With predictions that the market for Industry 4.0 solutions will be worth more than $156 billion by 2024, ABB Value Provider Programs enable channel partners to effectively sell the digital electrification solutions their customers need to create safer, smarter and more sustainable operations.
The ABB Value Provider Programs allow qualified partners to access and sell digital solutions for ABB’s broad range of electrification solutions, including energy management, building management, asset management and e-mobility, in a simple way.
“Every company – ABB, our partners, and their customers – is faced with the challenge of incorporating digital transformation throughout its operations. As electrification becomes more digital, offering customers the right software will be just as critical as supplying the world-class hardware,” said Andrea Temporiti, Head of Digital for ABB’s Electrification Business Area.
By making ABB Ability™ Electrification solutions accessible through its Value Provider Programs, ABB’s channel partners can now sell integrated hardware and software packages to create deeper customer relationships that extend beyond the initial equipment purchase. Pre-configured digital solutions are easy to learn, implement and sell, helping provide partners with a new, recurring revenue stream to diversify their business.
Benefits of the programs include promotional support, virtual training pathways to help sales and support staff become solution experts, and further tools that demonstrate the features of digital solutions to share with prospects and customers.
This new approach has already seen success in a pilot with Netherlands-based distributor Technische Unie, a member of the Sonepar Group. ABB worked with their technical sales team to help sell ABB Ability™ energy management solutions to support their customer’s retrofit of an industrial plant. ABB’s preconfigured digital solutions enabled the customer to remote monitor their energy consumption and equipment condition throughout the plant using real-time sensor data, which could reduce overall energy consumption by up to 30%.
“At Technische Unie, we know the future is digital. With this ABB Value Provider Program, we were able to confidently begin selling preconfigured digital solutions that are completely integrated with hardware, which differentiates our offering from commodity-driven competitors. Not only does this help us provide more value to our customers, but helps us adapt our company to meet the needs of a shifting business landscape that is more focused on purchasing solutions instead of products,” said Peter Exmann, Business Manager Industry at Technische Unie.
The ABB Ability™ Electrification solutions are now available as part of the ABB Value Provider Program and will be rolled out globally, with a phased approach and subject to specific territories.
ABB (ABBN: SIX Swiss Ex) is a leading global technology company that energizes the transformation of society and industry to achieve a more productive, sustainable future. By connecting software to its electrification, robotics, automation and motion portfolio, ABB pushes the boundaries of technology to drive performance to new levels. With a history of excellence stretching back more than 130 years, ABB’s success is driven by about 110,000 talented employees in over 100 countries. www.abb.com
