Mastering transformation in a data-driven world
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wo topics are front and center for all businesses: sustainability and digitalization. Environment Social Governance (ESG) has gone from optional to mandatory, and nearly everything is creating data around the clock. In this interview, Alexander Frisch, SVP/Global Head of Partner Management, explains how Siemens and its Distribution Partners are finding their way in this changing landscape.
Alexander Frisch SVP/Global Head of Partner Management at Siemens
What do you see as the most important strategic cornerstones in the electric wholesale business? First of all, it is important for us as a supplier as well as for our partners to secure and win market share in the traditional segments. Here we expect more an evolution than a revolution, but still, this is the biggest part of the business. The disruptive changes driven by digitalization and new players in the markets are revolutionizing the customer journey and the decision-making process. This brings me to the second topic, the overall customer and partner experience as a key differentiator for a successful electrical wholesale business. Perfect processes and customer proximity are required to adapt to changing buying behavior. Last but not least, we foster our efforts together with our partners to be prepared to offer cloud- and datadriven solutions to the industrial and building markets. This requires a transformation of all stakeholders
The EDIT / November 2021
towards new business models and ecosystems instead of traditional supply chain processes. You cannot steer your company in the traditional way. In this regard, wellestablished market players can learn a lot from startups. How does sustainability or ESG fit into this picture? Our products and solutions, combined with the services of our partners, are perfect enablers for end customers to achieve their sustainability targets. A big contribution from Siemens is increased transparency on the environmental footprint of our products across the complete supply chain. Furthermore, we seek to understand how our applications and products are used. All product data sheets are calculated based on average assumptions concerning hours of usage, loads, etc. This gives you a good first impression and allows comparisons to be made between different products. By increasing the level of transparency within a customer project, it is much easier than before to predict and act based on real data. This brings much bigger savings than just deciding on product features.
