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Manufacturers are digitizing their operations to boost productivity and drive efficiencies. The resulting operational infrastructure changes create a ripple effect transforming how key technology suppliers, including Industrial Automation Distributors (IADs), can support these companies. IADs are starting to take a more consultative role, where the ability to offer comprehensive software and service solutions, along with traditional point hardware products, helps their customers succeed in their digital transformation efforts.
The role of software and services in industrial automation
Digital transformation is now emerging as a leading area of industrial distributor growth. Machine builder OEMs want increased visibility to their machines across multiple production lines. Companies are seeking solutions that enhance connectivity, data capture, and analysis. Monitoring and control software technologies help to address these requirements.
Distributors who proactively adapt the quickest to these changing needs (a shift from hardware-based to more software-based solutions) are more likely to maintain competitiveness and gain market share. Software layers help to optimize solution performance and generate reports that enable the streamlining of operations.
Services also play a key role, and software acts as an enabler of services. For example, OEMs want to provide more value to their end users by remotely diagnosing potential problems with their machines before their end users experience any unanticipated downtime. Such services help the OEMs to generate additional revenues while raising the level of customer satisfaction.
Training empowers distributors to support customers’ digital transformation
As industrial distributors evolve to address these emerging customer requirements around digital transformation, they must enrich their internal level of software competency and acquire the skills that enable them to broaden the scope of their offerings. Investments in training and knowledge acquisition of sales and pre-sales resources are imperative to accommodate new business opportunities.
For many industrial distributors, making such a transition is not a simple task. That’s why Schneider Electric is partnering with distributors to provide training and solutions that better equip them to support their industrial customers. Schneider Electric supports its network of partner IADs through its Alliance Partner Program for Industrial Automation Distributors. The program offers an array of new advanced specialization certifications, one of which includes industrial automation software.
Industrial distributors are gaining new competencies through the Schneider Electric Alliance Partner Program, such as EcoStruxure Software Specialization and expertise in advanced software suites like AVEVA. This equips them to better assist their end users in digitizing their operations while minimizing business transformation risks. Additionally, they are better positioned to explore innovative ways for their customers to digitize and further enhance productivity gains.
The software training enables distributors to broaden their scope of digitization project knowledge and build the skills and competencies required to package appropriate hardware and software automation solutions (like packaging PLCs with the appropriate monitoring and control software).
The Alliance Partner Program also helps distributors serve as effective resource acquisition experts by leveraging contacts with local systems integrators and OEMs. In this way, IADs can expand their ecosystem of partners to address clients’ long-term strategic project requirements. The knowledge acquired through the training program enables distributors to attain the broader level of expertise needed to act as digitalization consultants.
Ready to partner with an Alliance Partner IAD?
By acquiring additional software and service competencies through the Alliance Partner Program and collaborating more closely with system integrators and technology partners, IADs enhance their ability to meet their clients’ evolving digital transformation needs. A comprehensive project approach also allows IADs and their partners to efficiently combine technology and process expertise. As a result, industrial customers gain a consultative partner who delivers added value to complex digitization projects.”
To learn more about and locate a Schneider Electric Alliance Partner IAD, visit our distributor locator website today.
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