APC sets up new reseller test

UPS vendor American Power Conversion (APC) has tightened up its entry requirements for accredited resellers in a revamp of its channel programme.

UPS vendor American Power Conversion (APC) has tightened up its entry requirements for accredited resellers in a revamp of its channel programme.

Resellers registering for the vendor's Reliability Provider Programme will have to attend a 90-minute sales and technical training seminar or successfully complete an online examination before being accredited.

The programme replaces the Power Partner Programme (PPP) as APC's authorised channel programme.

Philippe Colombet, head of the programme, said APC had revamped its channel programme because it wanted to improve the quantity and quality of its communications with its resellers. He said the new programme improved on PPP in three areas: sales support, marketing support and technical support, and that the increased sales support included providing sales staff with assistance via email. Reliability partners will also have access to personalised web pages, which will carry promotions targeted at them, and will be able to download APC's sizing tool to help them accurately size product.

The programme's website will also include a reseller locator which will be used to pass leads to VARs. But he said while registration is free, accreditation will depend on completing an examination or attending a seminar. This will "educate and help" VARs, ensuring that they provide value to customers.

"The end-user has become more discerning about the value provided by resellers. We want to work with existing resellers to help them to become more effective," Colombet said.

He said while the training was compulsory, the online test was not intended to exclude resellers. "The training is intended to improve the knowledge of resellers sufficiently," Colombet said.

The first seminar will be held in London on 4 April. The reseller website is now live.