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How Eaton’s Tripp Lite Buy Will Boost Its Power Market Share: Curtiz Gangi

As Schneider Electric ‘has kept their No. 1 position for a long time -- and some of its been degraded over time -- we’ve become a true position player in this market with the breadth of the portfolio that we have, as well as that share position,’ said Eaton Vice President Curtiz Gangi at XChange+ 2021.

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How big of a game-changer is it for Eaton and channel partners that Tripp Lite is now under your wing?

The Tripp Lite acquisition adds breadth to our portfolio. It adds expertise in the workspace environment, connectivity environment, and in the power management environment from the data center to edge. So basically what this means is we have an expanded portfolio, more opportunities for partners to add value by adding new solutions in their relationship with their customers. So it gives partners a chance to bring in new things that Eaton hadn’t had before.

One of the things I can highlight is, we really haven’t had a very competitive rack offering, two- or four- post enclosures, and we haven’t had a busway offering whether that be in the data center or even in closets. So I think the real concentration on blending the converged power management solutions with the metals and with the connectivity, and the workspace solution, is a wonder for channel partners for sure.

What else does Tripp Lite add to Eaton? Is there anything new ahead?

At least from our perspective, there’s a strong brand name in there. There’s a great position from a digitization and e-commerce perspective that we didn’t really capitalize on or invest in as much as we were developing our channel over the last 15 years. We’ve been very hands-on with the partners. And I think a lot of that competency that Tripp Lite brings forward to us and their capabilities will help us accelerate our as-a-Service offerings for the customers.

In fact, we’re going to be launching something around edge data center that will hit on that here in the fourth quarter, which is our ability to do custom configurations with the full turnkey solution for partners and allow them to drive the SPEC with that turnkey -- that’s the capability Tripp Lite brings to us that Eaton didn’t have in the past.

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