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Power Play: Your X-Factor To Navigating The New Norm

Nearly half of employees are likely to work remotely even after the coronavirus pandemic, according to Gartner. Find out how Eaton is helping solution providers adapt for an uncertain future.

Nearly half of employees will work remotely after the coronavirus pandemic, according to Gartner. This means workers will no longer physically enter an office to access IT systems. So, talking to customers about reliable, remote access is crucial.

“Think about an IT pro is stuck at home,” says Herve Tardy, vice president and general manager of Eaton’s distributed power infrastructure division. “All of his networking gear is in a rack somewhere in the building; and he needs to be able to access everything.”

But that’s just one thing solution providers must consider when adapting for a future that can seem overwhelming. “Partners are having difficulty getting in contact with the customers,” says Curtiz Gangi, vice president of US channels, data center, at Eaton. “These customers are trying to sustain their business. They’re trying to keep their workforces active, not have to take drastic actions to maintain their business and their solvency.”

Gangi says solution providers who want their customers to take notice must partner with them and develop a solution that makes them stand out. “We have adopted three very fundamental programs that are tied to helping partners expand their capabilities, stay connected to their end customers and add value,” says Gangi.

Eaton’s X-Factor includes three distinct components – OpeX, MaXimize and EXtend.

- OpeX helps improve cash flow through recurring revenue

- MaXimize enables partners to earn bonuses through bundled sales

- EXtend offers interest-free financing terms of up to 90 days

“We have seen a huge slowdown in the capital expenditures in our country for projects, and traditionally power infrastructure is tied to those capital expenditures,” says Gangi. “Being able to integrate the software, the services piece, into a more recurring revenue model turns that more into an operational expenditure; tied to the infrastructure, tied to the software, tied to the cloud.”

“If they no longer have the ability to leverage the programs provided by distribution, this is something that they can take advantage of using Eaton products,” says Tardy.

Eaton is also giving channel partners its power management software for free, so solution providers can provide IT to customers at no cost through November 1st.

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