Aimed at assisting partners in evolving their business to meet growing customer demands and adjusting to changing market influences, this program includes technical enhancements, dedicated support, enablement, incentives specific to managed service providers (MSPs) and an overall improved partner experience. Through a specialised track in the partner program, MSPs will gain the ability to systematically monetise power and cooling within their business.
‘As the modern IT partner is rapidly evolving and shifting focus from hardware sales to a more concentrated emphasis on service-oriented, recurring revenue streams, it is critical that we alter our approach and address them in a way that is relevant to this new business reality,’ said Rob McKernan, senior vice president, Global IT Channels, Schneider Electric. ‘Through the integration and optimisation of our connected offers, and the refocus of our sales and support teams to address the MSP business model, we are creating a community of practice which speaks to and shows MSPs how to increase top line revenue and decrease operational costs by adding power and cooling to their managed services portfolio.’
Today, many partners are facing growing market pressures dictating the need for business evolution. Increasingly commoditised storage and server hardware is compressing margins and driving the trend in shadow IT – a situation in which information-technology systems are purchased by departments and personnel without the approval of the IT team – creating significant security risks for the enterprise. At the same time, customers are demanding more specialised services than ever before, as internal staffing resources, tightening budgets and a widening skills gap drive the need for more robust partner support. Due to these customer requirements, managed services such as help desk support, network management, staff augmentation and many others are becoming more integral to the corporate IT function.
David Terry, channel manager, Schneider Electric UK & Ireland, said, ‘I believe that this enhancement to the APC Global Channel Partner Program will be particularly appealing to our SMB partners who are actively seeking new ways to position their businesses to address new market requirements. Schneider Electric is looking to support partners aiming to address the MSP opportunity by providing education tracks to expand their knowledge base and competences, and through advantageous credit terms to help overcome some of the financial challenges of moving from product sales to fee and subscription-based business models.’
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