Transcript APC-MGE Services

Energy Management Services
CSSP Sales Training
Energy efficiency assessment service performed by Schneider Electric
Lance Bishop, CEM, LEED AP
Director
Bobby Drought
Energy Management Consultant (East)
Adam Granz, LEED GA
Energy Management Consultant (West)
Energy Management Services (EMS)
●Who We Are:
● Audit and assessment services division within Schneider Electric
•Consultants & Engineers
•Inside Engineers: Final design and turnkey pricing
• At times, may need to outsource engineering
•Partners: Turnkey Implementation
●What We Do:
● Identify & quantify opportunities to maximize the performance of
mission critical facilities
•Solutions approach that evaluates IT, mechanical and electrical
infrastructure
●Our Commitment:
● Optimize energy while ensuring reliability throughout the lifecycle of
the data center
● Focus: Efficiency, Reliability, and Total Cost of Ownership (TCO)
Schneider Electric
Energy Management Services
Why CSSPs should promote Assessments
• Low-cost/High-value ‘Gateway’ Offering
• Generates opportunities to sell additional PRODUCTS & SERVICES
• Pull Through Revenue found proven to exceed well over upfront costs
• Makes future sales easier by identifying needs (pain points)
• New customers
• Introduces customers to you and SCHNEIDER ELECTRIC
• Current customers
• A touch point for existing customer who may be years away from a DC project
• Your competitors are offering this service
• Builds you as the Trusted Advisor for the DC
• Offering product agnostic advice - focus on performance, not product
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Bundled Services
.8 Multiplier off of ERP – 20% Margin
.08 ORP Discount for New Found Leads
NEW Upcoming SPIFF TBA by end of Q3
Schneider Electric
Energy Management Services
Overview of EMS Services
● EnergySTEP1
● Entry level Data Center assessment to identify power, cooling, layout, rack
management, utility usage, and basic efficiency. Low Cost, High Value
● Network Closet Assessment
● Circuit Tracing Assessment
● Power and Cooling
● Also offer enhance power security audits
● Readiness: Virtualization, Blade, Cloud, Collocation
● Electrical Efficiency with PUE
● Detailed analysis with projected ROI
● Custom
● Grey Space, Office Space, etc
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Energy Management Services
Candidate Profile
• Older Equipment
• Expressed or implied needs
• Operational (Power or Cooling) Issues
• High Energy Usage
• In transition
• Open to outside help
• Don’t have all the answers
• Looking for guidance
• Want to save money
Schneider Electric
Energy Management Services
Overview of EnergySTEP1
• Targeting Tier1/Tier2 data centers up to 5,000 square feet*
• Average data center includes
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NAM
1- 2 Centralized UPSs
8 CRAC units
100 Racks
8 – 10 Rows
• Standard SKU is WES1-EM-01
• Price is currently available as “call for quote”
• Lance Bishop: 214-535-7880
• Bobby Drought: 401-683-8950
• Adam Granz: 714-852-1176
*For data centers that do not meet this definition of “average “ there are other assessment
options available, please contact one of the people listed above to discuss
Schneider Electric
Energy Management Services
Details of Service
• Visual Inspection
• Perform a visual inspection of the data center and note any issues related to water leakage,
conformance to cleanliness standards, physical damage or other conditions that compromise the
operation of the data center.
• UPS and Battery Analysis
• Assess overall physical condition and note any deficiencies.
• Review maintenance/service records of the UPS. Identify issues that
compromise equipment uptime.
• Computer Room Air Conditioner (CRAC) Analysis
• Identify demand fighting and/or set points that increase energy consumption or decrease efficiency.
• Capture CRAC unit ratings and thermal outputs.
• Air Distribution Analysis
• Identify the air tile quantity and visually assess the air tile placement within the data center.
• Identify supply air leakage and bypass air paths in the air distribution system.
• Rack Review
• Row Review
• Examine each rows and rack enclosures for airflow suitability.
• Utility Review
• Need 15 months of utility or meter data
Schneider Electric
Energy Management Services
EnergySTEP1 Deliverables
• Customized Assessment Report
• Provides the customer with an in-depth review of the data center IT space power,
cooling, rack/row layout, and operation, along with general recommendations to
optimize performance
• Data Center Performance Recommendations
• Optimize Power and Cooling Systems, Reduce Energy Consumption, Improve
Efficiency, Identify Hot Spots and Optimize rack/row config
• On-Site Certified Service Professionals
• Report Review
• Provides an on site, or web based review, of the entry level assessment report, with
an Energy Management Specialist, who can review recommendations and answer
questions.
• Data Center Rating
Schneider Electric
Energy Management Services
Overview of EnergySTEP1
• EnergySTEP1 is….
• A good first step in energy management
• Helps the customer better understand and optimize the energy demands created by the
data center’s infrastructure
• A way to better understand the current situation in a data center including
deficiencies that may impact energy efficiency or availability
• A method of identifying areas requiring improvement
• A way to help the customer make more effective decisions that may lead to
increased efficiency
• EnergySTEP1 is NOT….
• A turn key solution
• The final authority on how to reduce energy
consumption in the data center
Schneider Electric
Energy Management Services
Typical EMS Process and Delivery
No action, additional
audits, or non-brand
specific product/services
Recommendations
& advisement
Contact sales:
Qualify Opp.
Discuss needs,
receive quote
Energy
STEP1
Process
Consultant &
sales present report
Onsite data
collection
Sales, consultant,
engineer review data
& customize report
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Energy Management Services
Interview with consultant,
provide utility data
EnergySTEP1 Sales Process & Delivery
• Service Delivery –Role of the FSE
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FSE is scheduled for an on site visit
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Using a sophisticated EnergySTEP Tool he gathers and captures information about the
data center’s
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Meets with the data center manager to discuss the data collection process & gather background info
Physical layout
General Condition
Power & cooling infrastructure (UPS, CRACs, etc)
FSE uses the Tool to generate the report, attaching it
along with data files and photos to the activity
in InTouch
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EMS Consultant will take it from there
Applications Engineer will also review
The FSE collects the data and utilizes the tool to analyze the data.
The FSE does not discuss the findings or deliver the report to the customer.
Schneider Electric
Energy Management Services
EnergySTEP1 Sales Process & Delivery
• Role of Sales after the PO is received…Contact your customer to set
expectations
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Service Coordinator will be contacting them to schedule the two hour data
collection visit within 2 weeks or less
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Review the data collection process
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Someone will accompany the FSE as he walks through the data center
FSE will need to have access to the equipment’s display data
Customer should gather required info regarding age of equipment, maintenance
records, etc before the FSE arrives
FSE is the data collector only and will not comment on the findings
Set expectations for what will happen after the data
collection
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When can they expect to see the output report?
What kind of information will be included in the report?
How will it be delivered and by whom?
Energy Management Services
The Scorecard
Schneider Electric
Energy Management Services
Sample EnergySTEP1 Report
Details and scorecards are provided down to each subcomponent
EnergySTEP1 Data Center Assessment
EnergySTEP1 Data Center Assessment
Floor Layout and Air Distribution
Computer Room Air Conditioner (CRAC)
Rating
Finding
Recommendation
Energy
Savings
See Note1
Rating
Finding
Recommendation
Energy
Savings
See Note1
More than 25% of the air tiles are not located
correctly in the data center.
Remove air tiles from hot aisles and where they
are not directly cooling equipment.
1 - 2%
All the CRAC units were in cooling mode at the
time of the assessment. No temperature demand
fighting detected.
None.
The equipment rows are not orientated
perpendicular to the CRAC units. This decreases
the efficiency of the air distribution system,
increases energy usage and limits rack densities.
Perform a more detailed assessment to determine
corrective action and ROI.
4 - 6%
The CRAC units were not configured for
humidification. There was a canister humidifier
present with a set point of 50% Relative Humidity
(RH).
Current industry standards allow for an RH of
35% . Reducing the RH setting will lower energy
costs without impacting availability.
Rows are configured for hot aisle / cold aisle.
Data center meets industry best practices for hot
aisle / cold aisle cooling configuration.
Not Applicable
Maintenance for all the CRAC units is up to date.
None.
Not Applicable
Several of the rows have gaps between the racks.
Install curtains, move racks together or install
empty racks with blanking panels where possible.
1 - 3%
All the CRAC units are in good to excellent
physical condition.
None.
Not Applicable
EnergySTEP1 Data Center Assessment
Data center does not have a suspended ceiling.
Nothing to recommend for optimizing ceiling tiles.
Not Applicable
UPS Configuration
Note1: Potential savings for a fully optimized data center. Total savings will be significantly less than sum of individual esti mates.
Subsystem efficiency
and/or reliability is significantly Finding
below average. Further improvements are highly recommended.
Rating
Recommendation
Energy
Savings
See Note1
Subsystem efficiency and/or reliability is below average. Further improvements are recommended to improve efficiency and/or reliability.
UPS input
to output
power
is 74%
.
90%beefficiency
at the
current
is
Subsystem efficiency and/or reliability
is average
for this
data efficiency
center. Further
improvements
may
possible, but
the gains
areoperating
likely to bepoint
minimal.
UPS kW load is 34%. UPS is approximately 10
Insufficient data to rate system /years
subsystem.
old.
1 -2 %
EnergySTEP1 Data Center Assessment
All CRAC units are 6 to 10 years old. Typical
efficiency for CRAC units of this age is good.
Retrofit or replacement to gain efficiency may be
possible. A more detailed analysis would be
required to determine ROI.
Rack Configuration
Unknown
without further
analysis
Note1: Potential savings for a fully optimized data center. Total savings will be significantly less than sum of individual esti mates.
Subsystem efficiency
and/or reliability is significantly Finding
below average. Further improvements are highly recommended.
Rating
Recommendation
Energy
Savings
See Note1
Subsystem efficiency and/or reliability is below average. Further improvements are recommended to improve efficiency and/or reliability.
10 – 15%
achievable with a new UPS . This, coupled with
the age of the UPS, maintenance requirements
and parts availability may justify replacement of
the existing UPS. Further analysis is required to
determine ROI.
Between
25% and
of the
racksFurther
are missing
Install
panels
in allare
unused
U be
–Spaces,
Subsystem efficiency and/or reliability
is average
for 50%
this data
center.
improvements may
be blanking
possible, but
the gains
likely to
minimal.
blanking panels. Front to back cooling is
Insufficient data to rate system /compromised
subsystem. resulting in increased rack
1 - 2%
including empty racks, during next maintenance
window to improve airflow efficiency.
temperatures and operating costs.
Less than 25% of the racks are missing side
panels.
Solid side panels improve air flow through the
equipment and should be installed if possible.
1 - 2%
The raised floor is a supply plenum. There is
significant air leakage under less than 25% of the
racks.
Install wire brushes or grommets to seal cable
penetrations under the rack and improve airflow
efficiency.
1 - 2%
Not Applicable
Not Applicable
Five of the racks have inlet temperatures
exceeding ASHRAE TC 9.9 limits (80.6 Deg F or
27 Deg C).
Perform a more detailed assessment as soon as
possible to determine root cause and corrective
action. Elevated rack inlet temperatures may
compromise equipment availability.
Unknown
without further
analysis
Output phase load imbalance is within 10%.
No corrective action required.
Not Applicable
UPS is in excellent physical condition.
None.
UPS maintenance is up to date.
None.
Note1: Potential savings for a fully optimized data center. Total savings will be significantly less than sum of individual esti mates.
Schneider Electric
Not Applicable
Note1: Potential savings for a fully optimized data center. Total savings will be significantly less than sum of individual esti mates.
Subsystem efficiency and/or reliability is significantly below average. Further improvements are highly recommended.
Subsystem efficiency and/or reliability is significantly below average. Further improvements are highly recommended.
Subsystem efficiency and/or reliability is below average. Further improvements are recommended to improve efficiency and/or reliability.
Subsystem efficiency and/or reliability is below average. Further improvements are recommended to improve efficiency and/or reliability.
Subsystem efficiency and/or reliability is average for this data center. Further improvements may be possible, but the gains are likely to be minimal.
Subsystem efficiency and/or reliability is average for this data center. Further improvements may be possible, but the gains are likely to be minimal.
Insufficient data to rate system / subsystem.
Insufficient data to rate system / subsystem.
Energy Management Services
Service Coverage Aging Report Option:
Service Coverage Aging Report Option:
Data Center Health and Efficiency Check
Data Center Health and Efficiency Check
Options to consider
SKU:
Description:
Data Center Health & Efficiency Check will help you develop a strong, ongoing relationship with your customer. As you offer
WES1-EM-01
programs and services that can impact your customers’ efficiency and energy costs, you are positioning yourself as a trusted adviser.
(up to 5,000 sq')
Additionally, the findings lead to improvement suggestions and opportunities to sell additional products & services.
Note* for Data Centers l arger then 5,000 s q' or 1,000KW of capaci ty pl eas e cal l your Schnei der El ectri c Servi ces Speci al i s t.
Location: Options to Consider
SKU: WES1-EM-01
Description: Data Center Health & Efficiency Check – written to the
partner on how it will help them work more closely with their clients
Cost: $1,700
*If you are aware of data centers much larger or smaller, please contact
the EMS team for a more appropriate price
Schneider Electric
Energy Management Services
Cost:
$1,700.00
(up to 5,000 sq')
Pricing Structure for EnergySTEP1
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Energy Management Services
Partner Page Tools
https://www.apc.com/personalpage/login.cfm
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Energy Management Services
Partner Page Tools
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Energy Management Services
Sales Portal
http://www.apc.com/products/family/index.cfm?id=244
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Energy Management Services
EnergySTEP Roadmap
Offer Name
Definition
EnergySTEP 1
Walk-through Audit
“Health Check” with recommendations
Utility & carbon analysis
EnergySTEP 2
Detailed Audit
Power & Cooling
PUE, CFD, Density/Capacity
Custom Efficiency & Readiness
EnergySTEP 3
(One Schneider)
Comprehensive Design
EnergySTEP 4
(Turn Key)
Design / Build – possible guaranteed savings
Schneider Electric
Energy Management Services
Detailed Audit including One Schneider services:
- Grey Space (office & plant), Power Security, Metering, etc
Solutions level offering with ROI
Owner (Partner) Finalize Design & Implementation
Full design and installation: Schneider as Construction Manager
ROI with optional performance measurements, remote monitoring (NOC)
Complex solutions
Paybacks based on client’s business needs
Case Study – EnergySTEP1
Sample Project: Digital Content Delivery Services Supplier
Audit:
Surface Level
Fulfillment:
July 2011
Duration:
3 weeks
Data Center: 1024 Sq2, 27 Racks, 1 UPS
Client
Feedback:
Energy
•Knowledge
of audit team
Management
•Thorough response and recommendations
•Provided cost effective solutions to maximize
the performance of our mission critical facility
Partner:
Schneider Electric
Energy Management Services
LDP Associates
Client Issues:
•Legacy data center cooling system design
•Significant mixing of supply and return air to
the CRAC units
•Cooling of high density equipment is limited
Solutions:
•Install blanking panels in open U-Space,
consider adding empty racks and/or air
curtains
•Reposition supply air ducts to cold aisles
•Seal cable openings under the racks.
•Perform UPS maintenance and calibrate
input phase current readings
•Consider a Data Center monitoring and
control system
Case Study – EnergySTEP2
Sample Project: Home Healthcare and Hospice Provider
Audit:
Power & Cooling
Fulfillment:
April 2011
Duration:
3 weeks
Data Center: 1900 Sq2, 7 Rows, 6 UPS
Client Feedback:
Energy
•Liked vendor neutral approach
Management
•Thorough response and recommendations
•Built two solutions: existing Data Center
(275kW additional capacity) and Plans for
new Data Center
•Knowledge of audit team
•Audit paid for itself
Partner:
Schneider Electric
Energy Management Services
Greybar
Client Issues:
•At capacity due to 20% annual growth
•All breaker positions occupied
•Inefficient & infrequent failures
Solutions:
•Migrate 208 volt PD to rack level
•Install 6 150kVa PDUs w/ 2 panels
•Balance UPS & PDU loads & phase
currents
•Reconfigure supply duct (T&B airflow)
•Change layout, blanking panels
•2 250kVa scalable to 500kVa modular
UPSs
•Centralized network mgt system
•New racks @ 3kW/rack
Case Study – EnergySTEP3
Sample Project: Storage Hardware Solutions Provider
Audit: Data Center efficiency with CFD
and IT server virtualization
Fulfillment:
February 2007
Data Center: 19,492 Sq2, 4 UPS, 19 CRACs
Energy
Client Feedback:
Management
•Audit provided roadmap for infrastructure
improvements
•Energy use was reduced, space was freed
up and cooling systems were made more
efficient
•Makeover saved more than $3 million in
capital and operation expenses over 3 years
Schneider Electric
Energy Management Services
Client Issues:
•Establishing a baseline of the existing data
center infrastructure and determining its
ability to support future growth
•Cooling distribution issues and has been
experiencing hot spots
Solutions:
•Installed an additional UPS to provide
capacity for future growth
•Racks arranged in hot/cold aisle layout
•Utilized the ceiling plenum to provide hot air
to return to the CACU units
•Calibrate the temperature and humidity
probes on the CACU’s
•Eliminated 165 servers
If your partners want to plan a
webinar – we can help
Sample Webinar Campaign
EnergySTEP1 for $1,450
● ERP $1,850
● Price typically dependant on size / complexity
20% Discount on “Quoted” Audit Services
● Price based on SOW
● Power, Cooling, Efficiency/Environmental, PUE, CFD, Wire Tracing
● Readiness: Virtualization, Cloud, Blade, Collocation, etc
● Customized (Including Grey Space)
Must request service by September 30, 2011
Schneider Electric
Energy Management Services
Questions?
Bobby Drought: 401-683-8950
Energy Management Consultant (East)
Adam Granz: 714-852-1176
Energy Management Consultant (West)
Schneider Electric
Energy Management Services