“Strong Chapters, Strong Association” “Channel Partners Scorecards” Luis Barcón MBA, CPIM, CIRM, CQM, C.P.M., PMP, CSCP, CPF, CTL, CS&OP APICS Master CPIM and CSCP Instructor, APICS Master Instructor Trainer Terra Grande District Staff

Results Districts Materials Bought Increase 6% in 2015 VS 2014 Membership Increase 4% in 2015 VS 2014 Terra Grande (2015) Materials Bought Increase 13% from 2014 Membership Increase 1% from 2014

1 3 BENCHMARKING

1 4 BENCHMARKING

1 5 Types of Channel Partners 1.Network Channel Partner (NCP) 2.Channel Partner (CP) 3.Premier Channel Partner (PCP)

1 6 Types of Channel Partners Network Channel Partner (NCP) A network channel partner is a Legal entity that has executed a Channel Partner Agreement (CPA) with APICS to provide a set of products and services. Network partners are authorized and encouraged to market themselves as APICS channel partners and a specific graphic mark is available for this use, under license. Materials Prices are List or Member

1 7 Types of Channel Partners Channel Partner (CP) Same as NCP plus, All channel partners must provide membership services in order to maintain their partner status. For products and services, the channel partner receives channel partner benefits and pricing from APICS and determines its own pricing to end-customers. Channel partner pricing is reviewed annually and is subject to change.

1 8 Types of Channel Partners Premier Channel Partner (PCP) A premier channel partner is identical in definition to a channel partner but with three exceptions: 1) Premier channel partners receive preferred channel partner pricing. 2) Premier channel partners receive preferred channel partner benefits. 3) Premier channel partners are required to meet more stringent premier program requirements to maintain their premier channel partner status, which include quarterly reporting of forecasts, revenues, marketing initiatives, and budget information.

1 9 Channel Partner Requirements RequirementsNCPCPPCP CPA Requirements Met *** Annual Letter of Compliance *** Purchase at Least $1, in Educational or Promotional with a Minimum of 75% in Educational Materials ** Minimum 15% Of Membership Base Take Part in Educational Offering ** 10% of Membership Base Take an APICS Certification Exam ** Provides Quarterly Plans to APICS (Mandatory) * Provides Product Sales Revenue and Activity Forecasts (Mandatory) * A Formal Affiliate Agreement with at Least One IDP Lead or Master Instructor (Mandatory) * Minimum 160 Points in Performance and Behavioral Criteria *

1 10

1 11 Channel Partner Benefits NCPCPPCP Access to C-Box *** Web Site Financial Support *** Discounted Conference Registration ** Sales Support *** Partner Enablement Channel Support ***

1 12 Current Premier and Channel Prices Interesting

1 13 PCP Performance Requirements All Mandatory Plus 1.Premier channel partner earns 1 point for every $500 of APICS educational or promotional materials purchased (beyond the initial $1,000 required to become a channel partner). (Max 75 Points - $37,500.00) 2.Premier channel partner earns points for the following IDP instructor affiliation activities (beyond the initial IDP instructor required to become a channel partner): Each instructor, except for new instructors, can be counted only once. 1 point for each IDP Associate instructor 5 points for each IDP Lead instructor 7 points for each IDP Master instructor In addition 3 points for each new IDP instructor (no matter the level) (Max 25 points)

1 14 PCP Requirements All Mandatory Plus 3.Premier channel partner earns 1 point per participant in APICS body of knowledge training classes (rosters must be provided with participant name and contact information for auditing purposes). Max 50 Points 4.Premier channel partner earns or loses 1 point for every 1% membership growth or decline, as measured from the previous fiscal year’s membership level. +1 point for every 1% growth (max. 20 points) –1 point for every 1% decline (max. –5 points)

1 15 PCP Behavioral Criteria In addition to the performance criteria, there are behavioral criteria to ensure that membership and customer value creation extends beyond financial metrics. Local Channel Partners (LCP) that participate in the Chapter Benchmarking and Reporting (CBAR) program have the choice to use their CBAR status to achieve the designated points, or as an option, use the alternative criteria listed in next slides

1 16 PCP Behavioral Criteria CBAR Points  Platinum 75 Points  Gold50 Points  Silver20 Points

1 17 Alternative Criteria (80 Points Max)

1 18 Alternative Criteria

1 19 Total Maximum Points