DAVID TERRY is working to maintain long-standing relationships with the existing partner network while investigating the opportunity to build new partnerships across the ecosystem .

the strategic direction of the IT Channel for Schneider Electric within Europe . By collaborating closely with their partners and focussing on value and trust , they can understand their requirements in different regions and create bespoke , transparent , and localised operating models .

What are your strengths and abilities that you bring to the above role ?

Schneider Electric works on one-to-one basis with their partners in Europe , which helps to develop a trusting relationship . Within many of the larger partner and distributor organisations , Terry has developed relationships in multiple territories to understand their needs and support them with dedicated personnel .

Please describe the opportunities and challenges that exist for channel partners in your market ?

One of the most significant challenges seen in the industry today is the need to implement sustainability within channel businesses . The industry plays an important role in the path to net zero , but many partners do not know where to begin . This means they often need support from organisations like Schneider Electric to create sustainability strategies , which can bring new opportunities from a business perspective .

Digitalisation has quickly accelerated since the pandemic , which will continue throughout 2023 and beyond . Many of our partners also focus on embedding sustainability and ESG into their internal and external business strategies . The opportunity to collaborate with customers to future proof their organisations via digital transformation strategies or by completing major modernisation projects , where energy , emissions and rising operating costs have become catalysts for change .

Another major challenge is the difference in regulations across countries or regions . As a business with a global footprint Schneider Electric can help to alleviate some of the challenges and ensure businesses adhere to sustainability standards .

Finally , we are seeing greater requirements for customers to combine the power of data with software and diversify their business models to offer managed services around uninterruptible power , edge computing , sustainability , and energy management .

Which technologies and innovations can make a difference to the channel market dynamics in the near future ?

One of Schneider Electric ’ s greatest strengths is that , as a global business , they can build wide distribution networks to support their partner ’ s growth . For example , our work with Bechtle enabled the organisation to become Schneider Electric ’ s first pan-European Elite IT Solution Partner , whereby our new training and enablement paths have helped identify new business opportunities across managed services , edge computing and sustainability .

In 2021 , Schneider Electric ’ s EcoStruxure solutions helped customers reduce their carbon emissions by 84 million tonnes and

David Terry , Vice President , IT Channels , Schneider Electric , Europe

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