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The new program will allow Tubbesing Solutions to offer energy assessments for the first time, said Aaron Casey, vice president of sales for the Dallas-based provider of mission-critical power and cooling equipment.
"The new program allows our organization to expand and help our customers with more of their issues and problems," Casey said. "In the past, a customer might say, 'I have a problem with power,' and we could respond, 'We can talk about a UPS or other solution." Now if the customer says he has a problem, we can talk about a holistic solution. We can help customers with the entire lifecycle of their data center."
Customers are demanding solutions, not products, Casey said.
"We used to be able to sell another product, and that would be fine," he said. "Even now, that's OK for some customers. But, customers are increasingly looking at the entire solution, and looking at how to save on their energy bills."
The fact that APC by Schneider Electric is providing the engineers to do the heavy lifting related to energy assessment is important for smaller solution providers, Casey said.
"We set up the scope of the work, bring Schneider in, and then they apply their experience," he said. "We're a 14-man company. Could we bring in a couple engineers to do this full time? Yeah. But if they don't have an assessment to do, their time becomes very expensive."