9. APC Channel Partner Program

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
2 | APC by Schneider Electric Channel Partner Program
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
Font allocate Bauhaus their light budgets. Physical infrastructure
used to be an afterthought, now it’s first
on the agenda. Nobody understands the TM
landscape and where the market is headed
better than APC by Schneider Electric.
Six critical success factors
Foundation to building best-in-class partnerships
partner online destination
TM
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.
And that’s why we’re more committed than
ever to helping you turn market challenges
into new opportunities by offering innovative
solutions that are easy to sell.
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
Registered
Partner
Familiar with breadth
of APC portfolio and
channel programs
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, and data center—small,
medium, or large). 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, and Cooling).
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
Wiring closets, server
rooms (1 to 3 racks), small
to medium data centers
Specialized sales and/or
technical knowledge in
particular environment
of discipline; leverages
APC expertise for site
assessment, configuration,
and/or design
Proactively promoting APC
products and services to
customer; leverages APC
team for technical and
sales support, cooperative
business plan, and
customer satisfaction
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.
Environments
Elite Partner
Business Networks Sm/Med Data Center Large Data Center
Wiring closets, server
rooms (1 to 3 racks)
Ability to independently
identify and configure
APC solutions in wiring
closets and server rooms;
expertise in servers and
multiple disciplines/
technologies (monitoring,
management, software)
Practice built heavily
around APC, cooperative
business plan, executive
sponsorship, staff
training, and high
customer satisfaction
levels
Data center “white space”
250 kW, (100 racks plus)
Ability to independently
identify and design APC
solutions in the large data
center environment, and
design-build/construction
management experience;
expertise in multiple
disciplines/technologies
(monitoring, expertise
management, cooling)
Practice built around APC,
cooperative business plan,
executive sponsorship,
and high customer
satisfaction levels
Products Solutions
Competency in Disciplines
APC by Schneider Electric Channel Partner Program | 3

Capitalize on today’s opportunities
through continued education
Empowerment
4 | APC by Schneider Electric Channel Partner Program
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 challenges, detect and define the
customer’s needs, and overcome any objections.
The engineering path provides partners with best
practices, technical know-how, and the latest
breakthroughs in conceptualizing, designing,
and implementing critical power and cooling
solutions for customers.
POD TV
An exciting feature of our 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.
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 adviser with an unmatched
level of expertise.

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, and 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
Partner-to-partner collaboration is designed
to provide a vehicle for connecting partners
and their complementary value(s). 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. Partners who collaborate with
other solution providers have grown deeper
customer relationships and delivered more
value to customers.
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.
This “gated community” also facilitates real-time
two-way dialogue between APC and our partners.
The APC Partner-to-Partner Collaboration
Program is designed to connect partners as
it relates to sales and construction process
in the small, medium, and large data center
environments. A partner specializing in one area
or industry—say, server virtualization or unified
communications can collaborate with another
who is an expert in Power & Cooling. Each
brings their respective expertise to the table to
provide the customer with more value, without
having to invest themselves in staffing up in
those particular areas.
APC by Schneider Electric Channel Partner Program | 5

Program benefits add up
The more you advance, the more you benefit
Benefits
Partner Portal
Partner Locator Listing
Opportunity Registration Program
Identify
Design
Marketing Development Funds
Dedicated Sales Support
Try and Buy Program
Priority Technical Support & Sales Support
Partner Opportunity Program
APC Rewards Program
Data Center Incentive Program
Online Marketing Center
Demo Equipment
Profit
Certified Service Sales Partner Program Eligibility
6 | APC by Schneider Electric Channel Partner Program
As you progress through each tier of the new
program structure, your benefits, privileges,
and profit opportunities increase. The program
provides financial differentiation to partners,
including upfront preferred pricing, an opportunity
registration program, back-end incentives,
and other programs that ensure the partner
relationship is profitable and well worth the
commitment to APC.
APC Rewards Program
The APC Rewards Program handsomely rewards
partners that sell select APC products. Channel
partners who qualify for the program earn points
that can be redeemed for more than a million
prizes.
Opportunity Registration Program
The Opportunity Registration Program rewards
partners who identify, develop, and win new APC
business opportunities, and, in the absence of
APC field participation, create demand for new
business and value add through their services.
A neutral registration process validates and
protects new opportunities to motivate invested
partners to generate incremental APC business.
Approved opportunities remain registered for six
months and are eligible for a special discount.
Certified Service Sales Partner Program
As a valued APC premier or elite partner with
core competency in the three-phase and
cooling data center market, you will be eligible
to enroll in the Certified Service Sales Partner
(CSSP) Program. Our Service Sales Partners
receive preferred pricing, proactive notification
of opportunities, business leads, and life cycle
opportunity management of their customers’
installed base. The CSSP Program provides
dedicated partner support, helping to deliver
end-to-end solutions to customers for the life
of their equipment while strengthening the
partner-customer relationship through effective
service delivery.
Registered Select Premier Elite Partner
Partner Partner Partner Business Network Sm/Med Data Center

Program Requirements Requirements vary by certification level
Program membership is based on fulfillment of the requirements detailed below
Competency Requirements
Certification Title Registered Select Premier Elite Partner
Partner Partner Partner Business Network Sm/Med Data Center
Registered Member 1
Sales Associate 1 1
Sales Professional 1 2 2
Technical Consultant 1 1
Integrated Design Consultant 1
Total Number of Individuals 1 1 2 3 3*
*Total of four individual certifications required by three 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 Sm/Med 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.
APC by Schneider Electric Channel Partner Program | 7

Make the most of your energy SM
Schneider Electric Industries SAS
APC North America
132 Fairgrounds Road
West Kingston, RI 02892
Tel.: 800 800 4APC
www.apc.com
Find out more
We’re committed to giving you
the tools you need to succeed
> Online:
Visit www.apc.com/personalpage
> Phone:
Call our Priority Reseller Hotline
1-800-771-1APC
> e-mail:
channel.programs@apc.com
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