Exclusive: Eaton Provides Software Certification, Training To Help Partners Offer 'Power As A Service'


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Data center power management vendor Eaton has quietly rolled out a certification and channel program for its Intelligent Power Manager software that it said will provide data center solution providers with tools to better offer "power as a service."

The new IPM certification program, which has already been used by more than 250 unique partner organizations, offers online certification tracks and roadshows to help develop partners' power management software capabilities, said Graciano Beyhaut, senior marketing operations manager for the Cleveland-based company.

"We want to be accretive to channel programs that partners already participate in, like those from such companies as EMC and NetApp," Beyhaut told CRN. "We want to show them how they can integrate power as a service into their business."

[Related: CRN Exclusive: Eaton VP Tardy On Driving A Power Management Software Renaissance And The Hyper-Converged Opportunity]

The IPM certification program includes 12 modules, including modules for sales, technical and end-user training, Beyhaut said.

"The focus of the tracks is to get partners comfortable integrating IPM with capabilities they already have, like VMware vRealize cloud management, disaster recovery or business continuity," he said. "The biggest driver is assuring customers their business continuity programs will work."

One primary goal of Eaton's IPM training and certification is to teach solution providers how to provide data center power as a service, Beyhaut said.

"This includes positioning software, warranties and services such as installation ahead of the data center's infrastructure life cycle," he said. "This includes looking at software upgrades, and at analytics based on battery life. It's not about selling hardware. It's about helping partners get aggressive on positioning new technologies as we introduce new features every year."

Beyhaut said to consider a typical three-rack environment with a single UPS. Even as the rack environment gets more density, a customer might still purchase a single 6-KVA UPS in a one-time transaction, he said.

"With IPM as a service, partners still sell the hardware," he said. "But they will also sell the license and the features. A partner could sell load shedding, which turns off non-mission-critical loads to give more critical loads longer battery life in case of a power failure, to provide up to 250 percent additional battery life."

As partners gain experience in the IPM software, they can start expanding their services to such areas as analytics, Beyhaut said. "Look at disaster recovery," he said. "If the data center power goes down, the software can trigger Microsoft or VMware to send workloads to another host not on backup power."

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