August | 2021
Power Grids Global Spotlight
Newsletter
 
 
 
Dear marketing & sales colleagues,

Welcome to the latest edition of the Power Grids Global Spotlight newsletter. In this issue, we focus on our participation in CIGRE’s centennial virtual session, as well as other milestones in the industry network, marketing automation and capture team selling.

We hope you enjoy!

Hitachi ABB Power Grids Marketing & Sales
 
Moving into the energy sector
Global Head of M&S Noaman Amjad shares his views at the 2021 CIGRE Virtual Centennial Session.
 
 
 
CIGRE 2021 Virtual Centennial Session
 
This year, CIGRE – the flagship T&D event – took place in a Virtual Centennial form, on August 18-27. Gathering more than 50 industry experts with 2,500 participants from 90 countries, CIGRE has always been the right place to showcase our latest technologies and solutions.

Our Marketing and Communications teams have been working hard together with colleagues in the R&D, technology and product management teams, as well as with the Government & Institutional Relations team on optimizing all available opportunities to engage with our customers and other relevant stakeholders to deliver our message across this unique event.
 
Leadership Messages
Our leadership addressed the key industry relevant topics through their interviews on CIGRE TV:
 
 
Awards & Recognition
Awards are granted to a few CIGRE members in recognition of their active participation in the various activities. Two of our colleagues have been selected thanks to their valuable contribution:
 
Martin Kriegel is the winner of the prestigious CIGRE 2021 Technical Council Award for A3 Transmission and distribution equipment. This Award is granted to a few CIGRE members as a reward for their active participation in the activities of the technical work of the Study Committees.
Britta Buchholz wins the 2021 CIGRE Pioneer 2020 e-session Achievement Award. This Award is granted to co-chairs (Special Reporters) that were key to make the e-session 2020 a success. She was also awarded the 2020 Distinguished Member Award. 
 
Customer engagement
All CIGRE visitors were offered the opportunity to set up business meetings with our experts around the various industry-relevant topics, via a dedicated microsite, go.hitachi-powergrids.com/cigre-2021, that acted as an extension of our CIGRE online catalog. Our experts in the business units and front-end sales organizations have committed and blocked their diaries for possible customer meetings during the event.  
 
Press announcements
We used CIGRE as a platform to promote several key announcements:
 
 
 
 
New Value Proposition for the Nuclear Sector
 
Nuclear power is the world’s second largest source of low carbon electricity contributing to balancing renewables and thus enabling the energy transition. However, many nuclear reactors will soon reach the end of the original operations lifetime authorizations of 40 years.

Key refurbishments and replacements are needed to extend the lifetime, and attracting new talent is critical to maintain key competence and assure the reliability and continuity of operations.
 
Hitachi ABB Power Grids supports nuclear power generators on this journey ensuring a safe, reliable and carbon neutral power supply for years to come. As we continue to invest in and evolve our portfolio to support the new generation of Nuclear power plants evolving, we have developed a new Value Proposition Presentation for the sector. You can download it from the Value Propositions Intranet Page. 
 
 
 
Energy & Digital World 2021 – spotlight on
data centers
 
As access to data becomes the basis of business continuity around the globe, the need for uptime in data centers becomes crucial. At Hitachi ABB Power Grids, we provide smart, safe and sustainable data center solutions. In July, we organized a virtual Energy & Digital World event with a focus on data centers to bring together thought leaders and technology experts to define future digital and energy platforms. India CTO Akilur Rahman hosted the event.
 
The introductory session by William K. Mao, Global Head of Data Centers, was followed by deep-dive technical sessions with subject matter experts. The event was targeted at customers and prospects in India and was very well received. You can watch it on demand here.
 
 
 
Capture Team Selling: an online on-the-job training of live projects to WIN!
 
Would you like to have a multi-cultured experience for the projects that you are looking forward to WIN?
Capture Team Selling Program (CTS) provides you with the processes and tools essential to sell in the digital age. You will discuss the skills vital to navigate increasingly complex organizations and study how decisions are made. It all leads up to a winning sales strategy and a value proposition you can rely on. Through capture team selling we define PG strategy for winning the strategically important projects. Capture Teams develop, establish, and deploy a successful capture strategy for winning the pursuit.
Capture Teams are multifunctional, cross-organizational teams, focused on achieving one of the most critical business objectives i.e., maximizing the win rate of business deals. Establishing the objective and agreeing to the Capture Team strategy can be very difficult. Business units need the right structure, governance process and prioritization from the top.

Check out the Capture Team Selling Program SharePoint page or read on to see how the CTS program was instrumental in winning a key infrastructure project in Pakistan. 
 
 
 
Marketing Automation & New Preference
Center Rollout
 
The rollout of Eloqua as our global marketing automation system was successfully completed on time and on budget in June. Our newly established Eloqua CoE based in the Philippines is fully operational and already executing pilot campaigns. Furthermore, a total of 15 new users across the organization were trained and onboarded onto the platform, to give the BUs and Hubs self-sufficiency in marketing automation. Regional and BU Eloqua SPOCs have been appointed, as part of a comprehensive governance structure for digital marketing.
 
To further modernize our approach to digital communications and enhance our level of legal compliance for email marketing, in August we rolled out a new global system for marketing preferences and subscriptions, based on an integration between SFDC and Eloqua. The new approach replaces the ABB-inherited Pardot, which has been permanently decommissioned. With carefully crafted workflows based on country-level regulations, the new system brings a new level of data privacy compliance, while maximizing the size of our mailable database and rationalizing IT spend. A win-win-win for Marketing, Legal and IS!

For more information, contact your BU or HUB Eloqua SPOC or read more here.
 
 
 
Milestone Wins
 
Big win in data centers through channel!
In June, Parrish-Hare, a US distributor located in Dallas, TX USA was awarded a $6.8M USD order for their data center customer, QTS. The order was for 3 phase pad mount transformers supplied out of Jefferson City, MO and the JC team worked tirelessly to secure this win with Parrish-Hare. With many more data center projects in the pipeline, Parrish-Hare is poised to have a very successful year with Hitachi ABB Power Grids. Parrish-Hare is one of our strongest distributors in the US and has a strong engineering and sales team focused on data centers, among other verticals. It is clear that the Hitachi ABB Power Grids multichannel strategy is having a strong impact on the success in the US.
 
Microgrid for Energy Queensland, Australia
In May, PGGA in Australia received an AUD 8.7M order from Yurika, part of Energy Queensland, to supply 2 x 4MW/8MWh PowerStores. It is a great project for PGGA to deliver a cleaner, more flexible and reliable grid for the state of Queensland. It is also the first PS1000 + CATL battery project in Australia aligning with global product design approach and hopefully strong future pipeline with this EPC client. 
 
Microgrid for Yala province, South Thailand
In June, PGGA in Thailand received an order worth 3.86M USD from EPC contractor RSS to supply a BESS system – the first ever BESS order in Thailand. We will be supplying e-mesh PowerStore and a 4MW/6MWh Battery System, together with controlling and monitoring equipment.
 
The end client, Thailand’s Provincial Electricity Authority, expects the solution to help them overcome recent grid reliability challenges. Outages in the area have increased 20-fold due to terrorist activities, damaged equipment, unplanned maintenance or weather events. This win paves future success for the Thailand BESS market.
 
Pakistan National Transmission & Despatch Company – leveraging our WCFE CTS methodology to win a key strategic infrastructure project
 
A consortium of Hitachi ABB Power Grids Switzerland, and China Machinery and Engineering Company (CMEC) has won a National Load Dispatch System project from the state-owned power utility, National Transmission & Despatch Company (NTDC) of Pakistan. The breakthrough and transformational project envisaged new installations as well as an upgrade of NTDC’s existing systems for mission critical control, monitoring, back up and communication infrastructure. The bidding strategy and positioning plan worked out by the CTS team – while exploring potential partners and vendors – was one of the key elements that contributed to this success story.
 
 
 
Eliminating SF₆: an agreement between rivals – an
exclusive interview with Modern Power Systems
 
Markus Heimbach, Managing Director, High Voltage Products, shared his thoughts on the landmark cross-licensing agreement which will pave the way for a new global standard for SF₆ alternatives in high-voltage technology. Modern Power Systems is an international energy magazine with a print readership of over 10,500 and 16,000 digital subscribers located in the Americas, Asia and Europe. Read more >
 
 
 
 
Coming up next
 
Upcoming Events
High Voltage Forum 2021 – Sept. 22-23
CIRED 2021 – Sept. 22-23
Customer Webinars
 
To add your content to this monthly M&S newsletter, please email pg-ms-communications@hitachi-powergrids.com.