1. North American Channel Strategy Operating Model Change

2. 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

3. 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.

4. 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.

5. Brainshark Presentations
Five brief recorded presentations detailing program available on CBOX - 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.

6. 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/Q and beyond

7. Thank you.