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Robert L. McKernan, APC Critical Power and Coolng Services

Channel Chief NameRobert L. McKernan
Channel Chief TitleVP, North American Channels and Alliances
Company and DivisionAPC Critical Power and Coolng Services
Markets Served: Systems/Peripherals
Company's overall 2007 revenue:n/a
Percentage of revenue from solution providers:95%
Number of years with the company:11
Number of years involved with indirect sales:14
Number of employees in channel organization:n/a
To whom do you report in your organization?Aaron Davis. CMO, Interim President North America
Does that individual report to your CEO/president?Yes
Describe your channel organization's major accomplishments over the past year: In 2007, we continued to listen to our partners and react to their needs.. Through our sales organization and our formal Voice of Partner interviews, we were able to make updates and changes to our programs and sales tools to help partners sell more APC solutions.
List up to 10 of your top products sold through the channel:Smart UPS, Back UPS, Enclosures, ISX, Small System Cooling
Describe how your partner community has grown over the past year:We continued to expand our partner community by offering more components to our solutions. This allowed for our existing partners to sell a more comprehensive solution to their customers. It also allowed new partners the opportunity to certify themselves on APC and start taking advantage of the profitable and fast growing power and cooling category.profitable revenue streams that allow for hardware, software and service sales to those partners willing to invest in this fast growing category.
Name the one individual who has had the most profound impact on your life:No one person has impacted my professional life to a great extent. My many relationships with my collegues at APC and customers within the channel has been extremely rewarding and has had the greatest impact professionally. These relationships always challenges my creativity and my intellect. It does so in a fast paced, friendly, but compettive environment. There is never a dull moment in this business, and I would not want it any other way.
Please name the single most innovative initiative for which you were responsible for the past year?Selling 3 phase power and cooling through IT Solution Providers is still new to most partners. But over the last 3 years, APC has worked with many SPs to provide tools and training to help partners identify opportunities, configure solutions, and implement these solutions. Growth in both the number of SPs participating and revenue generated continues to outpace our internal expecations. As we move to 2008 and beyond this focus from APC does not change. We will continue to bring our Solution Providers new, profitable revenue streams that allow for hardware, software and service sales to those partners willing to invest in this fast growing category.
What were the key channel partner investments you made in the past year?
How are you attracting the next generation of solution providers?This is an area of continual focus for APC. An area which I want to do better in 2008. Through our formal and informal partnerships with other manufacturers in the IT industry, I believe we are on the right path for success. Our strong investment in R&D, innovation, and thought leadership is very attractive to solution providers. As a founding member of the Green Grid we are changing the market by helping to define energy efficiency measurement both in the data center space and at the component level. Most recently we launched the Schneider Electric Technology Center to showcase leading technology where partners can bring customers and test proposed solutions for them before they commit to buy.
What is the greatest challenge you overcame in the past year? In 2007 APC was acquired by Schneider Electric. Throughout the acquisitons we were able to maintain our focus on our partners and customers. As we move to the future the challenge of merging two companies will become one of our greatest assets to our partners and end customers.
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