APC Elite Small Medium Data Center Partner Program Guide

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Augusta Higgins
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1 Elite Small Medium Data Center Partner Prgram Guide Elite Small Medium Datacenter Partners ( Partner ) have prven eperience designing, implementing, and maintaining small and medium datacenter envirnments utilizing mdular and scalable datacenter slutins fr end-user custmers. Gals Better Leverage and maimize Partner capabilities. Minimize limitatins by prviding buy-resell capabilities acrss entire prtfli. Epectatins Capabilities Establish clear rules f engagement based n value. Partnership clarity -- Frm a relatinship that is sustainable lng term. G-t partner fr technical cmpetency in Small and Medium Datacenter Envirnments Technical epertise in multiple disciplines Pwer, Cling and Management. Partner has n cntractual manufacturer representative agreement with any APC Tier 1 UPS manufacturer. Datacenter Planning and Design Design Build Electrical & Mechanical On-Site Service Prject Management Pririty Partner Htline APC Partner Persnal Page Dedicated channel.prgrams@apc.cm

2 ESMDC Partner Prgram Guide Pr gram Requirements T achieve Elite Small Medium Datacenter Partner status, partners must first meet training requirements set frth in APC Partner Prgram. Requirements must be met in the fllwing fur areas: 1. Technical Capability Tested in-depth knwledge and applicatin in defined disciplines: Required Small T Medium Datacenter Discipline MGE up t 225Kva Mdular UPS up t 500kw Mdular Distributin Security & Envirnmental In Rw Cling Enterprise Datacenter Management Design Prtal 2. Partner Perfrmance Metrics Technical Cmpetency Annual Testing (Applicable Disciplines) Revenue End-user buy/resale Annual Requirement - $500,000 datacenter revenue $350,000 Integrated Systems Weekly Cadence & Reprting 3. Staffing. a. (1) APC Technical Design Cnsultant b. (2) APC Sales Prfessinal c. (1) Industry Recgnized Prject Management 4. Cmpetitive Lines T be eligible fr Elite Small Medium Datacenter status, a partner may nt have a cntractual manufacturer representative, sub representative, r similar agreement with any APC Tier 1Cmpetitr. APC Tier 1 Cmpetitrs include Emersn/Liebert, Eatn/Pwerware, Mitsubishi, GE, Tshiba, and Chlride. APC reserves the right t mdify the Tier 1 list as ur prtfli epands. APC will ntify the partner f any changes t the ELDC prgram within 60 days f planned changes.

3 ESMDC Partner Prgram Guide Be nefits Pricing Elite Datacenter Partners that meet credit and vlume requirements are eligible t purchase directly frm APC and will receive Tier 1 pricing. Elite Small Medium Data Center End User Opprtunities Strategic Prducts & Services Elite Price list MGE 0-225Kva.56 List *Pricing fr MGE pprtunities >225Kva t be btained directly frm the reginal Territry Manager. **Partners shall nt act a distributr t ther partners Partner receiving the design discunt is epected t be engaged and n-site thrughut the pre-sales engagement, including n site assessment, design and cnfiguratin, and implementatin. Wrk t include but nt limited t: Interpreting electrical/mechanical design requirements and creates riginal layuts, detailed drawings, schematics, specificatins, etc. Determining mst effective slutin based n prduct specificatin and custmer requirements Prvides fr cmpliance with items such as specificatins, lcal cdes and ne-line drawings Preparing simple ne-line diagrams Crdinates electrical/mechanical design wrk with the APC sales team, prject management, cnsulting engineers and custmer Maintains regular cmmunicatin with Custmer, Prject Manager, Applicatins Engineer, Critical Systems Manager, APC Prject Team Writes specificatins based n infrmatin prvided by custmer, sales, etc. Prvides wrk directin and technical guidance t a CAD Team Checks and apprves electrical drawings Partners that have prven engagement thrughut the presales prcess, including site assessment, slutin design and cnfiguratin, etc may be eligible fr a design cmmissin if their slutin is surced thrugh anther channel. Partners shuld cntact their Territry Manager as these situatins will be handled case by case.

4 ESMDC Partner Prgram Guide Op prtunity Registratin The Opprtunity Registratin Prgram (ORP) is designed t reward channel partners that generate demand fr new business and add value thrugh the services they ffer. The prgram uses a neutral pprtunity registratin prcess t validate new partner pprtunities. (Partners) wh meet the criteria f the prgram fferings may register an pprtunity with APC. Apprved pprtunities are registered fr si mnths and are eligible fr a special discunt. (Partners) shuld refer t the Opprtunity Registratin Prgram Terms & Cnditins and Opprtunity Registratin Prgram Discunt Structure fr mre detailed infrmatin. Opprtunity Registratin Discunts Prject Type Eligible Discunt Type B & C 8% Detectin 7% Design Strategic 5% Cre 5% *Fr cmplete definitin f Prject Types please refer t Opprtunity Registratin Prgram Discunt Structure and Strategic Prduct Categry dcuments n partner persnal page. Agent Prgram Eligibility The Elite Datacenter Agent Prgram is designed t prvide a vehicle t cmmissin partners fr their value add as it relates t the sales prcess. Gals Leverage a partners value when they are nt in a psitin t buy resell Structured Partner t Partner Cllabratin Agent acts n the behalf f the manufacturer t deliver design, prject management and service. Increase direct emplyee practivity by leveraging partner s cmpetencies in APC generated pprtunities. Eligibility Interested Partners are required t submit an Applicatin and take part in interview prcess with APC reginal and eecutive management. Elite Agent Partner status t be reviewed, status t be determined annually. Quantity f Datacenter Agents is determined by APC Eecutive Sales, Operatins and Prgram Management.

5 ESMDC Partner Prgram Guide Ce rtified Service Sales Partner Prgram Eligibility Authrized Service Sales Partners have a demnstrated knwledge f, and success in, selling acrss all prduct line fferings and understand the value service brings t their custmers as well as their business. Authrized Service Sales Partners als have a demnstrated success in selling services cncurrently with prducts and endeavr t maintain a high level attach rate f services thrughut the lifecycle f the prducts and slutins they deliver t their custmers. The benefits f becming a Certified Service Sales Partner include: Access t epanded nn-cncurrent Service ffering and pricing Practive pprtunity ntificatin pprtunities prepped and directly funneled t Partner Increased pprtunity detectin thrugh asset management A dedicated team f direct service sales representatives t supprt yu Enhanced Service Sales tls, resurces and training

The actions discussed below in this Appendix assume that the firm has already taken three foundation steps:

The actions discussed below in this Appendix assume that the firm has already taken three foundation steps: MAKING YOUR MARK 6.1 Gd Practice This sectin presents an example f gd practice fr firms executing plans t enter the resurces sectr supply chain fr the first time, r fr thse firms already in the supply