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Opportunity Registration Program. Clarify Align Stackable Flexible. Agenda. High level ORP review Changes to ORP Business Networks Strategic Data Center Solutions Examples Summary Slide. What is ORP?.

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Opportunity registration program

Opportunity Registration Program

Clarify

Align

Stackable

Flexible


Agenda
Agenda

  • High level ORP review

  • Changes to ORP

    • Business Networks

    • Strategic

    • Data Center Solutions

  • Examples

  • Summary Slide


What is orp
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


Orp foundation
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


Orp objectives
ORP Objectives

Rewards Partners for Identifying Incremental Business

Leverage Channel Value Model

Increase Partner Profitability

Take Share & Drive Growth in Targeted Strategic Application Areas


Orp program feedback

Internal

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 aren’t as many restrictions with Eaton’s deal registration program, we bring them a project, we get a discount for that product, it’s 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 don’t 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 don’t 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?”



Opportunity registration exclusions
Opportunity Registration Exclusions

  • 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

  • Program Exceptions

    • These product families will be discounted on a case-by-case basis

    • MGE

    • Uniflair


Business networks registration
Business Networks Registration

  • Any project that is greater than $15,000

  • Reference Business Networks product family eligibility guide to determine program sku’s.

  • Guidelines

    • Registration must meet requirements to be eligible for discount

    • Project roll-outs require approval of sales representative and the Market Price Team




Strategic project registration
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



Data center solutions registration1
Data Center Solutions Registration

Component 1. Build Upon Selected Strategic Base Product Families for which Data Center solutionsmay be built upon:

  • 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


Data center solutions inrow
Data Center Solutions – InRow

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

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.


Data center solutions px40 100
Data Center Solutions – PX40/100

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


Data center solutions px250 500
Data Center Solutions – PX250/500

Component 2. Utilize ISX Solutions Designer to Include Complementary Data Center Product Families sto move from a Strategic Registration to aDatacenter Solutions Registration:


Data center solutions configurable and modular power distribution
Data Center Solutions – Configurable and Modular Power Distribution

Component 2. Utilize ISX Solutions Designer to Include Complementary Data Center Product Familiesto move from a Strategic Registration to aDatacenter Solutions Registration:


Data center solutions specialization
Data Center Solutions - Specialization Power Distribution

  • 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:

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



Summary slide
Summary Slide Power Distribution

  • 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


Questions

Questions? Power Distribution

Contact [email protected]


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