2010 SUSTAINABLE VALUE
increased our IT expertise…,” he says. Another focus over the past year has been build- ing core competencies in very large, complex proj- ect sales and execution, the company describes. It’s been one of Siemens’ strengths for centuries, but recently additional resources and capital were committed to this segment. The result: Siemens launched its Integrated Security Systems (ISS) business segment, which is primarily focused on command-and-control, advanced analytics, enterprise identity management and deeply integrated solutions in mission-critical environments. Robert Hile, director – Integrated Security Solutions, explains that foundationally Siemens was prepared to deploy ISS on a consis- tent and reliable basis due to its large number of field offices in the United States and Canada, “all capable of providing turnkey security system offer- ings virtually anywhere,” Hile says.
Hile also points out that with this type of project sale there are multiple layers of decision-makers within the customer organization, and Siemens ISS addresses that unique characteristic of the sales process. “You’d better understand their business enough to position the security system as more than just a door controller or camera. The system needs to be positioned as a part of their day-to-day business practice and needs to add value over tradi- tional security systems or the deal won’t happen,” Hile emphasizes. Therefore, an ISS subject matter expert within Siemens “leads the process from inception to completion to ensure that every person within the customer’s buying chain is addressed and the entire process both internal and external is managed in a cohesive manner.”
A 2010 INITIATIVE A large part of selecting a Systems Integrator of the Year as best-in-industry is based on a significant accomplishment by that integrator in the current year. At Siemens Security Solutions business unit, that accomplishment is its “Operational Readi- ness” platform. “As a company with both a national and global presence, our focus has always been upon the ‘customer experience’ and in achieving a high level of consistency in the delivery of our products and services,” Smith says.
Operational Readiness is a system of talent man- agement that assigns, measures and monitors train- ing and certifications for all of the field employees, Smith describes. The program is managed by Sie- mens’ Educational Services group and is intended
58 November 2010
Revenue: Siemens Global Building Technologies Division
$9 $8 $7 $6 $5 $4 $3 $2 $1 $0
$8.64B $7.22B $6.09B $8.66B
2006
2007
2008 Total Annual Revenue in Billions
to provide a measure of how well the company is training its people, he says. With Operational Readiness there is now a method in place to mea- sure actual training recorded against a plan. As Bob Albertson, national service operations man-
ager, describes, “Until we had implemented the opera- tional readiness scores, there was no metric to measure one location, let alone compare one to another or to roll up to the entire organization. In establishing the program, the overall drivers were customer satisfac- tion (qualified, trained people) and employee satisfac- tion (‘I have the training to do my job’). This platform is enabled by an online, central-
ized data repository which includes all employees, their roles and their responsibilities, as well as the assigned training requirements associated with each role. As assigned training courses are com- pleted and certifications are obtained, the system is updated and the branch operational readiness score is adjusted accordingly, Boethel explains. “Our Operational Readiness platform provides a means by which to manage and develop our vast talent pool and ultimately achieve a level of consistency unmatched in the industry today.” Given the competitive environment that exists in the security industry today, the initiatives, accom- plishments and overall strategic direction that makes up Siemens Security Solutions puts it clearly as a frontrunner in the security systems integration mar- ket. With its high-performance culture steered by core values that bring sustainable value to clients, it is marked to be a leader in security — in whatever direction the industry takes in the future — perhaps for another 163 years to come. ■
2009
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