2021 AVEVA Software Sales Playbook r10

2021 AVEVA Software Sales Playbook
How do AVEVA and Schneider Electric Work Together?
2021 AVEVA and Schneider Electric. All Rights Reserved.

AVEVA SW Sales Playbook Overview
• The AVEVA SW Playbook is the official source of information to facilitate AVEVA SW engagement with SE
 The latest version will always be in Box at https://schneider-electric.app.box.com/v/AVEVASWPlaybook
 This folder also contains
• An AVEVA SW Playbook Appendix (Glossary of Terms, Original AVEVA SW Internal Communications, AVEVA Industrial Software and
EcoStruxure Plant Fit, Software Operating Agreements Details, SCADA/HMI Offers Overview, AVEVA Industrial Software Platform Offers,
etc.), the AVEVA SW Customer Support Playbook and more
 If there are any conflicts with the information contained herein, this document takes precedence
• Please also visit the AVEVA SW Sales Yammer group at

https://www.yammer.com/schneider-electric.com/#/threads/inGroup?type=in_group&feedId=14439199 to ask
questions, post comments and receive updates
• Visit AVEVA web site at www.aveva.com and AVEVA product finder at https://sw.aveva.com/product-finder
• The original FAQs to help answer questions are also available
2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 2

Frequently Asked Questions / Key Topics (1)
• When do I use the Subcontractor model?
 The Subcontractor agreement includes opportunities to end-users or partners that contains both SE and AVEVA SW content or follow-
on orders to an order booked under the Subcontractor agreement, even if they are pure AVEVA SW, at a set discount from local
AVEVA list prices. The Subcontractor agreement may also be used by AVEVA request or customer requirement for pure AVEVA SW
licenses and/or services “pass through” opportunities at a reduced discount. Since this books via SE, no special tagging in bFO is
required (other than having AVEVA SW opportunity lines). See the AVEVA SW Primary Sales Operating Agreements Overviews.
• When do I use the Sales Agent model?

 The Sales Agent agreement includes pure AVEVA SW licenses and/or services opportunities that SE is actively supporting which will
be booked directly by AVEVA or an AVEVA Distributor. The Sales Agent model should not be used for follow-on orders to an order
booked under the Subcontractor agreement, for the AVEVA SW portion of EcoStruxure opportunities, for AVEVA distributor orders in
which SE was not actively involved or SA&MCTA claims (unless the SE country or PA hub team is leading or driving) or when SE is an
AVEVA distributor. Since the order books via AVEVA, Value Chain Player (VCP) tagging is required in bFO to ensure both SE receives
the commission, and the salesperson receives credit. See the AVEVA SW Primary Sales Operating Agreements Overviews.
• What about Strategic Account & Multi-Country Targeted Account (SA&MCTA) Sales Agent claims?
 SA&MCTA Sales Agent claims are no longer measured separately and do not need to be entered into bFO. Even if entered in bFO,
SA&MCTA Sales Agent claims are not considered for in-matrix SE country operations or out-of-matrix Process Automation
2021 AVEVAperformance unless
and Schneider Electric. All Rights an5 SE country or PA hub team is leading or driving an SA&MCTA Sales Agent opportunity and makes an
Reserved. | Page
exception request. See the SA&MCTA AVEVA SW Sales Agent Claims.

• What information is required in bFO?
 At least one IDSFT opportunity line, the end user as the Account, and individual opportunities (not multiple opportunities grouped as
one). See General Guidelines for Commercial Sales Agent Commission... slides.
• How do I mark AVEVA SW opportunities in bFO?

 AVEVA SW is identified by having a IDSFT (formerly SFTWR) opportunity line, but Sales Agent also requires tagging “AVEVA Sales
Agent” as the Account in the Value Chain Player (VCP) section to receive sales credit. See
Entering Opportunities with AVEVA SW into bFO slide.
• Where do I go to get AVEVA SW content?

 Visit the AVEVA Partner Portal for presentations, brochures, training, sales support materials (battlecards, plans), etc. for industries,
solutions, portfolio, products and services. See AVEVA Partner Portal slide.
• How do I know which AVEVA SW offers apply to specific segments or value propositions?
 The EcoStruxure Plant Launch Book has information on which AVEVA SW fits in each segment as well as material and content to plan
and execute a deployment. There is also specific segment training available that was given during country sales workshops. See
2021 AVEVAEcoStruxure Plant
and Schneider Electric. All Rights Reserved.Launch
| Page 6 Book and EcoStruxure Plant Sales Segment Training slides.
• Whom do I contact in AVEVA for support?
 By country, SE has set up Single Points of Contacts (SPOCs) to support you on topics between SE and AVEVA. They are in contact
with SE Regional Engagement Leader and AVEVA Engagement Leader. See In-Matrix: AVEVA SW Single Points of Contact,
Process Automation: AVEVA SW Support and Tracking and AVEVA: Schneider Electric Engagement Leader Role Overview slides.
• What if the AVEVA SW price is not competitive?

 For specific opportunities in which the AVEVA SW price (not the overall bid price) is not competitive, a special pricing request (SPR)
may be raised. See AVEVA SW Special Pricing Requests slide.
• What if a customer has an existing Master Agreement?

 Master Agreements that include both Schneider Electric and AVEVA (former Schneider Electric SW) products are still in effect until
their expiration and POs may be received. See Existing Master Agreements with AVEVA SW slide.
• Do I need to use separate Terms & Conditions for AVEVA SW?

 If there are previously agreed SE T&Cs with a legacy SE client that are still valid and included SE SW (now AVEVA), these must be
used for a co-mingled solution (includes AVEVA SW). If there are not agreed SE T&Cs with a client and they are not providing T&Cs,
2021 AVEVAthen new
and Schneider Electric.co-mingled
All Rights Reserved. | Pagesolutions
7 must use standard SE T&Cs. If the client is providing T&Cs, then the client T&Cs must be provided with
the request for quote sent to AVEVA or the AVEVA distributor for review and comment. See AVEVA SW Terms & Conditions slide.
• How are Sales Agent opportunities validated / What if there is a disagreement with AVEVA on Sales Agent?
 Newly won AVEVA SW Sales Agent opportunities (i.e. claims) are provided to AVEVA monthly for validation. If a Sales Agent claim is not
validated, then the SE Engagement Leader will review with the SE salesperson to align or gather more information. See
General Guidelines for Commercial Sales Agent Commission Validation and
Sales Agent Commission Validation for Won AVEVA SW Opportunities slides.
• How is AVEVA SW performance measured?

 AVEVA SW measurement will be based solely on combination of the sum of two operating agreements in place with AVEVA, namely
Subcontractor (via HFM) and fully validated Sales Agent (via bFO). Note that AVEVA SW is not dilutive to country operations.
• How do I enter multi-year Sales Agent opportunities in bFO?

 For multi-year AVEVA SW Sales Agent opportunities, the full multi-year amount should be entered into bFO as this is how AVEVA recognizes
their opportunities. For example, if SE were to support AVEVA in winning a Sales Agent opportunity for US$1M/year over 3 years, the bFO
opportunity should be marked as Sales Agent and have a value of US$3M. See SE: Entering Multi-Year AVEVA SW Opportunities into bFO.
• Can I promote AVEVA products that are not SE SW heritage (e.g. AVEVA Everything 3D, AVEVA.Net, etc.)
 If during strategic account planning, specific heritage AVEVA SW are identified as a fit, then – with previous agreements from the regional SE
Engagement leader – these may be sold via Sales Agent.
AVEVA Software Sales Engagement Process

AVEVA SW Sales Engagement Process
What do we need to do
to Sale at all?
Sales
Planning
How do we track and Sales Sales How do we prepare our

manage Sales? Monitoring Preparation people to Sale?
Sales
Execution
How do we actually
Sale?
AVEVA SW Country Sales Engagement Key Areas
Sales Planning Sales Preparation Sales Execution Sales Monitoring
1. Entering AVEVA SW in bF
1. AVEVA SW Sales Agree 1. Standard AVEVA SW Trai O 1. AVEVA SW Business Stre
ments and Engagement ning ams
Models
2. AVEVA SW T&Cs and Exi
2. Marketing and Sales Mat sting Master agreements 2. Tracking SE Order in AVE
2. AVEVA SW Profitability erials and NDAs VA
3. Targeting Accounts with A 3. Key Contacts to Support 3. AVEVA SW Special Pricin 3. AVEVA SW Sales Agent
VEVA Distributors or AVE AVEVA SW Sales g Request and Governan Claims Validation
VA ce
4. Requesting Pre-Sales Su 4. Sales Incentive and Com
4. AVEVA SW Price List pport / Proposals for AVE 4. AVEVA SW Governance mission for Sales Agent
VA SW and AVEA SW Purchase Opportunities
Orders
Sales Planning

AVEVA SW Primary Sales Operating Agreements Overviews
• Opportunities to end-users or partners that contains both SE and AVEVA SW content or pure AVEVA SW for
follow-on Subcontractor opportunities or by AVEVA request or customer requirement.
Subcontractor • SE receives and books the entire order, including SE content, AVEVA SW and service agreements.
• SE purchases AVEVA SW and services at a minimum 20% discount off the local list price from the local AVEVA
distributor for exclusive offers or a minimum 20% discount off the AVEVA global list price for non-exclusive offers.
(AVEVA subcontracts Note that pure AVEVA SW licenses and/or services “pass through” opportunities are at a reduced discount.
software sales through • Additional discounting may be requested if mutually agreed that AVEVA SW is not competitively priced.
Schneider Electric) • Delivered by a certified Alliance SI (Digital Plant) or directly (Process Automation) to end-users.
• The SE salesperson, SE country and/or PA hub receive performance credit as measured via HFM.
• SE provides Level 1 support and AVEVA or the AVEVA distributor provides Level 2/3 support.
• Pure AVEVA SW opportunities actively supported by SE, booked by AVEVA or an AVEVA distributor.
• Not for follow-on Subcontractor orders, AVEVA SW in EcoStruxure, AVEVA distributor orders in which SE was
not actively involved or SA&MCTA claims (unless the SE country or PA hub team is leading or driving) or when
Sales Agent SE is an AVEVA distributor..
• SE enters the opportunity in bFO (the SE CRM), but it does not go through an SE opportunity review as AVEVA
receives and books the order in the AVEVA ERP (it does not appear in HFM).
(SE is a Sales Agent for • Newly won AVEVA SW Sales Agent opportunities (i.e. claims) are validated monthly by AVEVA.
AVEVA SW which are • The SE salesperson, SE country and/or PA hub receive
booked by AVEVA) performance credit for Validated Sales Agent opportunities.
• The SE country or PA hub also receives a
4% commission semi-annually from AVEVA for Validated Sales Agent opportunities.
• AVEVA provides Level 1/2/3 support.

AVEVA SW Sales Operating Agreement Flows • Contains both SE and AVEVA SW content or follow-on
SE Specific orders
• May be used for pure AVEVA SW orders by request or
customer requirement
SE as
EcoStruxure • SE receives and books entire order
End-Users 1
Architecture • SE purchases AVEVA SW and services at a minimum
Provider 20% discount except pure AVEVA SW licenses and/or
services “pass throughs” which are at a reduced
discount
• Delivered by a certified Alliance SI
• SE receives performance credit
2 • Same as (1), except delivered by SE directly via

SE as Master SI Process Automation (PA)
1 2 3
• Pure AVEVA SW opportunities that SE is actively
supporting, booked directly by AVEVA or an AVEVA
distributor
In-Matrix Out-of-Matrix Sales Agent
SE Country Process Automation (Booked in AVEVA) • Not for follow-on Subcontractor orders, AVEVA SW in
EcoStruxure, AVEVA distributor orders in which SE
Operations
was not actively involved or SA&MCTA claims (unless
3 SE as Sales Agent the SE country or PA hub team is leading or driving)
when SE is an AVEVA distributor.
AVEVA or AVEVA
• SE enters opportunity in bFO, but it does not go
Distributor through SE opportunity review as AVEVA receives
and books the order
Subcontractor Sales Agent • AVEVA validates that SE provided active support for
won Sales Agent opportunities
2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 14 • SE receives performance credit for Validated Sales
Agent and a semi-annual 4% commission
AVEVA SW “Pass Through” Subcontractor Opportunities
• SE may be the booking entity for AVEVA SW opportunities (~90%+ AVEVA SW by value) by mutual agreement
where AVEVA cannot be, due to localization requirements, legal entity constraints or at AVEVA’s request.
Typically, this is due to AVEVA not having a local booking entity or by customer’s request.
• Requirements
 The SE Gross Margin / AVEVA discount is 6% for the SE administration costs, local taxes and general financing costs
 One-off project related insurances or project financial instruments may be required (e.g., project performance guarantees, etc. are
not included in the administration costs). If a specific instrument is required, it must be requested by AVEVA and quoted by SE for
inclusion in projects costs before the CPP/CQA approvals.
 All T&Cs are “back-to-back”, which means that AVEVA accepts the full liability of the “pass through”, including any project slippage
or financial instruments. T&Cs cannot be negotiated without AVEVA legal team review of the conditions.
 AVEVA is responsible for all customer engagements, project management and payments. “Pass through” orders are “pay when
paid”, which means that AVEVA receives payment once SE receives payment from the end user. Any cost not initially budgeted
requires Project Manager’s approval before it get incurred by SE.
• Process
 AVEVA will request the SE local entity for a “pass through” with a proposed scope and T&C’s to be provided to the customer
 AVEVA Delegation of Authority (DoA) approvals are sufficient for SE country / PA DoA reviews unless they violate the SE Platinum
Rules, in which case the proper SE country / PA escalation process must be followed
SA&MCTA AVEVA SW Sales Agent Claims
• SA&MCTA Sales Agent claims are no longer measured separately and do not need to be entered into bFO
 Even if entered in bFO, SA&MCTA Sales Agent claims are not considered for in-matrix SE country operations or out-of-
matrix Process Automation performance unless an SE country or PA hub team is leading or driving an SA&MCTA Sales
Agent opportunity and makes an exception request
• To request an SA&MCTA Sales Agent claim by exception, please do the following:

 Contact the in-matrix Business Development Manager or out-of-matrix PA AVEVA SW Engagement Leader with the SE
Reference # (from bFO) and supporting information on how this was driven by the SE country or PA hub team
 The SE Engagement Leader and the appropriate in-matrix or out-of-matrix leader will review and, if agreed, include in
the Sales Agent Claims Validation process
• SA&MCTA opportunity owner approval is not required for validation

Software Performance Measurement for In-Matrix SE Country Operations
Remove P&L Dilution Effect by Implementing a “Artificial Upstream CCO” for AVEVA SW
• Follow an Upstream process, calculated with a “unique Gross Margin % factor” against Example:
the actual Software Sales on a monthly basis CCO GM will be at
average country P&L.
• IND Automation Global FP&A manages the calculation each month with the CCO team
(using BOFO)
Artificial
30 CCO added
• “% factor” by country to ensure driving right actions:
 objective to get GM at overall Industry average for the country, if current pricing at market
5 Price up
 For those where pricing up or offer repositioning needed, factor will be considering this
Statutory
20
• Specific Chart of Authority for SOFTWARE (AVEVA offer) --> any Software opportunity GM
with a STATUTORY GM < 10% regardless of value must come out of country to the
Commercial organization for approval
• Countries must forecast upstream in RFx
->>> AVEVA SW Special Pricing Request (SPR) process must be used when needed, this
is by no means an instrument to allow us to drop prices and local margin must be strictly
controlled.
AVEVA SW Account Planning and Opportunity Reviews
• At the beginning of the SE fiscal year, the in-matrix SE country operations including Country Targeted Accounts
(CTA), out-of-matrix Process Automation including Targeted Accounts, and Strategic Accounts & Multi-Country
Targeted Accounts (SA&MCTA) will complete Customer Platforming and Account Planning with the local
AVEVA Distributor(s) and/or AVEVA Regional SE Engagement Leader
• Following this, a minimum monthly cadence will be held with relevant SE opportunity leaders to review plans
and opportunities (monitor progress, raise issues and identify next steps) for in-matrix, out-of-matrix and
SA&MCTA with the outcome being to update the following opportunity information in SE bFO for SE
opportunity leaders and AVEVA Salesforce.com for the AVEVA Regional SE Engagement Leaders:
 SE: Confirm opportunity is tagged as Sales Agent using the Value Chain Player section
 AVEVA: Confirm relevant commercial influence by SE
 AVEVA: Confirmation of participating partners and their roles
 BOTH: Confirmation of expected sales order value
• The bFO AVEVA SW spreadsheet in Box, bFO dashboards, the Greenberry dashboard (once released) and/or
MySchneider portal may be used to support discussion during the meetings

Targeting Accounts with AVEVA Distributors or AVEVA
● SE countries are encouraged to establish a strong and

workable business relationship with AVEVA’s High
distributors and/or AVEVA to develop the right win-win
partnership in the local geography
Existing AVEVA IB / New AVEVA /
● For Strategic Customers, Country Targeted Accounts (CTA) New SE Site New SE
SE EU GTM Indirect
and Software Targeted accounts, create a segmentation
(attractiveness)
based on the attractiveness chart 2 3
● Conduct customer platforming session jointly with AVEVA
and/or AVEVA distributor (for exclusive offers) to identify
accounts/opportunities in Quadrants 1, 2 and 3
‒ Quadrant 1 is an opportunity for AVEVA to leverage SE Existing AVEVA IB / New AVEVA /
installed base (IB), and should be pursued in collaboration Existing SE IB Existing SE
with the national salesforce, partners (IAD, alliance) or PA
‒ Quadrant 2 is an opportunity for SE to leverage AVEVA 1
installed base and should be pursued in collaboration with
EcoStruxure conquest salesforce (hybrid) or PA (continuous)
Low
depending on results of customer platforming Low AVEVA’s Distributor High
‒ Quadrant 3 is an opportunity for both AVEVA and SE, albeit
(attractiveness)
more work than installed base accounts and could be
pursued jointly or separately depending on the results of the
customer platforming

SE and AVEVA Partner Rules of Engagement Principles
• AVEVA has provided rules of engagement principles to their distributors by which we will both abide
• A summary is below, but please see the AVEVA SW Playbook folder for the full list of principles
1. SE and AVEVA have commercial agreements in place. Subcontractor (in which the AVEVA SW is sub-contracted via SE as prime
contractor) or Sales Agent (in which the AVEVA SW is sold via AVEVA or appointed AVEVA Channel partner supported by SE).
2. SE and AVEVA distributors must agree on the accounts where they want to jointly engage (i.e. account platforming and planning).
3. All communication regarding customers between SE and the AVEVA distributors is confidential and should be treated as such.
4. Any opportunity that SE brings to an AVEVA distributor which is agreed to be a new opportunity on which they will jointly work will be SE’s
opportunity. Any activity at that account will be in conjunction with SE.
5. It is expected that the AVEVA Distributor and SE work together to resolve conflicts, but unresolved issues can be escalated to the AVEVA
Channel Manager and the SE Single Point of Contact (SPOC).
6. SE and AVEVA distributors will meet monthly to review accounts, opportunities, additions, deletions, targets, agreed actions and renewals
in the next 90 days for AVEVA SW sourced via SE.
7. SE and the AVEVA distributors will work together in agreed joint accounts to articulate the EcoStruxure and\or AVEVA SW value
proposition to the customer, as appropriate.
8. There will be no AVEVA SW activity at any SE jointly agreed targeted account from the AVEVA distributor without the involvement or
knowledge of SE. There will be no AVEVA SW activity at any AVEVA targeted account from the SE team without the involvement or
knowledge of the AVEVA team.
9. SE and AVEVA distributors will agree on reasonable times for notice and to respond to requests, including quotes, special price requests,
sales support, technical support, training and proposals.
AVEVA SW Price List
• List price for many AVEVA SW (outside of AVEVA-heritage SW, Avantis, OaSYS, SCADA, Pipeline, SimSci and
Spiral) is available in the AVEVA Software Team Sales & Marketing Portal
 Select the Order Fulfillment menu and then Price Lists
• For Avantis, OaSYS, SCADA, Pipeline, SimSci and Spiral, visit

https://team.aveva.com/Pages/Avantis-and-SimSci-Esscor-pricing-information.aspx
• NOTE: For exclusive offers (e.g. Wonderware), please contact the local AVEVA distributor for market-level list
prices without discounting as this pricing must be used rather than list pricing
 Note that the price given should not put SE at a disadvantage compared to competitors
• If so, it should be reviewed by the AVEVA distributor and if not addressed, a Special Pricing Request should be raised

Sales Preparation

AVEVA SW: Introduction for SE Sales
Schneider Electric Specific
• Mark Bongiovanni created a step-by-step introduction to AVEVA for SE sales that incorporates much of the
following content
 View at
https://schneiderelectric-my.sharepoint.com/:l:/g/personal/sesa12861_se_com/FFbyRfBIDT9Nh-DjP6W7qJUBq_53uMby
Xzkxr9_Hs6JMdg

Overview of AVEVA SW Sales Training Resources
EcoStruxure Plant and AVEVA Software. Video by Thiago and James: INDPRDD0001061
What is our Software Available in 5 languages
Strategy with AVEVA
Where can I get an overview Level 1 (L1) Program: Introduction to Software - 40 mins
of our AVEVA software ITETECE0001000 (English only)
Portfolio from a Sales
perspective?
How does our AVEVA Level 2: Overview of individual Segment Software portfolio.
software portfolio address Around 30 minutes each segment (except for O&G which has 5 modules covering
customers' needs in each Upstream, Midstream and Downstream).
segment?
How do the various AVEVA EcoStruxure Plant: Proficient in CPG, MMM and WWW
software solutions align Around 1.5 - 2 hours per segment (English and Chinese)
within an EcoStruxure Plant CPG - INDPRDC0001023 MMM - INDPRDC0001024
Segment Opportunity WWW - INDPRDC0001025
EcoStruxure AVEVA AVEVA

Where can I get more Spice Portal:
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software solutions? Academy
Book 2020 AVEVA.com Marketing Portal
Navigate AVEVA SW Training Resources using Buttons on Left
(Dynamic content, use Slide Show mode – Details on following hidden slides, exit Slide Show)
What is our Software AVEVA

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Where can I get more Spice Portal:
Plant Training Portal Software Team
information about specific Industry
Launch and Sales and
software solutions? Academy
Book 2020 AVEVA.com Marketing Portal
AVEVA SW Level 1 Training: Introduction to Software
• In My Learning Link (MLL), there is a Level 1 (L1) Program: Introduction to Software, which is required viewing
for all Sales and Sales Support personnel selling AVEVA SW
 Course Code: ITETECE0001000
 Overview: Introduction to Schneider Electric’s software.
 Audience: Executives, managers and customer-facing sales individuals
 Purpose: Trends, Imperatives, Value Propositions of the software technology and solutions to enable any customer
facing individual to open up opportunities and create demand for Schneider Electric’s software solutions

AVEVA SW Level 2 Training: Industry-specific Software Portfolios
• In My Learning Link (MLL), there are also Level 2 (L2) training, which provides industry-specific information for
software, and at least one of which should be viewed based on your industry focus
 Recaps L1 Training including high-level value propositions
 Enumerates key aspects of capabilities for each subsegment value proposition:
• Key Differentiators
• Primary Competitors
• Success Stories O&G O&G O&G
Life Sciences
Upstream Midstream Downstream
• Target Personas
• Discovery Questions WWW MMM Infrastructure Power
 Course list on next slide Food & Bev /

CPG

AVEVA SW Level 2 Training: Industry-specific Software Portfolios Training
• In My Learning Link (MLL), there are also Level 2 (L2) training, which provides industry-specific information for
software, and at least one of which should be viewed based on your industry focus
 Overview of Water and Wastewater Software Portfolio (Course Code: INDPRDE0001007)
 Overview of Mining Minerals and Metals Software Portfolio (Course Code: INDPRDW0001013)
 Overview of Food and Beverage / Consumer Packaging Goods Software Portfolio (Course Code: INDPRDE0001008)
 Overview of Oil and Gas (Upstream) Software Portfolio (Course Code: INDPRDE0001012)
 Overview of Oil and Gas (Midstream) Software Portfolio (Course Code: INDPRDE0001009)
 Overview of Oil and Gas (Downstream) Software Portfolio: Module 1 (Course Code: INDPRDE0001014)
 Overview of Power Software Portfolio (Course Code: INDPRDE0001011)
 Overview of Life Sciences Software Portfolio (Course Code: INDPRDW0001012)
 Overview of Infrastructure Software Portfolio (Course Code: INDPRDW0001011)

EcoStruxure Plant Launch Book
• The EcoStruxure Plant Launch Book is at

https://spiceportal.schneider-electric.com/web/industry-end-users-
and-sis-campus/global-launch-book-hybrid-and-discrete
 For local Industry marketing and sales teams in charge of launching,
executing and ultimately growing the EcoStruxure Plant business.
 Provides all necessary information, material and content to plan and
execute a successful deployment, such as:
• Market overview, competition and Go-to-Market
• Value proposition, story-telling and Customer personas
• Key EcoStruxure Plant solutions and contributing offers
• Launch plan
• Commercial/ Deployment plan

AVEVA Partner Platform
• The AVEVA Partner Portal is https://partners.aveva.com/

 The source for AVEVA Partner News and Events, Sales and Marketing Content
and more
 An overview web seminar is available
 CORP domain logins will no longer work, so please Register if that is how you
currently access the AVEVA Partner Portal
• To access, click on Register

 Select “Alliance Partner” from the User Profile and Password drop-down menu
 Complete form (disregard “Customer First Contract Number”) and click “Create
Account”
 You will be presented with the option of selecting a Schneider Electric account
• If your specific location is not listed, select “Schneider Electric – Strategic Partnership”
• To access Sales Engagement content, select “AVEVA Partner” if prompted

 Sales Enablement content will only be accessible 1 day after registration
• If you receive an error when logging in, email partners@aveva.com

EcoStruxure Plant Sales Segment Training and PA AVEVA SW Training
• The EcoStruxure Plant sales segment training given during the country
workshops is at
https://schneider-electric.box.com/v/EsxPlantSegmentTraining
 Provides segment-specific value propositions for EcoStruxure Plant
including Software
 The version provided is the most recent and is what was provided to Latin
America (LATAM)
• Select the segments that are most relevant to you and view the content
in the folders
• AVEVA SW Training provided at the PA Global Sales Kick-off (GSKO) is

at
https://schneider-electric.box.com/s/4eah44isbjz8u23jy5fiq07zhgkp2a2i

AVEVA SW Support & Downloads Portal
• The AVEVA SW support & downloads portal is

https://softwaresupport.aveva.com
 The source for product information, documents and videos, access to a
knowledge base repository, software security and software downloads
• To log-in, you must have access to the CORP domain

 If you do not have access, download and complete
https://schneider-electric.box.com/v/TeamSiteAccess and visit
https://2929it.schneider-electric.com/kinetic/DisplayPage?srv=KSc697393369f
73a72debbf9d2dae59f2f8
to submit a request (select CORP AD Account Creation) and upload file
• To download software, navigate to Product Hub, search in the list or type

the Product Name and apply Full Product filter

AVEVA: Schneider Electric Engagement Leader Role Overview
Primary regional point of contact for sales and related activities between Schneider Electric and AVEVA
• AVEVA SW sales management

 Account platforming / forecasting
 Opportunity review
 Sales qualification
 Pre-sales technical support
• Joint sales visits with SE personnel

 Demonstrate front-line SW sales
 Support closure of business
• General AVEVA coordination and escalation

 Distributor relations
 Special Pricing Requests
 Sales Agent opportunity review
 Escalation (proposal responsiveness, order and license status checks)

AVEVA SE Engagement Leader Contact Information
Support SE for AVEVA SW GLOBAL Strategic
Partnership
Marc Ramsay
marc.ramsay@aveva.com Russia & CIS
+44 758 598 9409 (m) Nikolay Yarmush
Cambridge, UK nikolay.yarmush@aveva.co
m
+ 7 903 563 86 30 (m)
CANADA & US West Moscow
David Wade
david.wade@aveva.com
+1 208 340 7364 (m) DACH, Iberia, Benelux,
Boise, Idaho Eastern
Hans Bosboom
hans.bosboom@aveva.com
+31 64 607 5710 (m)
US Central, East, North Leiden, NL
East, South East France, Italy, UK&I, Nordics China, India, Japan
Ron Chandler Matthieu Lecapitaine Iqbal Singh
ron.chandler@aveva.com matthieu .lecapitaine@aveva. iqbal.singh@aveva.com
+1 281 665 0674 (m) com +65 9272 2742 (m)
Houston, Texas +336 84 82 10 48 (m) Singapore
Paris, FR
Middle East & Africa

Paul Albar
Latin America paul.albar@aveva.com
Antonio Gonzalez +971 56 661 3787 (m)
antonio.gonzalez@aveva.com Dubai
+52 1 55 2847 4222 (m) Pacific, Korea, South/Southern
Mexico City Asia
Ammar Wahab
ammar.wahab@aveva.com
+61 450 576 692 (m)
Brisbane, AUS

In-Matrix: AVEVA SW Single Points of Contact
Segment & AVEVA Sales – Stakeholder Matrix
• The latest list of in-matrix SE country operations contacts are located in Box at
https://schneider-electric.box.com/s/vvocnq2p0oy5l0a7sc7xpugs6ys4ul1f
 The Industry Software Leader (AVEVA SW Single Points of Contact) are listed in column BF

In-Matrix: Business Development Manager Contact Information
• Software BDMs actively promote AVEVA Software offer in the region to make sure we’ll keep growing multi-
segment EcoStruxure Plant with AVEVA Software business for the in-matrix SE country operations
• Software BDMs also improve the engagement between SE country operations and AVEVA or AVEVA
Distributors across the region promoting workshops, pipeline reviews, coaching sales teams and managing
carefully the key AVEVA SW opportunities are key successes factors for this role
• NAM: Vincent Puisor (vincent.puisor@se.com)

• SAM: MAXIMILIANO BATISTA (maximiliano.batista@se.com)
• EMEA: Mark Bongiovanni (mark.bongiovanni@se.com)
• APAV: Ravi Mishra (ravi.mishra@se.com)
• China: Mitesh Lilori (mitesh.lilori@se.com)

Process Automation: AVEVA SW Support and Tracking
David Gaertner Miguel-Luis Mariano
PA AVEVA SW
Engagement
PA AVEVA SW Reporting Marc Ramsay
Charles Centner Julie Lindsay

PA NA PA NA
Eduardo Calatayud Juan Carlos Gonzales
PA Mexico PA Mexico
Jorge de la Rivera Claudia Elizabeth Gonzalez
PA SA PA SA
Alfonso Rodriguez Shankar Subramaniam

PA ME PA EMEA
Irfan Yunus Shankar Subramaniam

PA EURA PA EMEA
Neil Elliott Smith Lynette Siah

PA APAC PA APAC
Harry He Yang Bo
PA China PA China
2021 AVEVA and Schneider Electric. All Rights Reserved. |

Requesting Pre-Sales Support / Proposals for AVEVA SW
1. Make pre-sales, project architecture and proposal requests through the AVEVA or AVEVA distributor (for
established relationships) or the Regional SE Engagement Leader (for newer relationships)
• Note that there must be a properly tagged opportunity in bFO that is qualified with relevant customer information, project information,
requirements, commercial terms and conditions and any other information that SE believes AVEVA will need, or as reasonably requested
by AVEVA, to properly understand the request
• Please provide a minimum of three (3) days to respond with sufficient notice to prepare (i.e. notice period should be commensurate with
complexity of the request)
2. The responsible individual will engage with SE to provide support, include additional AVEVA or AVEVA
distributor personnel (e.g. TSCs, products sales, etc.), help develop a strategy and enter the opportunity into
AVEVA’s CRM (if appropriate)
3. The responsible individual will continue to monitor and track the opportunity, progressing it through its
various stages to closure, working collaboratively with his/her SE counterpart

AVEVA SW Wonderware Distributors
• Please visit https://www.wonderware.com/contact-sales/ to find local Wonderware distributors for AVEVA

Sales Execution

SE: Entering Opportunities with AVEVA SW into bFO
• There are Two (2) Use Cases for entering AVEVA SW opportunities into bFO*
 Opportunities with AVEVA SW that will leverage the Subcontractor Agreement
 Opportunities with AVEVA SW that will leverage the Sales Agent Agreement
• SE will use bFO as the tracking tool for all opportunities (AVEVA SW and otherwise) and will be the starting
point for all other related processes (if it’s not entered in bFO, it does not exist!). Please note the following
 The opportunity should be created more than 30 days before the claim
 The claim should be made less than 60 days after the opportunity is won
 The claims should not be grouped with other claims and should be identified individually
 The claim should have the end user listed as the Account and not the System integrator
 For Sales Agent, the opportunity close date should roughly match when the PO was sent to AVEVA\AVEVA Distributor
• The SE Reference Number from the Opportunity in bFO will be used as the Opportunity ID and also be entered
into the AVEVA CRM System
 This will form the common reference for all pipeline review activities
*During 2018, the SC&S team also marked some opportunities with AVEVA SW as “For Tracking Purposes Only”. This data remains in bFO, but
“Tracking Only” is no longer used to mark opportunities.
SE: Entering Multi-Year AVEVA SW Opportunities into bFO
• For multi-year AVEVA SW opportunities, the full multi-year Total Contract Value (TCV) should be entered into
bFO, not the Annual Contract Value (ACV), as this is how AVEVA recognizes their opportunities
 For example, if SE were to support AVEVA in winning a Sales Agent opportunity for US$1M/year (the ACV) over 3 years,
the bFO opportunity should be marked as Sales Agent and have a value of US$3M (the TCV)

1: Entering Subcontractor AVEVA SW Opportunities in bFO
• There must be at least one Software (IDSFT) opportunity line that is detailed to the Family Level
 For example IND AUT SOFTWARE \ IDSFT – IND AUT SOFTWARE \ WW SYSTEM PLATFORM \ WW SYSPL LIC 0077
• No tagging or additional information is required

2: Entering Sales Agent AVEVA SW Opportunities in bFO
• There must be at least one Software (IDSFT) opportunity line that is detailed to the Family Level
• Since Sales Agent agreements are not booked by SE, they must be marked in bFO for payment of SFC
commission from AVEVA and Sales STIP purposes
 If a Sales Agent opportunity is not marked in bFO, no STIP nor country commission will be paid
• To mark a bFO opportunity as using the Sales Agent agreement, do the following:
1. Go to the Value Chain Players section of the opportunity (in bFO Classic under Related List locate Value Chain Player
or Stakeholder tab locate Value Chain Player in bFO Lightning)
2. Add a New Value Chain Player
3. Select the Account as “AVEVA Sales Agent” and Account Role as “Agent” and click Save
• The “AVEVA Sales Agent” account has been created in bFO for this purpose
• Do not manually check “Winning Value Chain Player?” field as this impacts analysis and ability to pay commissions

AVEVA SW Terms & Conditions
• If there are previously agreed SE T&Cs with a legacy SE client that are still valid and included SE SW (now
AVEVA), these must be used for AVEVA SW if it is part of a co-mingled solution (e.g. SE and AVEVA SW
products as part of a solution such as EcoStruxure)
 A separate “back-to-back” agreement is not required with AVEVA
• If there are no agreed SE T&Cs with a client (such as with a new SE client) and the client is not providing
T&Cs, then new co-mingled solutions (both SE and AVEVA SW offers) must use standard SE T&Cs
 Any deviations from standard SE T&Cs must be highlighted in the request for quote to AVEVA for review and comment
• If the deviations are not accepted by AVEVA, then please contact James McGill or Awesta Masshoor
• If there are no agreed SE T&Cs with a client and the client is providing T&Cs, then the client T&Cs must be
provided with the request for quote sent to AVEVA or the AVEVA distributor for review and comment
 Negotiations between SE and AVEVA are handled as with any third-party
• Upon AVEVA request and SE agreement, SE T&Cs may be used for a pure AVEVA SW opportunity
AVEVA SW End-User License Agreement (EULA)
• Most AVEVA SW has clickwrap, so the end-user must accept the license agreement upon installation and thus
a separately signed EULA is not required
• If the AVEVA SW does not have clickwrap (e.g. OTS and others primarily accessed via PA), then
 If the Software Clause (see below) per the standard SE T&Cs is included in the SE T&Cs, then the EULA would be sent
by SE to the end-user with the quote, but a signature is not needed for it and the license will be issued once the SE
contract is signed
 If the Software Clause is not included in the SE T&Cs, then the EULA would be sent by SE to the end-user with the
quote and a signature is needed for it and the license will not be issued until the EULA signed
 In either case, if an end-user does not want to sign or accept the AVEVA EULA then AVEVA would negotiate it directly
with the end-user
Software
Any software or computer information, in whatever form that is provided with Products manufactured by SE or as part of Services, is
licensed to Purchaser solely pursuant to standard licenses of SE or its supplier of such software or computer information which licenses
are hereby incorporated by reference and are available upon request. SE does not warrant that such software or computer information
will operate error-free or without interruption, and warrants only that during the warranty period applicable to the Products that the
software will perform its essential functions. If such software or computer information fails to conform to such warranty, SE will, at its
option, provide an update to correct the non- conformance or replace the software or computer information with the latest available
version containing a correction. SE shall have no other obligation to provide updates or revisions.
Existing Master Agreements with AVEVA SW
• Where there are Master Agreements (MAs) - including Master Purchasing Agreements (MPAs) or Master
Service Agreements (MSAs) - that include both SE and AVEVA (former SE SW) products
 The agreement is still in effect until its expiration, meaning one of the following:
• Purchase Orders (POs) for AVEVA SW may continue to be sent directly to them as long as SE SW was a signatory to the original MA
• POs for AVEVA SW may continue to be sent directly to the appropriate SE legal entity when AVEVA SW is included in the MA but is not set
out as a separate legal entity
– In this case, the appropriate discount / compensation method to be discussed and agreed between Schneider Electric and AVEVA
• Once the Master Agreement expires, SE and AVEVA cannot form a “tri-partite” (3-party) agreement with an
end-user, but may do the following:
 Use the Subcontractor agreement as the basis of the new Master Agreement such that the end-user can purchase
AVEVA SW (stand-alone or as part of EcoStruxure) via SE
• The Master Agreement must include the AVEVA SW End-User License Agreement (EULA) clause
 Create separate Master Agreements with SE and AVEVA

 Note that the Subcontractor Master Agreement can be used to give AVEVA time to form their own Master Agreement

AVEVA SW Non-disclosure Agreements (NDAs)
• An NDA is not required on specific sales opportunities as long as they are joint opportunities related to the
commercial agreements in place with AVEVA (e.g. subcontractor, sales agent, etc.)
 An additional NDA may still be requested for particularly sensitive opportunities, if so desired
• General negotiations (e.g. Master Agreements) should have separate NDAs
• To review NDA requests, raise to James McGill (Overall Engagement and Framework, Digital Plant), Thiago
Oliveira (SE Country Operations Engagement) or TBD (Process Automation)

AVEVA SW Special Pricing Requests
• For specific opportunities in which the AVEVA SW price (not the overall bid price) is not competitive, a special
pricing request (SPR) may be raised to request additional discounting beyond the standard discount from
global or local list pricing
 Please provide 3 business days to respond before escalating the request
• The SPR process is as follows

1. Attempt to work with the local AVEVA or AVEVA distributor contact to agree the additional discounting required
2. If an agreement cannot be reached, then provide details on the AVEVA SW, additional discount requested and basis
for the specific software to the following to work with their AVEVA SW counterparts:
• SE countries: Contact Thiago Oliveira or Andre Marino
• Process Automation: SE Engagement
3. If there is still not agreement, raise to James McGill

AVEVA SW Governance
• Quote review and approval is per the country operations or Process Automation, as appropriate and defined by
their respective entity Delegation of Authority (DOA) guidelines
• Note that any commercial escalation within SE will likely trigger an equivalent escalation within AVEVA, so
please ensure sufficient time is planned into the review / approval process

AVEVA SW Purchase Orders (PO’s)
• Purchase orders to AVEVA from Schneider Electric under the Subcontractor agreement must include the
following text
This Purchase Order is governed by the Amended and Restated Subcontractor Agreement (the “Subcontractor
Agreement”) dated May 6, 2020 by and between AVEVA Software, LLC and Schneider Electric Industries SAS,
including the following Head Contract (as such term is defined in the Subcontractor Agreement): [Note that the
specific contractual agreement between SE and the end user must be inserted in place of this bracketed
underlined text].

Sales Monitoring

AVEVA SW Business Streams
Performance Sales Operating
Stream Opportunities SW Portfolio
Measurement Agreement(s)
Leverage AVEVA SW as
part of EcoStruxure
(Subcontractor) or in a In-Matrix Subcontractor
1
In-Matrix set bundle (OEM) and (HFM booked in IDSFT)
SE Country Operations identify standalone + Validated DP Sales
AVEVA SW Agent (bFO)
opportunities (Sales
Agent)
Full portfolio Subcontractor, Sales
(Engineering offers by Agent, Distributor and
Drive volume of exception) OEM
traditional offers (APC,
OTS, etc.) and leverage
AVEVA SW as part of Out-of-Matrix
EcoStruxure Subcontractor (HFM
Out-of-Matrix
2 (Subcontractor) or in a booked in IDSFT) +
Process Automation
set bundle (OEM) and Validated PA Sales
identify standalone Agent (bFO)
AVEVA SW
opportunities (Sales
Agent)
AVEVA: Marking of SE Orders by Distributors and in the CRM
• As an AVEVA distributor captures a license request or CF into the global AVEVA system, two fields will be open
for data entry.
1. Is with Schneider Electric? A radio button for 🔘yes OR 🔘no
2. If yes then a free-text field will be available to capture the Schneider Electric sales reference number. It can be any
number but my recommendation is that it should be the bFO opportunity number.
• The SE Engagement Leader will ensure these fields, as well as appropriate fields for opportunities in the
AVEVA CRM, are completed

AVEVA: Sell With, Sell Through, Sell to
• Sell With:
 All AVEVA Sales into named Tier 1-Tier 2 accounts with SE (SE Definition is Strategic Segment accounts)
• Sell Through:
 SE as AVEVA-Select Distributor (now is only Australia and China, Citect has been moved to the AVEVA Channel as of 1st
Aug)
 SE as Sub-contractor (Industry BU, PA, Energy BU, Services BU)
 SE as Sales Agent where claims are validated (not including Tier 1-Tier 2, which are included in AVEVA Sell With)
• Sell To:
 SE Factories and Supply Chain
 SE OEM Agreements (Digital Plant, Digital energy, Digital Services)

AVEVA: Distributors Entering SE Orders in OPA
• A new tab has been created in OPA (AVEVA distributor order tracking tool) to identify if Schneider Electric was
associated with the transaction. If Schneider Electric was involved, check the box next to “Is SE Related” and
note the Schneider Electric bFO opportunity reference number. Select NEXT and continue with OPA as usual.
• Should this not be feasible, the recommended reference should be the Schneider Electric Entity placing the
order and the Schneider Electric purchase order number (e.g. SE Canada-PO00000000).
• If there is no Schneider Electric entity involved, then only select NEXT and proceed with the OPA order.
Check the box next to “Is SE Related” and note the Schneider Electric bFO opportunity reference
number. Select NEXT and continue with OPA as usual.

Sales Agent Claims Validation
Begin Sales Agent Validated
Claim Validation N Additional
by SEEL Contact SE N
Support
(2-3 Salesperson to review
Information?
weeks)?
Y Y
Extract Sales Agent
Claims from bFO and Sales Agent Claims Sales Agent Claim Not
Send to AVEVA Sales Consolidated by AVEVA Validated
Operations (1 week) Sales Operations and
sent to AVEVA Finance
AVEVA add required Validated

information and send to F/N Contact SEEL to review Additional
by Finance N
SE Engagement (finalize within 1-2 Support
(2 -3
Leaders (SEEL) in months) Information?
Not in weeks)?
AVEVA
ERP
Y Y
AVEVA Sales End Sales Agent

Mark as “Not Found in Operations sends the Claim Validation
AVEVA ERP” (came via Fully Validated Sales
a distributor) Agent Claims to
2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 57 distribution list
Sales Agent Claims Validation for Won AVEVA SW Opportunities
(1/4)
1. The SE VP Global SW Engagement will extract the new Sales Agent claims for Won AVEVA SW opportunities for the
prior month from bFO within approximately one (1) calendar week of the end of the month the Sales Agent Claims
Validation spreadsheet template.
a. By default, SA&MCTA Sales Agent claims are not considered for in-matrix SE country operations or out-of-matrix Process
Automation performance; however, if an SE country or PA hub team is leading or driving an SA&MCTA Sales Agent opportunity
then it may be requested to be included in their performance.
2. The SE VP Global SW Engagement will send the new Sales Agent Claims for Validation spreadsheet to the AVEVA SE
Sales Operations Manager who will add the required AVEVA CRM and other information required and will disseminate
and distribute to the AVEVA Regional SE Engagement Leaders.
a. If the Commercial Validation for a new Sales Agent Claim is No, then then the AVEVA Regional SE Engagement Leader will
review the reasons why with the SE salesperson. If additional information is provided that supports the Sales Agent claim being
Yes, then the process will continue.

(2/4)
3. The AVEVA Regional SE Engagement Leaders will review the new Sales Agent Claims for Validation and will provide a
Commercial Validation within one (1) calendar week in the Sales Agent Claims for Validation spreadsheet using the
General Guidelines for Commercial Sales Agent Validation, their prior knowledge of the claims and/or by contacting
AVEVA sales teams and/or SE sales and segment personnel, as necessary. The completed Sales Agent Claims for
Validation spreadsheet will be sent to the AVEVA SE Sales Operations Manager.
a. Auto-approval: The Commercial Validation will default to Yes if the value of the claim is less than £75,000 (~€85,000).
b. If the Commercial Validation for a new Sales Agent Claim is No, then then the AVEVA Regional SE Engagement Leader will
review the reasons why with the SE salesperson (for in country, Country Targeted Account or Process Automation opportunities)
or SE Regional Segment Leader (for Strategic Account & Multi-Country Targeted Account opportunities). If additional
information is provided that supports the Sales Agent claim being Yes, then the process will continue.
c. If the Sales Agent Claim cannot be resolved by the AVEVA Regional SE Engagement Leader, it will be raised to the SE VP
Global SW Engagement for review with the AVEVA VP Strategic Partners to align. If they agree that the Sales Agent claim
should be Yes, then the process will continue. Otherwise, it will remain as No and be rejected.

(3/4)
4. The AVEVA SE Sales Operations Manager will consolidate the Commercially Validated Sales Agent Claims into the
Sales Agent Claims for Validation spreadsheet and send to AVEVA Finance for Finance Validation.
5. AVEVA Finance will validate the financial values of the Commercially Validated Sales Agent Claims and will provide a
Finance Validation within two (2) calendar weeks in the Sales Agent Claims for Validation spreadsheet by attempting to
match the Sales Agent Claims with orders in the AVEVA ERP. The completed Fully Validated Sales Agent Claims
spreadsheet is sent to the AVEVA SE Sales Operations Manager.
a. If a Sales Agent Claim cannot be found in the ERP, then "Found in AVEVA ERP?" will be marked as FALSE in the Fully Validated
Sales Agent Claims spreadsheet and it is assumed that this order came via an AVEVA Distributor.
b. If a Sales Agent Claim is found, but is deemed to require additional investigation, it will be marked as "F" (for follow-up) in the
Fully Validated Sales Agent Claims spreadsheet and these must be processed within the next Sales Agent Claims cycle or they
will default to Yes if the value of the claim is less than £75,000. If the Sales Agent Claim is more than £75,000 then the claim will
be re-sent to the AVEVA SE Engagement for clarification and will default to Yes unless if not resolved within two (2) months of
submittal.
c. If a Sales Agent Claim is found, but is rejected by AVEVA Finance for Finance Validation, then AVEVA Regional SE Engagement
Leader will work with AVEVA Finance to understand the reason. If the Sales Agent Claim cannot be resolved by the AVEVA
Regional SE Engagement Leader, it will be raised to the AVEVA VP Strategic Partners for review with the SE VP Global SW
Engagement to align. If they agree that the Sales Agent claim should be Yes, then the process will continue. Otherwise it will
remain as No and be rejected.
(4/4)
6. The AVEVA SE Sales Operations Manager will send the Fully Validated Sales Agent Claims spreadsheet to the SE VP
Global SW Engagement, the AVEVA VP Strategic Partners and the SE Industry Finance VP.

General Guidelines for Commercial Sales Agent Claim Commission Validation
(1/2)
• Below are general guidelines for Commercial Validation of new Won AVEVA SW Sales Agent opportunities.
Note that these may be changed based on the specific opportunity
 Commercial Validation as Yes

• Opportunities less than 75k£ (~88k€) unless it falls into one of the below cases
• An email is provided from an AVEVA salesperson indicating SE support
• For Tier 1 \ Tier 2 accounts that meet the Streamline criteria
 Commercial Validation of Follow-up (gather additional supporting information)

• OaSYS, since the AVEVA SW team typically handles directly but are sometimes supported by SE
• Spiral, since the AVEVA SW team typically handles directly but are sometimes supported by SE
• Countries in which there is not an AVEVA entity (e.g. Saudi Arabia, Nigeria), since all AVEVA SW orders go through PA, where specific
projects flow through SE country operations (e.g. Qatar)
• The opportunity was created during the current month

General Guidelines for Commercial Sales Agent Commission Validation
(2/2)
 Commercial Validation of No for any of the following conditions:

• The opportunity was created less than 30 days before the claim
• The claim is made more than 60 days after the opportunity is won
• The claims are grouped with other claims and not identified individually
• The claim does not have the end user listed as the Account and has the System integrator
• ClearSCADA / GeoSCADA, since Process Automation (PA) is the sole path to market
• SimSci license renewals (including ProII, Dynsim and Pipephase), since the AVEVA SW team typically handles directly
• Citect Australia
• eDNA, since the AVEVA SW team typically handles directly

Using Fully Validated Sales Agent Claims for AVEVA SW Performance
Measurement in SE
• For in-matrix SE country operations including Country Targeted Accounts, out-of-matrix Process Automation
(PA) including Targeted Accounts and approved exception Strategic Accounts & Multi-Country Targeted
Accounts (SA&MCTA), the Fully Validated AVEVA SW Sales Agent amount from bFO will be used for AVEVA
SW performance measurement as this reflects the amount supported by SE.
 The “Winning Value Chain Player?” field on the Value Chain Player in bFO will be checked to indicate the Sales Agent
Claim for the opportunity is Fully Validated
• Do not manually check “Winning Value Chain Player?” field
• Checks are performed monthly to help ensure the data quality of this field as it is modifiable in bFO.
 For out-of-matrix, the PA hub performance will be adjusted manually to include validated won AVEVA SW sales agent
opportunities in PA named accounts (excluding O&G Segment Strategic Accounts) as part of order attainment for the
contributing CSE, Sales Manager and Hub Leader.

Using Fully Validated Sales Agent Claims for SE Commission Calculation
• For in-matrix SE country operations including Country Targeted Accounts, out-of-matrix Process Automation
(PA) including Targeted Accounts and approved exception Strategic Accounts & Multi-Country Targeted
Accounts (SA&MCTA), the AVEVA Finance Amount from the Fully Validated Sales Agent Claims spreadsheet
will be used for AVEVA SW commission payment calculation as this reflects the amount received by AVEVA
 SE Industry Finance will use the Fully Validated Sales Agent Claims spreadsheet to create an invoice to send to AVEVA
for the AVEVA SW commission
• The AVEVA SW commission calculation is an agreed percentage of the AVEVA Finance Amount
• If a Sales Agent Claim was not found in the ERP and thus does not have an AVEVA Finance Amount, the AVEVA Finance Amount will be
set to the AVEVA Sales Agent Amount from bFO multiplied by "0.6" (which reflects the net amount paid to AVEVA based on the average
discount given to AVEVA Distributors)
 AVEVA SW commissions for Fully Validated Sales Agent Claims for SA&MCTA are made to in-matrix or out-of-matrix, as
appropriate, since SA&MCTA is not a P&L
 The SE VP Global SW Engagement will provide the commission payment breakdown by in-matrix and out-of-matrix to
SE Industry Finance as well as to the in-matrix and out-of-matrix teams to count towards Salesperson STIP via their local
process
 AVEVA SW commission payments to in-matrix and out-of-matrix will be processed by SE Industry Finance centrally and
will be distributed via the SFC upstream process

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2021 AVEVA Software Sales Playbook

How do AVEVA and Schneider Electric Work Together?

2021 AVEVA and Schneider Electric. All Rights Reserved.

• Please also visit the AVEVA SW Sales Yammer group at

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 2

• When do I use the Sales Agent model?

exception request. See the SA&MCTA AVEVA SW Sales Agent Claims.

• How do I mark AVEVA SW opportunities in bFO?

• Where do I go to get AVEVA SW content?

• What if the AVEVA SW price is not competitive?

• What if a customer has an existing Master Agreement?

• Do I need to use separate Terms & Conditions for AVEVA SW?

• How is AVEVA SW performance measured?

• How do I enter multi-year Sales Agent opportunities in bFO?

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 9

How do we track and Sales Sales How do we prepare our

Sales Planning Sales Preparation Sales Execution Sales Monitoring

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 12

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 13

2 • Same as (1), except delivered by SE directly via

• To request an SA&MCTA Sales Agent claim by exception, please do the following:

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 16

• Countries must forecast upstream in RFx

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 18

● SE countries are encouraged to establish a strong and

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 19

• For Avantis, OaSYS, SCADA, Pipeline, SimSci and Spiral, visit

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 21

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 22

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 23

EcoStruxure AVEVA AVEVA

What is our Software AVEVA

Where can I get an overview This

EcoStruxure AVEVA AVEVA

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 26

 Course list on next slide Food & Bev /

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 27

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 28

• The EcoStruxure Plant Launch Book is at

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 29

• The AVEVA Partner Portal is https://partners.aveva.com/

• To access, click on Register

• To access Sales Engagement content, select “AVEVA Partner” if prompted

• If you receive an error when logging in, email partners@aveva.com

• AVEVA SW Training provided at the PA Global Sales Kick-off (GSKO) is

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 31

• The AVEVA SW support & downloads portal is

• To log-in, you must have access to the CORP domain

• To download software, navigate to Product Hub, search in the list or type

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 32

• AVEVA SW sales management

• Joint sales visits with SE personnel

• General AVEVA coordination and escalation

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 33

Middle East & Africa

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 34

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 35

• NAM: Vincent Puisor (vincent.puisor@se.com)

2021 AVEVA and Schneider Electric. All Rights Reserved. | Page 36

Charles Centner Julie Lindsay

Alfonso Rodriguez Shankar Subramaniam

Irfan Yunus Shankar Subramaniam

Neil Elliott Smith Lynette Siah