Put Matteo Mastère 701
Evaluation - Bloc 3
Prospection Plan
Friday 16th January 20 26
Do you know the annual production loss rate for an industry due to production shutdown ?
Summary
1. Company position and obejectives
2. Prospecting targets
3. Value proposition
4. Prospecting campaingand tools
The Company
1836, founded by Adolphe & Joseph‑Eugène Schneider
Headquarters : Rueil-Malmaison
Industry : Global leader in energy management and industrial automation.
Number of employees (2024): + 128k employees worldwide
DPSI
Annual revenue (2024): €38.15 billion (record year)
Market footprint: Present in 100+ countries
Competition
Industrial automation
Smart infrastructure
Digital industries
Electrical & digital building infrastructure
Residential & commercial buildings
Electrification
Automation & robotics
Strength Strong brand in electrical devices & building solutions Weakness Limited presence in industrial automation & large-scale energy systems
Strength Advanced digitalization & industrial software leadership Weakness Complex portfolio & higher cost structure
Strength strong presence in industrial automation and robotics Weakness Less integrated digital ecosystem than our software
Services
Service Point (Technical Support Center)
Telephone support and remote assistance
➡ Instant troubleshooting and reduced intervention delays.
Software Licenses & Digital Subscriptions
EcoStruxure software subscriptions and digital platforms
➡ Real-time monitoring, data analytics, remote support, and cybersecurity insights.
Maintenance Services
Installation, commissioning, preventive maintenance, corrective repair
➡ Improves reliability, reduces unplanned downtime, extends equipment life.
Quantitative Objectives
Qualitative Objectives
+ 15%
service contract sales
40
new clients on the regional market
- Position ourselves as a trusted advisor in energy & automation
€1M+
service‑related revenue over the year
- Improve customer satisfaction
+20%
digital subscriptions
90%
renewal rate on existing contracts
Target Market Definition
1 Target Market Description
industrial and service sector companies with critical electrical infrastructure requiring a high level of service continuity and security.
These companies typically have:
- Significant MV/LV installations
- Processes sensitive to production downtime
- Strong regulatory constraints
- A growing need for digitalization and continuous monitoring
+ info
Prospect Euralis Lidea – Lescar site
Why Euralis Lidea perfectly matches my criteria
Adapted sector
Significant electrical infrastructure
Processes sensitive to downtime
Geographic proximity
Affinity with Schneider Electric
Value proposition (tailored to Euralis Lidea)
What is the prospect's problem or need ?
Need for production continuity
Lack of real-time visibility
Increasing energy performance and sustainability requirements
Aging of equipment
How does our offer meet this need?
Our value proposition enables
Security
Availability
Continuous digital monitoring
01
02
03
Software subscriptions
Service Point
Service contracts (preventive + corrective maintenance)
- Real-time monitoring
- Alarms in case of anomalies
- Predictive diagnostics
- Regular preventive visits
- Mechanical and electrical checks
- Functional tests
- Live expert support
- Diagnostic assistance
- Avoidance of unnecessary interventions
Reduces breakdowns
default prediction
Save time and make better maintenance decisions.
What sets our offering apart from that of our competitors?
Comprehensive expertise
A unique digital ecosystem
Local presence and high responsiveness
Prospecting campaign and tools
Linkedin
Professional emailing
Cold calling
Logic of the approach (order of actions)
Proactive follow-up (Phone call)
Sales follow-up (CRM + reminders)
Identification & qualification
Initial contact (personalized email)
Meeting / Site visit
Organization of the prospecting campaign
Organization of the prospecting campaign
Segmentation by priority sectors (agribusiness, manufacturing, etc.) Weekly planning 20 new prospects added to the CRM 2 days reserved for phone calls 1 day dedicated to field visits Rigorous monitoring of KPIs
- Number of contacts made
- Response rate
- Number of appointments secured
- Revenue generated from services
We follow up on leads using
- CRM, to track every interaction
- Scheduled follow-ups, based on level of interest
- Meeting reports, to refine the offer
- Structured pipeline, so no active leads are lost
Thanks
Animated doodles (Entrance - Exit)
Animated doodles (Just entance)
2 Targeted Business Types
B2B – Industrial & Service Sectors
Target Sectors:
- Agribusiness
- Manufacturing
Chemicals / Pharmaceuticals
- Logistics
- Water Treatment
- Complex Buildings (Data Centers, Hospitals, etc.)
Size Medium to large companies (200+ employees) Sites with critical equipment and a high volume of electrical assets
Location: Southwest Region / Nouvelle-Aquitaine
Bloc 3 "Développer des opportunités d'affaires dans le secteur des hautes technologies"
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Transcript
Put Matteo Mastère 701
Evaluation - Bloc 3
Prospection Plan
Friday 16th January 20 26
Do you know the annual production loss rate for an industry due to production shutdown ?
Summary
1. Company position and obejectives
2. Prospecting targets
3. Value proposition
4. Prospecting campaingand tools
The Company
1836, founded by Adolphe & Joseph‑Eugène Schneider
Headquarters : Rueil-Malmaison
Industry : Global leader in energy management and industrial automation.
Number of employees (2024): + 128k employees worldwide
DPSI
Annual revenue (2024): €38.15 billion (record year)
Market footprint: Present in 100+ countries
Competition
Industrial automation Smart infrastructure Digital industries
Electrical & digital building infrastructure Residential & commercial buildings
Electrification Automation & robotics
Strength Strong brand in electrical devices & building solutions Weakness Limited presence in industrial automation & large-scale energy systems
Strength Advanced digitalization & industrial software leadership Weakness Complex portfolio & higher cost structure
Strength strong presence in industrial automation and robotics Weakness Less integrated digital ecosystem than our software
Services
Service Point (Technical Support Center) Telephone support and remote assistance ➡ Instant troubleshooting and reduced intervention delays.
Software Licenses & Digital Subscriptions EcoStruxure software subscriptions and digital platforms ➡ Real-time monitoring, data analytics, remote support, and cybersecurity insights.
Maintenance Services Installation, commissioning, preventive maintenance, corrective repair ➡ Improves reliability, reduces unplanned downtime, extends equipment life.
Quantitative Objectives
Qualitative Objectives
+ 15%
service contract sales
40
new clients on the regional market
€1M+
service‑related revenue over the year
+20%
digital subscriptions
90%
renewal rate on existing contracts
Target Market Definition
1 Target Market Description
industrial and service sector companies with critical electrical infrastructure requiring a high level of service continuity and security.
These companies typically have:
+ info
Prospect Euralis Lidea – Lescar site
Why Euralis Lidea perfectly matches my criteria
Adapted sector
Significant electrical infrastructure
Processes sensitive to downtime
Geographic proximity
Affinity with Schneider Electric
Value proposition (tailored to Euralis Lidea)
What is the prospect's problem or need ?
Need for production continuity
Lack of real-time visibility
Increasing energy performance and sustainability requirements
Aging of equipment
How does our offer meet this need?
Our value proposition enables
Security Availability Continuous digital monitoring
01
02
03
Software subscriptions
Service Point
Service contracts (preventive + corrective maintenance)
Reduces breakdowns
default prediction
Save time and make better maintenance decisions.
What sets our offering apart from that of our competitors?
Comprehensive expertise
A unique digital ecosystem
Local presence and high responsiveness
Prospecting campaign and tools
Linkedin
Professional emailing
Cold calling
Logic of the approach (order of actions)
Proactive follow-up (Phone call)
Sales follow-up (CRM + reminders)
Identification & qualification
Initial contact (personalized email)
Meeting / Site visit
Organization of the prospecting campaign
Organization of the prospecting campaign
Segmentation by priority sectors (agribusiness, manufacturing, etc.) Weekly planning 20 new prospects added to the CRM 2 days reserved for phone calls 1 day dedicated to field visits Rigorous monitoring of KPIs
We follow up on leads using
Thanks
Animated doodles (Entrance - Exit)
Animated doodles (Just entance)
2 Targeted Business Types
B2B – Industrial & Service Sectors Target Sectors:
Size Medium to large companies (200+ employees) Sites with critical equipment and a high volume of electrical assets
Location: Southwest Region / Nouvelle-Aquitaine