sales trng product cooling

Data Centers…Simplified

Cooling<<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 Stulz-

CyberAir / CyberAir 2 CW based DX based Capacity :

• 18 – 53 Kw on Single Compressor

• 40 – 106 Kw on Dual compressor

Compact Line CW based. DX based Capacity :

• 11 – 90 Kw


Features and benefits

CyberAir: Precision Air Conditioners

High efficiency with energy savings up to 30 % compared to standard fans

Infinitely variable air volume setting via Controller C7000 Long and maintenance-free operating life through direct drive

technology Smooth air path and noise absorbing insulation reduces

sound levels Anti-vibration-mounting isolates fan from unit structure


Features and benefits

Compact-Line: Precision Air Conditioners

A high standard of technology with the outstanding quality and reliability that you can expect from STULZ, all in an extremely compact form: these are the advantages that make the COMPACT-LINE so special. These compact units can be used to ideally meet the requirements of removing large heat loads cost-effectively in the smallest possible space in modern high-tech suites - maximum cooling capacity in the smallest possible space.

COMPACT-LINE precision air conditioners meet all the requirements of modern air conditioning. Their compact form means that the units can be integrated into IT rooms without taking up too much space, and can be operated cost-effectively. Installation and start-up is also incredibly easy.


Most complete range of cooling solutions for the IT Environment

Cooling Solutions

Cooling Solutions for the IT Environment

NetworkAIR® FM

NetworkAIR PA

NetworkAIR CW

NetworkAIR AFX

NetworkAIR CM

Air Distribution/Fans Room Air Conditioning

Rack Air Distribution Unit

Side Air Distribution Unit

Rack Air Removal Unit

Wiring Closet Ventilation Unit

Modular/High Density Air Conditioning

InfraStruXure® InRow SC

InfraStruXure InRow RC

InfraStruXure InRow RP

InfraStruXure Cooling Distribution Unit

Rack Air Containment

Hot Aisle Containment


InfraStruXure® InRow SCIn-row air conditioning for server rooms and wiring closets

Up to 5kW

InfraStruXure InRow RCIn-row air conditioning for medium to large data centers including high density applications

Up to 30kW per rack

InfraStruXure InRow RPIn-row precision air conditioning for medium to large data centers including high density applications

Up to 60kW per rack

The predictable solution for an unpredictable environment


InfraStruXure® Cooling Distribution UnitFlexible chilled water distribution system for the InfraStruXure InRow RC

Supports up to 12 InRow RC units

Rack Air ContainmentModular air containment system designed to maximize cooling predictability, capacity, and efficiency

Front and rear containment options

Hot Aisle ContainmentHot Aisle Containment for high density configurations

Supports 19” and 23” wide NetShelter enclosures

Air Distribution / Fans

Rack Air Distribution UnitAir distribution for power dense enclosures and low pressure areas

Delivers up to 3.5 kW of cool air

Rack Side Air Distribution UnitAir distribution for networking equipment with side to side airflow

Delivers up to 1.8 kW of cool air

Wiring Closet Ventilation UnitRapidly deployable wall and ceiling mount heat removal for wiring closets

Support up to 3kW of heat removal

Air Distribution / Fans

Rack Air Removal Unit VXValue heat removal for high density equipment in

NetShelter® VX enclosures

3.5 kW to 7.5 kW of heat removal per rack

Rack Air Removal Unit SXPerformance heat removal for high density equipment in NetShelter SX enclosures

3.5 kW to 16.5 kW of heat removal per rack


Relevance of this Offering to Customers

Provides air distribution, portable cooling and precision air conditioning for all IT equipment cooling needs

Designed for cooling and heat removal in low power to high density environments at the rack, row and room level

Ease of use with integrated management for multiple platforms

Serviceable components with few single points of failure for high availability


Who is the Competition and What is Our Differentiation?


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


What Sales Support Material To Expect

Customer needs analysis

White papers, data sheets, etc.

Proposals/quotations

Case studies


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

Hyderabad (HO) Gurgaon

Bangalore Noida

Phone: + 91 22 2518 5910-12

Fax: + 91 22 2518 5915

Phone: + 91 44 2431 3171-74

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Phone: + 91 20 2567 9926-27 + 91 20 3292 1412

Fax: + 91 20 2567 9927

Phone: +91 0422 4384440

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Phone: +91 33 3251 5541 +91 33 2463 6900

Kolkata

http://www.choice-solutions.com/

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