Partners: New APC Managed Services Program Is Set To Drive Recurring Revenue Sales Growth


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A new managed services program from UPS and power management giant APC by Schneider Electric is poised to drive a recurring revenue sales renaissance for partners, according to APC strategic service providers.

The program, which officially launched May 10, includes a new managed service certification, market development funds and an 8 percent discount for bundling APC Smart-UPS, network card and one- or three- year extended warranty.

With the new program, APC has provided what it calls a "holistic approach" to managed services, integrating its Smart-UPS power management and monitoring into managed services platforms such as ConnectWise, N-Able, Kaseya and AVG. The managed services platforms provide partners with the ability to monitor an installed base of as many 3 million APC Smart-UPS devices.

"This is super-exciting for us," said Jim Sommer, business development manager for LANtek/All Lines Technology, a Cranberry Township, Pa., strategic service provider. "It could drive a substantial increase in our APC UPS sales and services. It opens up the possibility for us to do full-building utilization and management services with 24/7 monitoring that has the potential to save companies as much as 30 [percent] to 40 percent."

LANtek/All Lines is already working with its parent company, Fire Fighter Sales & Service Co., to integrate the building power management services with fire prevention services. Monitoring batteries in UPS and fire alarm systems is a critical part of the services offering, said Sommer.

"This managed services offering has the potential to make a big difference to our company," Sommer said. "Schneider Electric and APC need to keep the momentum and focus on driving power management services for the channel. Just imagine the value we can provide for a customer with thousands of sites across the country -- knowing they no longer have to worry about downtime because of a battery failure causing a network outage. We can manage it all -- the routers, switches, the power -- and all the customer has to do is worry about their business."

[Related: APC SVP McKernan On New Managed Services Program, IoT And The Future Of Power Management]

Douglas Coco, who oversees the managed services offering for Synetra, a Southlake, Texas, strategic service provider, said he expects the APC offering to add several percentage points of growth to his company's managed services business, which is growing at a 30 percent annual clip.

"This is cool," he said. "APC Is helping me strengthen my business, which is huge. What I am really excited about is the stickiness factor that comes with these services and the ability to provide more value to our customers."

The new program opens up the door for strategic service providers like Synetra to manage the large installed base of APC Smart-UPS devices, said Coco. It also opens the door to the possibility that APC by Schneider Electric will bring more innovative services and products to market in the future, said Coco.

Atrion, one of the top strategic service providers in the country, is expanding its maxtime managed services offering to include power management as a result of the APC managed services launch, said Paul Cronin, senior vice president of the Warwick, R.I., company, which worked closely with APC on the formal program. He expects the new offering to drive UPS sales and services growth.

"We are seeing 30 percent growth in the managed services business, and the APC managed services will help there," he said.

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