X-Factor 2014 Manager Enablement Kit - Karin Hamel Senior Specialist, Internal Marketing and Communications Steven Carr Marketing and ...
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X-Factor 2014 Manager Enablement Kit Karin Hamel Senior Specialist, Internal Marketing and Communications Steven Carr Marketing and Communications Intern Schneider Electric – IT Business – August 28, 2013
Table of Contents
X-Factor Overview
and 2014 Growth Pillars
Communication Timeline
Recognition Campaign
Manager’s Role
Key Contacts
Schneider ElectricX-Factor 2014 Overview
● What is the X-Factor Campaign?
● 2014 theme for NAM IT Business focused on driving growth through 4 key
growth pillars
● What are X-Factor Attributes?
● Standard of excellence that will focus on the special qualities that have
made us best in class for so many years
• What we strive for in ourselves, work, products, and solutions we provide
• The element that enables each of us to be luminaries in our fields
● What will the X-Factor drive in 2014?
● Growth and attainment of 2014 ambitions
● Energy and excitement within our people and teams
● Recognition for people and teams that play a key role in reaching our
growth ambitions for 2014
The X-Factor will have 4 key growth pillars that will drive
the core of our messaging. As a manager, it is your role
to become familiar with these pillars and how they
Managers: relate to our ambitions for 2014.
Schneider ElectricIntroducing…. Schneider Electric
2014 Growth Pillars
Key components Overall message
• Alignment & Focus This pillar is in place to ensure that all players understand
eXecution of • Commitment how their role ties to our strategy. This starts with unified
strategy •
•
Strategy Driven Targets
Measurements of Accountability
knowledge and commitment to our strategy, aided by
focused execution to drive growth. With the necessary
• Talent Development empowerment an commitment, 2014 will be the year of
Darrell Smithson • Market Validation and Trends aligned eXecution.
A culture of sales excellence will unify and strengthen our
sales • Cadence
most valuable differentiator- our customer facing teams.
• Coaching
eXcellence • Enablement We need to provide better coaching, modernized sales
• Training (Sales & Mgt) tools, efficient reporting & strategic training to fuel a
John Knorr world-class sales organization. With this solid foundation
we position ourselves to achieve our growth ambitions.
customer • Confidence in our Quality Our ability to capture our growth potential is directly reliant upon
the service which we provide our customers. We must drive
• Continuous Process Improvement
eXpectations • Market Segmentation improvements that positively impact these external interactions
• Technical Expertise and exceed expectations. By placing the customer at the center
of everything we do, we position ourselves as trusted advisors,
Chuck Buckley • Customization Capabilities
building loyalty and lasting partnerships.
• On Time Delivery & Services
We possess a robust offer which allows us to penetrate all
eXceptional •
•
Prefab
Services corners of the market thanks to our lifecycle approach.
offer • Software Equipped with best in class solutions and products, we
have the potential to grow our share and expand our
• Core
Jason Juley reach. The caliber of our offer must be recognized
internally if we are to convince our customers the same.
Schneider ElectricX-Factor Timeline and
Communication Plan
Schneider ElectricX-Factor Launch Week
March 3rd-7th
Launch One page overviews of 2014 X-Factor Growth Pillars
X-Factor kickoff Include: definition of the pillar, how it drives growth, aligns to
video from Office overall strategy, and sets expectations and goals for 2014
of the SVP
eXecution of sales customer eXceptional
strategy eXcellence eXpectations offer
Monday: 3rd Tuesday: 4th Wednesday: 5th Thursday: 6th Friday: 7th
Recognition portal is open for submissions!
During the week of the kickoff it is your goal to make sure all of your
teams are familiar with, and understand all of 2014’s growth pillars. In
addition, please promote to your team the recognition portal, and urge
Managers: them to submit stories of their own!
Schneider ElectricGrowth Pillar Deep Dives
What to expect Unique to this
Date Focus each week week
Tuesday 11th:
eXecution of All NAM IT Business training call
by Darrell Smithson, VP, Strategy
March strategy and Business Operations
• Publicized
10th-14th recognitions
Tuesday 18th:
sales • Fun facts All NAM IT Business conference
call- overview of X-Factor 2014
eXcellence about the pillar
March goals and expectations with Rob
McKernan
17th-21st • Pop quiz at the
end of the week
customer • Leveraging
March eXpectations multimedia to
24th-28th create a buzz
March 31st-April 4th
National Sales Meeting
eXceptional
Mar-Apr offer
31st -4th
Schneider ElectricX-Factor Recognition
Campaign
Schneider ElectricX-Factor Recognition
We want to celebrate the people, teams, and projects that
support our 2014 priorities just as much as you do!
• Nominate a coworker who you think has the X-Factor.
• Highlight a team that embodies the X-Factor.
Who? • Highlight a project or campaign that projects the X-Factor.
• Submit your X-Factor story to Survey Monkey: Recognition Portal
• If selected, your X-Factor write-up will be pushed through NA Today,
How? and housed in our Spice group: North America IT Business
• Be sure to post actively, and stay up to date with our Spice page!
• Because you can win things!
• Anyone who submits a recognition or is publicly recognized will
Why? receive Schneider Electric Recognition Portal points
• Each quarter we will select the best X-Factor story for each pillar
(prizes TBD)
• Additionally, one grand prize winner will receive a spot at the next
President’s Club!
Schneider ElectricManager Support
X-Factor Recognitions
We’re asking all managers to submit one recognition
from their team so we have representation across
the organization!
• Please submit at least one recognition for your team by
March 7th to allow time for review
• Remember to align recognition submissions to growth pillars
• Submissions will be included in our first round of recognitions!
Managers: • Recognitions are ultimately designed to empower our people,
so please help us begin that process!
Click here to submit a recognition!
Schneider ElectricManager’s Role During
X-Factor
Schneider ElectricManager’s role in X-Factor
Cascade
• Reinforce the meaning and importance of X-Factor and its components
• Drive the message of 2014’s growth pillars to your teams
Promote
• Your teams should be represented in the X-Factor Recognition Campaign
• Stay up to date with X-Factor worthy stories and encourage submissions
from the members of your teams
Empower
• Achieving our growth ambitions begins with leadership
• We must equip and enable our teams with the ability to embody the X-Factor
Schneider ElectricKey Takeaways for managers
● Familiarize yourself with the 4 X-Factor growth pillars, as they will
be the core of our messaging and driving forces of 2014’s ambitions.
● Hold a weekly cadence with your teams to discuss each of the growth
pillars and how they relate to 2014 and the X-Factor.
● Submit a recognition to the recognition portal by March 7th to help us
kick-off the new culture of X-Factor
● Make sure that your teams are fully aware of the recognition campaign,
and how they can submit X-Factor stories
● Post actively on our Spice subject to further support our recognitions
that directly align with 2014’s growth pillars
Managers, help us uncover the X-Factor in all things
ITB: in you, your peers, our products, our services, and
our overall offerings. In 2014 we have the amazing
Managers: opportunity to harness the X-Factor in all of us!
Schneider ElectricKey Contacts Schneider Electric
Key Contacts
Communications
● Overall communications: Karin Hamel
● Recognition Campaign: Steven Carr
Subject Matter Experts
● X-Factor (overall campaign): Rob McKernan
● eXecution of strategy: Darrell Smithson
● sales eXcellence: John Knorr
● customer eXpectations: Chuck Buckley
● eXceptional offer: Jason Juley
Schneider ElectricAppendix Schneider Electric
Growth Pillar: sales eXcellence
Definition / Overall A culture of sales excellence will unify and strengthen our most valuable differentiator - our customer
Message facing teams. We need to provide better coaching, modernized sales tools, efficient reporting &
strategic training to fuel a world-class sales organization. With this solid foundation we position
ourselves to achieve our growth ambitions.
How does this pillar We need an improved focus to outperform the competition. By elevating competencies and proficiencies
we support growth by enabling our people to efficiently execute on our strategy. Optimizing existing
drive growth? best practices and identifying opportunities for improvement. This will enable our people to capture
and build on every opportunity in the market (lifecycle, net new, protect core, competitive wins)
How does this drive We have experienced a series of internal changes to our organization as well as developments of our offer in
order to stay ahead of market trends and maintain a competitive advantage. The opportunity for sales
our strategy? excellence has never been greater thanks to the foundation we have set. In order to fully execute on our
strategy, we need to have a laser focus, and be fully committed, traits of a culture enabled by this pillar.
Current Status Historically the components of Sales Excellence lived in silos. By embracing this concept as a growth
pillar, we bring them all under one umbrella to promote synergy and efficiency.
Expectations for 2014 The expectation is that training will be properly aligned to specific roles and tie directly to our strategy.
& Measurements Improved forecasting accuracy, dashboard usage and adoption, as well as skill set accrual and
improvement will be indicators of success. This does not only apply to the workforce, but management, as
well.
Examples and Wins **Need some anecdotal feedback from leadership here. Knorr has suggested Hagan or Bobby to provide.
Schneider ElectricGrowth Pillar: eXceptional offer
Definition / Overall We possess a robust offer which allows us to penetrate all corners of the market thanks to our lifecycle
Message approach and strong core components. Equipped with best in class solutions and products , we
have the potential to grow our share and expand our reach. The caliber of our offer must be
recognized internally if we are to convince our customers of the same.
How does this pillar Our portfolio contains the widest range and the deepest value of any competitor in the market. By
drive growth? leveraging new offers in addition to reinvigorating the core, we provide our customers with the right recipe/
mix to consistently meet his/her needs, thus capturing growth.
How does this drive
An exceptional offer enables us to maintain market share with our core and gain a competitive advantage as
our strategy?
a solution provider. Through a lifecycle approach, we will see growth in new adjacent areas.
Current Status Confidence in our overall offer has declined internally and we must reignite ourselves by adopting a “glass
half full” mentality. Recent new product launches, quality assurance measures and the acquisition AST are
the catalysts to improving the perception and backing of our products, software and services.
Expectations for 2014 We must assume a customer-centric approach with every opportunity, assuring that we align ourselves as
& Measurements the customer requires. Key indicators of our success will be:
*net new customers will be acquired *disruption of competition and gained market share
*increased customer loyalty & retained accounts *need to reference prefab, core
One big win is highlighted by our recent acquisition of AST, proof of our commitment to the prefab market
Examples and Wins The acquisition of new customers via service contracts reinforces our lifecycle approach.
With hardware, we are introducing new core products and revitalizing our 3ph UPS through targeted
enhancements to our mulit-modular systems...which has already met our target for 2014 (blackrock presale
and racing wire - win over Emerson's account)
Schneider Electric *PX Flex (guseff writeup)Growth Pillar: eXecution of strategy
Definition / Overall This pillar is in place to ensure that all players understand how their role ties to our strategy. This
Message starts with unified knowledge and commitment to our strategy; aided by focused execution to drive
growth. With the necessary empowerment and commitment, 2014 will be the year of aligned
eXecution.
How does this pillar We deploy a growth strategy with a long term vision that can only be achieved with 100% commitment and
drive growth? adherence from within. Proper execution of our strategy results in increased profitability through our
business mix and robust offer, faster growth than the market through competitive advantages and raised
brand awareness and loyalty thanks to a unified front.
How is this a Our focus has expanded to encompass new areas of business like software and services. Additionally, in
differentiator for us? order to grow our profitability we've moved towards higher margin mix of our offer. In order to safeguard
our position in the market as the data center leader, we must continue to be agile and adapt to market
trends quickly.
In order to properly execute on strategy, meticulous understanding is required on all fronts. This starts with
Current Status improved and consistent communication to all levels, thus gaining acceptance, comprehension and
commitment. Narrow minded viewpoints must be expanded to understand how one’s role can contribute
to the big picture.
Expectations for 2014 If you are reading this message, you should understand where, why and how you can contribute to our
& Measurements strategy. If it is deployed and executed upon correctly, we will meet our growth initiatives, protect our core,
and become more efficient as a unified organization. A strategic dashboard has been deployed and will
aide us in measuring success. (more details on where this dashboard lives…elements of it?)
Strategically, we were able to predict and act upon market changes like the move towards web giants and
Examples and Wins outsourced data centers. We identified this in our strategy and executed upon it. A growing data center
business as Schneider Electric is allowing us to take market share rapidly (any specific % to share?)....due
to our efforts with DCSP. A key differentiator in the future will be our ability to work within the data center
space, not just sell to data centers. (do we need ALL of this or can we shorten and consolodate facts?)
Schneider ElectricGrowth Pillar: customer eXpectations
Definition / Overall Our ability to capture our growth potential is directly reliant upon the service which we provide our
Message customers. We must drive improvements that positively impact these external interactions and exceed
expectations. By placing the customer at the center of everything we do, we position ourselves as
trusted advisors, building loyalty and lasting partnerships.
How does this pillar
drive growth?
How does this drive
our strategy?
Current Status
Expectations for 2014
& Measurements
Examples and Wins
Schneider ElectricWhat’s to come
X-Factor Communication and Deployment
Weekly Deep Dives
into pillars March 2014 April 2014
Weeks: 2,3,4,5,
eXecution of Thursday
strategy Pillar fun fact and
Week 2: March 10-14 contest reminder
eXceptional offer
LAUNCH
Tuesday sales eXcellence Week 5
5-day Kick Off
with multimedia Summit Training Week 3- March 31-April 4
Week 1:March 3-7 call from SME March 17-21
customer National Sales
LAUNCH Wednesday
eXperience Meeting
Pillar Introductions Publicize a
Week 4- April 4
March 4-7 recognition
March 24-28
LAUNCH
Introductory video Monday Friday
March 3rd Drive contest Publicize a
around pillar recognition
The campaign will host a 5-day kickoff that introduces one growth pillar
each day. Following the kickoff, each week leading up to the National
Sales Meeting will contain a deep dive for each pillar. Each deep dive
Managers: will include recognitions for X-Factor and a Summit Training.
Schneider ElectricGrowth Pillar Deep Dives
What to expect Unique to this
Date Focus each week week
Tuesday 11th:
eXecution of All NAM IT Business summit
training call by Darrell Smithson,
March strategy VP, Strategy and Business
Operations
10th-14th
Tuesday 18th:
sales All NAM IT Business conference
call- overview of X-Factor 2014
eXcellence
March goals and expectations with Rob
Mckernan
17th-21st
customer
March eXpectations
24th-28th
March 31st-April 4th
National Sales Meeting
eXceptional
Mar-Apr offer
31st -4th
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