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Steve Lewarne, VP, Channel & Programmes, AVEVA discusse about the channel offerings from Aveva for the system integrators.
Describe your partner programme and channel initiatives
Steve Lewarne - The AVEVA Partner Network allows channel partners to realise significant benefits in the industrial software space. They can capitalise on our solutions portfolio covering the operations and performance portfolios, integrated process design, simulation, engineering, procurement, construction and handover processes, across the customer’s complete asset lifecycle. Our offerings are hardware agnostic, enables faster installation and simplified maintenance.
Systems Integrators implementing our solutions can save engineering hours generating extra margins across industrial solution projects. AVEVA partners are equipped to power customer’s digital transformation journeys with our cutting-edge software portfolio.
The AVEVA Partner Network allows systems integrators to engage with over 4,500 partner companies and 5,700 plus certified developers across all industrial segments. It opens up opportunities for enhanced global collaborations, higher margin businesses and allows systems integrators to leverage complimentary skills from other partners and greatly improve brand equity through certifications and endorsements.
The AVEVA Select programme is designed specifically for select distribution partners to find new markets and build on local relationships, to help customers accelerate their digital transformation agendas. This programme is meant to help distributor partners to enable customers simplify design, optimise production and maximise performance.
The AVEVA Select designation along with the territory they support will denote a partner capable of representing the entire AVEVA Portfolio to customers.
We have recently enhanced its Partner Network for System Integrators (SIs) by providing access to a broader spectrum of the AVEVA portfolio for training and certification. The improved program presents further opportunities for SIs to offer increased value to their customers through the application of our software.
Our enhanced Partner Network System Integrators programme helps SIs stay ahead of the competition by offering training and certification for a much broader portfolio that now includes software products from the Performance and Engineering portfolios to go along with the Operations portfolio which the Program originally started with. Today existing SIs can benefit from the expanded program and immediately offer increased value to their customers through the application of our software.
AVEVA’s 5000-plus strong SI community is critical to the delivery and implementation of AVEVA’s industrial solutions. We support SI partners with innovation in integrated process design, simulation, engineering, procurement, construction and handover processes. In collaboration with AVEVA – and other partners in the network – SIs can deliver innovative solutions across the entire asset lifecycle.
Our systems integrators will have access to provide a recurring expense for software licensing on a periodic basis versus the one-time perpetual licensing purchase model. This recurring license purchase allows customers to move from capital asset purchases to operating expenditures, matching budgets to requirements. Customers can increase or reduce their software licensing based on their activity levels.
What is the process for becoming a partner with AVEVA?
Steve Lewarne - Our System Integrator Certifications range from the entry-level Registered System Integrator up to Certified System Integrator, then at the highest level, Endorsed System Integrator. Systems integrators are classified according to this tiered system, which is based on experience with specific products, proven industry expertise, markets served and degree of desired business collaboration with AVEVA.
Accreditation benefits for the top two levels of certification include credentials that acknowledge product skills commensurate with our quality, reduced rates for developers on our software and access to the AVEVA SI Resource Centre offering product information, presentations and SI Program updates.
At the highest level, endorsed system integrators are premier business partners inside our Partner Network. This is an invitation-only membership for system integrators with high levels of customer service, technical excellence and years of experience with our solutions. Endorsed system integrator partners are invited to present, network and participate at key AVEVA events. Endorsed partnerships are actively managed by us and our distribution channel.
What are you doing to help the losses that partner community is making as a result of growing E-commerce and lockdown?
Steve Lewarne - AVEVA channel partners have helped organisations transition their business to the digital realm with the support and backing of AVEVA expertise and cutting-edge solutions.
Not only did they help customers get acquainted with working in distributed models, but they also transformed their own businesses to address market requirements, ensuring continued profitability. They enabled their workforce to work remotely and continue business as usual, offering uninterrupted support and services for their customers.
With an exceptional portfolio of offerings, AVEVA worked closely with partners and provided in-depth resources, trainings and certifications, support and flexibility to help them with lead generation and successfully capitalize on the opportunities the market presented.
Would AVEVA consider helping its partners to go online and to get online trafficking to their E-stores?
Steve Lewarne - Our partners are growing their businesses successfully in today’s digital era. As a global vendor in industrial digital transformation, the priority is to empower and enable partners. We provide end-to-end support, trainings, certifications, benefits and resources to further accelerate partners business growth. Our partners are thus well placed to win net new business and enhance operational and production capabilities of their existing customers.
Additionally, our distributors offer various promotional opportunities for SI partners which can help to increase the SIs visibility in the market and with AVEVA customers.