EcoStruxure 2021 Rules Update in bFO

Training Deck for EcoStruxure

Confidential Property of Schneider Electric

 AGENDA
EcoStruxure Business in bFO
• Why are the rules evolving?
• EcoStruxure rules update in bFO

Definitions and activity classification

• L1
• L2
• L3

Zoom on Power Domain Tagging

• EcoStruxure Power Opportunity
• Opportunity Line EcoStruxure Domain automation logic
• Project example

Key instructions
• Wrap up : the changes in a nutshell
• What is expected from the bFO users?
 EcoStruxure Business in bFO : Why an evolution of the rules?

Why are the bFO rules evolving?

Context:

• To align EcoStruxure with the strategic ambition of group, ExCom re-defined EcoStruxure, not only from a
technological standpoint but also from a performance standpoint.

• This led to a change of the PM0 Offer in 2021 and a new identification of EcoStruxure at L1, L2, and L3.

• EcoStruxure opportunities in bFO is now updating its rules to align with the group vision.

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EcoStruxure Business in bFO

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What you should know about the EcoStruxure Rules: bFO Automation

bFO automation to adapt to 2021 EcoStruxure rules is live since May 16th
Context

All For all domains: (except power): everything is automated, users must
EcoStruxure continue to declare the opportunity line and go to the family level in order to
Domains identify the EcoStruxure domain and level

EcoStruxure For Power domain: Hybrid approach one product line can be either
Power automatically or manually flagged. (depending on if you have the family or not).

• For the product lines that are not automated, the user has to declare in the
Oppty Scope Attribute field that there is a connectable offer for this opportunity
• Flag it manually as ‘EcoStruxure Power’ in bFO in the opportunity scope
attribute field.

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What you should know about the EcoStruxure Rules: EcoStruxure Dashboard updates

2021 EcoStruxure rules, live since June 6th

Context
• 3 additional domains implemented in bFO and in the EcoStruxure Dashboard

• Cybersecurity, Software, Sustainability in addition to the 6 existing

Domains
domains – 9 domains total.

Levels • L1, L2, L3 information is visible in the EcoStruxure Dashboard.

Find the detailed information of June release and its impact on the EcoStruxure Dashboard HERE

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Definitions & Activity classification

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 L1 Connectable

L1 Definition L1 classification – 23 activities

Business/ Division Helios Activity Name
• A smart, connected device or equipment Energy management
• from which a status and/or metrics can be Digital Energy DPENP Energy Automation Products
DPLNT L&T Digital Power
collected or to which information can be sent Power Products PPACB* Air Circuits Breakers
• which have been equipped with embedded PPATS* Automatic Transfer Switches
PPCCB * MCCBs, Earth Leakage and Switches
connectivity capabilities that enables them to PPCTR * Contactors
communicate with and be connected to an edge PPMCP * MV Product Components
PPPCL* ASCO Power Control Systems, Loadbanks &Firetrol
control system and/or the cloud directly. Power Systems PSIPS Industrial Power Systems
PSLVE* LV EQPT (IEC&NEMA)
PSMVE * MV Equipment
• All connected products with embedded intelligence. PSMVP * MV Product Switchboard
PSMVT * MV Transformers & Substations
PSSL2 Medium Voltage Systems level 2
 All Assets that can connect to the edge control layer or Secure Power SP3PH 3-Phase Power System
our apps/analytics/services layer are “connectable” SPBPP Business Power Products
SPCLG Cooling Systems
SPMDC Modular Data Centers
SPRSY Rack System
• L1 does not refer to ‘connected products’ (i.e devices do SPSL2 Secure Power Data Center Solution
not need to actually be connected). The “connectability Industrial Automation
feature” is a sufficient condition. de Industry Automation Ops IDSDS Speed Drives Systems
IDVSD Variable Speed Drives
Process Automation IDFLD Field Devices

List of 2021 Activities per EcoStruxure Domain HERE

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 L2 Edge Control Systems

L2 Definition L2 classification – 12 activities

• Edge Control refers to a device or a system that enables an Business/ Division Helios Activity Name
operator to monitor and/or control a specific process, manufacturing Energy management
Digital Energy DBSL2 Digital building project
line or installation. DBPRD Building mngt products
DPSOL Power solutions
DPENS Electric networks project
• It includes implementation/engineering services revenues Industrial Automation
• Software is classified in L2 when they are not hardware agnostic IDPSO (new) Process aut. solution
IDHMI (new) Human machine INTFC
(Ex: EcoStruxure Building Operations, Process Automation Expert) IDMST Machine sol transaction
IDOL2 Industry OEM Systems
IDPAC Process automat. Control
• Examples of Edge Control Systems : IDPLT (new) ProLeiT Solution
IDCOM (new) Commercial (Eliwell)
• PLCs, Controllers, DCS, Building Management Systems to control IDEUR (new) Eurotherm
HVAC, etc. Secure Power SPBPP Device Management Prod family
• In a plant context : an industrial computer system that
• monitors and controls a process
• receives or sends its information from/to sensors on a
production line.

• In electrical utilities : the system that monitors substations,

transformers and other electrical assets on the grid. List of 2021 Activities per EcoStruxure Domain HERE
• In buildings or data centers : it includes access control,
environmental monitoring and security systems

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 L3 Digital – 3 Different Revenue Streams
1. Digital Services
• Refer to analytics-based services and services
which are digitally enabled.
• The services rely on SE Connected Service Hubs
• The customer assets that SE digitally monitors or
advises are called Assets Under Management.
• As a Service, the revenue stream should be
generating recurring revenues : (a subscription or
a fee) & nonrecurring revenues.)
2 categories:
• Cybersecurity: services proposed to customers to
protect their assets, data, systems or installations
from being stolen, compromised or attacked.
Usually include identity management, risk
management and incident management.
• Managed Digital Offers : Main ones are Building
Advisor, Power Advisor, Asset Advisor for Electrical
Distribution, Asset Advisor Secure Power & Cooling
List of 2021 Activities per EcoStruxure Domain HERE
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2. Software 3. Consulting
• Refers to system and application Software (SW). • Refers to providing expert advice
• System SW is the OS, i.e. used to supervise to other professionals. The
and coordinate the computer hardware and to content of consulting services is
provide an environment for executing entirely people-based: (i) developed
application software. by people and (ii) delivered by
• Application SW runs as per an end-user people to customers.
request on the platform which is provided by
the system software. An Application SW
helps the end-user perform specific tasks.
• A software is classified in L3 if hardware
agnostic and monetized as SW
independently of the HW
• L3 software car be on premise or in the cloud,
sold as a license or a subscription (Saas model)
• L3 SW also includes related services for
application engineering and training services
L3 – Digital Services Offer – Energy Management
Business/ Domain Revenue stream Domain Helios Activity Name
Energy management Digital Services Building DBIBS EcoStruxure Building Advisor
DBPRD
DBIBS EcoStruxure Workplace Advisor
DBPRD
DBIBS Engage
DBPRD
DBIBS UOC advisor
DBIBS EBA/WPA setup
Cyber DBIBS Cybersecurity
DBSL2
DPENS
DPIBS
DPSOL
INIBS
PSSL2
SPIBS
Power DPSOL EcoStruxure Energy Operation
DPENS EcoStruxure Microgrid Advisor
DPIBS EcoStruxure Power Advisor
DPSOL
INIBS EcoStruxure Service Plan Power
DPIBS EcoStruxure Service Plan Power Management
DPIBS EcoStruxure Asset Advisor for electrical distribution
INIBS
DPSOL EcoStruxure Facility Expert - Ops & Energy
Secure Power SPIBS Edge Services
SPIBS EcoStruxure Service Plan Secure Power
SPIBS EcoStruxure Asset Advisor Secure Power & Cooling
Sustainability SUMON Energy Monitoring Services
SUSUP Supply & Sustainability Services

Confidential Property of Schneider Electric | Page 11 List of 2021 Activities per EcoStruxure Domain HERE
 L3 – Digital Services Offer – IA

Business Revenue stream Domain Helios Activity Name

IA Digital Services Cyber IDIBS Cybersecurity
IDPAS
Machine IDOL2 EcoStruxure Machine Advisor
IDEUR EcoStruxure Manufacturing Compliance Advisor
IDCOM TelevisBlue
Plant IDFLD Centeron
IDIBS EcoStruxure Pumping Performance Advisor
IDHMI EcoStruxure Secure Connect Advisor
IDPAS Industry Managed Services
IDPAS Autonomous Production Advisor
IDPAS EcoStruxure Process Safety Advisor
IDIBS EcoStruxure Asset Advisor IDIBS
IDPAS EcoStruxure DCS Advisor

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List of 2021 Activities per EcoStruxure Domain HERE
L3 – Software Offer

Business Revenue stream Domain Helios Activity Name

Energy Management Software EM Software EMSFT ALPI
EMSFT ETAP
EMSFT IGE + XAO
EMSFT PLANON
EMSFT RIB
Grid DGRID Operations Management
DGRID Asset Management
DGRID Grid Edge
DGRID Other
Power DPSOL Power Monitoring Expert
DPSOL Power Scada Operation
DPIBS Power Management SW DPIBS
DPSOL PME/PSO Project Services
Secure Power SPRSY Netbotz
SPIBS Software Install & Config
SPSFT EcoStruxure IT Expert
SPSFT EcoStruxure IT Advisor
SPSFT EcoStruxure IT SW support contract
SPSFT SPSFT
SPBPP Network Management
IA Software IA Software IDSFT Aveva, including Sales agent model, Aveva Edge, OSISoft
IDSFT Aveva Sub Contractor model (in country)

List of 2021 Activities per EcoStruxure Domain HERE

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 L3 – Consulting offer

Business Revenue stream Execution Model Helios Activity Name

Energy Management Consulting Sustainability & Supply SUCON Sustainability Consulting
SUREN Renewable Advisory Services

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List of 2021 Activities per EcoStruxure Domain HERE
Zoom on Power Domain Tagging

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 Opportunity & Opportunity Line Tagging rules as of May 16th
What is an opportunity? How to tag opportunities in bFO?
A project with SW, Digital Services, or Automatic Manual
“Connectable Products” DPSOL, DPENP, DPENS, & PSIPS PPACB, PPCCB, PPATS, PPPCL, PPMCP,
PPCTR, PSMVE, PSMVP, PSMVT, PSLVE,
a) Digital Services If these Product Lines are declared in the PSSL2, DPLNT, & INIBS.
• EcoStruxure Service Plans Opportunity Line then the Opportunity Line
• Power Advisor EcoStruxure Domain field will be automatically At the Opportunity level, click on the Opportunity
• Asset Advisor
tagged as EcoStruxure Power. Also, the Scope Attribute and Select EcoStruxure Power.
• Microgrid Advisor
Opportunity EcoStruxure Domain field will be The Opportunity EcoStruxure Domain and
b) Software automatically tagged as EcoStruxure Power. Opportunity Line EcoStruxure Domain WILL NOT
• Power Monitoring Expert (PME) be automatically tagged. This mis-alignment is
• Power Operation (PO) Automatic tagging short term and will be corrected in the next
• ESX Power Automation System (EPAS) (formerly: release.
Substation Operation, PACiS)
• Microgrid Operation Automatic tagging
• Facility Expert (FE) - Egy & Ops In the meantime, use the
bFO ESX Power Commercial Dashboard to track
c) Connectable Products
the pipeline. Manual tagging

X
• Relays & RTUs Not tagged.
• Air Circuit Breakers (ACBs)
• Molded Case Circuit Breakers (MCCBs)

X
• PQ Correction Equipment Not tagged.
• Power Meters
• Insulation Monitors
• Sensors (HeatTag, TH110, CL110)
• Motor Controllers
Additional information…
• Gateways
• Starting in 2021 EcoStruxure Power has been expanded to also include the “Power & Grid”
segment. In parallel, the EcoStruxure Grid domain scope has been narrowed and now only
includes the DGRID Product Line.
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Opportunity Line EcoStruxure Domain automation logic

For EcoStruxure Power

Scenario #1

IF the Opportunity Line contains one of these Product Lines: DPSOL, DPENS, DPENP, or PSIPS THEN the “Opportunity Line EcoStruxure
Domain” will be automatically tagged as “EcoStruxure Power”

Scenario #2

IF the Opportunity Line contains one of these Product Lines: DPIBS, INIBS AND the Family Declaration is related to “Asset Advisor” THEN the
“Opportunity Line EcoStruxure Domain” will be automatically tagged as “EcoStruxure Power”

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Project Example – Data Center
Opportunity Project Scenario
Type:
• Construction, new building
Manually tagged
Go to Market:
• SE DPAC provides Power Advisor + PSO SW Licenses +
Automatically
Project Services
tagged
• SE Cyber Services provides Cybersecurity Services
• PnB Partner supplies LV Panels with Meters & Breakers
• IT Partner supplies UPS
Opportunity Lines

Opportunity Line EcoStruxure Domain

Cybersecurity

EcoStruxure Power
Automatically EcoStruxure Power
tagged
Not tagged

Not tagged

EcoStruxure IT

EcoStruxure Power

Note: Family declaration is now required

for SW & Digital Services. See slide 6
More details on ESXP bFO Tagging
Project Example – Airport
Opportunity Project Scenario
Type:
• Retrofit, digital modernization
Manually tagged
Go to Market:
• SE Field Services digital modernization project
Automatically
tagged • SE Cyber Services provides Cybersecurity Services

Opportunity Lines

Opportunity Line EcoStruxure Domain

EcoStruxure Power

Automatically Not tagged

tagged
EcoStruxure Power

Not tagged

Cybersecurity

Note: Family declaration is now required

for SW & Digital Services. See slide 6

More details on ESXP bFO Tagging

Key instructions

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What is expected from the bFO users?

From now on, the bFO users are expected to:

Declare Level 3 activities, at the family level in bFO. Flag L1 activities in the opportunity scope attribute in
bFO for EcoStruxure Power domain.

Confidential Property of Schneider Electric | Page 21 List of 2021 Activities per EcoStruxure Domain HERE
To wrap up –New 2021 bFO rules - Changes in a nutshell

• Impact of the 2021 rules in bFO and on the EcoStruxure dashboard:

- 3 new domains implemented in bFO and visible in the dashboard (Cybersecurity, Software, Sustainability)

- L1, L2 and L3 visible in the dashboard

- June release detail HERE

• Impact of the 2021 rules on the opportunity flagging in bFO:

- All domains are entirely automated (except for Power domain): you only need to declare the opportunity
family when you are dealing with a L3 activity

- Power Domain : opportunities flagging is hybrid, can be automated or manual. For L1 activities, when the
activity has a connectable offer, you must manually flag the opportunity as EcoStruxure Power in the
opportunity scope attribute field.

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Appendix

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L1 Connectable - reporting process

• Principle
• For commercial references : tagging in PIM (offer masterdata) as of 2021 : the connectable attribute is split into 2 options ,
• Ready as is : Asset that is connectable without any modifications and as delivered from SE
• For example : Masterpact MTZ through micrologic control unit)
• With upgrade: Asset not natively connectable but which could benefit from an extension/additional module/kit to
become connectable.
• a customer/user of the product should be able to perform himself this extension (plug & play)
• the upgrade should not require strong transformation to the original product.
• For configurated, equipment & project activities : GDP tagging in HMS (PM0 campaign tool)
• Once a year during the PM0 campaign

• Monthly Process
• L1 connectable % is calculated by activity based on actual Net Sales RDO from countries ERPs based on the list of
references & GDP tagged
• This % per activity is applied to HFM Sales per activity

• As of 2021
• 27 activities are part of EcoStruxure L1
• Only 6 cannot leverage a PIM CR/ HMS GDP tagging  keep a high level % approach fixed for the year
• Semi industrialization process for 6 PS activities : actual reference tagging done in M2C and % calculated on
quantities then applied to Net Sales
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L2 Edge Control Systems - Reporting process

• Principle
• L2 is identified at HFM activity = PM0 Product Line level
• Activities are 100% in L2 except
• for the digital offers recognized in L3  L2 sales do not match with HFM sales
• Embedded network management software : extracted from SPBPP (Oracle PL531)
 Simplicity over accuracy

• Process
• L2 sales are extracted from HFM Sales (except Server Management from Oracle)
• L3 offers revenues are deducted from HFM value and reclassified in L3.

• As of 2021
• 12 activities are part of EcoStruxure L2
• EM Digital Energy : DBSL2, DBPRD, DPSOL, DPENS
• IA : IDPSO (new in L2), IDHMI (new in L2), IDMST, IDOL2, IDPAC, IDPLT (Proleit = new acquisition), IDCOM (new in L2),
IDEUR (new in L2),

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L3 – Reporting process

• Principle
• L3 is identified at offer level
• Each acquisition & verticalized businesses are considered as one offer : Aveva, ESS, RIB….  HFM entity reporting based
• All other offers are identified in global PM0 at family level (in principle 1 family per offer but could be several)
• Several GDP to isolate the different components : recurring subscription fees, one-off license, set up costs…(see detailed PM0)

• Process
• L3 offers net sales are automatically extracted from global data
lake Intel DS as collected from countries ERPs at GDP level
• The manual reporting process at global offer level implemented in
2020 is kept for the time being until we reach good level of reliability
in the industrialized process above mentioned (end of Q1 at least) Target : As of Q2

• As of 2021
Beta
• List of offers listed in slides in appendix

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