Siveco going West with Sichuan Aoruo New Energy Technology
Siveco has initiated a few years ago a partner initiative, known as VAPP (Value Added Partner Program), aimed at extending the company’s reach, in terms of geography, industry and range of services. As part of this program, the partnership with Sichuan Aoruo New Energy Technology has already proven very successful, bringing significant results to large process plants based in Sichuan.
About Sichuan Aoruo New Energy Technology
Sichuan Aoruo New Energy Technology is based in Chengdu, Sichuan Province. The company provides a full range of technical services including automation system and integration of IT solutions to industrial customers in the Sichuan region. Aoruo targets the same industrial segments as Siveco: large multisite manufacturers, mostly chemicals, as well as facilities and infrastructure projects.
The two companies were first introduced to each other by a mutual contact in 2010. After initial discussions, Aoruo and Siveco signed the VAPP agreement and quickly started to work on a project with Sichuan Lutianhua, a leading producer of fertilizers. The project consisted in delivering Siveco’s bluebee® mobile solution as an add-on “usability layer” to the company’s existing “EAM” system.
Based on this first experience of quick and successful cooperation, the VAPP agreement was recently upgraded to ensure exclusive partnership across the entire region. Additional contracts were signed with Sichuan Lutianhua and the same model is going to be applied to other plants within the mother company Chuanhua Group, thus providing a very strong foundation for future growth.
The Sichuan Lutianhua project, a milestone for bluebee® mobile solution with strong support from Aoruo
Unlike typical partnerships based on a lot of talk and little action, Aoruo and Siveco chose to work in a very practical way. In only 4 months, the bluebee® mobile solution was up-and-running at the Lutianhua plant, focused on optimizing the inspection process and adding value to the existing Maximo EAM system. The system was quickly accepted by the plant technical team. At the beginning of 2011, the project even won the Silver Award in the manufacturing category at the 2010 Motorola Enterprise Mobility Solutions Industrial Applications Grand Prix.
The great success of the initial project gave Aoruo confidence to continue working with Siveco to extend the project to other plants. The Siveco project team is currently working onsite to implement 5 bluebee® devices in another Lutianhua workshop. This phase 2 will be completed at the beginning of November, with phase 3 launching at the same time.
Training and partner support: building the joint team
While the first phase of partnership, very focused on getting results for all parties, did not require Aoruo to build a dedicated organization, it did involve close cooperation between the two company’s top management, sales and project teams.
Immediately after signing the upgraded exclusive partnership contract, Aoruo sent two sales people to Siveco Shanghai office to undergo partner training. Siveco arranged an intensive agenda for them, covering sales (strategy, pricing), marketing (positioning, partner support) and technical (bluebee®, bluebee® cloud and COSWIN). Supporting material was delivered allowing partner to start working without delay. The 2-day training was concluded by an exchange session, during which clear sales short-term actions were defined.
Training and partner support: building the joint team
Upcoming joint marketing activities in Chengdu
As part of the bluebee® roadshow, Siveco will hold an industrial event in Chengdu at the beginning of November in coordination with Aoruo. Partner will invite attendees from Yunnan, Guizhou and Sichuan areas, mixed with Siveco’s existing clients and prospects. Various presales activities (customer visits) will be scheduled during the same week.
Please pay attention to our events update on www.sivecochina.com or contact us at info@sivecochina.com for more information.
