Transcript Eaton USA IT Channel Marketing 1H2009 In Review

Agenda
• Eaton – The Company
• Eaton Product Portfolio
– Single Phase UPS Products
• Competitive Comparisons
– Three Phase UPS Products
• Product Highlights
• Government & Public Sector offerings
• Eaton Technology Alliances
• Eaton PowerAdvantage Partner Program
• Let’s Have some fun! - Eaton Jeopardy Game
Fran Harrington – East, Field Sales Manager
Maritza Reyes – Distribution Sales Manager
Eaton – Powering Business WorldWide
Electrical
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Aerospace
Diversified power management company & global
technology leader
Founded in 1911
World Headquarters in Cleveland, Ohio USA
Customers in more than 150 countries
More than 75,000 employees worldwide
#2 UPS manufacturer worldwide
– Single phase UPS systems
•
Hydraulics
#1 UPS manufacturer worldwide
– Three phase UPS systems
Truck
Automotive
A Few of Our Notable Customers
Every day, some of the best-known companies in the world choose Eaton when
there’s a lot at stake. Our customer list includes:
JOHN DEERE
Other products
Large online
Online
Eaton® 3105 UPS
• Small/Home office
• (8) outlets, 500–700 VA
• Tele & data line
Line-interactive‡
Standby
Eaton Single-phase UPS Offerings
Eaton 9130 UPS
• Tower or rack 2U
• 0.9 PF, 700–3000 VA, HE mode
• Load seg, XL, conn
Eaton 9140 UPS
• Rackmount, 6U, 0.8 PF
• IEC/HW, 7.5–10 kVA
• XL, conn
PoE Midspan
• Networking, telecom
• (24) outlets, 1U, 5-15P
• SNMP port
Eaton 5110 UPS
• Small/Home office
• (8) outlets, 500–1500 VA
• USB, tele & data
Eaton 5115 UPS
• Network, servers
• (4) outlets, 500–1500 VA
• Load seg, USB, conn
Eaton 9135 UPS
• Rack/tower form factor, 3U
• 0.7 PF, 5–6 kVA, HW
• Load seg, XL, conn
Eaton EX
• Tower or rack/tower
• 0.8–0.9 PF, 700–3000 VA
• Load seg, XL, conn
Eaton EX RT®
• Rack/tower 6U, 0.7–0.8 PF
• HW, 5–11 kVA
• XL, conn, MBP, UL924
Eaton 5130 UPS
• Network, servers
• 0.9 PF, (6) outlets, 700–3000 VA
• Load seg, USB, conn, XL
Eaton 9155 UPS
• Tower, small footprint
• Config rear, 8–15 kVA
• Parallel, long XL, conn, S/P
Power conditioners
• Small/Home office
• (8) outlets, 500–700 VA
• Tele & data line
Eaton 9170+ UPS
• Scalable & flexible
• Config rear, 3–18 kVA
• N+X, XL, conn, S/P
Connectivity*
• ConnectUPS-X, BD, E
• Mini-Slot
• Multiserver & relay
‡
Eaton Evolution® /S®
• Network, servers
• 0.9 PF, (6) outlets, 650–3000 VA
• Load seg, USB, conn, XL
Eaton Pulsar MX®
• Rack/tower form factor, 3U
• 0.8–0.9 PF, 5 kVA
• Load seg, XL, conn
Eaton FERRUPS®
• Industrial/Marine, rack or tower
• Customized unit, 500–18,000 VA
• Isolation, XL, conn, MBP
Software
• LanSafe® v6
• PowerVision®
• Power Xpert®
Two Classes of UPS Products
Supporting Various Customer Needs
Eaton’s Performance
Class BEATS APC!
Eaton’s Essential Class
BEATS Tripp Lite!
 >95% Efficiency Rating
 Lower TCO, Longer Battery Life with
ABM® Technology
 Better Remote Management
 Recent Price Drops Up to 27% delivering lower pricing than APC
2+2
Higher Power Factor
OR
Superior Engineering w/ Load Shedding
Easy to deploy remote mgt solutions
Recent Price Drops Up to 29%:
delivering lower pricing than Tripp Lite.
Three-phase UPS solutions – Data Centers
12kW
8-15 kVA
40-80 kVA
20-40kVA
12-60kW N+1
100-160 kVA
200 kVA - >3000 kVA
Government, Public Sector & Healthcare offerings
 Value – Gov/SLED & Healthcare Discount
 Stackable discounts and registration up to 14%
 Select Group of Resellers Nationwide
 Clear Business Strategy
 Establish relationships through partners
 TAA Compliant UPS Products
 Align Products to Applications and Sectors
 Provide LOS through Tech Data
 Promote our “Green” Technology
 Technology Certifications (Cisco, VMWARE, etc)
 UPSGrade Discount Program
 Replace existing competition UPS with Eaton
TAA Compliant products - Assembled in America
• For decades Eaton has been manufacturing products in the USA
• Full Range of Compliant UPS Products for GSA & Public Sector
– Stand-By, On-line to Line-Interactive UPS products
– 750va to 3000va
Public Facility
Capital Building
Court House
Police Station
Prison
University
Library
Elementary School
Hospital
Product Offering
5115, 5130, 9130, 9170
5115, 5130, 9130
5115, 9130, 9390, FERRUPS
5115, 5130, 9130, 9170
5115, 5130, 9170
5115, 5130, 9130
5115, 5130, 9130
5115, 5130, 9355, 9390
On-line tools: www.eaton.com/taaups
Sales tools – Interactive City
Leverage Eaton’s Technology Alliances
1st to Announce Windows 7 Compatibility
Eaton’s software family, including Intelligent Power Manager™,
NetWatch™, Network Shutdown Module™ (NSM™), Personal
Solution-Pac™ and LanSafe®, allows Windows 7 enterprise
servers, small business and home-use personal computers
(PCs) to be monitored and safely shut down during a power
failure, protecting and saving valuable data.
1st to Announce VMWare ESXi 4.0
Compatibility
Eaton is the first power management company to offer
shutdown compatibility with VMware’s ESXi 4.0 host
server virtualization software.
Eaton NetWatch Client 5.0 has tested compatible with
Cisco Unified Communications Manager 4.3. Go to
www.eaton.com/PQ/cisco for disclaimer.
Back
Virtual operating system compatibility
• Eaton is a Technology Alliance Partner with VMware and is the
first UPS supplier to offer a packaged UPS solution on ESXi.
• Eaton’s products are compatible with VMware host operating
systems for shutdown
– NetWatch software for VMware ESX 3.5 and ESXi
– IPM Software used to manage all UPS’s on a network
– For a total virtualization solution, your customers will need
an Eaton UPS with VMware shutdown capability
• www.powerquality.eaton.com/virtualization
VMware downloadable plug-in
• Allows integration of Eaton’s Intelligent Power
Manager software with VMware’s virtualization
platform, vCenter™ Server
– Saves you time & resources — Monitor and manage power and
network devices from the VMware application
Reseller Program
PowerADVANTAGE Partner Program
Advantages and Benefits
• Up to 14% in stackable discounts
• Content Syndication for your company website
• Deal Registration Discount
• Loyalty Program- Earn cash rewards
• MDF
• Demo Program
• Dedicated sales support
• Join : www.poweradvantage.eaton.com
Be more price competitive with Eaton!
5%
Join the
PowerAdvantage
Program
and receive Instant
Rebates
of 5%
5%
Sell Single
Phase UPS
Products to
Federal, State
or Local
Government
& Healthcare
4%
Register
your deal
to receive
best pricing and
protection
in addition
to another
4%
=
14%
Total Rebates
Through Tech Data
Benefit Spotlight – MDF
Eaton is focus on
helping you grow
your power
quality business
Why Sell Eaton products?
• Technology leader in UPS and Power Management solutions
– Committed to Government/Healthcare vertical markets
– Min 3 Year Warranty on 3 Series and 5 Series UPS
– UPS products have Higher Efficiency / Smaller Footprint
– Technology Alliances - Cisco & VMWare Compatible
• Eaton offers stackable discounts up to 14% through IT Distribution
• Eaton Support
- Dedicated Channel Manager at Eaton
- Tech Data Team (Government Business Develop Rep, System Engineer)
• Eaton has no reseller market saturation allowing you to be the local expert
Post – Sales Support is Important
What happens after I sell Eaton products?
All post-sales support is also handled with your Eaton Channel Manager
• UPSs have recurring revenue opportunities
- Maintenance plans/ remote monitoring (FREE up to 10 nodes)
• U.S. based Phone Technical Support
• 24/7 Call Center for notification and Eaton field engineer dispatch
www.poweradvantage.eaton.com
Questions?
Let’s Play – Eaton Jeopardy