Transcript Eaton USA IT Channel Marketing 1H2009 In Review

Matt Cheap, Government Channel Account Manager
Fran Harrington, East Division Channel Manager
Maritza Reyes, Distribution Channel Manager
Powering businesses worldwide
for nearly 100 years
• Founded in 1911 by J.O. Eaton
• World Headquarters in Cleveland, Ohio USA
• Regional Headquarters in Shanghai, China; Morges,
Switzerland; Mexico City, Mexico
• Innovation Centers in the USA, China and India
• Customers in more than 150 countries
• 2009 sales of $11.9 billion, 55% of sales outside the U.S.
• Approx. 70,000 employees
• Chairman & CEO –Alexander M. Cutler
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
Eaton’s UPS solutions
Highest efficiency products for any data center looking to build up modularly
Three - phase
Single - phase
10 kVA – 60 kW N+1
350-3000 VA
8-20 kVA
350 VA
100-160 kVA
20-80 kVA
200 - 1100 kVA
4000 kVA
Compliant Solutions
+
+
+
Small systems
Large 1 Phase
3 Phase
1000-3000 VA
750-18,000 VA
10 kVA-1MVA
Total Solutions
From desktop to data center, racks to power distribution Eaton has the TAA compliant solutions
Eaton’s control and management solutions
Wide variety of products for any data center manager looking to take control
Single UPS
Single UPS or PDU to
100’s of power devices
Rack power monitoring
Simple power / cooling monitoring
solutions to customized turnkey
package managing the entire facility
Facility management
Intelligent Power Manager – Plug-in
UPS/NSM event logged in vCenter
Network Graceful Shutdown Modules
Managed Services Platform Compatibility
•
•
•
First Certified Level Power Partner for Level Platforms
Upcoming compatibility with N-able
Integration modules under development for other top managed services platforms
Eaton UPS Status Information - Example
• Monitoring capabilities on numerous conditions
–
–
–
–
–
Load level
Output Source (battery or utility power)
Low battery
Battery status (% charge level)
Temperature and Humidity monitoring capability
• Asset Management
– Serial number information
– Maintenance records
– Lifecycle Management (battery replacement)
• Notifications
– Power outage condition
– Remaining run time
– Initiation of orderly shutdown
Why Eaton?
Eaton helps you deliver Efficient Uptime
Leading Energy Efficiency
• Leading Efficiency for UPSs = >98%
• UPSGrade Recycling Program
• Fewer Wasted Batteries with ABM
Simplified Manageability
• Leading Software Solutions
• vCenter Plug-in
• Technology Alliance with
VMWare/Level/Cisco
Superior Reliability – Q3 Focus
• Leading Warranty – 3 years including batteries
• ABM battery technology
• Top OEMS choose Eaton for their UPSs
Innovative Designs
• More power in less U space
• Scalable/Redundant Models
• More extended battery options
• Hot swappable batteries
Dedicated Support
• #1 Presales support
• 95%+ Service Plan Satisfaction
• Leading Warranties
PowerAdvantage Partner Playbook
Learn About
Eaton Products
• Online Trainings
• Monthly Webcasts
• Product
Presentations
• ASM / ISR Lunch &
Learns
Generate
Demand
Deliver The
Pitch
• Eaton Logo Usage
• Eaton CDM Support
• Reseller Locator
• Content Syndication
• MDF Program
• Demand Generation Tools
and Programs
– Email
– Direct Mail
– Sales Flyers
• Site Assessment
• Product Fact Sheets
• White Papers
• Success Stories
• Competitive Cross
• Application Guides
• VMware Alignment
Close The
Deal & Up Sell
• Configurators
• Demo Unit
• UPSgrade
• Deal Registration
• Partner Discounts
(Up to 14%)
• UP Sell Power
Mgt / Warranties /
Services
Enjoy the
Rewards
• Sales Incentive
Program
• Training Incentive
Program
• Dedicated Channel Development Managers (Inside and Field Based)
• Streamlined Partner Portal For All Self Serve Needs
• Product Availability and Dedicated Support at Broad Line IT Distributors
Introducing Communic8
• Communic8 is a powerful demand generation
marketing tool that creates “1-2-3” campaigns in
1 – HTMLminutes!
Email
2 – Landing Page
with Lead Gen Form
3 – Content
Delivered via
custom page in your
syndication
Introducing Communic8
• Collect Leads from “1-2-3” campaigns via lead
reporting in your syndication console
You Can SAVE with Eaton!
5%
Join the
PowerAdvantage
Program
and receive Instant
Rebates
of 5%
5%
Sell Single
Phase UPS
Products to
Government
Healthcare
to receive
another 10%
4%
Register
your deal
to receive
best pricing and
protection
in addition
to another
4%
=
14%