Liebert Sees Traction In Power Managed Services Offering

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Tom Karabinos, director of Liebert's partner channel, said the Columbus, Ohio, company is entering 2007 with brisk acceptance of its Liebert Power Assurance Package -- which includes a Liebert UPS in the 1KvA to 10kVA range, on-site system startup, preventive maintenance, parts and on-site coverage within four hours. It is available through solution providers.

"This is a way to allow [solution providers] to make very nice, incremental margin on a very comprehensive, preventive maintenance offering and coverage for five years," Karabinos said. "It's a complete package."

Liebert is a subsidiary of Emerson Electric, a $17.3 billion global technology vendor. The company competes against rivals including American Power Conversion, which is in the midst of completing its acquisition by France-based Schneider Electric. Liebert executives declined to discuss whether the Schneider-APC deal would provide any opportunities for the company in the channel. But the move toward bundling solutions with products is the beginning of a strategic move by Liebert and its channel partners as the new year begins.

"We think this is going to get larger and larger," said Stan Lichenstein, president of Global Technologies, a Melville, N.Y.-based solution provider and longtime Liebert channel partner. The solution is particularly helpful with enterprises that are rolling out and beefing up the use of IP telephony, he said.

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"There has been, in the past five years or so, a huge switch to IP Telephony," Lichenstein said. "The end users have compliance issues. If someone is on the phone, and there is a cut in the power to the switch, Liebert has provided the end user -- our customer -- a simple but sophisticated solution to keeping those phones up and running for 90 minutes and beyond. Since this is a huge growth area, it's where we want to be."

Global Technologies has sold 300 of the Power Assurance Package solutions since Liebert launched the offering in the fall, executives said.