2018 Partner Program Guide Details


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APC by Schneider Electric


Address132 Fairgrounds Road
West Kingston
RI
02802
U.S. HQ phone number(800) 788-1704
Worldwide HQ Address35 Rue Joseph Monier, 92506 Runeil-Malmaison, France
Web Site URLhttp://www.apc.com
CEOAnnette Clayton
Year Company Founded1981
If applicable, when was your division created?1991
Company SizeEnterprise
North American Channel Chief
Full NameShannon Sbar
TitleVice President of Channels, North America
Date began serving in this role05/2007
Channel Program Information :
Name of North American Channel ProgramAPC Channel Partner Program
Year this Channel Program was established1991
North American Channel Program ManagerKatie Boeh
Program Manager TitleDirector, Channel Marketing & Communications
Please indicate the products and services in which your company specializes and the sales models that apply:
One-time product purchase and resell (either hardware or software)Power protection & management
As-a-service utility model (for either managed or cloud service delivery)Power protection & management
Combination/hybrid model (partner product resell and deploy in an as-a-service model)Business intelligence and analytics
Power protection & management
OverallBusiness intelligence and analytics
Power protection & management
Program Tiers:
Top Tier Name:Elite
Tier 2 Name:Premier
Tier 3 Name:Select
Tier 4 Name:Registered
Which of the following best describes your company's Cloud involvement, products, and solutions?
 Our products are used to enable off-premise Cloud Solutions
 Our existing partner program supports our cloud products/services
Does your partner program offer extra points of margin/discount/rebatesfor registered deals?
 Yes, depending on the product
 Yes, depending on the partner type or tier
 Yes, depending on deal size
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Yes, in less than 24 hours
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?Yes
Does your partner program compensate partners for deals registered by one partner but closed by another?No
How does this channel program motivate/support its resellers?
 Awards for sales
 Development of training & certification programs/curriculum
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Low-interest financing
 Loyalty programs
 Points based reward programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Price protection plans
 Product demo program
 Qualified leads
 Rebates
 SPIFFs
 Sales enablement
 Tiered discounts
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit?
Is it possible for a Solution Provider to attach services to your product/service beyond typical maintenance and/or break-fix?Yes
Thinking about a typical sale in which a Solution Provider is able to attach services to your product/service, is the amount they are able to attach:Attach services that are typically less than the profit your partners derive from your solution
 Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
  Partner Incentive Programs
Does your partner program offer a residual revenue program (maintenance, software or professional services), recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream?Yes
What does this program typically charge your partners for demo units or evaluation licenses?Other alternative
Other alternative (Please explain):What does this program typically charge your partners for demo units or evaluation licenses?We have various means by which we offer demo equipment. We have a structured program for Premier partners & above seeking discounted pricing for in-house data centers to be used for the purposes of creating a demo data center for customers -- this gives them 25% off their cost. We can also fund certain demo products out of MDF in certain situations, again if it 's for the purposes of demand-generation within that partner 's customer base.
By what criteria are partner tiers for this partner program determined?
 Sales/Revenue volume
 Certifications
 Technical skills
 Solutions expertise
 Specialization
How are partner discounts determined?
 Business Model (i.e. Distribution-VAR resale discount differs from DMR resale discount, etc.)
 Certifications
 Deal Registrations
 We often offer competitive pricing. If a partner is trying to win the business over another physical infrastructure manufacturer, we 'll award a discount to help our partner win with us.
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 Business transformation training
 Provide training in order to simplify the concept of hosted and managed services for VARs
 Eligibility to sell vendor services
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Marketing concierge services
 New hire assistance
 Solutions selling
 MDF
 Leads
 Joint marketing planning
What types of training does your partner program offer?
 Self-paced sales on-line training
 Virtual instructor-led training
 Virtual technical labs
Business Model Transformation (BMT) training
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for all partners
High Level CertificationFree for all partners
How often does your partner program require re-certification or renewal for partners?Once every 13 to 24 months
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?No revenue commitment necessary
Please indicate which of the following requirements must be met in order for a partner to join the minimum tier or basic level of this partner program?
 Active Profile for APC Partner Pages
Does this channel partner program offer:
 Pre-sales support
 Post-sales support
 Post-sales support
 Technical support
 Local account/field reps
 Escalation procedures for rules of engagement
How much time in advance of their customers are solution provider partners briefed on new or upgraded product launches?1 month to less than 4 months before solution provider customers
Does your company's partner program portal/web site provide:
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Portal with customizable views based on profiles
 Ability for partners to syndicate your content to their website
 Managed services community
 Deal Registration
 Configuration/installation tools
 Troubleshooting tools
 CRM
 A selection of marketing campaigns partners can order and have executed for them
 Responsive design for mobile access
 Single Sign On (SSO) access to external components of the site such as iRewards, iMarket, Design Portal, & POMP (our salesforce based Partner Opportunity Management Portal)
Which of the following types of hands-on marketing support does your partner program provide?
 One to one marketing planning with internal partner marketing managers
 One to many marketing support via internal partner marketing managers
 Access to an automated marketing platform
 Full service marketing concierge services via 3rd party providers
 MDF management and operation support
How does your partner program inform and educate your partners? Does your partner program provide any of the following:
 Conducts online webinars and conferences
 Provides funding to partners to attend industry conferences
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
 CAMs and Marketers communicate with partners primarily through Social Media
Which of the following criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Sales volume
 Business plan
 Discretionary based on channel account manager approval
 Tier-based
 Partner type/business model
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Print advertising
 Digital advertising
 SEO
 Sales Training
 Technical training/certification
 Sales head count
 Technical head count
 Marketing head count
 Customer seminars/road shows
 Online webinars
 Demo equipment
 Market research
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Product catalogues
 Newsletters
 Email marketing
 Co-branded merchandise
 Content development (case studies, social
content, blogs, solution briefs, etc.
 Direct Mail
 Public relations
 Website development and management
 Social media enablement
 Syndication
 Website audit and development
 Activities that generate leads
 Demo Equipment
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?Yes
What percentage of your MDF/Co-op goes unspent on a quarterly basis?1-10%
How does your partnerprogram support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partners2nd & 3rd Tier Partners Only
Generates leads which are turned over to partnersNot Offered
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsTop Tier and 2nd Tier Partners Only
Provides tools on portal for partners to drive their own demandTop tier, 2nd and 3rd tier only
Do partners need to meet specific lead management criteria or training in order to receive and continue to receive leads?Yes

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