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1Partners Rev. 01 Customer Power Specialists Corporate Reseller High Power Partners OEM Peer Novell...
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1 Partners Rev. 01 Customer Customer Power Power Specialists Specialists Corporate Corporate Reseller Reseller High Power High Power Partners Partners OEM OEM OEM OEM Peer Peer Novell Novell Microsoft Microsoft “ “ Surround the Customer” Surround the Customer”
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Transcript of 1Partners Rev. 01 Customer Power Specialists Corporate Reseller High Power Partners OEM Peer Novell...
1 Partners Rev. 01
CustomerCustomer
PowerPowerSpecialistsSpecialists
CorporateCorporateResellerReseller
High PowerHigh PowerPartnersPartners
OEMOEM OEMOEM
PeerPeer
NovellNovellMicrosoftMicrosoft
““Surround the Customer”Surround the Customer”
2 Partners Rev. 01
Global End-to-End SolutionsGlobal End-to-End Solutions
100 % Channel Strategy100 % Channel StrategyAPC is committed to a 100% indirect sales model
Global PlayerGlobal PlayerAPC is the only UPS manufacturer having a world widecoverage through a network of competent partners.
End-to-End UPS SolutionsEnd-to-End UPS SolutionsThe market leading product lines of APC cover the range from 0 to 16 kVA including surge protection and integrated UPS solutions for PC, server, hubs and data center.The APC High-End division on Silcon technology leading enterprise UPS systems from 10 to 480 kVA.
3 Partners Rev. 01
Back-UPS
Smart-UPS
Matrix-UPS
Silcon DP300E < 40 kVA
Symmetry Power Array
Silcon DP300E > 40 kVA
Product Line VA/ kVA range Comment
Corporate Data centerEntire Building(External batteries)
Data centerHigh AvailabilityData center (Internal batteries)
Server and mini
Server/Hub/Router
PC / Workstations
Product positioningProduct positioning
4 Partners Rev. 01
END USER
Power Specialist
Distributor
Reseller
APC
0-40 kVA 0-480 kVA 0-480 kVA
0-16 kVAHigh Power
Partner OEM
APC Channel Strategy EMEAAPC Channel Strategy EMEA
5 Partners Rev. 01
EMEA APC High Power PartnerEMEA APC High Power Partner
6 Partners Rev. 01
Indirect Channel PartnersIndirect Channel Partners
Power Specialists” (0 or 10 to 40 kVA)Power Specialists” (0 or 10 to 40 kVA)
•Commitment Level of > $500k per Year•Minimum (1) Dedicated Salesman•Showroom with Demo Equipment, Brochures, & Binders•Provides Monthly Forecast to APC•Provides Sales In and Sales Out Reports Monthly•Committed to “Closed Loop Lead” Process•Must Complete and Become Authorized through a
Training Program to be held in Country•Not necessarily its own service organization
Partner profile...
7 Partners Rev. 01
APC channel partner for 0 or 16 - 480 kVAAPC channel partner for 0 or 16 - 480 kVA
Requiring a lot...Requiring a lot...
• Commitment level of > USD 1 Mio. per year UPS and service
• Minimum 4 dedicated outside salesman• Provides monthly forecast to APC• Provides monthly sales reports (in/ out)
8 Partners Rev. 01
Requiring a lot...Requiring a lot...
9 Partners Rev. 01
Offering a lot...Offering a lot...
10 Partners Rev. 01
Offering a lot...Offering a lot...
11 Partners Rev. 01
Channel strategyChannel strategy
Strategic Partners:Strategic Partners:
• Formerly Known as OEM Channel within APC
• IBM, HP, SNI, Dell, Unisys, etc.
• Must Complete “Power Academy” Training Program
• Offer in Country Training to the organization
• Provide Service where Needed
Partner profile...
12 Partners Rev. 01
- other Partner criteria:- other Partner criteria:
• Responsible for a defined market (segments or geographical area)
• Established customer base and sales channels
• Dedicated sales force• Service organization with UPS competence
• Not representing other 3-phase vendors when signing
• Financial strength and good reputation
• Commitment to partnership and marketing plan
Partner ConceptPartner Concept
13 Partners Rev. 01
Partner concept...Partner concept...
14 Partners Rev. 01
Tools Tools - market evaluation sheet
Market Evaluation Sheet
Market:
Score: 1 = Bad, 2 = Poor, 3 = Medium, 4 = Good, 5 = Excellent
Topic ScoreSteady politicalconditionsGrowth in GNP
No trade barriers/import tax
High cost of electricalenergyConcerns/penalty of mainspolutionStandard voltages and frequency
Steady power supply
Compliance with local rules, no extraapprovalsGood infrastructure (airport, telephonelines,fax)Total score (max. 45 points)
Size of UPS Market:
1 phase 3 phase
Competition:
Pricing:
Comments:
Market Evaluation Sheet
Market:
Score: 1 = Bad, 2 = Poor, 3 = Medium, 4 = Good, 5 = Excellent
Topic ScoreSteady politicalconditionsGrowth in GNP
No trade barriers/import tax
High cost of electricalenergyConcerns/penalty of mainspolutionStandard voltages and frequency
Steady power supply
Compliance with local rules, no extraapprovalsGood infrastructure (airport, telephonelines,fax)Total score (max. 45 points)
Size of UPS Market:
1 phase 3 phase
Competition:
Pricing:
Comments:
15 Partners Rev. 01
Tools Tools - partner evaluation sheet
Partner Evaluation Sheet
Partner:
Score: 1 = Bad, 2 = Poor, 3 = Medium, 4 = Good, 5 = Excellent
Topic Score
Access to potential customers(Banks, Insurance Companies etc., direct or indirect)Experience within Sales and Marketing of UPS-systems
Serviceorganization with UPS-experience
Good coverage of local market
Good reputation
Financial strength
UPS as a strategic product
Growth in UPS Sales
Dedicated resources
Marketing "Silcon"-logo
English Communication Skills
Total score (max. 55 points)
Organization chart:
Comments:
Filled by: Date:
Partner Evaluation Sheet
Partner:
Score: 1 = Bad, 2 = Poor, 3 = Medium, 4 = Good, 5 = Excellent
Topic Score
Access to potential customers(Banks, Insurance Companies etc., direct or indirect)Experience within Sales and Marketing of UPS-systems
Serviceorganization with UPS-experience
Good coverage of local market
Good reputation
Financial strength
UPS as a strategic product
Growth in UPS Sales
Dedicated resources
Marketing "Silcon"-logo
English Communication Skills
Total score (max. 55 points)
Organization chart:
Comments:
Filled by: Date:
16 Partners Rev. 01
Tools Tools - Activity calendar
17 Partners Rev. 01
Tools Tools - Activity check list
18 Partners Rev. 01
Tools Tools - Activity Planning Form
19 Partners Rev. 01
Tools Tools - Market information
20 Partners Rev. 01
Tools Tools - Organization
21 Partners Rev. 01
Tools Tools - Organization
22 Partners Rev. 01
Tools Tools -- Organization
Partners Rev. 01
APC POWER
ACADEMY
Partners Rev. 01
• Enable selected channels to sell end-to-end Power Insurance solutions from APC
• Support the channel strategy for high power UPS business
• Develop competent and competitive channel partners through certification to sell 10 - 480 kVA
solutions
• Training of APC staff
POWER ACADEMY ObjectivesPOWER ACADEMY Objectives
Partners Rev. 01
POWER ACADEMY...
- will differentiate ourselves against
competition in the high power and end-to-end
power protection solutions market
POWER ACADEMY qualifies...POWER ACADEMY qualifies...
Partners Rev. 01
Who will attend the
POWER ACADEMY ?
• Power Specialist sales and technical staff
• High Power Partner sales and technical staff
• APC employees: Sales, service, marketing, enterprise specialists, customer support and tech support
• Service partners
• Consulting Engineers
POWER ACADEMY attend...POWER ACADEMY attend...
Partners Rev. 01
Basic APC TrainingS
ales
Ser
vice
Sof
twar
e
POWER ACADEMY ModulsPOWER ACADEMY Moduls
Partners Rev. 01
Training Module:Training Module:
• APC vision and company presentation
• Basic power protection knowledge
• Channel strategy
• APC support and service organisation
• Sales tools and marketing communications
• Product overview
Basic APC Training ModuleBasic APC Training Module
Partners Rev. 01
Sales Sales TrainingTraining Moduls: Moduls:• Sales and argumentation techniques
• Basic electrical understanding
• UPS technologies
• Symmetry product training
• Silcon DP300E product training
• Software and power management solutions
• Service packages
• Key selling points, positioning and differentiation
Basic APC Training Module -SalesBasic APC Training Module -Sales
Partners Rev. 01
Service Training Modules:Service Training Modules:• APC service policies and procedures
• APC service products overview
• UPS technologies
• Functional description of Delta-Conversion systems
• Trouble-shooting and repair service
• Exchanging modules
• Preventive maintenance, repair service and testing
• Power and Site Audits and remote monitoring / diagnostics
Basic APC Training Module -ServiceBasic APC Training Module -Service
Partners Rev. 01
Software Training Modules:Software Training Modules:• UPS and power management products overview
• Selling software and enterprise solutions
• Configuration of UPS with software solutions
• Communications on various platforms
• Installation and up-grading procedures
• Trouble-shooting and corrective actions
• Remote monitoring and diagnostics
Basic APC Training Module -SoftwareBasic APC Training Module -Software
Partners Rev. 01
Standard Training Courses...Standard Training Courses...
• 5 day High Power Partner Certification - Sales Training
• 2 day Power Specialist Certification - Sales Training
• 5 day Silcon DP300E Field Service Training
Standard APC Training ModuleStandard APC Training Module
Partners Rev. 01
POWER ACADEMY POWER ACADEMY
Schedule & RegistrationSchedule & Registration
• Training modules dates available as notes database from beginning of October for internal APC use including registration of participants
• Training course schedule on partner pages on the web
• Power Academy training course dates in Power Academy brochure
• Registration via fax forms, e-mail forms and web
Schedule & RegistrationSchedule & Registration
Partners Rev. 01
POWER ACADEMY POWER ACADEMY Facilities...Facilities...
• Facilities in Kolding for EMEA and East Providence for NAM
• 2 day Power Specialist training both local and at APC
• Demo room with PCs, network, Symmetra and Silcon DP300E installations with Service Bypass Panels
• Conference rooms with overhead projector, video project, flip-over, white board and PC
• Training binders and technical documentation
• Accommodation and entertainment facilities
POWER ACADEMY FacilitiesPOWER ACADEMY Facilities
Partners Rev. 01
• Power Academy is organized by SPE and DCS SDDs in cooperation with all MAGs
• Silcon has taken the initial lead to support launch of Silcon DP300E products worldwide
• EMEA MAG uses Power Academy facilities in Kolding, Denmark
• NAM and LAM MAGs uses Power Academy facilities in East Providence, Rhode Island
• Power Academy coordinator in Kolding, Denmark: Anette Lauszus
• Trainers from a formal network of product managers, tech support people, sales manager etc.
• Common training material platform
• Common “Train-the-trainer” sessions
POWER ACADEMY OrganisationPOWER ACADEMY Organisation
36 Partners Rev. 01
Partner concept...Partner concept...
Partner concept...Partner concept...
37 Partners Rev. 01
Partner concept...Partner concept...
38 Partners Rev. 01
APC support to Channel partners• Customer reference system (database)
• Relationship building to major accounts
• Promotion of world-wide solutions
• Power Academy training
• Leads to channel partners
• Co-visits to major accounts in partners local market
• Info up-dates on major account activities
APC support to Channel partnersAPC support to Channel partners
39 Partners Rev. 01
• Annual review of Activity & Marketing Plan
• Product up-date seminars
• Co-visits to local customers
• Combined marketing activities
• Support on local exhibitions
APC support, Local Marketing ActivitiesAPC support, Local Marketing Activities
40 Partners Rev. 01
• Design and lay-out proposals
• Demo equipment at reduced prices
• Posters and presentation material
• Brochure stand
•Video and various sales tools
Local ShowroomLocal Showroom
41 Partners Rev. 01
• Brochures and data sheets
• Power Binder (UPS sales guide)
• Newsletter
• User guides, installations guides, service manuals,specification guide etc.
• Silcon presentation video
Sales MaterialsSales Materials
42 Partners Rev. 01
• Press releases
• Direct mail and advertising
• Power binders
• Exhibition equipment and planning tool
• Internet homepage
• Internet sales configurator
• APC general marketing activities (surround the customer)
Marketing MaterialMarketing Material
43 Partners Rev. 01
• Customer reference system (database)
• Relationship building to major accounts
• Promotion of world-wide solutions
• Power Academy training
• Leads to channel partners
• Co-visits to major accounts in partners local market
• Info up-dates on major account activities
APC support to Channel partnersAPC support to Channel partners
44 Partners Rev. 01
Sales conference...Sales conference...
45 Partners Rev. 01
Partner AgreementPartner Agreement
• Scope and defined market
• Sales target
• Terms of delivery and payments
• Price agreement
• Authorization certificate
Partner ConceptPartner Concept
46 Partners Rev. 01
Partner ConceptPartner Concept
Requirements to Channel Partners...Requirements to Channel Partners...
47 Partners Rev. 01
Power Specialist - Power Specialist - Interview list
48 Partners Rev. 01
Partners...Partners...
Long lasting profitable partnership...Long lasting profitable partnership...
