Clarify
Align
Stackable
Flexible

● High level ORP review
● Changes to ORP
● Business Networks
● Strategic
● Data Center Solutions
● Examples
● Summary Slide
Schneider Electric - Division - Name – Date
2

An incentive program designed to provide financial incentives for partners that proactively 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

● 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 forwardlooking
• 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

Rewards
Partners for
Identifying
Incremental
Business
Increase
Partner
Profitability
Schneider Electric - Division - Name – Date
Leverage
Channel Value
Model
Take Share &
Drive Growth in Targeted
Strategic
Application
Areas
5

• “ We are unclear as to what ISX is and what needs to be included to obtain an ORP Discount.”
Partner
• “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.”
Internal
Schneider Electric
• • “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 InfrastruXure 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?”
- Division - Name – Date
6

Current
Core
Strategic
New!
Business
Networks
Strategic
Enhancements
•$15K Minimum vs. $35K
•Clarify eligible product families.
•Discount by product family.
•Decreased minimum revenue thresholds.
Registration
Type
ISX
Data Center
Solutions
•Build upon strategic registration with complementary “Solution” product families
•Stackable discount structure
•Specialization discounts
•Value-based design discounting
•Introduce target customer discounting
Schneider Electric - Division - Name – Date
7

● Program Exclusions
● Single-Phase Replacement
Battery Cartridge (RBCs)
● Retail SKUs
● 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
● Program Exceptions
● These product families will be discounted on a case-by-case basis
● MGE
● Uniflair
Schneider Electric - Division - Name – Date
8

Products Premier Discount Select Discount
Back-UPS
Smart-UPS
Audio-Video
Equipment
Surge
Protection
5% 4%
● 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
- Division - Name – Date
Requirements
$15,000
Revenue
Minimum
9

Strategic
Product Family
Premier Select Revenue Minimum
InRow Cooling
Racks &
Enclosures
Product Sku
Eligibility
InRow RC, RD,
OA and SC
Racks &
Enclosures
Rack Mount PDUs Rack Mount PDUs
Symmetra LX and
RM
Symmetra PX
20KW
Symmetra PX
40/100
Symmetra PX
250/500
7% 5%
$7,500
Symmetra LX &
RM
ISX20K20F
Symmetra PX 40 or 100 Frame
Symmetra PX
250/500 Frame
Schneider Electric - Division - Name – Date
10

Strategic Product Family Premier
Strategic Accessories
Select Revenue Minimum Product Sku Eligibility
Strategic Accessories
Smart UPS VT
Configurable and Modular
Power Distribution
5%
Strategic Product
Family
Security &
Environmental
StruxureWare for
Data Centers
Premier
10%
5%
Select
5%
$7,500 SUVT Frame
Configurable and Modular
Power Distribution
Revenue Minimum
$7,500
No minimum required
Product Sku
Eligibility
Security &
Environmental
StruxureWare
Operate or
Expert
Schneider Electric - Division - Name – Date
11

● 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
● StruxtureWare 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
- Division - Name – Date
12

Component Description
1. Select
Strategic
Product
Families
Build Upon Selected Strategic Base Product
Families for which Datacenter solutions may be built upon to create a Datacenter Solution.
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.
Discount
Up to 7%
Up to an additional
5%
3. Data
Center
Specializati on
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%
Schneider Electric - Division - Name – Date
13

Component 1. Build Upon Selected Strategic Base Product
Families for which Data Center solutions may be built
Product Family upon:
Premier Select Eligible Sku’s
InRow Cooling InRow RC, RD, OA and SC
7% 5% Symmetra PX 40/100kw
Symmetra PX 250/500kw
Configurable Power Distribution 5% 5%
Symmetra 40 or 100 Frame
Symmetra 250 or 500 Frame
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

Product Family
Revenue
Minimum
Premier Select Requirements
InRow Na 7% 5% InRow 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
Product Family
Datacenter Solutions Registration:
$50,000-$75,999 $76,000-$125,999 >$126,000
Racks & Enclosures
Thermal Containment
Complimentary Product
Families
InRow Cooling Accessories
InRow Cooling Air
Distribution
+1% +3% +5%
Concurrent Services
StruxtureWare
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.
15

Product Family
Revenue
Minimum
Premier Select Requirements
Symmetra PX 40/100kw 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
Configurable Power Distribution and
Accessories
$50,000-$75,999 $76,000-$125,999 >$126,000
Modular Power Distribution and Accessories
Cabinet Power Distribution
Racks & Enclosures
Thermal Containment
InRow Cooling Accessories
InRow Cooling Air Distribution
Symmetra PX 40/ 100 Accessories
+1% +3% +5%
Concurrent Services
StruxtureWare Expert
Schneider Electric - Division - Name – Date
16

Product Family
Revenue
Minimum
Premier Select Requirements
Symmetra PX 250/500kw 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:
>$301,000 Product Family
Configurable Power Distribution and Accessories
Modular Power Distribution and Accessories
Cabinet Power Distribution
Racks & Enclosures
Thermal Containment
InRow Cooling Accessories
InRow Cooling Air Distribution
Symmetra PX 250/ 500 Accessories
Concurrent Services
StruxtureWare Expert
$100,000-$200,999 $201,000-$300,999
+1% +3% +5%
Schneider Electric - Division - Name – Date
17

Revenue
Product Family Premier Select
Minimum
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
Configurable Power Distribution and Accessories
Modular Power Distribution and Accessories
Cabinet Power Distribution
Racks & Enclosures
Thermal Containment
InRow Cooling Accessories
InRow Cooling Air Distribution
Concurrent Services
StruxtureWare Expert
+1% +3% +5%
Schneider Electric - Division - Name – Date
18

● 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 Discount Level
StruxtureWare Expert
+1%
StruxtureWare Operation +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

Datacenter
Solutions
Component
Base Strategic Category
SKU
SY40K100F
Certified
Price
$34,773
Complimentary
Datacenter Categories
Specialization Discount
(1) 0G-PD40G6FK1-M
(8)AR3100
(4) SYBT4
WADVULTRA-PX-31
WSTRTUP-PX-31
Totals
StruxtureWare Expert
$10,891
$8,632
$5,008
$3475
$733
$63,512
$5,713
Total
Discount
$69,225
$6,230.25
Discount
7%
+1
+1
9%
Schneider Electric - Division - Name – Date
20

●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

Contact channel.programs@apc.com