Opportunity Registration Program Clarify Align Stackable Flexible Agenda
Opportunity Registration Program Clarify Align Stackable Flexible
Agenda ● High level ORP review ● Changes to ORP ● Business Networks ● Strategic ● Data Center Solutions ● Examples ● Summary Slide Schneider Electric - Division - Name – Date 2
What is ORP? An incentive program designed to provide financial incentives for partners that pro-actively identify, develop, and close new business opportunities • Rewards partners for developing new business • Improve partners margin to cover presales investment costs and increase profitability Neutral opportunity registration process to validate new partner opportunities. • Aligns partners with APC by Schneider Electric go-to-market priorities • Targeted at strategic application areas, environments, products & solutions Schneider Electric - Division - Name – Date 3
ORP Foundation ● Reviewed for periodic enhancements • Should evolve with customer and market needs • Should build and reward partner competency in areas valued by the customer • Should promote the correct behavior and be forward-looking • Should align direct sales force and partner incentives ● Promotes the value of the integrated APC by Schneider Electric Solution Schneider Electric - Division - Name – Date 4
ORP Objectives Rewards Partners for Identifying Incremental Business Schneider Electric - Division - Name – Date Increase Partner Profitability Leverage Channel Value Model Take Share & Drive Growth in Targeted Strategic Application Areas 5
ORP Program Feedback • “We are unclear as to what ISX is and what needs to be included to obtain an ORP Discount. ” • “There appears to be a difference in what your sales people think is Strategic vs. what is Strategic in the ORP program. ” • “Your competitions program is much easier to understand. ” • “There aren’t as many restrictions with Eaton’s deal registration program, we bring them a project, we get a discount for that product, it’s just that simple. ” • “If you want us to bring APC more projects, lower the revenue minimums. ” • “We include software in almost all of our designs but you don’t compensate us differently for doing so. ” • • “Does the program align to our 3 year Datacenter vision? ” “How do we emphasize software and other product families that we want our partners to place greater emphasis on? ” “We don’t have enough partners including more than the basic PX and ISX pdu into Infrastru. Xure solutions. ” “We need to simplify the program to make it easier for our partners. ” “We have so many versions and discounts depending on who the partner is, can we consolidate? ” “How does the program help us obtain “Net New Customers? ” “I am unclear as to why an ISX solution ID number is not eligible for the Configuration discount? ” “What is the cost of the program and does it align to our profitability objectives? ” Partner • Internal • • • Schneider Electric - Division - Name – Date 6
New Changes to ORP Current New! Enhancements Core Business Networks • $15 K Minimum vs. $35 K • Clarify eligible product families. Strategic • Discount by product family. • Decreased minimum revenue thresholds. • Build upon strategic registration with complementary “Solution” product families Registration Type ISX Data Center Solutions • Stackable discount structure • Specialization discounts • Value-based design discounting • Introduce target customer discounting Schneider Electric - Division - Name – Date 7
Opportunity Registration Exclusions ● Program Exceptions ● Program Exclusions ● These product families will be discounted on a case-by● Single-Phase Replacement Battery case basis Cartridge (RBCs) ● MGE ● Retail SKUs ● Uniflair ● Symmetra MW ● Non APC equipment or third party equipment ● Contracted Services ● Non-Current Services ● Mission Critical Turn Key Services ● Project roll-outs require approval of sales representative and the Market Price Team Schneider Electric - Division - Name – Date 8
Business Networks Registration Products Premier Discount Select Discount Requirements Back-UPS Smart-UPS Audio-Video Equipment 5% 4% $15, 000 Revenue Minimum Surge Protection ● Any project that is greater than $15, 000 ● Reference Business Networks product family eligibility guide to determine program sku’s. ● Guidelines ● Registration must meet requirements to be eligible for discount ● Project roll-outs require approval of sales representative and the Market Price Team Schneider Electric - Division - Name – Date 9
Strategic Product Registration Strategic Product Family Premier Select Revenue Minimum Product Sku Eligibility In. Row Cooling In. Row RC, RD, OA and SC Racks & Enclosures Rack Mount PDUs Symmetra LX and RM Symmetra LX & RM 7% 5% $7, 500 Symmetra PX 20 KW ISX 20 K 20 F Symmetra PX 40/100 Symmetra PX 40 or 100 Frame Symmetra PX 250/500 Frame Schneider Electric - Division - Name – Date 10
Strategic Product Registration Strategic Product Family Premier Select Revenue Minimum Product Sku Eligibility Strategic Accessories Smart UPS VT Strategic Accessories 5% 5% $7, 500 Configurable and Modular Power Distribution Strategic Product Family Premier Select Security & Environmental 10% Struxure. Ware for Data Centers Schneider Electric - Division - Name – Date SUVT Frame Revenue Minimum Product Sku Eligibility $7, 500 Security & Environmental No minimum required Struxure. Ware Operate or Expert 5% 11
Strategic Project Registration ● Registration must meet requirements to be eligible for discount ● Related accessories and components eligible for discount at time of sales only ● Follow on sales are eligible for Business Network Registration Discounts if requirements are met ● Project roll-outs require approval of the sales representative and the Market Price Team ● Symmetra three-phase or Smart-UPS VT Projects that close as MGE will be handled on a case-by-case basis by the Market Price Team and Regional Field Sales Director ● Struxture. Ware and Security & Environmental discounts are excluded from being passed along to other families. ● If mixing Strategic Racks and Business Networks , then the Strategic Rack discount can be applied to the Business Network SKUs ● This only applies if the Racks meet the minimum revenue requirements Schneider Electric - Division - Name – Date 12
Data Center Solutions Registration Component Description Discount Build Upon Selected Strategic Base Product Families for which Datacenter solutions may be built upon to create a Datacenter Solution. Up to 7% 2. Solutions Component Utilize ISX Solutions Designer to Include Complementary Data Center Product Families to move from a Strategic Registration to a Data Center Solutions Registration. Up to an additional 5% 3. Data Center Specialization Partners that have obtained Specialized Partner Program Certifications are eligible for Incremental Discounts on the Total Solution price when listed products are included in the design. Up to an additional 2% 1. Select Strategic Product Families Schneider Electric - Division - Name – Date 13
Data Center Solutions Registration Component 1. Build Upon Selected Strategic Base Product Families for which Data Center solutions may be built upon: Product Family Premier Select In. Row Cooling Symmetra PX 40/100 kw In. Row RC, RD, OA and SC 7% 5% Symmetra PX 250/500 kw Configurable Power Distribution Eligible Sku’s Symmetra 40 or 100 Frame Symmetra 250 or 500 Frame 5% 5% Configurable and Modular Power Distribution • Only Strategic Product Families listed may be used as the base for a Data Center Solutions Registration • All other would be eligible for either the Business Networks or Strategic Project Registration Discounts • No Minimum Revenue Thresholds for base product family. See eligible SKUs for Strategic Discount eligibility Schneider Electric - Division - Name – Date 14
Data Center Solutions – In. Row Product Family Revenue Minimum Premier Select Requirements In. Row Na 7% 5% In. Row RC, RD, OA and SC Component 2. Utilize ISX Solutions Designer to Include Complementary Data Center Product Families to move from a Strategic Registration to a Datacenter Solutions Registration: Product Family Racks & Enclosures $50, 000 -$75, 999 $76, 000 -$125, 999 >$126, 000 Complimentary Product Families Thermal Containment In. Row Cooling Accessories In. Row Cooling Air Distribution +1% +3% +5% Concurrent Services Struxture. Ware Expert • Solutions that meet the defined revenue categories shall receive the incremental discount corresponding to the revenue threshold met. • Revenue categories are determined by the total revenue of the base product family and the listed Complimentary Datacenter Product families listed only. • Concurrent Warranty Services are included as part of complimentary product Families • Customize Service (WPRJ, Qwinstall ) and other 3 rd party services are not included. Schneider Electric - Division - Name – Date 15
Data Center Solutions – PX 40/100 Product Family Revenue Minimum Premier Select Requirements Symmetra PX 40/100 kw Na 7% 5% Symmetra 40 or 100 Frame Component 2. Utilize ISX Solutions Designer to Include Complementary Data Center Product Families to move from a Strategic Registration to a Datacenter Solutions Registration: Product Family $50, 000 -$75, 999 $76, 000 -$125, 999 >$126, 000 +1% +3% +5% Configurable Power Distribution and Accessories Modular Power Distribution and Accessories Cabinet Power Distribution Racks & Enclosures Thermal Containment In. Row Cooling Accessories In. Row Cooling Air Distribution Symmetra PX 40/ 100 Accessories Concurrent Services Struxture. Ware Expert Schneider Electric - Division - Name – Date 16
Data Center Solutions – PX 250/500 Product Family Revenue Minimum Premier Select Requirements Symmetra PX 250/500 kw Na 7% 5% Symmetra 250 or 500 Frame Component 2. Utilize ISX Solutions Designer to Include Complementary Data Center Product Families s to move from a Strategic Registration to a Datacenter Solutions Registration: Product Family $100, 000 -$200, 999 $201, 000 -$300, 999 >$301, 000 +1% +3% +5% Configurable Power Distribution and Accessories Modular Power Distribution and Accessories Cabinet Power Distribution Racks & Enclosures Thermal Containment In. Row Cooling Accessories In. Row Cooling Air Distribution Symmetra PX 250/ 500 Accessories Concurrent Services Struxture. Ware Expert Schneider Electric - Division - Name – Date 17
Data Center Solutions – Configurable and Modular Power Distribution Product Family Revenue Minimum Premier Select Requirements Configurable and Modular Power Distribution Na 7% 5% Configurable and Modular Power Distribution Component 2. Utilize ISX Solutions Designer to Include Complementary Data Center Product Families to move from a Strategic Registration to a Datacenter Solutions Registration: Product Family $80, 000 -$125, 999 $126, 000 -$175, 999 >$176, 000 +1% +3% +5% Configurable Power Distribution and Accessories Modular Power Distribution and Accessories Cabinet Power Distribution Racks & Enclosures Thermal Containment In. Row Cooling Accessories In. Row Cooling Air Distribution Concurrent Services Struxture. Ware Expert Schneider Electric - Division - Name – Date 18
Data Center Solutions - Specialization ● Component 3: Partners that have obtained Specialized Partner Program Certifications are eligible for Incremental Discounts on the total solution price when listed products are included in the Design: Specialization Struxture. Ware Expert Struxture. Ware Operation Discount Level +1% +2% • Partners that do not possess the specialized certification are ineligible for this discount if listed products are included in the solution. Schneider Electric - Division - Name – Date 19
Data Center Solutions - Examples Datacenter Solutions Component SKU Certified Price Discount Base Strategic Category SY 40 K 100 F $34, 773 7% (1) 0 G-PD 40 G 6 FK 1 -M $10, 891 (8)AR 3100 $8, 632 (4) SYBT 4 $5, 008 WADVULTRA-PX-31 $3475 WSTRTUP-PX-31 $733 Totals $63, 512 +1 Struxture. Ware Expert $5, 713 +1 Complimentary Datacenter Categories Specialization Discount Schneider Electric - Division - Name – Date Total $69, 225 Discount $6, 230. 25 9% 20
Summary Slide ● Business Networks Revenue Minimum is now $15, 000 ● Strategic Product Families ● Lower revenue minimum ● Higher discounts for most categories ● Data Center Solutions offer higher discounts for adding more products Schneider Electric - Division - Name – Date 21
Questions? Contact channel. programs@apc. com
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