sales trng product power

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.


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.


SURT 1000 – 10000UXI/XLI


Features and benefits


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 DisplayedRedundant, Scalable, High Availability Power Protection

250kW Configuration


Relevance of this Offering to Customers

Define the customer pain point that this offering addresses

Translate into the product value proposition


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 Requirement vs solution offerings Design vs Costing Availability analysis TCO

White papers, data sheets, etc. On Architecture, Products literature, product Presentations, Design layouts

Proposals/quotations Full Project Proposal for DC projects.. Case studies Case studies along with customer satisfaction documents, with strong focus on

Choice Design Strength, how did choice simplify the customers complex requirements


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

Fax: + 91 44 2420 1022

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

Fax: + 91 20 2567 9927

Phone: +91 0422 4384440

Mumbai Chennai

Pune Coimbatore

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

Kolkata

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

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