“Surround the Customer” Peer Peer Microsoft Microsoft Novell Novell OEM OEM Customer Customer OEM OEM Power Power High Power High Power Specialists Specialists Partners Partners Corporate Corporate Reseller Reseller Partners Rev. 01

Global End-to-End Solutions 100 % Channel Strategy APC is committed to a 100% indirect sales model Global Player APC is the only UPS manufacturer having a world wide coverage through a network of competent partners. End-to-End UPS Solutions The 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. Partners Rev. 01

Product positioning 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 center Entire Building ( External batteries ) High Availability Internal batteries Server and mini Server/ Hub / Router PC / Workstations Partners Rev. 01

APC Channel Strategy EMEA Distributor Power High Power OEM 0-16 kVA Specialist Partner Reseller 0-40 kVA 0-480 kVA 0-480 kVA END USER Partners Rev. 01

EMEA APC High Power Partner Partners Rev. 01

Indirect Channel Partners Partner profile... 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 Partners Rev. 01

APC channel partner for 0 or 16 - 480 kVA Requiring a lot... APC channel partner for 0 or 16 - 480 kVA 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) Partners Rev. 01

Requiring a lot... Partners Rev. 01

Offering a lot... Partners Rev. 01

Offering a lot... Partners Rev. 01

Channel strategy Strategic Partners: Partner profile... 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 Partners Rev. 01

• Partner Concept Responsible for a defined market • - 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 Partners Rev. 01

Partner concept... Partners Rev. 01

Tools - market evaluation sheet Partners Rev. 01

Tools - partner evaluation sheet Partners Rev. 01

Tools - Activity calendar Partners Rev. 01 8. Parallel with the above routines production manager and Ordering dept. Mng. Is coordinating all pending matters by regular meetings every day. This routine makes it possible to ”squeeze” in urgent orders if possible.

Tools - Activity check list Partners Rev. 01 8. Parallel with the above routines production manager and Ordering dept. Mng. Is coordinating all pending matters by regular meetings every day. This routine makes it possible to ”squeeze” in urgent orders if possible.

Tools - Activity Planning Form Partners Rev. 01 8. Parallel with the above routines production manager and Ordering dept. Mng. Is coordinating all pending matters by regular meetings every day. This routine makes it possible to ”squeeze” in urgent orders if possible.

Tools - Market information Partners Rev. 01 8. Parallel with the above routines production manager and Ordering dept. Mng. Is coordinating all pending matters by regular meetings every day. This routine makes it possible to ”squeeze” in urgent orders if possible.

Tools - Organization Partners Rev. 01 8. Parallel with the above routines production manager and Ordering dept. Mng. Is coordinating all pending matters by regular meetings every day. This routine makes it possible to ”squeeze” in urgent orders if possible.

Tools - Organization Partners Rev. 01 8. Parallel with the above routines production manager and Ordering dept. Mng. Is coordinating all pending matters by regular meetings every day. This routine makes it possible to ”squeeze” in urgent orders if possible.

Tools -- Organization Partners Rev. 01 8. Parallel with the above routines production manager and Ordering dept. Mng. Is coordinating all pending matters by regular meetings every day. This routine makes it possible to ”squeeze” in urgent orders if possible.

APC POWER ACADEMY

POWER ACADEMY Objectives 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 qualifies... - will differentiate ourselves against competition in the high power and end-to-end power protection solutions market

Who will attend the POWER ACADEMY ? POWER ACADEMY attend... 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

Sales Service Software POWER ACADEMY Moduls Basic APC Training Sales Service Software

Basic APC 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 Module -Sales Sales Training 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 -Service 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 -Software 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

Standard APC Training Module 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

Schedule & Registration POWER ACADEMY Schedule & 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

POWER ACADEMY 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 Organisation 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

Partner concept... Partner concept... Partners Rev. 01

Partner concept... 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 Partners Rev. 01

APC support, Local Marketing Activities • Annual review of Activity & Marketing Plan • Product up-date seminars • Co-visits to local customers • Combined marketing activities • Support on local exhibitions Partners Rev. 01

Local Showroom • Design and lay-out proposals • Demo equipment at reduced prices • Posters and presentation material • Brochure stand • Video and various sales tools Partners Rev. 01

Sales Materials • Brochures and data sheets • Power Binder (UPS sales guide) • Newsletter • User guides, installations guides, service manuals, specification guide etc. • Silcon presentation video Partners Rev. 01

Marketing Material • 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) 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 Partners Rev. 01

Sales conference... Partners Rev. 01

Partner Concept Partner Agreement • Scope and defined market • Sales target Partner agreement • Terms of delivery and payments • Price agreement • Authorization certificate Partners Rev. 01

Partner Concept Requirements to Channel Partners... Partners Rev. 01

Power Specialist - Interview list Partners Rev. 01

Long lasting profitable partnership... Partners Rev. 01