One of the questions that has come up since APC by Schneider Electric launched our managed services program is, “What’s the annual sales commitment?” Answer: none.
That’s because we know managed services aren’t about short-term annual goals, but rather long-term service delivery engagements. The point is to add value and become a trusted advisor to your customers so they can depend on you to fulfill their ongoing IT needs. An annual sales requirement would be counterproductive to that goal.
Currently, our managed services partners are enrolled at the Select level. To qualify, you just need to complete a certification curriculum: a Managed Service Provider (MSP) Sales Associate There are three on-demand e-modules in the curriculum. These training sessions are short and to the point.
In 2017, we will be launching a Premier level for MSPs. The Premier level currently includes eligibility for Market Development Funds, our iRewards Program, a personalized partner portal, and access to the Opportunity Registration Program (ORP). Our Premier level for MSPs will provide all of the same benefits as the current Premier level along with new managed services-specific features.
We realize that in most cases partners who enroll in our managed services program are adding services to their existing install base; the customer’s hardware is already in place, and you’re adding the ability to monitor and manage it remotely. Opportunities to sell new hardware will come as the existing equipment’s lifecycles come to an end.
Rather than weigh you down with annual commitments, we instead are focused on helping you succeed in the managed services space by giving you access to resources such as discounted hardware, marketing enablement, online sales tools, and finance options.
Cash flow is a priority for MSPs, so we put in place flexible finance options through distribution to support your service offerings. No upfront cash outlays are required to deliver services, unless of course you are deploying new hardware at client sites.
We want to remove any barriers that might prevent you from delivering managed services. So in addition to flexible financing, we are sticking to our long-held practice of not charging our partners any membership fees.
To help you establish yourself as an APC MSP, we’ve launched several managed services-focused initiatives. For instance, we offer an 8 percent discount for bundling an APC Smart-UPS, network card, and a one- or three-year extended warranty.
Don’t forget, APC also awards recurring revenue bonus points for managing Smart-UPS devices. Under the iRewards program, you can qualify for 2,500 points for net new devices and 500 points (quarterly) to manage existing units.
Our goal is to help you succeed, not create new burdens. That’s our commitment to you. Click here to learn more about our MSP program.