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Schneider Electric increases rewards for edge-selling partners

Vendor continues to encourage engagement with edge solutions, with margins and discounts on offer

Schneider Electric has been busy during the lockdown enhancing its proposition for the channel, and urging partners to get involved in the opportunity in the industrialised internet of things space.

In a move that will keep the momentum going, the firm has made some enhancements to its Opportunity Registration Program (ORP) to give resellers the chance to gain access to more discounts and greater profit margins.

The update also includes some changes to the programme that are designed to make it easier to sell pre-integrated offerings to appeal to customers undergoing digital transformation. That also includes edge computing systems that have been worked on together with the supplier’s global alliance partner, Cisco.

“Our IT channel partners are fundamental to the success of our business,” said David Terry, vice-president for IT channels at Schneider Electric Europe. “With today’s updates to the Opportunity Registration Program, we are rewarding partner loyalty with increased support and greater discounts, while incentivising partners to follow our education paths, progress through the program and work with our alliance ecosystem to drive higher levels of profitability.”

Schneider has also made changes to its Edge ORP, which means partners can get discounts for designing and selling pre-integrated products, including “Cisco HyperFlex for the Edge” bundles.

The decision to extend ORP to cover edge products coming out of relationships with alliance partners was also welcomed by Cisco, which is also looking to support its own channel.

“Our collaboration with Schneider Electric will also offer Cisco and APC channel partners access to a greater breadth and depth of edge computing technologies,” said Elisabeth De Dobbeleer, Europe, Middle East, Africa, and Russia vice-president of channels at Cisco. “We believe this step shows continued commitment to our long-term partnership and will help partners drive revenue through digital transformation.”

Following growth

Schneider has been following the growth in edge computing for a while. Last October, it released research it had asked Canalys to carry out, which has shown increasing demand from healthcare, manufacturing and education for technology.

With a blending of IT and OT, the firm has marked the moment as right for the channel to push its credentials to customers looking to bring more technology onto the factory floor.

“We know that smart manufacturing is driving an unprecedented wave of IT technologies into industrial spaces,” said Philippe Rambach, senior vice-president of industrial automation at Schneider Electric, back in June.

“As companies leverage AI [artificial intelligence], robotic processing automation and more, they will require edge computing solutions to reduce latency and enable resiliency, while ensuring privacy and security, and addressing important data and bandwidth requirements.”

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