American Power Conversion (Nasdaq: APCC) (APC) today announced enhancements to its world-class channel partner programs designed to boost partners profitability. The new enhancements include three revised levels of channel partner participation as well as the rollout of APCs new Opportunity Registration Program (ORP). APCs new program enhancements will reward channel partners with additional discounts for the presales investment associated with securing new and incremental business.
APC is changing the way the world designs, sells and services IT closets, computer rooms and data centres using its InfraStruXure, on-demand architecture for network-critical physical infrastructure (NCPI). NCPI, considered the foundation layer for highly available networks, is an estimated $7 billion (3.75 billion) market that includes power, racks, cooling, physical security, management, as well as a full range of high-margin service opportunities.
Channel partners can participate in APCs enhanced programs at Authorised, Silver or Gold levels based, in part, on sales and engineering NCPI certifications attained by their staff. All levels offer preferred pricing, training, marketing support, participation in APCs PayBaX sales rebate program, lead generation via APCs online partner locator, as well as other benefits. In addition, APCs new Opportunity Registration Program rewards channel participants that generate incremental deals for APC solutions, protecting partners pre-sales design and consulting investments.
APC is driving innovation in the NCPI industry, forcing it to move past the old, inefficient way of designing closets, computer rooms and data centres, said Michael Adams, APCs Managing Director UK and Ireland. For partners who have built practices around advanced technologies such as VoIP, blades or 1U servers, APC solutions are an essential part of their offering. The high availability demands and power densities that these systems require put APC solutions at the center of advanced technology implementation. InfraStruXure provides the agile NCPI foundation that advanced technologies need in order to operate. The most successful channel partners are embracing the opportunity to create advanced technology consulting practices that incorporate a focus on InfraStruXure and NCPI.
By participating in APCs new programs, partners receive access to all APCs program benefits and pricing. Program levels and qualifications are as follows:
As an APC Authorised partner, sales force personnel and engineers pro-actively identify and pursue InfraStruXure opportunities. Authorised partners have access to all APC resources for new clients and for product specific questions. These partners can also consult the APC Web site for additional program information, access their personal Web page and receive training.
A Silver Certified partner has the same criteria as the Authorised partner; however, sales force personnel and engineers must also be competent to design InfraStruXure systems up to 20kW.
Gold Certified partners must possess a basic-level of NCPI knowledge and prove competency with APCs online configuration tools. Sales force personnel and engineers must also be competent to design InfraStruXure systems up to 80kW.
Partners who wish to join APCs Certified Partner Programs are not required to make significant upfront investments. APC supports partners entry into the program via no-cost trainings, fully funded customer education events and direct field support on initial sales opportunities brought to APC by partners. Members of the certified partner programs receive a personal Web page, priority technical support, and listing on APCs partner locator.