Opportunity Registration Program

ClarifyAlignStackableFlexible

Schneider Electric 2- Division - Name – Date

Agenda● High level ORP review● Changes to ORP

● Business Networks● Strategic● Data Center Solutions

● Examples● Summary Slide

Schneider Electric 3- Division - Name – Date

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

Schneider Electric 4- Division - Name – Date

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

Schneider Electric 5- Division - Name – Date

ORP Objectives

Rewards Partners for Identifying Incremental

Business

Rewards Partners for Identifying Incremental

Business

Increase Partner

Profitability

Increase Partner

Profitability

Leverage Channel Value

Model

Leverage Channel Value

Model

Take Share & Drive Growth in Targeted Strategic

Application Areas

Take Share & Drive Growth in Targeted Strategic

Application Areas

Schneider Electric 6- Division - Name – Date

ORP Program Feedback

Partner

Internal

• “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?”

• “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.”

Schneider Electric 7- Division - Name – Date

New Changes to ORPCurrent New! Enhancements

Registration Type

CoreBusiness Networks

•$15K Minimum vs. $35K

Strategic Strategic

•Clarify eligible product families.

•Discount by product family.

•Decreased minimum revenue thresholds.

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

Schneider Electric 8- Division - Name – Date

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

Schneider Electric 9- Division - Name – Date

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

Products Premier Discount Select Discount Requirements

Back-UPS

5% 4%$15,000 Revenue Minimum

Smart-UPS

Audio-Video Equipment

Surge Protection

Schneider Electric 10- Division - Name – Date

Strategic Product RegistrationStrategic

Product FamilyPremier Select

Revenue Minimum

Product Sku Eligibility

InRow Cooling

7%

5%$7,500

InRow RC, RD, OA and SC

Racks & Enclosures

Racks & Enclosures

Rack Mount PDUs Rack Mount PDUs

Symmetra LX and RM

Symmetra LX & RM

Symmetra PX 20KW

ISX20K20F

Symmetra PX 40/100

Symmetra PX 40 or 100 Frame

Symmetra PX 250/500

Symmetra PX 250/500 Frame

Schneider Electric 11- Division - Name – Date

Strategic Product RegistrationStrategic Product

FamilyPremier Select Revenue Minimum Product Sku Eligibility

Strategic Accessories

5% 5% $7,500

Strategic Accessories

Smart UPS VT SUVT Frame

Configurable and Modular Power Distribution

Configurable and Modular Power Distribution

Strategic Product Family

Premier SelectRevenue Minimum

Product Sku Eligibility

Security & Environmental

10% 5%

$7,500 Security & Environmental

StruxureWare for Data Centers

No minimum required

StruxureWare Operate or Expert

Schneider Electric 12- Division - Name – Date

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

Schneider Electric 13- Division - Name – Date

Data Center Solutions RegistrationComponent 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%

Schneider Electric 14- Division - Name – Date

Data Center Solutions Registration

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

Product Family Premier Select Eligible Sku’s

InRow Cooling

7% 5%

InRow RC, RD, OA and SC

Symmetra PX 40/100kw Symmetra 40 or 100 Frame

Symmetra PX 250/500kw Symmetra 250 or 500 Frame

Configurable Power Distribution 5% 5% Configurable and Modular Power Distribution

Schneider Electric 15- Division - Name – Date

Data Center Solutions – InRow

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

Registration:

Complimentary Product Families

Product FamilyRevenue Minimum

Premier Select Requirements

InRow Na 7% 5% InRow RC, RD, OA and SC

Product Family $50,000-$75,999 $76,000-$125,999 >$126,000

Racks & Enclosures

+1% +3% +5%

Thermal Containment

InRow Cooling Accessories

InRow Cooling Air Distribution

Concurrent Services

StruxtureWare Expert

• 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.

Schneider Electric 16- Division - Name – Date

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 a Datacenter Solutions

Registration:

Product FamilyRevenue Minimum

Premier Select Requirements

Symmetra PX 40/100kw Na 7% 5% Symmetra 40 or 100 Frame

Product Family $50,000-$75,999 $76,000-$125,999 >$126,000

Configurable Power Distribution and Accessories

+1% +3% +5%

Modular Power Distribution and Accessories

Cabinet Power Distribution

Racks & Enclosures

Thermal Containment

InRow Cooling Accessories

InRow Cooling Air Distribution

Symmetra PX 40/ 100 Accessories

Concurrent Services

StruxtureWare Expert

Schneider Electric 17- Division - Name – Date

Data Center Solutions – PX250/500

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 >$301,000

Configurable Power Distribution and Accessories

+1% +3% +5%

Modular Power Distribution and Accessories

Cabinet Power Distribution

Racks & Enclosures

Thermal Containment

InRow Cooling Accessories

InRow Cooling Air Distribution

Symmetra PX 250/ 500 Accessories

Concurrent Services

StruxtureWare Expert

Product FamilyRevenue Minimum

Premier Select Requirements

Symmetra PX 250/500kw Na 7% 5% Symmetra 250 or 500 Frame

Schneider Electric 18- Division - Name – Date

Data Center Solutions – 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 FamilyRevenue Minimum

Premier Select Requirements

Configurable and Modular Power

DistributionNa 7% 5% Configurable and Modular Po

wer Distribution

Product Family $80,000-$125,999 $126,000-$175,999 >$176,000

Configurable Power Distribution and Accessories

+1% +3% +5%

Modular Power Distribution and Accessories

Cabinet Power Distribution

Racks & Enclosures

Thermal Containment

InRow Cooling Accessories

InRow Cooling Air Distribution

Concurrent Services

StruxtureWare Expert

Schneider Electric 19- Division - Name – Date

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:

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

Specialization Discount Level

StruxtureWare Expert+1%

StruxtureWare Operation +2%

Schneider Electric 20- Division - Name – Date

Data Center Solutions - Examples

Datacenter Solutions

ComponentSKU

Certified Price

Discount

Base Strategic Category SY40K100F $34,773 7%

Complimentary Datacenter Categories

(1) 0G-PD40G6FK1-M $10,891

(8)AR3100 $8,632

(4) SYBT4 $5,008

WADVULTRA-PX-31 $3475

WSTRTUP-PX-31 $733

Totals $63,512 +1

Specialization Discount StruxtureWare Expert $5,713 +1

Total $69,225

9%Discount $6,230.25

Schneider Electric 21- Division - Name – Date

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

Questions?

Contact channel.programs@apc.com