Escolar Documentos
Profissional Documentos
Cultura Documentos
Ashish Moondra
Senior Product Manager
Selling Process
Know who to sell to / thru
Know the market trends
Understand the Power
Who to sell?
Personas
Datacenter Manager
Datacenter Operations
Facilities Manager
Windows / Unix administrators
Network administrators
Lab Managers / Administrators
Applications
Datacenters
Colocation, Hosting
Remote Offices
R&D Labs for IT Vendors
Virtualization
,
Cloud
Regulation
Efficiency &
Green
initiatives
Complianc
e
Business &
technology
forces
pressing on
the data
center
External
forces
changing
the
Consolidat business
ion
climate
Higher
Density
Reduced
Budget
Challenges
Increasin
g
Demand
Infrastructure Management
Intelligent Rack PDUs with remote monitoring capabilities
Software solutions for centralized management and monitoring
Seamless integration within existing management structure
Heat density
Rack PDUs with higher ambient temperature ratings
Integrated environmental monitoring at the rack level
Availability
5
COMPANY CONFIDENTIAL
Trends.contd.
Energy Efficiency
Power density
3-phase PDUs
PDUs with more C19 outlets
PDUs with higher outlet counts
6
COMPANY CONFIDENTIAL
Qualifying questions
Where are they today?
Do you manage power within the datacenter today? If yes, how and at
what level?
What tools do you use to manage Rack PDUs and overall power
consumption today?
What are the power distribution / management challenges within their
existing setup?
How do you deal with servers that hang up?
Is the datacenter manned 24x7?
How do you figure out the best location to install new servers?
Have you installed blade servers or large Cisco switches? How do you
power them?
What and how many circuits do you bring to the rack?
What racks do you use and how are PDUs installed?
What temperature do you see within the hot aisles in? Do you have
rack level environmental monitoring in place?
Qualifying Questions
Where do they want to be?
Do you have any Green initiatives within your organization?
Would you like to have the capability to implement chargeback
schemes?
Would you like to have the capability to justify the ROI of replacing
old equipment?
Do you anticipate several changes within the datacenter during its
lifecycle?
Would you like to have lower number of circuits coming to each rack?
Would the ability to remotely turn on equipment reduce their MTTR?
Would you like to leverage rebates provided by utilities?
Adaptive vs Non-Adaptive
Switching capability
Outlet level vs Strip level metering
Type and number of outlets required
Yes
Yes
Yes
Yes
Yes
Yes
Monitoring at the
strip level
Yes
Yes
Yes
Yes
Yes
Yes
Integrated
Environmental
Monitoring
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Basic DC power
distribution
Yes
Liebert
MPX
Yes
Monitoring at the
outlet level
Yes
Yes
Outlet switching
Adaptive to allow
changes to outlet
and power types
Yes
Basic
Managed
Adaptive
11
Avocent PM3000/2000
Metering
Current, voltage and power for each outlet, phase and circuit
Capability to display aggregate current, voltage and power
Threshold / Alarming capability
Control
Manageability
Avocent PM1000
Metering
Manageability
PDU)
Vertical (20 & 24 outlet) and horizontal (10
outlet) models
C13 & C19 outlets
14
CompanyConfidential
Local Display
(RPCBDM)
consumption
Mix of C13 and C19 outlets
Horizontal and Vertical solutions
Ability to meter at the outlet level
Integrated environmental monitoring
Higher temperature rating
IP capability as well as onboard web interface
10 ft. standard power cord length
Power Array capability
Centralized management through DSView3
18
Hardware Differences
Liebert MPH and MPX
Measurement resolution
+/- 1% (Amps/Volts)
Temp rating 55 C (131 F)
OCP- circuit breakers
Management- IP only
Remote LCD display panel
(optional)
Modular controller card
Normally closed relays
NEMA, IEC and mixed outlet
120, 208-1ph, 208-3ph, 208/120
3-ph & 415V configurations
19
Avocent PM1000/2000/PM3000
Measurement resolution
+/- 5% (Amps/Volts)
Temp rating 45 C (113 F)
OCP-fuses
Management- Serial or IP
Local LCD display
(standard)
Embedded controller card
Normally open relays
IEC outlet configurations
120, 208-1ph, 208-3ph & 415V
configurations
Management Differences
Liebert MPH and MPX
No CLI and SSH option
Local authentication
SNMP v1
No onboard data log
IPv4 support
Avocent PM1000/2000/PM3000
CLI and SSH
Local and remote authentication
SNMP v1,2 & 3
Onboard data logging
IPv4 & IPv6 support
* Does not include support for bulk configuration settings and firmware
upgrades
20
Model
Name(s)
415V
MPH/MPX
MPH /
MPX
60A / 50A
MPH
MPH
Freedom
Rack
Power
Manager
Major Features
New /
Replacement /
Update
If Replacement,
EOL Plans
Planned GA
Date
NPD
Phase
New
September
2011
Phase 5
New
--
September
2011
Phase 5
Replacement
DSView3 Power
Manager Plugin
When
Integration
between DSView
& RPM is
complete
December
2011
Phase 5
Standalone
PDU Management capabilities as in DSView
Improved Scalability
Scheduled reports
Custom group reports
Exportable Postgres SQL dB
Bulk configuration changes
Peak hour / off peak energy costs
Segregated internal vs external temperature
readings
21
Rack Power
Manager
Nform
Y (planned)
Y (planned)
22
COMPANY CONFIDENTIAL
Emerson Advantage
23
COMPANY CONFIDENTIAL
Weaknesses
ENP Strategy
APC
Customization
Over distributed
Limited outlet level metering
solutions
Performance specs
Adaptive
Manageability with
DSView / Rack Power
Manager
Minor product
modifications considered if
a business case exists
Eaton
Customization capabilities
Brand awareness among Facilities
Strong OEM player
Complete Power chain solution
Own manufacturing
Performance specs
Adaptive
Manageability and
software stack
Simple to understand
portfolio
Servertech
Weaknesses
ENP Strategy
Raritan
Integrated management of
PDUs with Command Center
Strong Power Management
software offering
Among the first to come with
outlet level metering
Very strong focus on Power
Management
Strong IT channel
Adaptive
Complete power chain
solution
Trellis provides much
better integrated SW
solution
Complete in house design
PDU only
vendors
Baytech
Geist
Cyberswitching
Customization
Own manufacturing
Number of models
Electrical contractors - Geist
Product Performance
Overall solution including
software
Complete power chain
solution
Manageability
Server
vendors
Product Performance
Overall Product depth
Overall power chain
solution
Heterogeneous software
Configuration possibilities
In house design and
manufacturing
HP
Dell
IBM
Summary
Get into an account early
Know the right people to sell to
Figure out the Power Management maturity level
Present the right family and the right SKUs
Know your advantage
Know your competition
26
Backup slides
28
Avocent PM3000/2000
Metering
Current, voltage and power for each outlet, phase and circuit
Capability to display aggregate current, voltage and power
Threshold / Alarming capability
Control
Manageability
Avocent PM1000
Metering
Manageability
PDU)
Vertical (20 & 24 outlet) and horizontal (10
outlet) models
C13 & C19 outlets
31
CompanyConfidential
Local Display
(RPCBDM)