Please enable JavaScript.

Coggle requires JavaScript to display documents.

FY21 Targets, SDV, PMO, Business Development, Analyze regulatory…

- - - - Competitor price
        
        Competitor prices analysis and ETES market positioning
      - Customer Price
        
        Many steps will be followed in 2021 to provide a sales price and adequate methods to achieve that will be put in place :
        
        Filling up the PROSEQ (OFF Methodology)
        
        Define acceptable Payment Milestones vs. Execution steps
        
        Ensuring that sales receives a clear cost structure
        Ensuring that Sales receives a clear Risk provision sheet
        
        Get princing on financial garantees
        
        Get an assessement on Taxes
        ...
        
        Christian
        
        Sales
        
        Kathrin
        
        Provide market prices & project specific target prices
        
        Monitor Competitor Activities for competitive pricing, product development & strategy setting
    - - Tech reliability /Performance /Availability
      - Customer requirement capture ?
    - - Vendor Development
      - Value Engineering
      - RnD - Define new specifications
  - - - General risk assessment
    - - SBA Approval -
        Sales Team is responsible for putting together the SBA report and fill out the questionnaire.
        Target is to at least perform 1 complete SBA in 2021 and make sure that the requirements at qualitatively acceptable and aligned with Legal
    - - Commercial Risk assessment to be done based on :
        
        Financial solidity of the prospect
        
        Impact on business continuity
        
        Complexity of the integration
        
        Project Size
        
        Country Risk
        
        Technology risk vs. Standard design
        
        Customer experience
        
        Project Timeline
        
        Project financing
        
        Commercial and Financial Guarantees
        
        Clemens
        
        Johannes
        
        Charles-Ed
  - - - Standard pre-feasibility content and deliverables
        
        Commercial
        
        Technical
      - Standard feasibility content and deliverables
        
        Commercial
        
        Via the use of the latest 2 pagers and process in place and additionally through Milestones gate review, The sales team will ensure that the requirements established either internally (standards) or via a customer commercial agreement are delivered on time and on quality
        
        Technical
      - Stand business calculation method and results
    - - Siemens LoA process (confirmity)
      - SE Pipeline (Stadtwerke)
    - - On top of on time delivery and on quality of feasibility reports, Sales will be responsible to keep the customer interested and initiate, follow-up and conclude the SSA (Storage Supply Agreement) as well as set up the commercial structure together with legal
    - - UK
        
        Open New market : US, UK, Skandinavian countries etc... ..
      - Netherland
        
        Open New market : Netherland
        
        Open New markets : Industry intensive
      - Sales forces
        
        Keeping a strong interface with SGRE, SE, Sales Channel (i.e.) as well as the project initiative to bring customer contacts to commercial maturity
        
        Generating ricochet effect via publications, awards and partnership announcement - Making the link with SGRE and Communication
        
        Sales to ensure that a legal support is always available and allocated to a project
      - Energy intensive
  - - - Run Business Case calculation for feasibility & pre-feasibility studies
      - Automatise Manitou to speed up Business Case iteration
      - Dream beat management for all initiatives that bring customers with the goal to grow the pipeline and pushing for paid effort as much as possible when relevant. Finding commercial solutions as well as technical to avoid dropping projects that do not seem appealing AT FIRST.
- - - - Sales process keeping - Ensuring that all role and responsibilities are defined and optimize the process over time (update if required)