APC unifies channel programme

APC has unified its EMEA channel accreditation levels into a single programme as the uninterruptible power supply giant targets more effective partner segmentation and greater value-add in its go-to-market strategy.

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By  Stuart Wilson Published  February 3, 2005

APC has unified its Europe, Middle East and Africa (EMEA) channel accreditation levels into a single programme as the uninterruptible power supply (UPS) giant targets more effective partner segmentation and greater value-add in its go-to-market strategy. “APC’s new accreditation programme offers real added value to our partnership proposal, customized by level,” said Bjoern Lyoth, APC EMEA director of partners and midmarket. “APC partners will get renewed and enhanced added value, matching their needs and expectations. The programme builds on the success APC has experienced since creating this new channel in 2004.” With an expansive product portfolio spanning entry-level UPS products through to InfraStruXure solutions aimed at datacentre environments, APC is offering specific tools, support and benefits for partners at every level. The new programme is split into four main partner categories: Reliability Provider Partners (RPPs), Authorised RPPs, Certified Silver RPPs and Certified Gold RPPs. The tiered channel structure offers a range of benefits rising with membership level. Resellers, retailers and value-added resellers (VARs) moving into the UPS space enter the scheme at an RPP level and receive a range of channel goodies including sales tools, access to leads, technical support, training, access to demo units, promotions and financial incentives including the PayBax rebate programme. Those ready and willing to step up a level and start identifying UPS solutions can become Authorised RPPs. As well as all the standard benefits, these partners can also access solution design tools, protect pre-sales investments through an opportunity registration programme, receive advanced training and also access the InfraStruXure demo programme and receive special pricing. Systems integrators and corporate resellers with deep technical skills can jump up to the Certified Silver or Gold RPP status. These companies are eligible for a range of extra benefits including marketing development funds (MDF), co-sponsored customer education events, dedicated account management from APC and a customised marketing plan. Certified partners also receive increased discounts on InfraStruXure kit and can purchase directly from APC. Lyoth concluded: “The new accreditation programme will benefit the partners in two ways: enhanced sills to sell complete IT infrastructure solutions and more money in the pocket.”

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