Interview 22 November 2021
“This Is How Win-Win-Win Scenarios and Real Partnerships Are Created”

Generating projects is one thing – successful implementation is something different. That’s where the WAGO Solution Provider Program (WSP) comes in. But what does this program involve? What are its objectives? And what benefits does it offer – especially in the energy sector – for both project developers and system integrators? We turned to Franco Polo for answers. As Head of Business Development for INDUSTRY at WAGO, he promotes the Solution Provider Program in the industrial sector.

Mr. Polo, can you summarize the WAGO Solution Provider Program in one sentence?

“Loosely speaking: a good opportunity to use automation to make deals.”

And who makes the deals?

The deals involve us as the manufacturer and our WAGO Solution Providers, but also the end customers. After all, time is money, as we all know – but that shouldn’t be allowed to negatively impact quality. Therefore, project managers are looking for integrated, reliable solutions from one provider, so they can implement their project successfully, but also quickly. When system integrators have a direct line to the manufacturer, the end customer also benefits. Instead of just “win-win” scenarios, what the WAGO Solution Provider Program really creates is three-way “win-win-win” scenarios. This also forms the foundation for the development of a true partnership – in the best case, a long term one based on trust.

On an interpersonal level, three-way relationships are not exactly known for fostering trust and long-lasting connections.

From a business point of view, and with the right partners, it clearly works well, and has for more than 20 years – that’s how long the WAGO Solution Provider Program has been around. In 2019, we took things to the next level, making the program more attractive and, and most importantly, improving the quality. There are currently 85 WAGO Solution Providers in total – in the building sector and in industry. 26 of them now focus on energy automation – meaning basically everything broadly linked to the topic of smart grids.

That’s an important keyword, specifically in the area of energy automation. What does the WAGO Solution Provider Program offer in that regard?

The energy transition needs to happen now, and at full speed. For this reason, the number of project requests is growing, especially in the renewable energy sector. They usually involve the connection and control of solar or biogas systems with the power plant controller, but coupling of virtual power plants and digital substations is also a common request. Through the WAGO Solution Provider Program, we deploy experienced integrators with the relevant know-how to support our end customers in implementing a number of these project. Especially in the energy sector, these projects mostly involve installation in critical infrastructure. The associated requirements demand certain component certificates, as well as expert personnel with specific knowledge, in order to work on these types of installations. The certification processes are complex and expensive, and trained specialists are hard to find.

What are the benefits of this program for project developers and customers/end clients?

It’s about getting everything from a single source. First, the end customer receives safe, proven, robust technology from an established, reliable manufacturer in the energy market. They also get a recommendation for finding the right partner to implement the project. That means they don’t have to find a suitable system integrator in addition. Sometimes, WAGO and the Solution Provider meet together with the customer to look over the project. With large projects, for example, this is only way to get reliable information.

And what WAGO technology is used in these types of energy projects?

As I mentioned at the beginning, the WAGO Solution Provider Program focuses on automation, and thus on the associated components. For example, WAGO currently provides telecontrol technology for around 90 % of the applications, because it allows modular expansion, so almost all the data can be collected and transferred flexibly and securely. This increases the value of the telecontrol technology. There’s also further development on the product side. For this, we have WAGO Energy Industry Management, which not only monitors the sector, but also maintains regular contact and communication with it. This allows new solutions to be developed, or existing ones to be refined, according to the market’s demands.

What do WAGO Solution Providers need to do in order to qualify and participate in the program? And what do they get out of it?

WAGO basically brings projects to the WSP. In return, the partners are required to use WAGO products wherever possible. They get a fixed system consultant assigned as a representative to give them a direct line to the manufacturer, ensuring rapid access to good support for questions and concerns. The program is free of charge, but still offers significant value. WAGO also fosters communication among the WSP partners with an annual meeting. We’re currently planning an in-person WSP meeting for Wednesday, 2021-10-19 and Thursday, 2021-10-20.

How does acceptance into the WSP Program actually work?

In the energy sector in particular, we need to prioritize the quality of the services we recommend, because we’re often dealing with critical infrastructure, and both the system builders and the network operators cannot tolerance any errors. Therefore, applicants need to have already successfully completed some independent projects before they can be accepted. This process is often initiated by one of WAGO’s regional sales offices, i.e. by sales representatives and system consultants. Therefore, the initial contact is usually with the regional manager or office manager and system consultant on site. This is also where the first decisions are made; the agreement is finalized with Industry Management. We have a questionnaire that has to be filled out at the beginning in order to collect information about the potential partner’s know-how and number of employees.

In addition, WSP partners’ information is checked annually to keep it up-to-date. This process yields an overview of competencies on the website; then WAGO can guarantee that the recommended Solution Provider can actually implement the specific project request.

If you would be willing to make a prediction: What direction will the WSP Program move in as it develops?

In the direction of long-term partnerships that offer added value. So it makes sense to significantly intensify communication with users through the WSP Program and to incorporate their feedback into WAGO products and product development.

Integrating Decentralized Suppliers

In virtual power plants, decentralized generators like wind turbines, storage facilities and controllable loads become a flexible (and adjustable) backup. Intelligently synchronizing these reduces loads on the power grid. WAGO's telecontrollers make it easier to combine them: They meet the requirements of the VHPready 4.0 communication standard, ensuring trouble-free connection of systems to the virtual power plant. VHPready functions like a translator so that control centers and systems understand one another.

Learn more

Energy Grids

The grids, including their automation and telecontrol technology, are due for modernization. WAGO's controllers provide important grid data, allowing grid operators to intervene with automated control as needed. In the field of gas and heat supply as well, WAGO's technology grants control and access to all data within the systems connected to the grids from any connected location. With the special security concept of the PFC200 Controller, WAGO follows all relevant cybersecurity guidelines.

Learn more

Energy Storage Systems

Storage systems compensate for fluctuating green electrical generation, reducing load on the power grid. WAGO’s telecontrol technology is at the heart of storage systems. It records all measured values, such as the feed-in data of solar plants or wind turbines, and enables monitoring and customer-specific control of the storage. For example, if the mains frequency increases due to high feed-in from renewables, the battery, power-to-heat or power-to-gas plant receives the order to draw excess current from the grid.

Learn more