Schneider Electric South Africa’s Segment Solutions Team plays a pivotal role in providing comprehensive technical support to consulting engineers from various design firms, ensuring that the company’s solutions are integrated and specified into new projects. The team serves as a crucial link between the company’s segment leaders and the channel business.

The team is led by Segment Solutions and Schneider Academy Lead Juanita Els, who facilitates the process which sees her team offering technical expertise and support to consultants, ensuring informed decision-making for complex projects. 

“My role also involves collaborating with Schneider Electric’s end user teams. These teams are responsible for specific industry segments such as WWW (Water and Waste Water) or MMM (Mining, Minerals and Metals). These teams, which often include C-level and professional engagements, rely on the Segment Solutions Team for technical guidance,” explains Els.

“We are a solutions-focused team with deep technical expertise and solution capabilities, bridging the gap between end user teams and the broader Schneider Electric ecosystem, including our channel partners. We aim to foster seamless collaboration and alignment across all stakeholders within Schneider Electric.”

She notes that while the Segment Solutions Team does not directly mirror any global Schneider Electric structure, it does leverage aspects of both the global Prescription Team and the global Solutions Team, albeit with a unique approach.

Key differentiator

“It could be described as unique, especially with the addition of the Schneider Academy. The Solution Architects who report to me provide both complimentary technical training to customers and offer scheduled, paid training courses through our Academy. This combination of education and tailored solutions sets us apart,” says Els.

She explains that the Segment Solutions Team’s involvement in projects typically begins during the planning phase. providing technical support and guidance. Traditionally, the Segment Solutions Team would only become involved once the project had gone out to tender and the consulting engineers were appointed. However, the current approach provides a significant benefit – Schneider Electric is now engaged earlier in the process.

“When the segment leaders inform us of a project going out to tender, they also provide the name of the appointed consulting engineer. This enables us to proactively reach out to the consultant, armed with the technical information and requirements for the project,” says Els.

Ahead of the curve

“By engaging early, we can support the consultant directly, providing technical guidance, design recommendations, and proposing additional considerations for the project. This early involvement positions us ahead of the curve, allowing us to collaborate closely with both the end user and the consulting engineer throughout the design and planning stages. This results in better alignment and a more streamlined project execution.”

The key added value of this approach is that Els’s team is informed about the various stakeholders involved throughout the project lifecycle. By being involved from the early planning stages through to project execution, the Segment Solutions Team forms a critical link between these diverse role players. This end-to-end involvement provides Schneider Electric with a deep understanding of the end user's requirements.

Els states that this business is fundamentally about building strong relationships and not just about executing a single project, but rather about establishing long-term partnerships. Her team aims to go beyond just supporting consulting engineers and end users on the current project and truly get to know the customer.

“Relationship-building is crucial in this industry. Our focus is on understanding the customer's needs, providing value-added support, and demonstrating our commitment to being a trusted partner. This long-term, consultative approach sets us apart from a purely transactional project-based engagement,” Els concludes.