APC Elite Small Medium Data
Center Partner Program Guide
Elite Small Medium Datacenter Partners (“Partner”) have proven experience designing, implementing, and maintaining small and medium datacenter environments utilizing modular and scalable datacenter solutions for end-user customers.
Goals
o Better Leverage and maximize Partner capabilities.
o Minimize limitations by providing buy-resell capabilities across entire portfolio.
o Establish clear rules of engagement based on value.
o Partnership clarity -- Form a relationship that is sustainable long term.
Expectations
o Go-to partner for technical competency in Small and Medium Datacenter Environments
o Technical expertise in multiple disciplines – Power, Cooling and Management.
o Partner has no contractual manufacturer representative agreement with any APC Tier 1 UPS manufacturer.
Capabilities
o Datacenter Planning and Design
o Design Build
o Electrical & Mechanical
o On-Site Service
o Project Management
Priority Partner Hotline
800-771-1APC
Partner Personal Page
APC
ESMDC Partner Program Guide
P
ro
gram Requirements
To achieve Elite Small Medium Datacenter Partner status, partners must first meet training requirements set forth in APC Partner Program.
Requirements must be met in the following four areas:
1. Technical Capability
Tested in-depth knowledge and application in defined disciplines:
Small To Medium Datacenter
Required Discipline
x MGE – up to 225Kva x Modular UPS – up to 500kw
x Modular Distribution x Security & Environmental
x In Row Cooling x
Enterprise Datacenter Management
x Design Portal
2. Partner Performance Metrics
o Technical Competency
• Annual Testing (Applicable Disciplines)
o Revenue
• End-user buy/resale
Annual Requirement - $500,000 datacenter revenue
$350,000 Integrated Systems
o Weekly Cadence & Reporting
3. Staffing.
a. (1) APC Technical Design Consultant b. (2) APC Sales Professional
c. (1) Industry Recognized Project Management
4. Competitive Lines
To be eligible for Elite Small Medium Datacenter status, a partner may not have a contractual manufacturer representative, sub representative, or similar agreement with any APC Tier 1Competitor.
o APC Tier 1 Competitors include Emerson/Liebert, Eaton/Powerware, Mitsubishi, GE, Toshiba, and
APC
ESMDC Partner Program Guide
B nefits
e
PricingElite Datacenter Partners that meet credit and volume requirements are eligible to purchase directly from APC and will receive Tier 1 pricing.
Elite Small Medium Data Center End User Opportunities
Strategic Products &
Services Elite Price list MGE 0-225Kva .56 List
*Pricing for MGE opportunities >225Kva to be obtained directly from the regional Territory Manager. **Partners shall not act a distributor to other partners
o Partner receiving the design discount is expected to be engaged and on-site throughout the pre-sales engagement, including on site assessment, design and configuration, and implementation.
• Work to include but not limited to:
Interpreting electrical/mechanical design requirements and creates original layouts, detailed drawings, schematics, specifications, etc.
Determining most effective solution based on product specification and customer requirements
Provides for compliance with items such as specifications, local codes and one-line drawings
Preparing simple one-line diagrams
Coordinates electrical/mechanical design work with the APC sales team, project management, consulting engineers and customer
Maintains regular communication with Customer, Project Manager, Applications Engineer, Critical Systems Manager, APC Project Team
Writes specifications based on information provided by customer, sales, etc.
Provides work direction and technical guidance to a CAD Team
Checks and approves electrical drawings
o Partners that have proven engagement throughout the presales process, including site assessment, solution design and configuration, etc may be eligible for a design commission if their solution is sourced through another channel. Partners should contact their Territory Manager as these situations will be handled case by case.
APC
ESMDC Partner Program Guide
O portunity Registration
p
The Opportunity Registration Program (ORP) is designed to reward channel partners that generate demand for new business and add value through the services they offer.
The program uses a neutral opportunity registration process to validate new partner opportunities. (Partners) who meet the criteria of the program offerings may register an opportunity with APC. Approved opportunities are registered for six months and are eligible for a special discount. (Partners) should refer to the Opportunity Registration Program Terms & Conditions andOpportunity Registration Program Discount Structure for more detailed information.
Opportunity Registration Discounts
Project Type Eligible Discount
Type B & C 8% Detection 7% Design Strategic 5%
Core 5%
*For complete definition of Project Types please refer to Opportunity Registration Program Discount Structure and Strategic Product Category documents on partner personal page.
Agent Program Eligibility
The Elite Datacenter Agent Program is designed to provide a vehicle to commission partners for their value add as it relates to the sales process.
o Goals
• Leverage a partners value when they are not in a position to buy resell
• Structured Partner to Partner Collaboration
Agent acts on the behalf of the manufacturer to deliver design, project management and service.
• Increase direct employee proactivity by leveraging partner’s competencies in APC generated opportunities.
o Eligibility
• Interested Partners are required to submit an Application and take part in interview process with APC regional and executive management.
• Elite Agent Partner status to be reviewed, status to be determined annually.
APC
ESMDC Partner Program Guide
C rtified Service Sales Partner Program Eligibility
e
Authorized Service Sales Partners have a demonstrated knowledge of, and success in, selling across all product line offerings and understand the value service brings to their customers as well as their business. Authorized Service Sales Partners also have a demonstrated success in selling services concurrently with products and endeavor to maintain a high level attach rate of services throughout the lifecycle of the products and solutions they deliver to their customers.
The benefits of becoming a Certified Service Sales Partner include:
o Access to expanded non-concurrent Service offering and pricing
o Proactive opportunity notification – opportunities prepped and directly funneled to Partner o Increased opportunity detection through asset management
o A dedicated team of direct service sales representatives to support you o Enhanced Service Sales tools, resources and training
