[ Program Guide, revision date April 18, 2012 ]

Opportunity Registration Program APC Channel Partner Program

PROGRAM OBJECTIVE

Program Overview

 Boost Channel Partner Profitability

APC’s Opportunity Registration Program (ORP) rewards channel partners that generate demand for new business and add value through the services they offer. A standardized process protects partners with presales investment in new opportunities and that motivates them to generate incremental APC business. The program uses a neutral opportunity registration process to validate new partner opportunities.

 Encourage time investment in APC Partner Programs  Support the Channel

PROGRAM BENEFITS

When our partners generate new business opportunities and add value through the services they offer, the ORP improves profit margins by providing economic incentives and “levels the playing field” to keep our partners competitive.

 Financial Advantage  Profitability

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Financial Advantage: to partners who bring in new APC business opportunities

 Protection

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Profitability: improves partner profitability

 Value Engagement

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Protection: protects partner’s presales investments and value delivered to customers

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Value Engagement: identifies the partner who develops the opportunity, ensuring early engagement between the partner and APC

TABLE OF CONTENTS

Program Objective

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ORP boosts channel partner profitability by providing an economic incentive that ultimately rewards the partner for its value and protects its presales investment in new deals. Partners are encouraged to invest their time in APC Channel Partner Programs. Partners should also support the channel partner value model by competing equally on value through a neutral registration process. Approved opportunities remain registered for six months and are eligible for discount.

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Program Overview 1 Program Objective 1 Program Eligibility 2 Registration Process 2 Program Requirements 2 Registration Discounts 3 Core and Strategic Products 3 Determining if a product is Core or Strategic 4 Product Exclusions 5 How to view your Registered Opportunities 5 Terms and Conditions 6-7 Frequently Asked Questions 7

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Boost Channel Partner Profitability



Encourage time investment in APC Partner Programs



Support the Channel

Program Eligibility 

Make the most of your energy

All APC by Schneider Electric Select, Premier, or Elite Partners in good standing.

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[ Program Guide ]

Opportunity Registration Program (ORP)

Registration Process    

Step 1 - Detect an opportunity. Prior to registration a partner must qualify the opportunity, engage decision maker(s), quantify budget, define requirements, and complete a high-level design. Step 2 - Partner completes and submits online registration application (found on partner page) which is then automatically routed to their Sales Team and Market Price Manager. Step 3 – The Market Price Manager works with respective sales team to provide first-level approval on registration.* Step 4 - The Market Price Manager validates all information and communicates registration status to partner.

* Partner may be required to provide additional information. Delay in providing needed information will result in delay of validation. ORP will remain in pending status or may result in denial of registration.

Registration Application The Opportunity Registration Application can be found on the APC Partner Page. Partners can log into their page by clicking on “Reseller/Partner Login” on apc.com. The form is listed under the Program Benefits tab. Program updates and announcements will be posted to the What’s New section on the Partner Pages. 

Partner Page Login: www.apc.com/personalpage

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Problems with Partner Page login: [email protected]

Program Requirements 

The opportunity is APC Channel Partner-driven

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The opportunity is incremental in the APC forecast and no other partner has registered the opportunity

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ISX Solutions The opportunity meets the minimum expected requirements: APC InfraStruxure Type B or C opportunity. In order to qualify as an InfraStruxure solution it must contain a valid configuration number and minimum of any of the following: o

B1. Modular 3Phase UPS and InfraStruxure Power Distribution Unit (Does Not Include ISX20KF)

o

B2. Modular 3Phase UPS and InfraStruxure Power Distribution Unit (Does Not Include ISX20KF) and Racks 

20kW UPS BASE FRAME w/ SBP and PDU All in One (ISX20KF) and (3) Netshelter SX Racks

o

C1. InfraStruxure Power Distribution Unit and NetShelter SX Rack(s)

o

IR. (2) InRow Cooling Units and (5) NetShelter SX Racks

Strategic Products and Services. In order to qualify as Strategic, the opportunity must consist of $10,000 USD in Products and/or Services listed on the Strategic products list. Three-phase finished goods (such as Smart-UPS VT and MGE) are categorized as Strategic and do not qualify as an InfraStruxure solution.

Any opportunity over $35,000 USD in total revenue on all other products. Core and strategic products can be combined to meet revenue requirement.

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[ Program Guide ]

Opportunity Registration Program (ORP)

Registration Discounts Find: Detection of any project that is not logged into APC system: Partner must- qualify opportunity, engage decision maker's, quantify budget, define requirements, and identify potential solution components. Leads brought to partners by APC are not eligible to be registered. Design: Design/configuration of found InfraStruxure solution, designed/configured utilizing the APC Design Portal Must have approved “found” opportunity Program Level

InfraStruxure Type B&C

Strategic Product >$10,000

Any Deal >$35,000

Select

4%

3%

3%

Premier

8%

4%

4%

Elite Business Network

8%

5%

5%

Elite Small Medium Data Center

8%*

5%

5%

Elite Large Data Center

8%*

5%

5%

*Note: ESMDC and ELDC partners may also be eligible for a 7% design discount.

Core and Strategic Products Core Products Audio Video Solutions AV Power Conditioners AV Power Conditioners with Battery AV Power Filters AV Surge Protectors Surge Protection Devices Voltage Regulators Hardwire Surge Suppression Computer and Peripheral UPS Network and Server UPS (excluding Symmetra) Strategic Products Room Air Conditioners

Rack Power Distribution

Closed Couple Air Condensers

Row Power Distribution

Air Distribution

Room Power Distribution

Cooling Distribution and Piping

Transfer Switches

Chillers and Heat Rejection

Symmetra LX

Racks and Enclosures

Symmetra PX

Racks and Enclosure Accessories

Smart-UPS VT

LCD Monitors and KVM Switches

MGE

Security and Environmental Appliances

Power Generation Systems

Sensors/ Cameras/ Licenses/ Accessories

Three-Phase Battery Modules

Data Center Facility Management Software

UPS Management

Data Center Infrastructure Management Software

Concurrent Services

Integration and Development Tools

Professional Services

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[ Program Guide ]

Opportunity Registration Program (ORP)

Determining if a product is Core or Strategic

Step 1 - Type in the part number for the product you are looking for. Go to: www.apc.com

Step 2 - The search result will tell you which product category the part number falls under. You can reference this product category with the list above.

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[ Program Guide ]

Opportunity Registration Program (ORP)

Product Exclusions     

Single-Phase Replacement Battery Cartridge (RBCs) Non APC equipment or third party equipment Contracted Services Non-Current Services Symmetra MW

How to View Your Registered Opportunities Registered opportunities can be viewed on your APC Personal Page. Your registered opportunities are listed under the Program Benefits tab under the APC-Assigned and ORP Opportunities link. From this screen you can view the status of your opportunity, capture your InTouch Opportunity ID # as well as update the status of your progress developing the opportunity.

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[ Program Guide ]

Opportunity Registration Program (ORP)

Terms and Conditions The following terms and conditions apply to partners participating in the APC Opportunity Registration Program: 1. 2. 3. 4.

5. 6. 7. 8. 9. 10. 11. 12. 13.

14.

15.

16. 17. 18. 19. 20. 21. 22. 23. 24. 25.

26.

Partner must submit all registration information required by the online ORP application. Partner must meet all specified qualification criteria to register an opportunity. Partner must be in good standing with the APC Channel Partner Program and be a member of the APC Select, Premier or Elite Program level. By submitting an application, the partner certifies that: a. The customer identified is a valid end-customer. b. All presales milestones identified with the end-customer in the application have actually been performed by partner. c. The partner will be leading with APC and has and will not register the same opportunity with a competing vendor. APC will determine at its sole discretion whether any opportunity meets the stated criteria for approval. Partners are prohibited from registering projects on behalf of other programmed and non-programmed partners. The ORP discount is between the partner that registered the project and the end-customer listed on the ORP application. The discount is not to be used outside of these two parties. Partner certifies that the amount purchased from APC will not exceed that purchased by the end-customer for the specific registered opportunity. Partner agrees to an audit of end-customer purchase orders upon request from APC; APC may contact the endcustomer specified in the application at its discretion. The opportunity submitted must meet or exceed the minimum published net revenue for the qualifying opportunity. Design discounts will not be given if the opportunity was not originally “found” by the partner. Partner must document evidence of value-added services on online application to qualify. Registration is specific to a unique project. Partner will actively assist with closing the opportunity. The partner is expected to continue working the endcustomer through the closure of the opportunity, even after the opportunity is registered and approved. Failure to meet continuing milestones will result in forfeiture of the opportunity registration benefit. The opportunity is date-stamped with the approval date, and will be valid for a maximum of six months or the time duration specified in the ORP (if shorter). If the registration expires and the partner has transacted no business, the partner has one opportunity to re-register the same project. APC has the right to approve/deny the re-registration. Additional products and services that are part of the initial approved ORP that close within 3 months will be eligible for either the Strategic or Core registration discount, no minimum revenue requirements. Approval from the Market Price Manager required. All non APC equipment or third party equipment and or services is not eligible for ORP discount (for example, WPRJ) Any Finished Goods 3-Phase InfraStruxure SKUs are ineligible for ISX solution discount (for example, VT and MGE). Single-phase ISX solutions, “Type A” are ineligible for design discount. Only Elite Data Center partners are eligible for the InfraStruxure design discount. No other partner levels will be eligible for this discount. Revenue requirement for Strategic and All Other Products categories is calculated based on Partner’s price list before the ORP discount is applied. When an ORP contains both InfraStruxure and Core, the Core products are only eligible for the ORP discount if they are >$35,000 USD and meet the Any Other Product category requirements. If a partner does configuration and/or writes specifications for an end-customer and notified APC prior to the bid coming out, that partner will get ORP. This must be confirmed by the APC account manager. If a bid comes out that is already specified APC, no partner shall be granted an ORP discount. All partners will receive their normal pricing. If a bid comes out that is specified competition of APC or unspecified, all partners working with APC will be entitled to the same "competitive pricing" relative to their partner pricing level. For opportunities where an Elite partner registers a project for an Enterprise Named Account and would like to handle the design work, approval from the Market Price Manager must be obtained prior to the design discount being issued. A customer can trade-in an old 3-phase UPS for a new APC 3-phase UPS (for upgrading their power infrastructure) and receive up to 10% discount UNLESS an ORP discount is involved. If an ORP discount is involved, then the ORP discount and 3-phase UPS discount combined cannot be greater than 10%.

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[ Program Guide ]

Opportunity Registration Program (ORP)

27. A customer can trade in multiple 1-phase UPS’ for a new 3-phase UPS (for consolidation projects) and receive up to 10% discount UNLESS an ORP discount is involved. If an ORP discount is involved, then the ORP discount and 3phase UPS discount combined cannot be greater than 10%. 28. Partners that violate program rules will be ineligible to register future opportunities, and will forfeit any pending registered opportunities. APC reserves the right to recover fees from fraudulent registrations and to expel the partner from APC Channel Partner Program. 29. Program subject to change without prior notice. 30. APC has the right to cancel this program at any time. 31. Terms are effective as of revision date (April 18, 2012) and cannot be applied to registrations received prior to this date. NOTWITHSTANDING ANYTHING IN THIS AGREEMENT TO THE CONTRARY, IN NO EVENT SHALL APC, ITS OFFICERS, DIRECTORS, AFFILIATES OR EMPLOYEES BE LIABLE FOR ANY FORM OF DIRECT, INDIRECT, SPECIAL, CONSEQUENTIAL OR PUNITIVE DAMAGES, WHETHER SUCH DAMAGES ARISE IN CONTRACT OR TORT, IRRESPECTIVE OF FAULT, NEGLIGENCE OR STRICT LIABILITY OR WHETHER APC HAS BEEN ADVISED IN ADVANCE OF THE POSSIBLY OF SUCH DAMAGES.

Frequently Asked Questions How are additional products that are part of an existing ORP handled? Additional products that close within 3 months of the approved ORP and approved by the Market Price Manager will be eligible for strategic or core discount. ISX discount is not eligible. Can Opportunity Registration categories be combined for an increased discount? No, the eligible opportunity can only qualify for one category at a time, i.e. InfraStruxure, Strategic, or any deal greater than $35,000. Does a $25K of extended warranty service for an existing ISX install qualify for ORP? Yes, service is listed as a Strategic product and service and meets the requirements to be eligible. Are single phase InfraStruxure solutions (ISX A) eligible for the design discount? No. single phase InfraStruxure solutions (ISX A) are not eligible for the design discount. What if a Partner finds a qualified deal for $2,000 of Services and $12,000 of Smart UPS? This opportunity would NOT be eligible for the Opportunity Registration Program. It does not meet the $10,000 minimum requirement for the Strategic Solutions category and the total deal is less than $35,000. What if a Partner doesn't have a solution or design complete yet, can the Partner still register the deal? Yes, the Partner can register the deal as early as possible, but the ORP discount should not be granted until the Partner has engaged the proper decision makers, quantified the budget, and completed some sort of proposed solution. How long is an ORP Valid? How can it be extended? Approved registrations are valid for 6 months and may be extended based on the activity associated with the project. A partner will be required to show progress and status for this project as well as receive approval from the Market Price Manager.

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