How to Sell - Sales Training
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Transcript How to Sell - Sales Training
Steven Carlini
Marketing Programs
InfraStruXure™ for Large Data Centers
InfraStruXure™ Packaged Systems by Application
3-Phase Power Product Lines
Symmetra M
Symmetra 3-Phase
Smart-UPS 3-Phase
3-Phase Power Distribution
Silcon
>>>>Power Generation (Power Gen & Fuel Cells)
Power Generation - Fuel Cell
InfraStruXure System with Revolutionary Integrated Fuel Cell
InfraStruXure™ w/Integrated Fuel Cell
© 2004 APC corporation 2004
Power Generation - Fuel Cell
URL
http://www.tomsnetworking.de/content/reports/j2005a/report_apc_isx/index.html
InfraStruXure™ w/Integrated Fuel Cell
© 2004 APC corporation 2004
Smart-UPS 3-Phase - Smart-UPS VT ISX (20&30 kVA)
480 to 208/120V SUVT Step
Down Transformer/MBP/Dist
#2
15 Minutes Run Time 30 kVA
Hardwire &
5 L21-20R
Output
0U Back of Rack
#3
480V – 208V
TEH 13/3-2005
208V – 208V
Bottom of the Rack
© 2004 APC corporation 2004
Silcon - North America Market Penetration Program
Program
5 Rep Firms Participated
Baseline of .51 X List $ was moved to a .41 X off list price for all Silcon
and Silcon Accessories,
Goals
Eliminate Silcon pricing as a barrier to relationship building in the
CE/contractor market
Dramatically increase NAM sales volume in the >80-500 kW NCPI
space
Ramp up ISX education
Status
Mona Sforzini working on 2006 revised NAM Silcon “market” pricing
© 2004 APC corporation 2004
Silcon – 40-500kW in NAM
•Delta conversion remains a viable product, but its large
physical size and high manufacturing costs are non optimal at
the lower 3-phase kVA levels (30 kVA & below)
•It is now possible to design much smaller, very reliable, high
efficiency (even at very low load levels), competitively priced
UPS using double conversion on-line topology
•Delta conversion efficiency and reliability advantages remain
advantageous in 40kW and above 480/208V space
•Silcon will remain APC 3-Phase Value Line 40-500kW
through 2007
© 2004 APC corporation 2004
Symmetra PX – PX250 & PX500
•Early Adopter Units for Shipping June 2006
• 1 PX500 & 4 PX250 fully configured (including batteries and side car distribution)
• Must be for data center – preferably High Density. 20 racks of Blades for
the PX500, 10 racks of Blades for the PX250
• Must be a willing testimonial site – conferences, quotes, videos, etc…
• All major functionality except “parallel ability”
PX250
250kW
Symmetra PX
© 2004 APC corporation 2004
PX500
500kW
New Global Advanced Technical Handbook
Supplying accurate and timely technical information to
the global APC partners and customers who work to
specify or support APC solutions.
Chapter 1: White Papers
Chapter 2: Selection Guide
Chapter 3: Products: Network & Server UPS
Chapter 4: Products: Data Center & Facility UPS
Chapter 5: Submittal Drawings
Chapter 6: Guide Specifications
Chapter 7: Diagrams and Configuration Documents
•Symmetra MW 400V and 480V Efficiency Curves
•Smart-UPS VT 208V and 400V Efficiency Curves
•Symmetra PX 208V Efficiency Curves
© 2004 APC corporation 2004
Data Center Power Statistics
Dynamic power variation in IT equipment has
gone from 5% to 50% in two years
Hypothetical Data Center – Seasonal Business
1000
900
800
700
600
500
400
300
200
100
0
kW Load
Jan
© 2004 APC corporation 2004
March
May
July
Sept
Nov
EFFICIENCY
Internal power consumption of UPS
UPS internal power consumption (loss)
90%
Power delivered to load
Most data centers
operate in this range
No-load loss is
present even at no
load
{
0%
0%
60%
10%
75%
80%
84%
86%
88%
89%
90%
20% 30% 40% 50% 60% 70% 80%
UPS load
% of full power rating
© 2004 APC corporation 2004
91%
}
No-load portion of loss
stays constant from full load
all the way down to zero load
90% 100%
3-Phase Efficiency Curve
UPS Efficiency %
UPS Efficiency
100
90
80
70
60
50
40
30
20
10
0
Symmetra PX80
Traditional On-Line
UPS
1
10 19 28 37 46 55 64 73 82 91 100
UPS Load %
© 2004 APC corporation 2004
SYMW Loss Chart
Loss SYMW, NAM and EMEA Models
50.00
45.00
40.00
400kW
Loss [kW]
35.00
600kW
30.00
800kW
25.00
1000kW
20.00
1200kW
1400kW
15.00
1600kW
10.00
5.00
0.00
0
10
20
30
40
50
Load [%]
© 2004 APC corporation 2004
60
70
80
90
100
Your entitlement to data center efficiency
Data Center
Efficiency
30%
35%
70%
Savings
NCPI
Total power
consumed by
data center
Equipment
NCPI
Equipment
NCPI
Equipment
IT
© 2004 APC corporation 2004
Savings
IT
IT
Loads
Loads
Loads
Do nothing
10% Increase in
efficiency of
NCPI Equipment
Rightsize
NCPI
InfraStruXure for Large Data Centers
TM
Customized
Packaged
Mobile
Create a custom NCPI solution to
fit your unique IT environment
Select a pre-packaged, complete
solution for optimal convenience
Develop an adaptable, mobile solution
for quick transition and recovery
INTRODUCING
ISX Large Data Centers
Customized Solutions
Created with a Limited
Range of Standardized
Modular Components &
Packaged Systems
Leverage InfraStruXure Success in Large Data Center Space
© 2004 APC corporation 2004
InfraStruXure for Large Data Centers
TM
Standardized Product Inventory with Volume Prices
Less reliance on custom engineering group!!
Two Week Delivery of a standardized System!!
SYMW & Matching Battery Systems
Switchgear
Output Sub-Feed Distribution Side Car
Static Switch
DC Breakers
Maintenance Bypass
Cooling – Chiller, IR & FM
Large Generator & ATS Options (special order)
Symmetra MW Pricing is now “Right Size” Friendly
© 2004 APC corporation 2004
InfraStruXure for Large Data Centers
TM
2000 sq ft 400 kW 72 Rack (5 kW/rack) ISX Large Data Center
© 2004 APC corporation 2004
InfraStruXure for Large Data Centers
TM
4000 sq ft 72 -144 Rack (5 kW per rack) ISX Large Data Center
400 kW scalable to 800 kW
© 2004 APC corporation 2004
InfraStruXure for Large Data Center - Funnel
How??
Need your help to better manage Funnel
Input and actively manage all Large Datacenter
Increase
Ability to Meet Customer Expectations
Projects
in Siebel
Operational
Efficiency
Key
funnel categoriesInventory
Optimization
Presenting
Proposal
Project
Management
Planning
Developing
Opportunity
Closed – all
Tweak % of winning and scope of project as
needed
© 2004 APC corporation 2004
3-Phase Power Distribution - Scalable and
Adaptable PDU’s
Customer requirements for PDU functionality
1) Adaptability and scalability after install - safely scalable while unit is hot.
2) Systems designs that increase deployment speed and reduced reliance on ATO
3) Compact in size (U height in rack or floor space)- especially important for dual fed
architectures
4) Designs that do not limit airflow in racks or block user access (cables included)
5) Compatibility with current and future power distribution cords and RMPDU's
6) Branch level manageability (do not have on current RDP)
7) Designs that provide adequate number of poles (not seen as breaker limited by the
customer)
8) High density version to be able to power racks up to 30kW
9) Simple to understand and configure (limited number of SKU's and options)
© 2004 APC corporation 2004
3-Phase Power Distribution - Scalable and Adaptable PDU’s
© 2004 APC corporation 2004
3-Phase Power Distribution - Scalable and Adaptable PDU’s
© 2004 APC corporation 2004
New SYMW Synchronization Options
With the APC UPSync or XTSync the customer will be able to hottie allowing you to Synchronize two AC busses to take one UPS
out for maintenance
Basic Synchronization solution:
UPSync synchronizing two Symmetra MW UPSs (or UPS systems) in
battery operation to each other
Advanced Synchronization solution:
The XTSync is used to synchronize two or more Symmetra MW UPSs or
systems of Parallel UPSs in Battery Operation, to each other or to an
external source (generator or brand X UPS) or load-bus tie.
Application note coming before the end of the year
© 2004 APC corporation 2004