Commercial Agreement & Channel Program Guide Caribbean

Targeting your core business, our program tiers align with your skills,ambition and market opportunity contributing to develop new opportunities.

apc.com

Partnership,evolved.

PremierPartner

ElitePartner

Commercial Agreement & Channel Program Guide Caribbean

2APC by schneider electric

With the evolution of technological solutions, market segments and demand for new skills from our business partners, the updated APC Channel Program by Schneider Electric provides improved channel differentiation, greater flexibility and greater benefits to companies and individuals. Our program now includes solutions and services suitable to your core business.

Being part of the Channel Program, you and your company get special access to a broad variety of solutions and services as well as many other benefits. We present you the Program’s new image and structure, which includes 4 tiers with new certification areas. This structure will enable you to focus on those areas that truly suit your core business.

The program tiers are determined by partner competencies, concentration in area of expertise and commitment level including continued education requirements, business plan and annual sales.

More Flexibility. More Opportunities

What your Company needs to grow and be successful

1. Includes Traditional and Prefabricated Data Centers

Software

Cooling

Data CenterData Center1 Business Networks

Software

Industrial Secure Power

CoolingCooling

ElitePartner

PremierPartner

Cer

tific

atio

ns

*

*

* Mandatory certification requirement to maintain Premier status

APC by schneider electric 3

Certifications per discipline determineyour area of expertise around aproduct, business segment and coreenvironments. Each certification consistsof requirements and benefits groupsadapted to your business needs andexpectations.

Certifications per discipline, capitalizing your competencies

BenefitsThe program offers privileges and opportunities to increase profit, become more competitive and have a market differentiation with the primary aim of keeping a valuable and long term commitment with our business partners.

Within the new Program, Premier Partners are requiredto complete at minimum certifications requirements forBusiness Networks & Cooling according to that area ofexpertise or specialty.

Within the training Program, business partners may accessinformation webinars available on the Personal Page ledby experts from each one of Schneider Electric businessdivisions with current topics and subject matters of interestin each one of the disciplines and environments.

Benefits Registered

Select Premier Elite

SOHOBusiness Networks


Business Networks

Software CoolingIndustrial Secure Power

Data Center

Business Enablement

Personal Page √ √ √ √ √ √ √ √ √

Partner Locator √ √ √ √ √ √ √ √

Design Portal by Partner Level √ √ √ √ √ √ √ √

iSel √ √ √ √ √ √ √

Webinars by Specialization √ √ √ √ √

Classroom Training √ √ √ √ √

Profitability Programs

Demo Program √ √ √

Differentiated Price List √ √

Opportunity Registration Program (ORP) √ √ √ √

Partner Opportunity Program (POP) √ √ √ √

Designer configuration discount √

Data Center Incentive Program √

Marketing Enablement

iMarket √ √ √ √ √

Market Development Funds √

Content Syndication √


> Partner Locator

Only companies with this privilege will be visible in our Web page. Depending on the end-user requirement, the application will direct you to a business partner according to the expertise.

> iMarket

Business partners with this benefit may access a broad variety of marketing campaigns and more importantly, they can customize these marketing resources for launching communication strategies.

> iSel

Business partners with this benefit will have access to sales tools and the most important information of our products and solutions. This will become your go-to tool when performing trainings with your clients, training your internal staff and learning about Schneider Electric’s broad supply.

> Demo Program

Business partners with this benefit may buy discount products for demos. With this benefit, you will show your clients Schneider Electric live solutions with special prices for purchasing products form the demo.


Our Channel Partners have a demonstrated knowledge of, and success in, selling across all Schneider Electric IT Commercial product line and service offerings and understand the value that Schneider Electric solution brings to their customers as well as their business. Those Channel Partners are certified partners meaning they have achieved a level of expertise of our product portfolio and have demonstrated success in selling Schneider Electric IT solutions offering in their authorized regions.

Premier Partners are the first responders to SchneiderElectric Opportunities and as a result are certified asSchneider Electric Solution Sales Experts with an in-depthknowledge of the Schneider Electric Solution offering.Premier Partners will ensure that communication is alwaysmaintained with each opportunity and will coordinate withthe Elite Partner & Schneider Electric Resources to developall opportunities identified.

Premier Partner

Elite Partners are trained and certified by Schneider Electricto be specialist in energy management, making energysafe, reliable, efficient, productive and green. Elite Partnerswill support the Premier Partner to develop commercialopportunities by leveraging their sales and technicalexpertise to ensure the right solution and services aredesigned into every opportunity and based on the end-userspecifications and requirements.

Elite Partner

Premier Partner Personnel Requirement

• (1) SE Enterprise & Services Sales Champion

• (2) Certified Sales Executives

Elite Partner Personnel Requirement

• (2) Certified SE Enterprise Territory Managers

• (1) Certified SE Solution Architect• (1) Certified SE Services Territory Manager• Provide Monthly POS Reports.


For further information please read the APENDIX 1 that contains the full guidelines.

Name:Title:Company:

Manuel A. RodriguesSales Director - CaribbeanAPC by Schneider Electric

Program membership will be assessed yearly based on fulfillment of the requirements detailed below:

RequirementsPremier Elite

Business Networks Software Cooling Industrial Secure Power Data Center

Complete Online Profile

Nomination by Schneider Electric

Revenue by Business Division

Annual Business Plan

Quarterly Review

Online Training

Classroom Training 1

Start-Up Factory

Staff Requirement – Pre Sales Engineer

Sound Financial Record2

Revenue per line of business

Program Requirements

1. One employee must fulfill the In-Person Training requirements.2. DSO (Day Sales Outstanding)= Net Terms + 15 days. Measured every 6 months.


APENDIX 1

» Develop efficient channel partner program that will provide customers a certified channel that they can trust to design in the best Schneider Electric Solution based on their specifications and requirements.

» Provide channel partners with access to focused array of resources including but not limited to trainings, marketing funding and new opportunities.

» Establish clear rules of engagement based on opportunity type.

» Drive Business Opportunities for Schneider Electric most competent and committed Partners.

Channel Partner Program Guidelines

» Direct access to Schneider Electric Sales & Engineering Resources.

» Exclusive access to Schneider Electric Advanced Technical Trainings.

» Access to Schneider Electric support and programs.

» Protected by ORP Policy.

» Increased Opportunity Detection through product lifecycle management.

» Additional service opportunities where there is no Certified Service Sales Partner.

» Enhanced service sales tools, resources and trainings.

» Promotions, Spiff and incentives.

» Continuously drive sales performance in the complete Schneider Electric solution and service offering.

» Act as “trusted advisor” on behalf of Schneider Electric in promoting long term relationships with customers for the life of their equipment.

» Have certified sales & technical resources be up to date with required coursework and trainings.

» Partners shall not engage with customer to directly perform maintenance type services.

» Achieve Elite or Premier Partner status.

» Direct billing status with Schneider Electric must be in good standing, where applicable.

» Complete Enterprise and Service trainings as outlined per each Partner level.

» Maintain the minimum required dedicated resources on staff as outlined in each Channel Partner classification.

» No competing maintenance type services to Schneider Electric.

» Demonstrated concurrent and non - concurrent service selling competency.

Goals Benefits

Expectations Program Requirements


Partner Performance Metrics

> Enterprise Performance Metrics

» Opportunity Development – maintain significant growth in funnel of Opportunities Quarter over Quarter maintaining at minimum three times the value of your quarterly metric at all times.

» Opportunity Reporting – Provide visibility of new opportunities and update open opportunities on a monthly basis in order to ensure compliance and ORP registrations are validated.

» Minimum quarterly target attainment of 80%.

Enterprise Sales Target

> Benefit for Achieving Target:

» i.e. Elite Target = 1% MDF i.e. Premier Target = 1% CO-OP CAP = 120%

Services Sales Target


Enterprise Guidelines for Engagement

> Opportunity Size Classification

Certified Enterprise Partners will work through appropriate partner channels in conjunction with Schneider Electric representatives to provide the best level of service in design and customer satisfaction to all Schneider Electric customers following the Schneider Electric creed to be specialist in energy management, making energy safe, reliable, efficient, productive and green.

Certified Elite will support all Certified Premier by providing technical support (i.e. Design support, product & service recommendations, etc.) as well as sales support for all SMB opportunities identified and at no time will quote or sell product directly to these opportunities. Elite Partners will only support, quote and invoice directly opportunities that are classified as Large Opportunities and approved by Schneider Electric Management in writing. Certified Premier Partners are expected to work with a respective Elite Partners of their choosing that is authorized for their territory. Once an Elite Partner is registered under a specific opportunity by that Premier Partner, the designated Elite Partner cannot be changed under ORP guidelines requiring any special pricing requests to be solely quoted through the aforementioned Elite Partner.

Elite partners that are registered to any specific opportunity will be the only Elite partner allowed to quote to any Premiers in front of the same opportunity.

Large Opportunity:ISX Solutions > $50kUSD

SMB Opportunity:ISX Solution ≤ $50kUSD

> Service Guidelines for Engagement

Managed Service Partners may only solicit non-concurrent Service orders from thoseaccounts in which Partner sold the original equipment. Managed Service Partners may notsolicit end users on Service Opportunities where they did not sell the original equipmentwithout first engaging with Partner’s Regional Service Sales Representative.

Partner recognizes that one of the goals of the Managed Service Sales Partner Program isto provide Partners who are certified for Service Sales with the best opportunity to promoteafter market services on the three-phase and cooling equipment that they sell. In order toachieve this, Schneider Electric must limit the exposure of Schneider Electric nonconcurrentservices to better assist our Partners in securing the business that they workfor. To that end, a requirement of the Program is to restrict the visibility or promotion ofnon-concurrent maintenance type service agreements, currently sold under the AdvantagePlan name, to any Partner’s or Distributor’s web site at lower than Schneider Electric’srecommended retail price.

Schneider Electric may, at its sole discretion, forward additional opportunities to Partnerwhere there is no Managed Service Partner of record.


Certified Service Sales Partners may be provided with non-concurrent Service opportunitiesfor the following:

» Warranty conversions when Partner sold the original equipment.

» Renewal Services on all Service agreements that were sold by the Partner during the previous year.

» Additional non-concurrent services, such as battery replacements, when Partner sold original equipment.

» New contract opportunities within Partner’s territory when the original equipment reseller is an un-Certified Service Sales Partner.

For most Service Opportunities, Partner will be notified approximately 120 days in advanceof new service requirement. In the event that the Partner is offered such opportunity, Partnermust demonstrate activity and progress on opportunity, generally within 30 days. SchneiderElectric Service Sales Management reserves the right to quote a customer direct ifSchneider Electric Service Sales Management deems that insufficient progress is beingmade on any opportunity. In the case of a warranty conversion or service agreementrenewal, the Partner will have thirty (30) days following the expiration of the then currentfactory warranty or service agreement to obtain a Purchase Order from customer for saidservices. If a Purchase Order is not obtained within thirty (30) days of expiring coverage,Schneider Electric Service Sales Management reserves the right to pursue and executethe sale of said services to the respective customer through an alternate channel and anycompensation or commission will be owed to the Partner at the sole and exclusive discretionof Schneider Electric Service Sales Management.

The Partner may not compete, either directly or indirectly with Schneider Electric, byproviding maintenance type services or promoting Third Party Maintenance without consentof the Service Manager and Operations.

> Competitive Services

Schneider Electric Enterprise & Service Sales maintains a list of customers that areconsidered to be House Accounts. House Accounts are fulfilled through Direct SchneiderElectric Service Sales Representatives. No commissions shall be due to Partner for the saleof any Schneider Electric Services without the prior written consent of Sales Management.

> House Accounts


Certifications

The certification requirements for each level in the Channel Program are listed below. For the Select level at least 1 person of the company must attend the corresponding specialization to reach the certification.

For Premier and Elite levels a minimum of 2 people are required who must attend the specialization corresponding to their business focus.

Certifications Registered

Select Premier Elite

SOHOBusiness Networks


Business Networks


Cooling SoftwareData

Center

Sales Associate SOHO √

Sales Associate Business Networks √ √Sales Professional Business Networks √Sales Associate Industrial Secure Power √ √Sales Professional Industrial Secure Power √Technical Consultant Industrial Secure Power √

Sales Associate Cooling √Sales Professional Cooling √

Technical Consultant Cooling √

Sales Associate Software √Sales Professional Software √Technical Consultant Software √Sales Associate Data Center √Sales Professional Data Center √Technical Consultant Data Center √

Sales Associate Data Center Prefabricated √Sales Professional Data Center Prefabricated √Technical Consultant Data Center Prefabricated √

2017 American Power Conversion Corporation. All trademarks owned by Schneider Electric Industries SAS, American Power Conversion or its affiliated companies.

[email protected]

This is the best time to actively participate in the Channel Program.

Schneider Electric will continue to improve to better serve you.

We hope you participate in our Channel Program to engage you closely and show you all the benefits you can access. Looking forward to hearing your feedback in order to continue improving the program and making it more useful for you.

Steps for leveraging the Channel Program:

Current Channels

Visit your Personal Page; check out the tools and benefits now available. A Schneider Electric rep will contact you if necessary.

Not a Registered Partner?

Go to http://www.apc.com/personalpage/registration/ and register your business. Once you register, you can explore the program from your Personal Page.

Documents

Commercial Agreement & Channel Program Guide Caribbean