APC finds power in the channel
- 25 November, 1998 13:20
Power protection is an often-neglected technology among enterprises, especially in the small-to-medium sector.
But in ramping up its channel program, American Power Conversion (APC) hopes to build reseller awareness of power protection in a bid to drive its uptake in the corporate market.
"Large corporates are generally aware of power protection, but in the small-to-medium market, they don't understand the need for it, so there's a large potential for the channel there," Martyn Raab, APC's marketing man-ager for Australia and New Zealand, said. "We also found our resellers were finding it hard to overcome this lack of understanding so we felt we needed a channel program that would educate them and give them tools to help sell the products."
Key to the new channel program is an accreditation component that includes quarterly training workshops with industry partners like IBM and Hewlett-Packard.
However, unlike a number of other vendors who have recently introduced accreditation programs, APC's training workshops are free.
Once resellers are accredited, they have access to a dedicated Web site at http://anz reseller.apcc.com, which has been established for resellers, providing product information and other channel literature. A dedicated 1800 telephone number is also available.
In addition, APC will forward all of its qualified leads from marketing campaigns to its accredited resellers, Raab said.
He claims APC is so committed to the channel it has "turned away from deals" in the past where the customer insisted on going direct.
American Power Conversion
Tel 1800 652 725