opportunity registration program
DESCRIPTION
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?. - PowerPoint PPT PresentationTRANSCRIPT
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 [email protected]