EDITOR’S QUESTION
How the channel can leverage
APC’s partner programmes
Providing channel members with educational and market insight resources helps them
stay competitive says Rajashri Kumar at Schneider Electric.
A
s a leading provider of
global, end-to-end AC and
DC-based back-up power
products and services, describe
the ongoing regional market
opportunities for channel partners
and the partners’ programme.
A
PC’s channel strategy is at the
core of our relationship with our
customers. We have engaged with
these partners since APC by Schneider
Electric came to the MEA region, and
our network has grown considerably
year-on-year. It is thanks to these trusted
distributors and resellers, and their
market insights, that we can adapt to our
customers’ changing needs. They are a
critical business enabler for all projects;
small or large-scale.
As far as we’re concerned, we make
sure we provide channel members with
educational and market insight resources
to help them stay competitive and help us
expand our footprint in the process. APC’s
Channel Partner Programme offers free
certified courses, training programmes,
online datacentre design tools, a datacentre
reference library and other tools that
facilitate daily knowledge exchange.
We also offer rewards-based incentives
to this vast community of sales and
technology-based partners and experts,
who work hand in hand with us to promote
growth and visibility for APC. The focus of
this programme is providing profitability,
enablement, support and an overall better
partner experience.
For example, the iRewards
Programme, launched in 2016 across the
globe, is a channel loyalty programme
designed to reward reseller companies as
a whole, rather than just individual sales
professionals. The iRewards Programme
is a performance-based incentive, which
encourages resellers to boost sales
techniques and enhance the customer
network. The programme additionally
prompts resellers to explore and engage
with Schneider Electric’s technology
solutions and stay tuned to the market’s
trends and expectations, while leveraging
growth opportunities for their company.
The programme positively impacts the
bottom line for both Schneider Electric, as
well as the reseller.
Each year, APC by Schneider Electric
organises an international week-long
learning and team-building retreat to
engage and educate its channel network.
This year’s MEA distributors’ conference
was held in Cape Town in April, which was
attended by more than 50 channel partners.
The conference was highly appreciated
by this growing regional network, who
benefited from the workshops, training
and strategy sessions. Working together
with APC experts, they had productive
discussions on annual objectives, evolving
market demands and technologies and
tools to stay competitive and resilient in a
changing economy.
In 2017, we remain firmly committed
to re-energising our channel and balancing
our resources to achieve growth and better
sales. We are also prioritising digital
learning now and provide our channel with
an accessible platform containing real-time
trends, targeted content, marketing assets
and continuous training. ¢
Rajashri Kumar, Transactional Director,
MEA, Schneider Electric.
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