SLIDE 4 Advantech Worldwide Channel Positioning Classification
GBO v.201912
Dealer
Dealer, VAR
PCP
Premier Channel Partner
(PCP)
Alliance Premier
Channel Partner (APCP)
CP
Master Fulfillment
CP (MFCP)
Online CP
(ONCP)
Focus CP
(FCP)
Authorized CP (ACP)
Regular Gold Sliver Regular Gold Sliver
ONCP are
- nline/eCommerce partners,
dedicate to develop the business through eCommerce platform only. The threshold
- f contract quota is $100K.
MFCP <China special> operating in
box-moving volume distribution,
require safety stock to serve as the fulfillment partner to customers (general accounts/ key accounts/ channel partners/…) depending on business scenarios.
ACP/G,S,R are channel partners
with no obvious sector focus and serving the general distribution to
industrial customers. Three
classes by Regular($100K), Silver($300K), Gold($500K) taking required product training from Advantech.
FCP/G,S,R are product focused
- r design-in focused partners (phase-1);
- r DFSI/SRP developer (phase-2). Shall
take the mandatory technical
certification from Advantech. Define by 3-
classe: Regular ($100K), Silver ($300K), Gold ($500K). Require 40% quota of focus sales and KPIs of focus business.
PCP are the channels performing
sustainable volume revenue
(>$1M or >$3M in big region) and reach required technical and
- rganizational capabilities.
Dealer is the tier-N indirect customers, shall be referred to a
specific CP/PCP for fulfillment service but still be engaged with Advantech for development plan and sales support.
APCP are selective PCPs who
presenting close engagement and alignment with Advantech; will collaborate with
strategic co-investment activities
and business alliance programs.
