Channel Partner Program - APC

APC
Channel Partner Program
Be the Solution
Your Customers need Today
Opportunities change at lightning speed.
We’ll help you keep up.
• Differentiate yourself in the marketplace
• Match the right solution
to the right customer
• Develop sales and
engineering competencies

Our program is all about you.
Be the Solution Your Customers Need Today.
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Capitalize on market trends
Increasing and dynamic power densities. Higher
power consumption. Record cooling demands.
Greater requirements for energy efficiency.
And at the same time, unprecedented reliance
on data and IT systems. All these challenges
have changed the way customers allocate their
budgets. Physical infrastructure used to be an
afterthought, now it’s first on the agenda. And
nobody understands the landscape and where
the market is headed better than APC.
That’s why we’ve enhanced our channel
partner program: to help you build a solutionsfocused
power and cooling practice with
increased knowledge and expertise and the
tools to differentiate yourself from the pack.
Font Bauhaus light
And that’s why we’re more committed than
ever to helping you turn market challenges TM
into new opportunities by offering innovative
solutions that are easy to sell.
Six critical success factors
Foundation to building best in class partnerships
partner online destination
TM
Get a blueprint for increased profit
The APC Channel Partner Program offers more
clearly differentiated program levels that reflect
your core competencies and area of expertise.
With four levels – Registered, Select, Premier
and Elite – you leverage pricing and benefits
as you advance. You’ll gain unprecedented
visibility to where the market is going and
where you can take your business.
In addition, there are now more tools, support
and training to help you move up the ladder.
Based on partner feedback, we identified six
elements for the program to help you develop
competencies, seize opportunities, be more
profitable, and grow your business long-term.
These elements constitute the components
of our Partner Online Destination (POD), the
online embodiment of the APC Channel
Partner Program.

The more we know about you, the better we support you.
Profile
The online profile identifies the distinguishing
demographics of your core business and
competency: your market segment and
verticals, your particular value-add, the area(s)
of your expertise—and your future ambitions.
The more we know about you, the better we
can direct all our sales, marketing, and support
efforts to meet your needs and expectations.
Maximize your business profile and core competencies.
alignment
The program structure aligns partners into
one of four tiers in a way that best maximizes
your profile. First partners are classified by
environment (Business Networks—Wiring
Closet, Server Room, Data Center—Small and
Medium, Large Data Center). Then within each
environment, we have taken our entire product
portfolio and allocated the different product
families into key “disciplines” (Power & Power
Distribution, Racks & Enclosures, Security &
Environmental, Management, Cooling).
REGISTERED
PARTNER
Familiar with breadth
of APC portfolio and
channel programs
SELECT
PARTNER
Proactively recognize
and identify
opportunities
Familiar with breadth
of APC portfolio and
channel programs
Familiar with APC
resources and tools
Identify
PREMIER
PARTNER
Select level
competence
PLUS:
Develop sales
or technical
knowledge in:
Environments
relevant or selected
discipline environment
Develop
A partner’s program level is determined by
two criteria: (a) the partner’s competency as it
relates to the relevant disciplines within each
environment and (b) the partner’s commitment
to APC. The different levels of competency and
commitment are established by meeting clearly
articulated expectations concerning knowledge of
the APC product portfolio, training requirements
and continuing education, sales and technical
proficiency (from design through fulfillment),
executive sponsorship, and business planning.
Business
Networks
Premier level
competence
PLUS:
Configure
solutions with
minimal assistance
from APC
Focus:
≤ 20kW
Security &
Environmental,
Management,
Cooling
ELITE PARTNER
Premier level
competence
PLUS:
Design solutions
with minimal
assistance from
APC
Focus:
≤ 200kW
Security &
Environmental,
Enterprise
Management,
Cooling
Design
Data Center
Large
Data Center
Premier level
competence
PLUS:
Design solutions
with minimal
assistance from
APC
Focus:
> 200kW
Security &
Environmental,
Enterprise
Management,
Cooling
Products Solutions
Competency in Disciplines
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Capitalize on today’s opportunities
through continued education.
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empowerment
Best-in-class training helps you build
competencies around APC solutions to solve
your customers’ most challenging problems.
This professional education is available as
self-paced, on-demand online training, live
webinars with industry experts, award-winning
Data Center University ® online courses, and
instructor-led classroom training for more
hands-on applications.
The training is divided into two paths: sales
and engineering. The sales path builds
proficiency in sales expertise to recognize the
customer’s business challenge, detect and
define the customer’s needs, and overcome
any objections. The engineering path provides
partners with best practices, technical knowhow,
and the latest breakthroughs in concepting,
designing, and implementing critical power and
cooling solutions for customers.
The training curriculum is organized by
certification, environment, disciplines and
delivery types. The system easily identifies the
requirements of each individual certification
including your completion status of each course.
This best-in-class training tool empowers you to
become a trusted advisor with an unmatched
level of expertise.
POD TV
An exciting feature of our Partner Online
Destination (POD) is POD TV, a dedicated video
portal for our partner community that provides
training and insight on new technologies,
industry trends and business opportunities.
We’re constantly adding and updating video,
so tune in often.

Create market demand,
generate increased awareness and grow your business.
enablement
We are committed to providing our partners
with quality, high-impact, and proven sales
and marketing tools to help you grow your
business. APC has been in the marketing
vanguard for years—unlike other companies,
we’ve measured what works and what doesn’t.
Now we enable our channel partners to leverage
our collective marketing experience. We have
direct mail/e-mail demand-generating templates
available online. Co-branded promotional items,
newsletter templates, customizable spec sheets,
downloadable brochures, videos on demand—all
the resources our internal marketing department
uses are now available for you as well.
Facilitate two-way conversation
to network and share best practices.
Collaboration
The APC Partner Online Community provides
an interactive environment for one of the
industry’s largest and most diverse set of
partners to share best practices, check out
our blogs, find tools, network, and partner
with one another. APC channel partners
sell across all technologies, environments,
verticals, and customer segments—increasingly
we see partners linking up to mesh their
complementary strengths and provide a single
seamless solution to customers. This “gated
community” also facilitates real-time two-way
dialogue between APC and our partners.
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Program Benefits Add UP
The more you advance, the more you benefit.
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Profit
As you progress through each tier of the new
program structure, you become eligible for
a greater number of benefits, privileges, and
profit opportunities. The program provides
financial differentiation to partners based on
their commitment to APC. Upfront preferred
pricing, an Opportunity Registration Program,
back-end incentives, and other programs have
all been developed to ensure that the partner
relationship is profitable and well worth the
commitment to APC.
Get Cash Back!
APC’s back-end rebate program is designed
to handsomely reward those partners that
increase both the volume of APC products
and the number of APC product categories
they sell. Channel partners who qualify for the
program can receive quarterly rebates.
Opportunity Registration Program
APC rewards partners that identify, develop,
and win new APC business opportunities.
The Opportunity Registration Program (ORP)
rewards channel partners that, in the absence
of APC field participation, generate demand
for new business and add value through their
services. A standardized process protects
partners with presales investment in new
opportunities as motivation to generate
incremental APC business. Using a neutral
opportunity registration process, the ORP
validates new partner opportunities. Approved
opportunities remain registered for six months
and are eligible for a special discount.
Benefit Registered Select Premier Elite Partner
Partner Partner Partner Business Network Data Center Large Data Center
Partner Portal � � � � � �
Partner Locator Listing � � � � � �
Rebate Program � � � � � �
Opportunity Registration Program � � � � �
Identify � � � � �
Solutions � � � � �
Design � �
Marketing Development Funds � � � �
Dedicated Sales Support � � � �
Try and Buy Program � � � �
Priority Tech Support & Sales Support � � � �
Leads Program � � �

Program Requirements
Requirements vary by certification level
Program membership is based on fulfillment of the requirements detailed below. The requirement details
include: competency and commitment.
Competency Requirements
Certification Title Registered Select Premier Elite Partner
Partner Partner Partner Business Network Data Center Large Data Center
Registered Member 1
Sales Associate 1 1
Sales Professional 1 2 2 2
Technical Consultant 1 1 1
Integrated Design Consultant 1 1
Total Number of Individuals 1 1 2 3 3* 3*
*Total of 4 individual certifications required by 3 unique individuals.
Individual holding Technical Consultant or Integrated Design Consultant certification may also hold Sales Professional certification.
Partner Commitment
Requirement Registered Select Premier Elite Partner
Partner Partner Partner Business Network Data Center Large Data Center
Partner Profile � � � � � �
Executive Sponsorship � � �
Business Plan � � � �
Staff Training � � � �
Proficiency Index** � � � � �
**Proficiency Index Rating is based on annual competency, revenue and customer satisfaction. The Proficiency Index will be evaluated on an annual basis.
Program benefits and requirements are subject to change.
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Find Out More
We’re committed to giving you the tools you need to succeed.
APC’s Manufacturing System
is certified by ISO 9001 and ISO
14001 Standards
For more information call:
Tel: 800 800 4APC - US & Canada
Tel: 401 789 0204 - World wide
Online:
Visit http://www.apc.com/personalpage
or go to http://reseller.apc.com
PhOne:
Call our Priority Reseller Hotline at 1-800-771-1APC
e-mail:
channel.programs@apc.com
aPC Corporate
APC North America
132 Fairgrounds Road
West Kingston, RI
02892 USA
Call: 800 800 4APC
Fax: 401 789 3710
aPC latin america
5301 Blue Lagoon Drive
Suite #610
Miami, FL 33126 USA
Call: 305 266 5005
Fax: 305 266 9695
aPC europe
APC Ireland
Ballybrit Business Park
Galway, Ireland
Call: +353 91 702000
Fax: +353 91 756909
aPC asia Pacific
APC Australia
Level 13 The Denison
65 Berry Street
North Sydney, NSW 2060
Call: +61 2 9955 9366
1 800 652 725
Fax: +61 2 9955 2844
©2008 American Power Conversion Corporation. All trademarks are owned by Schneider Electric Industries S.A.S., American Power Conversion Corporation or their affiliated companies. All program details are subject to change without notice. 998-1318
e-mail: esupport@apc.com • 132 Fairgrounds Road, West Kingston, RI 02892 USA