2014 Partner Programs Guide Details

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APC by Schneider Electric
APC Channel Partner Program

Five Star Program Award Winner -- 2014
Company Information
Address132 Fairgrounds Rd
132 Fairgrounds Rd
West Kingston
Rhode Island
Worldwide HQ Address35 Rue Joseph Monier, 92506 Rueil-Malmaison, France
CEOJean Pascal Tricoire
Year Company Founded1981
North American Channel ChiefShannon Sbar
Vice President of Channels
Vendor Size CategoryLarge
Total RevenueGreater than $1B
Indirect Revenue Percentage91% to 100%
Program Information
Name of Channel ProgramAPC Channel Partner Program
Year Program Established1991
Number Channel Field Sales Reps North America35
Number Inside Channel Sales Reps North America35
Total North American Partners25,000
Number of New North American Partners1,000
Top Tier NameElite
North American Partners Top Tier309
Worldwide Partners Top Tier778
Tier 2 NamePremier
North American Partners Tier 21,081
Worldwide Partners Tier 21,791
Tier 3 NameSelect
North American Partners Tier 31,182
Worldwide Partners Tier 36,684
Tier 4 NameRegistered
North American Partners Tier 47,609
Worldwide Partners Tier 431,174
Market Segment Specializations
Cloud Infrastructure
Data Center
Managed Services
Power Protection and Management
System and Management Network Management
Cloud Product and Program Offerings
Products Sold As A Cloud Service
Existing Program Supports Cloud Products
Extra Points Of Margin For Registered Deals
Extra points of margin depending partner type tier
Extra points of margin depending deal size
Extra points of margin depending on time sensitive incenties
Time Frame For Communication of Deal Registration Approval or DenialYes within 72 hours
Program Offerings To Support Resellers
Low Interest Financing
Price Protection Plans
Discount Promotions
Qualified Leads
Incentive Program
Financial Rewards
Marketing Resources
Partner Portal
Online Tools
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
Tiered Discounts
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersMore than $2, up to $3
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Partner Services Value Based Pricing
Case Studies
Statistics On Best In Class
Partner Incentive Program
Offer Residual Revenue ProgramYes
Demonstration Units OfferedYes for any partner level
Demonstration Unit Charges51%-75% off list
Criteria To Determine Partner Tiers
Sales Volume
Technical Skills
Solutions Expertise
Criteria To Determine Partner Discounts
Not Applicable
Program Offerings To Help Partners Expand Businesses
Business Transformation Training
Help Horizontal VARs Enter Vertical Markets
Training Advice On Incorporating Cloud Solutions
Eligibility To Sell Vendor Services
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
Marketing Concierge Services
Solutions Selling
Training Offerings
Web Based
Instructor Led
Face To Face
Costs for trainingFree for all partner tiers
Recertification RequirementsOnce per year
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramAnnual revenue commitment
Requirements To Join Program
Technical Certification Required
Certified Or Accredited Sales Staff
Executive Sponsorship
Business Planning Requirements
Technology Specialization
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Dedicated Account Team
Clearly Defined Division Between Direct and Indirect
Partners Briefed On Product Launches1 month to less than 4 months before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Portal Is Customizable Based On Profiles
Partners Syndicate Content To Their Website
Configuration Tools
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Content Syndication
Hands-On Marketing Support Offered To Partners
One To One Marketing
One To Many Marketing
Access To Automated Platform
Other Information and Education Support Offered To Partners
Host Conference For Partners
Hosts Conference Direct Sales And Partners Together
Conduct Online Seminars And Conferences
Provide Funding To Partners To Attend Industry Conferences
Publishes Regular Newsletters
Conducts Regular Meetings With Individual Partners
Other Educational Tools
local training
Requirements for MDF/Coop Marketing
Sales Volume
Number Of Certified Technicians
Discretionary Based On Usage Approval
Discretionary Based On Product Vertical Customer Focus
Discretionary Based On Channel Manager Approval
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
No Restrictions
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF Quarterly1-10%
Partner Lead Support Offered
Generates Leads And Initiates Sales2nd and 3rd Tier Partners Only
Generates Leads Which Are Given To Partners2nd and 3rd Tier Partners Only
Drive Demand Directly To Partners Through MDF2nd and 3rd Tier Partners Only
Tools On Portal For Partner To Drive Their Own Demand2nd and 3rd Tier Partners Only
Access To Dedicated Program ManagerYes, every partner has access to a dedicated partner program manager