1. “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

2. 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

3. 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

4. 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

5. EMEA APC High Power Partner
Partners Rev. 01

6. 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

7. APC channel partner for 0 or 16 - 480 kVA
Requiring a lot...
APC channel partner for 0 or 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

8. Requiring a lot...
Partners Rev. 01

9. Offering a lot...
Partners Rev. 01

10. Offering a lot...
Partners Rev. 01

11. 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

12. • 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

13. Partner concept...
Partners Rev. 01

14. Tools - market evaluation sheet
Partners Rev. 01

15. Tools - partner evaluation sheet
Partners Rev. 01

16. 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.

17. 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.

18. 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.

19. 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.

20. 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.

21. 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.

22. 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.

23. APC POWER ACADEMY

24. 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 kVA solutions
Training of APC staff

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

26. 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

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

28. 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

29. 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

30. 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

31. 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

32. 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

33. 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, forms and web

34. 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

35. 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

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

37. Partner concept...
Partners Rev. 01

38. 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

39. 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

40. 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

41. 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

42. 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

43. 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

44. Sales conference...
Partners Rev. 01

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

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

47. Power Specialist - Interview list
Partners Rev. 01

48. Long lasting profitable partnership...
Partners Rev. 01