AVEVA’s Karine Calvet has found the energy sector inspiring and the transition to renewables and the variety of sources of energy leads to an amazing transformation journey for all stakeholders including channel partners.
Describe your current job role and summary of the business model of your organisation?
Karine is currently Vice President in charge of Partners for AVEVA in the EMEA region. AVEVA’s partner network includes Schneider, distributors, system integrators, global system integrators, original equipment manufacturers, global cloud providers, and independent software vendors, all focused on optimising AVEVA’s platform for end customers.
AVEVA’s vision is to drive responsible use of the world’s resources. Concretely, we deliver best in class industrial software solutions in engineering, operations, data management and digital transformation. AVEVA connects industrial customers and their ecosystem with trusted information and insights that grow industrial intelligence and help create a more sustainable future.
What are your strengths and abilities that you bring to the above role?
Karine spent 15 years of her career in SI companies, five in telcos, and eight in the software sector. All the knowledge acquired during those 30 years empowers her to work on go-to-market strategies and leverage the capabilities of each type of partners to deliver best-in-class solutions to end customers. Undoubtedly, understanding the market and its variety of stakeholders is the main added value to this role.
Please describe the opportunities and challenges that exist for channel partners in your market?
In a world dominated by crisis, war, energy, climate change, inflation, working with industries can be seen as both a challenge and an opportunity. Indeed, AVEVA’s customers are all impacted by this geopolitical context and going through supply chain outages, energy dependency and price increase. Where AVEVA can support industrial companies and bring added value is in delivering solutions that enable to produce more with less.
From engineering to operations, AVEVA supports customers in designing, operating and visualising production, optimising the full process through digital twins. These capabilities generate cost savings and productivity improvement while contributing to reach neutral carbon target. Our channel partners are essential in implementing in a customised manner this type of solutions at our customers.
Which technologies and innovations can make a difference to the channel market dynamics in the near future?
AVEVA’s strategy is to combine its capabilities into one platform: CONNECT. This platform is by essence open to all partners, who can bring their own capabilities, applications, software, vertical IP, or share them with a selected ecosystem to complete their value proposition. If we add AI capabilities, there is no limit for partners to collaborate, contribute and perform on growing their business leveraging AVEVA’s platform.
How can a channel partner disrupt the regional market and gain a leading competitive position?
AVEVA is confident in the fact that by adopting the entire portfolio and collaborating with a broader ecosystem to offer a unique solution platform in the region, the partner network will be successful.
None of its competitors can offer a scope as complete as AVEVA’s, nor the equivalent added value proposition in the market. Some niche players support part of the full industrial process. Utilising these capabilities will help end customers create synergies, save money, and improve their carbon footprint.
Which non-competitive business do you admire for its channel drive and strategy?
Karine has found the energy sector very inspiring: the transition to renewables and the variety of sources of energy lead to an amazing transformation journey for all stakeholders including channel partners. This transition is fundamental to ensure the planet’s sustainability for next generations.
Which aspects of your job role do you find rewarding and which challenging?
When we work hand in hand with partners to implement AVEVA’s solutions, we help industrial customers make progress in terms of sustainability. Karine find it very rewarding to contribute to achieve carbon footprint neutrality. Securing a seamless go-to-market through the orchestration of partners across the whole EMEA region is a challenge given the size of the region, but the professionalism of partners is fit for success.
How do you best like to de-stress and re-charge off work?
Family, friends and sports such as riding horses, skying or running are definitely three key success factors for me. They help me de-stress and re-charge off work. Making sure there is a good balance between them and work is key for Karine to remain successful in her job.
