How can partners develop

sustainability strategies?
A Canalys ebook for Schneider Electric
 Key observations 3
4–5
Partners’ approaches and
customers’ ESG focus

Government regulations 6
ITADs and
7–8
sustainability badges

Challenges and key

9 – 10
investment areas
11 Next steps
 EMEA partners are on a journey

1 75% of partners already have at least one person focused on ESG

2 Over 75% of customer RfPs have sustainability criteria included

3 Government regulations offer opportunities and challenges

4 Over 65% of partners are looking at how to offer take-back services

5 Energy efficiency and optimization are important partner opportunities

Sources: Canalys Candefero surveys, March 2022 to April 2022;

Canalys quick poll, 269 responses, March 2022; 3
Canalys quick poll, 311 responses, March 2022
 Partners are investing:
more need to set targets

75% of partners
have dedicated
personnel for
sustainability
but…

…just over
a third have
set ESG targets

Sources: Canalys Candefero surveys, March 2022 to April 2022;

Canalys quick poll, 269 responses, March 2022 4
 Customers are focused on sustainable solutions

How likely are you to generate revenue What drives customer

from sustainability solutions in 2022? ESG investments?

Not looked into it yet Extremely likely 69%: Their own ESG strategies
11% 11%
58%: Environmental
Extremely
considerations
unlikely
11% 44% of partners 52%: Government regulations
expect to earn
revenue from
sustainable 51%: Need to show ESG
solutions in 2022 efforts to shareholders
Not that Likely
likely 33%
34% Over 75% of customer
RfPs include ESG criteria
Sources: Canalys Candefero surveys, March 2022 to April 2022;
Canalys quick poll, 311 responses, March 2022 5
 Partners must be aware of local regulations

88% of partners expect customers to

choose IT solutions that comply with
government regulations

1 2 3 4 5

Many regulations EU countries are choosing This makes it difficult Implementation Partners need to be
are currently to develop their own for channel partners often differs by aware of regulations
voluntary regulations as well as and vendors to act on customer size and their impact
EU directives a regional basis on customer reporting

Sources: Canalys Candefero surveys, March 2022 to April 2022;

publicly available information, April 2022 6
 Establish key metrics to track your progress

43% of partners
27% of partners work currently work
with distributors on with ITADs to
take-back provide circular
services
Use of vendor-
certified ITAD
services, such as
refurbishment and
asset recovery, will
be important

What do you need to measure?

• 44% track the number of devices taken back
• 29% track the number of EPEAT devices sold
• 28% track the number of deals with a sustainability requirement
• 28% track the number of deals with a sustainability requirement for their organization

Sources: Canalys Candefero surveys, March 2022 to April 2022 7

Building credibility with customers

81% of
partners agreed that
a vendor’s sustainability
badge would be valuable
for demonstrating ESG
credentials to
customers

Sources: Canalys Candefero surveys, March 2022 to April 2022 8

Building sustainable solutions needs a broad focus

What are the biggest challenges

in offering energy management
solutions?
What do you see as the biggest
challenges in driving take-back Creating customer
awareness
services?

Customer awareness Training sales teams in how

to sell these services

Customer data privacy Understanding which

concerns solutions offer the most
efficient energy consumption

Internal sales culture change

Sources: Canalys Candefero surveys, March 2022 to April 2022 9

Consider where to place your next investments
Top three investment priorities for partners in three years’ time

1. Moving to green energy solutions

2. Changing to an electric vehicle fleet

3. Developing energy assessments

Sources: Canalys Candefero surveys, March 2022 to April 2022 10

 Actions to enhance sustainability performance

1 Invest in headcount to drive your sustainability strategy

2 Develop YOUR sustainability objectives

3 Calculate your carbon footprint and plan for carbon neutrality

4 Build your own assessment services to support your customers

5 Influence your vendors to help drive greater ESG adoption

“Partners that do not invest in their sustainability strategies risk losing

competitive advantage as peers see the opportunity presented and
demonstrate their sustainability expertise to their customers and prospects.”
Rachel Brindley, Senior Director, Channels, Canalys

11
 Insight. Innovation. Impact.

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