ADMS Nurture Path +22% open rate

• Innovation Summit

Sydney, Singapore

• Innovation Day:

EcoStruxure Power

• Energy Networks

Australia

• EESA NSW

• CIGRE SEAPAC

Press Release x 3 -

Upcoming

Events

Engaging with customers at all levels

2017

• Customer Story

Video: SAPN ADMS

• eNewsletters

• Strong Executive Engagement

(Global and Local) with

customer Leadership Team

• Visit of Serbia ADMS Centre

• Visit of Schneider HQ

• Direct interaction w European

and Australian customers to

discuss ADMS capability

• ADMS Product Workshops

2019

• EcoStruxure Grid Nurture Path

• Unlock the Digital Grid with EcoStruxure

ADMS and Microgrids On24 webinar

• eBook Digital Grid Unleashed

• PRM Electricity Companies – tbc

• Customer Story Video

• Written Case Study

• Web Landing Page

Thought Leadership1

2

3 4 5

Whitepaper x 1 –

Upcoming

46% Share of Earned

Media

≥€15.7M marketing

influenced orders

Australia - Energy BU Performance

Check In YTD Feb 2019Multi-marketing

touchpoints

Date: March 2019

Speakers:

James Colbert, Radivoj Sadzakov & Ras Jayawickrama – SE

Brendon Hampton – SA Power Networks, Future Networks Leader

Title:

Unlock the digital grid with EcoStruxure™ ADMS and Microgrids

Audience:

Electricity Companies, Specifiers, Contractors, Regulators

Webinar – Unlock the digital grid with Ecostruxure™ ADMS and Microgrids

End Users, Specifiers, Contractors, Regulators

eDM inviteLinkedIn posts

Registration page

Specifier newsletter

Webinar banner, FB social posts

Webinar - Unlock the digital grid with Ecostruxure™ ADMS and Microgrids

Key data

Attendees:

• 212 registered, 158 attended - 108 attended the live webinar (68%) and 50 on demand (32%)

• 175 registered from Australia, 13 from New Zealand + rest from other countries (56 NSW, 30 VIC, 24 SA, 3 TAS, 14 WA, 5 NT, 38 QLD)

• 52 attendees from electricity companies, inc. Ausgrid, Clarke Energy, Endeavour Energy, Energex,

Energy Queensland, Ergon Energy, Evoenergy, Power Water Corp, SAPN, Vector Ltd NZ

• 11 from consultancy companies inc. AECOM, ARUP, Beca, Clough, Jacobs, WSP …+ regulator: AEMO

• 5 partners inc. AZZO

Resources:

5 ADMS/grid whitepapers and Digital Grid eBook and 3 videos (312 downloads)

Interactions: 25 questions asked