North American Channel Strategy Operating Model Change
Why Is This Change Happening Objective: Build a North America channel to market that meets the needs of end-customers and the companies in which they work Brings APICS to more supply chain professionals and companies, fulfill unmet market potential Recognizes, encourages channel partner market success Provides purchasing flexibility to the end-customers buying APICS products and services Simplifies and globally standardizes business (channel) models
Development of Structure Recommendations/Expected Impact Implement a tiered channel structure based on behavioral and financial performance: Expected Impact: Tier structure will incentivize high performing chapters to do more and motivate underperforming chapters to improve. Implement new channels:. Training organizations or consulting firms. Expected Impact: New channel partners will expand coverage, give companies alternative ways to buy and provide (healthy) competition in the marketplace. Allow APICS qualified instructors to affiliate with multiple channels Expected Impact: Instructors affiliating with multiple channels increases access and allows all channels to use APICS qualified instructors to deliver training.
NA Channel: Why Change and What is Changing If we can improve access to APICS products and services Then we will better serve the needs of more supply chain professionals And we will be better at achieving our APICS vision and mission Current APICS Chapters LLCs & Consulting Firms Premier Channel Partner Channel Partner Premier NFP Channel Partner NFP Channel Partner NFP Network Partner Premier price discounts Membership sales commission Price discounts Membership rebates Sales assistance (DBDM) No price discounts Qualified Instructors Channel Partner Organization (For Profits) Local Channel Partners (Chapters) Focused on engaging through members Focused on sales & delivery Drive home that a main focus of Not for Profit (NFP) remains engaging the community of SC professionals. – as the chapters do today., The FP partners will likely NOT be focused on membership. If FP sells a membership that member is handed to the NFP chapter in the nearest area unless the member selects AT LARGE Chapters are, and will continue to be, an important channel. However to grow the pie, we must add additional channels to allow end-customers to purchase our products and services.
Brainshark Presentations Five brief recorded presentations detailing program available on CBOX - http://www.apics.org/sites/cbox/corporate/from-apics- corporate North American Channel Strategy Initial change introduction Second communication with more details Rollout timing Frequently Asked Questions Communication #5 Although Networking chapters will not receive courseware discounts, they are allowed to purchase and deliver training. Or they can partner with a neighboring Channel partner or Approved instructor.
Next Steps Continue to focus on objective: Bring APICS to more supply chain professionals and the companies that employ them. North American Chapters Further deploy 3-level structure to NA Local Channel Partners (Chapters) Continue roll-out with implementation team District Managers engage in level setting dialogue with chapters Milestones/Timeline Roll-out status changes and expectations/benefits through 2015 Communicate 2016 product price changes Q2-2015 Implement new pricing (all chapters premier) Jan 2016 Implement new 3 level pricing July 2016 Channel Partner (for-profit) Organizations (CPO) Proactively recruit partners per strategic criteria Target CPO candidates Q2-2015 Recruit new Channel Partner Organizations Q3/Q4-2015 and beyond
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