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Data Centers…Simplified
Power<<Product Group>>
<<PM Name>>
Choice Internal Sales Training FY0809
© 2008-09 Choice Solutions2
What Exactly Are We Offering to Customers?
Define the market segmentation and the specific products suitable for the different segments E.g. commodity, fast moving, simply drop the box and walk
Define advanced offerings which require our post-sales participation
Provide length of sales cycle, revenue realization, and profit margins for the different products
Products from MGE -
MGE Galaxy PW Harmony Range: 20/30/40/50/60/80/100/120 Kva.
MGE Galaxy PW Range: 160/200 Kva.
© 2008-09 Choice Solutions3
Features and benefits
Topology: Double Conversion Online Output Power Factor : .8 Management (s): SNMP, ModBus/Jbus (optional), potential
free contacts. Input : Hard Wire 5-wire (3PH + N + G) Output : Hard Wire 5-wire (3PH + N + G). Input voltage range for main operations 380-415 + 15% Paralleling up to 4 units. Multi-function LCD status and control console Built-in Maintenance Bypass, Built-in Static Bypass Internal DigiBatTM battery management/supervision Standard Warranty 1 years.
© 2008-09 Choice Solutions4
SURT 1000 – 10000UXI/XLI
© 2008-09 Choice Solutions5
Features and benefits
© 2008-09 Choice Solutions6
Topology: Double Conversion Online Output Power Factor : .8 Interface Port (s): DB-9 RS-232, RJ-45 10/100 Base-T. (SNMP) Waveform Type : Sine wave Input Connector: IEC 60320 (1-3Kva),3 Hard Wire (1PH+N+G) 5-6Kva,
Hard Wire 3 wire (1PH+N+G) or 5-wire (3PH + N + G) 8-10Kva Output Connections: IEC 60320 C13, IEC 60320 C19 (with Resettable
circuit breakers), Hard Wire 3-wire (H N + G). Input voltage range for main operations 100 - 280V Uses external battery system (UXI) or Internal Battery system (XLI) Audible Alarm: Alarm when on battery : distinctive low battery alarm :
overload continuous tone alarm SmartSlot (for Accessories) Internal Bypass (Automatic and Manual) Rack Height 3/6U (InfraStruXure compatible) Temperature-compensated battery charging Standard Warranty 2 years repair or replace
SUVTP ** KHS 15/20/30/40Topology: Double Conversion Online Output Power Capacity Designed on .8 PF Interface Port (s): DB-9 RS-232, RJ-45 10/100 Base-T. (SNMP)Parallel-capacity/ redundancy capableInput Connector: Hard Wire 5-wire (3PH + N + G)Output Connection: 5-wire (3PH + N + G). Input voltage range for main operations 304 - 477VFrequency range :40-70Hz No internal battery - uses external battery systemMulti-function LCD status and control console LED status indicators Audible Alarm: Alarm when on battery : distinctive low battery alarm : overload continuous tone alarm Built-in Maintenance Bypass, Built-in Static Bypass Temperature-compensated battery charging Standard Warranty 1 years repair or replace
Symmetra Power Array
4-16 KVA (N+1)
Rack Tower Convertible
Symmetra LX
High performance, redundant power protection with scalable power and runtime for computer rooms and voice and data networks
Industry’s most space-optimized modular UPS solutions
N+1 Redundancy & hot-swappable modules ensure availability
Separate user-replaceable Power, Intelligence, and Battery Modules, Frame Electronics Module and Input/Output Slide Tray ensure fast, easy serviceability
UPS Network Management Card & PowerView LCD Display provide local & remote manageability
Scalability, stackable battery frames, ability to ship with modules installed & many other features provide adaptability
Symmetra PX 10-80 Product Design Benefits
Premium Line-Up and Match External Battery Enclosure
A total of four (4) enclosures can be connected to the UPS for extended runtimes
Dual Mains Input/Output
Allows for connection to 2 seperate power inputs for increased avilability
Symmetra PX
Battery Module
Connected in parallel for increased availability and hot swappable for easy replacement by a trained user
Built-in Static Bypass Switch
Enables the UPS to transfer the load to utility power, without interruption, in case of heavy overload or faulty conditions
Redundant Intelligence Module
Back-up for the Main Intelligence Module provides increased availability
Power Module
Provides the flexibility to scale power capacity and adds N+1 capability as well as includes a fully rated inverter for providing more real power
Key features – Symmetra PX 160kW
Hot-Scalable from 16kW to 160kW (144kW N+1)
Two racks for Power, Distribution & Battery
High Power Density (kW/sq.m)
95% efficiency – highest in its class
Centralized Management Display
Integrated Modular Power Distribution
Hot scalable power, distribution & run time
Hot swappable Internal Bypass Static Switch
Double Conversion
Input PF regulated to unity
1.0 output PF (kW=kVA)
Dual mains
Extended life batteries (5 – 8 yrs) & run times
Aesthetically matches the data center
The Right-Sized UPS for your business critical applications
Key features – Symmetra PX 250/500kWHot-Scalable from 25kW to 500kW
96% efficiency – highest in its class
High Power Density
For the White Space or in the Backroom
Double Conversion
Input PF regulated to unity
1.0 output PF (kW=kVA)
Dual mains
Internal Bypass Static Switch
On-the-fly or off-line firmware upgrades
Black box function (event logging w/ graphs)
Regulated fan speed (reduced noise)
Extended life batteries (5 – 8 yrs)
N+1 Configurable
Parallel operation
Predictive Maintenance
Waveforms Graphically Displayed
Redundant, Scalable, High Availability Power Protection
250kW Configuration
© 2008-09 Choice Solutions13
Relevance of this Offering to Customers
Define the customer pain point that this offering addresses
Translate into the product value proposition
© 2008-09 Choice Solutions14
Who is the Competition and What is Our Differentiation?
© 2008-09 Choice Solutions15
Principal Management
Negotiating competitive pricing from principals/partners
In the face of competition, how do we work with principals to get preferential treatment?
Importance of keeping principal commitments E.g. picking up order at a reasonable negative margin in order to meet principal
commitments. Usually, principals provide backend incentives for meeting commitments.
Training qualified sales people which relieves the principal of managing pre- and post-sales cycles; principals appreciate/demand self-sufficiency
Getting third-party commitments to fulfill post-sales obligations
© 2008-09 Choice Solutions16
What Sales Support Material To Expect
Customer needs analysis
White papers, data sheets, etc.
Proposals/quotations
Case studies
© 2008-09 Choice Solutions17
Choice Solutions Contact<<PM Name>><<Designation>>
<<email>>C: <<cell>>T: <<tel>>
http://www.choice-solutions.com
Phone: +91 40 2354 7600
Fax: +91 40 2354 6400
Phone: + 91 124 4004733
Fax: + 91 124 4004733
Phone: + 91 80 4123 6368-72 Phone: +91 120 3205202 / +91 120 4321230-32
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Bangalore Noida
Phone: + 91 22 2518 5910-12
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Phone: + 91 20 2567 9926-27 + 91 20 3292 1412
Fax: + 91 20 2567 9927
Phone: +91 0422 4384440
Mumbai Chennai
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Phone: +91 33 3251 5541 +91 33 2463 6900
Kolkata