Schneider Electric, the leader in the digital transformation of energy management and automation, today announced the expansion of its global Alliance Partner Programme for Industrial Automation Distributors (IAD) to South Africa. This strategic move aims to drive growth through the channel by enhancing coverage for industrial automation products, solutions, and services across the country.

The Alliance Partner Programme for Industrial Automation Distributors is designed to drive growth through Schneider Electric's extensive distribution network. By enhancing regional distribution networks, the programme ensures better product coverage and stock availability, meeting market demands more efficiently. Additionally, it opens up new growth opportunities through advanced specialisations and skill enhancement for sales and technical experts within the distributor network.

The programme also emphasises in-depth training, providing comprehensive sessions to significantly enhance distributors' capabilities and customer service. This holistic approach ensures that distributors are well-equipped to meet the evolving needs of the market, ultimately driving mutual growth and success.

“The programme is a strategic initiative to enhance our distribution network and better meet the diverse needs of our industrial automation customers. By continuously improving the programme, we consider our Alliance Distributors as an integral part of the Schneider Electric strategy. These distributors maintain a customer-centric approach, boosting customer confidence by enhancing their solution capabilities within the automation space,” said Oriel Soupen, Channel Marketing Manager at Schneider Electric South Africa.

Mutually beneficial goal

The programme grants Alliance Distributors access to a broader range of industrial automation products and solutions, enhancing market demand and sales potential.

Key focuses include:

• Upskilling the internal resource pool: Enhancing competencies through specialised training focusing on two core specialisations, EcoStruxure Machine and EcoStruxure Plant with advanced specialisations to accelerate capabilities in software, services, drives, sustainability, motion and robotics.
• Programme Certification Process: Ensuring selected partners are trained and aligned to the strategic focus of their expertise. 
• Broader partner ecosystem: Harnessing relationships with system integrators and partners to support the complete project lifecycle. 

Deeper customer intimacy

Schneider Electric aims to enable its Alliance Distributors to develop deeper customer intimacy, provide superior automation capabilities, and ultimately outperform in the market. This extends beyond just selling products; partners will be able to develop a complete understanding of the underlying technologies and solutions while fostering relationships across the ecosystem.

“We want our Alliance Distributors to have the technical competency and capability to sell the full solution, not just individual products. They should be able to advise customers on complementary components and how different parts of the system work together,” said Chris Neethling, Channel Sales Manager at Schneider Electric. “By empowering our partners, we can expand our reach and capabilities to support a broader partner ecosystem”.

The Alliance programme is structured with different tiers and rigorous requirements that partners must meet to unlock additional benefits and support from Schneider Electric.