In an exclusive conversation with Rahul Bisen, General Manager – Channel Lead North & Head of Channel Program & Marketing for Greater India at Schneider Electric, highlights how the company is transforming India’s energy landscape. From compact lithium-based UPS systems to AI-driven data center solutions and skill-focused partner programs, Schneider is at the forefront of building a greener, smarter nation.
Rahul Bisen: Thank you. At Schneider Electric, our philosophy is clear—we’re not a power generation company. We don’t generate power from hydel, thermal, or solar sources, nor are we focused on the last-mile power connectivity like consumer appliances. Our strength lies in optimizing the electricity flow from generation to the last distribution point. Whether it’s UPS systems in data centers or MCBs in homes, we focus on improving efficiency across the power supply chain. Our aim is to ensure that every watt of energy is used optimally—for our customers, the environment, and society at large.
IT Voice- You mentioned product innovation earlier. Schneider recently launched a 40kW UPS through Luminous, which is remarkably compact. How are you achieving such technological advances?
Rahul Bisen: Innovation is the core of what we do. We invest about 4–5% of our revenue into R&D. Unlike many others, we have R&D facilities right here in India, including dedicated labs for battery technologies. For example, we’ve built lithium-based storage solutions that are compact, long-lasting, and temperature-resistant up to 45°C. The goal is clear: reduce space, improve reliability, and enhance customer ROI. We’re also moving from traditional battery types like VRLA to more efficient lithium-based systems that help reduce the overall footprint of UPS installations.
IT Voice- In today’s world, every company is talking about AI. How is Schneider Electric integrating AI into its ecosystem?
Rahul Bisen: AI is a vast subject, but yes, we’ve made significant strides. We recently entered a global partnership with NVIDIA to incorporate AI capabilities into the data center ecosystem. Currently, most use cases revolve around generative AI—content creation, chatbots, etc. But the real impact will come from predictive AI. For instance, in data centers, we’re working towards predicting thermal hotspots and optimizing cooling strategies using AI. Efficiency is our mission for the 21st century, and AI will definitely accelerate that journey.
IT Voice- Rajasthan is a major hub for solar energy. What is Schneider offering to support the solar industry?
Rahul Bisen: Great question. Our offerings for the solar sector are broad—from inverters to energy management solutions. At events like today’s, we emphasize the enablement of our partners. We’re shifting from traditional training methods to robust enablement frameworks. Our belief is simple: unless people understand the technology deeply, they can’t sell or support it effectively.
IT Voice- You touched upon partner enablement. Can you elaborate on Schneider’s approach to upskilling partners?
Rahul Bisen: Absolutely. We’ve launched a flagship program called P3—Partners, People, Performance. It’s a 30-month journey where partners go through phases: knowledge, skills, and methodology. Initially, we focus on building technical product knowledge. Then comes skill-building—presentation, negotiation, and cross-selling. Finally, we introduce proven sales methodologies like SPANCO and FAB (Feature, Advantage, Benefit). We’re also collaborating with institutions like IIT Mumbai and NITs to offer in-depth coaching. Each participant gets a dedicated coach to guide them through real-life client scenarios. It’s about creating multiplier effects—we may be just two people, but our trained partners can amplify our reach a hundredfold.
IT Voice- That’s an incredibly structured program. How do you see this impacting Schneider’s growth and India’s digital future?
Rahul Bisen: India is growing rapidly, and so are we. Our partners are at the heart of this journey. With the right skills, tools, and support, they’re not just keeping pace—they’re helping drive our collective growth. At Schneider Electric, we firmly believe that empowering our ecosystem is the key to sustained success.
