Schneider Electric Overhauls Partner Program to Reflect Channel DemandsSchneider Electric Overhauls Partner Program to Reflect Channel Demands
Partners called for a program that supports multiple business types and provides better training on market trends.
June 8, 2022
Schneider Electric on Wednesday announced the launch of its new mySchneider IT Partner Program.
The makeover follows one-third of Schneider Electric partners asking for a better structured program that supports their growth.
Schneider Electric’s Marilia Ferreira
“We did a survey with our partners,” explained Marilia Ferreira, strategic marketing manager, secure power division, Europe. “The same requests appeared with 33% of the respondents pointing out that the least satisfied aspect in our partner program was the structure. Because it was not reflecting their current multiple business types of operations and lacking training on new market trends. The scope got wider, the reality changes and the partner program needed to adapt.”
The new program has a simplified program structure and specialisations for key sectors. Those include data centers, IT solutions, software and services. It will also provide partners with a new range of sales tools, training and enablement resources.
It includes new benefits aligned with each of its specialisation paths and focuses on sustainability via Schneider Electric Green Premium solutions, which offer sustainable performance and circularity by design.
New IT Solution Provider Specialisation
Phase one of the program, available immediately, will focus on the new IT solution provider specialization. This will enable partners to certify across three levels – select, premier and elite – to combine multiple IT specialisations regardless of their partner status. Partners can identify, resell, configure and/or install IT infrastructure solutions within SMB or enterprise markets.
Another change is that IT solution providers can progress from “enrolled’ to “elite” level. This wasn’t an option previously available as it was exclusively for data center solution provider partners. It will use a metrics-based approach to increase core competencies, certifications and performance.
There is a new interface with an easy-to-navigate program dashboard that offers visibility for sales, partners and program managers on company and individual progress against each specialisation.
The enhanced training paths include a range of design tools, training and resources to help partners diversify and strengthen their business models and meet customer demands.
Ferreira says Schneider has updated and refreshed all content.
“The pathways are more clear and more comprehensive in bringing up-to-date product and solution information. The new IT solution provider [specialisation] is composed of three main certifications: small office, edge computing and Eco Struxure data center solutions,” she said.
“Other non-compulsory training can be recommended to partners depending on their geographical location, market trends in their level within the program. The idea is to enable them to continuously expand their knowledge and to enable us as a business to ensure information on new product launches, solutions and trends.
Schneider Electric myRewards
Elsewhere, Schneider Electric’s myRewards program is relaunching with the partner program. It will include rewards and incentives to identify, develop and help close new business opportunities.
“It’s a point system program that recognises individuals with trips, gifts and vouchers, among other things. The focus here is engagement training and education. We want to incentivize the knowledge about our offer and solutions,” said Ferreira.
Partners will also get access to Schneider Electric’s Green Premium products and solutions. This, it said, will provide customers with greater compliance and transparency, reduced environmental impact and sustainable performance.
“In the whole Schneider group, around 75% of the products are already Green Premium,” said Ferreira. “In our APC offer, it’s around 60% and growing. It’s in our DNA and we expect to have more and more Green Premium products.
New Channel Trends
The company cited additional Canalys research. It found the number of IT resellers in Europe is beginning to stabilise after four to five years of consolidation. However, most partners across the region are operating with multiple business types. They need vendor partner programs to be more flexible and reflective of market trends.
The survey found 65% of partners wanted to strengthen their relationship with vendors, while 60% wanted to improve profitability and sales, and 50% wanted to build their expertise.
Partner transformation is also driving change, with more resellers shifting from hardware sales to becoming IT solution providers. They increasingly offer managed power services, edge computing and cloud migration services to customers. Furthermore, sustainability remains a key driver of decision making, with research finding 97% of customers are demanding contractual commitments to sustainability when defining and implementing their data centre infrastructure.
In summary, Ferreira said Schneider Electric’s channel performance was four points higher in the first quarter than in the same period of last year.
“The market is booming, and the new partner program … will strengthen even more of our business and the business of our partners that are willing to grow with us in this thriving market.”
Phases two and three include the “software and services provider’ and “data center solutions provider” specialisations. They will become available in 2023.
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