Opportunity Registration Program

1
Opportunity Registration Program

• Clarify
• Align
• Stackable
• Flexible

2
Agenda

• High level ORP review
• Changes to ORP
• Business Networks
• Strategic
• Data Center Solutions
• Examples
• Summary Slide

3
What is ORP?

• An incentive program designed to provide
  financial incentives for partners that
  pro-actively identify, develop, and close new
  business opportunities
• Rewards partners for developing new business
• Improve partners margin to cover presales
  investment costs and increase profitability
• Neutral opportunity registration process to
  validate new partner opportunities.
• Aligns partners with APC by Schneider Electric
  go-to-market priorities
• Targeted at strategic application areas,
  environments, products solutions

4
ORP Foundation

• Reviewed for periodic enhancements
• Should evolve with customer and market needs
• Should build and reward partner competency in
  areas valued by the customer
• Should promote the correct behavior and be
  forward-looking
• Should align direct sales force and partner
  incentives
• Promotes the value of the integrated APC by
  Schneider Electric Solution

5
ORP Objectives
Rewards Partners for Identifying Incremental
Business
Increase Partner Profitability
Leverage Channel Value Model
Take Share Drive Growth in Targeted Strategic
Application Areas
6
ORP Program Feedback

• We are unclear as to what ISX is and what needs
  to be included to obtain an ORP Discount.
• There appears to be a difference in what your
  sales people think is Strategic vs. what is
  Strategic in the ORP program.
• Your competitions program is much easier to
  understand.
• There arent as many restrictions with Eatons
  deal registration program, we bring them a
  project, we get a discount for that product, its
  just that simple.
• If you want us to bring APC more projects, lower
  the revenue minimums.
• We include software in almost all of our designs
  but you dont compensate us differently for doing
  so.

Partner

• Does the program align to our 3 year Datacenter
  vision?
• How do we emphasize software and other product
  families that we want our partners to place
  greater emphasis on?
• We dont have enough partners including more
  than the basic PX and ISX pdu into InfrastruXure
  solutions.
• We need to simplify the program to make it
  easier for our partners.
• We have so many versions and discounts depending
  on who the partner is, can we consolidate?
• How does the program help us obtain Net New
  Customers?
• I am unclear as to why an ISX solution ID number
  is not eligible for the Configuration discount?
• What is the cost of the program and does it
  align to our profitability objectives?

7
New Changes to ORP
Current New! Enhancements
Registration Type Core Business Networks 15K Minimum vs. 35K
Registration Type Strategic Strategic Clarify eligible product families. Discount by product family. Decreased minimum revenue thresholds.
Registration Type ISX Data Center Solutions Build upon strategic registration with complementary Solution product families Stackable discount structure Specialization discounts Value-based design discounting Introduce target customer discounting
8
Opportunity Registration Exclusions

• Program Exceptions
• These product families will be discounted on a
  case-by-case basis
• MGE
• Uniflair

• Program Exclusions
• Single-Phase Replacement Battery Cartridge (RBCs)
  
• Retail SKUs
• Symmetra MW
• Non APC equipment or third party equipment
• Contracted Services
• Non-Current Services
• Mission Critical Turn Key Services
• Project roll-outs require approval of sales
  representative and the Market Price Team

9
Business Networks Registration
Products Premier Discount Select Discount Requirements
Back-UPS 5 4 15,000 Revenue Minimum
Smart-UPS 5 4 15,000 Revenue Minimum
Audio-Video Equipment 5 4 15,000 Revenue Minimum
Surge Protection 5 4 15,000 Revenue Minimum

• Any project that is greater than 15,000
• Reference Business Networks product family
  eligibility guide to determine program skus.
• Guidelines
• Registration must meet requirements to be
  eligible for discount
• Project roll-outs require approval of sales
  representative and the Market Price Team

10
Strategic Product Registration
Strategic Product Family Premier Select Revenue Minimum Product Sku Eligibility
InRow Cooling 7 5 7,500 InRow RC, RD, OA and SC
Racks Enclosures 7 5 7,500 Racks Enclosures
Rack Mount PDUs 7 5 7,500 Rack Mount PDUs
Symmetra LX and RM 7 5 7,500 Symmetra LX RM
Symmetra PX 20KW 7 5 7,500 ISX20K20F
Symmetra PX 40/100 7 5 7,500 Symmetra PX 40 or 100 Frame
Symmetra PX 250/500 7 5 7,500 Symmetra PX 250/500 Frame
11
Strategic Product Registration
Strategic Product Family Premier Select Revenue Minimum Product Sku Eligibility
Strategic Accessories 5 5 7,500 Strategic Accessories
Smart UPS VT 5 5 7,500 SUVT Frame
Configurable and Modular Power Distribution 5 5 7,500 Configurable and Modular Power Distribution
Strategic Product Family Premier Select Revenue Minimum Product Sku Eligibility
Security Environmental 10 5 7,500 Security Environmental
StruxureWare for Data Centers 10 5 No minimum required StruxureWare Operate or Expert
12
Strategic Project Registration

• Registration must meet requirements to be
  eligible for discount
• Related accessories and components eligible for
  discount at time of sales only
• Follow on sales are eligible for Business Network
  Registration Discounts if requirements are met
• Project roll-outs require approval of the sales
  representative and the Market Price Team
• Symmetra three-phase or Smart-UPS VT Projects
  that close as MGE will be handled on a
  case-by-case basis by the Market Price Team and
  Regional Field Sales Director
• StruxtureWare and Security Environmental
  discounts are excluded from being passed along to
  other families.
• If mixing Strategic Racks and Business Networks ,
  then the Strategic Rack discount can be applied
  to the Business Network SKUs
• This only applies if the Racks meet the minimum
  revenue requirements

13
Data Center Solutions Registration
Component Description Discount
1. Select Strategic Product Families Build Upon Selected Strategic Base Product Families for which Datacenter solutions may be built upon to create a Datacenter Solution. Up to 7
2. Solutions Component Utilize ISX Solutions Designer to Include Complementary Data Center Product Families to move from a Strategic Registration to a Data Center Solutions Registration. Up to an additional 5
3. Data Center Specialization Partners that have obtained Specialized Partner Program Certifications are eligible for Incremental Discounts on the Total Solution price when listed products are included in the design. Up to an additional 2
14
Data Center Solutions Registration

• Component 1. Build Upon Selected Strategic Base
  Product Families for which Data Center solutions
  may be built upon

Product Family Premier Select Eligible Skus
InRow Cooling 7 5 InRow RC, RD, OA and SC
Symmetra PX 40/100kw 7 5 Symmetra 40 or 100 Frame
Symmetra PX 250/500kw 7 5 Symmetra 250 or 500 Frame
Configurable Power Distribution 5 5 Configurable and Modular Power Distribution

• Only Strategic Product Families listed may be
  used as the base for a Data Center Solutions
  Registration
• All other would be eligible for either the
  Business Networks or Strategic Project
  Registration Discounts
• No Minimum Revenue Thresholds for base product
  family. See eligible SKUs for Strategic Discount
  eligibility

15
Data Center Solutions InRow
Product Family Revenue Minimum Premier Select Requirements
InRow Na 7 5 InRow RC, RD, OA and SC

• Component 2. Utilize ISX Solutions Designer to
  Include Complementary Data Center Product
  Families to move from a Strategic Registration to
  a Datacenter Solutions Registration

Product Family 50,000-75,999 76,000-125,999 gt126,000
Racks Enclosures 1 3 5
Thermal Containment 1 3 5
InRow Cooling Accessories 1 3 5
InRow Cooling Air Distribution 1 3 5
Concurrent Services 1 3 5
StruxtureWare Expert 1 3 5
Complimentary Product Families

• Solutions that meet the defined revenue
  categories shall receive the incremental discount
  corresponding to the revenue threshold met.
• Revenue categories are determined by the total
  revenue of the base product family and the listed
  Complimentary Datacenter Product families listed
  only.
• Concurrent Warranty Services are included as
  part of complimentary product Families
• Customize Service (WPRJ, Qwinstall ) and other
  3rd party services are not included.

16
Data Center Solutions PX40/100
Product Family Revenue Minimum Premier Select Requirements
Symmetra PX 40/100kw Na 7 5 Symmetra 40 or 100 Frame

• Component 2. Utilize ISX Solutions Designer to
  Include Complementary Data Center Product
  Families to move from a Strategic Registration to
  a Datacenter Solutions Registration

Product Family 50,000-75,999 76,000-125,999 gt126,000
Configurable Power Distribution and Accessories 1 3 5
Modular Power Distribution and Accessories 1 3 5
Cabinet Power Distribution 1 3 5
Racks Enclosures 1 3 5
Thermal Containment 1 3 5
InRow Cooling Accessories 1 3 5
InRow Cooling Air Distribution 1 3 5
Symmetra PX 40/ 100 Accessories 1 3 5
Concurrent Services 1 3 5
StruxtureWare Expert 1 3 5
17
Data Center Solutions PX250/500
Product Family Revenue Minimum Premier Select Requirements
Symmetra PX 250/500kw Na 7 5 Symmetra 250 or 500 Frame

• Component 2. Utilize ISX Solutions Designer to
  Include Complementary Data Center Product
  Families s to move from a Strategic Registration
  to a Datacenter Solutions Registration

Product Family 100,000-200,999 201,000-300,999 gt301,000
Configurable Power Distribution and Accessories 1 3 5
Modular Power Distribution and Accessories 1 3 5
Cabinet Power Distribution 1 3 5
Racks Enclosures 1 3 5
Thermal Containment 1 3 5
InRow Cooling Accessories 1 3 5
InRow Cooling Air Distribution 1 3 5
Symmetra PX 250/ 500 Accessories 1 3 5
Concurrent Services 1 3 5
StruxtureWare Expert 1 3 5
18
Data Center Solutions Configurable and Modular
Power Distribution
Product Family Revenue Minimum Premier Select Requirements
Configurable and Modular Power Distribution Na 7 5 Configurable and Modular Power Distribution

• Component 2. Utilize ISX Solutions Designer to
  Include Complementary Data Center Product
  Families to move from a Strategic Registration to
  a Datacenter Solutions Registration

Product Family 80,000-125,999 126,000-175,999 gt176,000
Configurable Power Distribution and Accessories 1 3 5
Modular Power Distribution and Accessories 1 3 5
Cabinet Power Distribution 1 3 5
Racks Enclosures 1 3 5
Thermal Containment 1 3 5
InRow Cooling Accessories 1 3 5
InRow Cooling Air Distribution 1 3 5
Concurrent Services 1 3 5
StruxtureWare Expert 1 3 5
19
Data Center Solutions - Specialization

• Component 3 Partners that have obtained
  Specialized Partner Program Certifications are
  eligible for Incremental Discounts on the total
  solution price when listed products are included
  in the Design

Specialization Discount Level
StruxtureWare Expert 1
StruxtureWare Operation 2

• Partners that do not possess the specialized
  certification are ineligible for this discount if
  listed products are included in the solution.

20
Data Center Solutions - Examples
Datacenter Solutions Component SKU Certified Price Discount
Base Strategic Category SY40K100F 34,773 7
Complimentary Datacenter Categories (1) 0G-PD40G6FK1-M 10,891
Complimentary Datacenter Categories (8)AR3100 8,632
Complimentary Datacenter Categories (4) SYBT4 5,008
Complimentary Datacenter Categories WADVULTRA-PX-31 3475
Complimentary Datacenter Categories WSTRTUP-PX-31 733
Totals 63,512 1
Specialization Discount StruxtureWare Expert 5,713 1
Total Total 69,225 9
Discount Discount 6,230.25 9
21
Summary Slide

• Business Networks Revenue Minimum is now 15,000
• Strategic Product Families
• Lower revenue minimum
• Higher discounts for most categories
• Data Center Solutions offer higher discounts for
  adding more products

22
Questions?

• Contact channel.programs_at_apc.com