OverviewTraining.2014-1

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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 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

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 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

ORP Objectives

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

ORP Program Feedback

• “

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 - Division - Name

– Date 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?”

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New Changes to ORP

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

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Opportunity Registration Exclusions

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

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Business Networks

Registration

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

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Strategic Product

Registration

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

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Strategic Product Registration

Strategic Product Family

Strategic Accessories

Premier 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

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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

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

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Data Center Solutions

Registration

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

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Data Center Solutions

Registration

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

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Data Center Solutions – InRow

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 are not included.

rd party services

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Data Center Solutions –

PX40/100

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

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Data Center Solutions –

PX250/500

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

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Data Center Solutions – Configurable and Modular

Power Distribution

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

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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 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

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Data Center Solutions -

Examples

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

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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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