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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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What is Eaton doing around UPS as-a-Service?

The biggest thing is earlier this year, we launched Brightlayer. That’s an Eaton enterprise initiative where we’re really looking at all of the devices that we have out there in the electrical sector, and how we can get that information, the parametric data, and literally drive what I would call invisible type infrastructure.

What does that mean? That means how do we drive service delivery by leveraging that parametric data and getting ahead -- through preventative maintenance -- of any failures that may occur. That’s with our software platforms IPM [Intelligent Power Manager], VCOM [Visual Capacity Optimization Manager] and VPM [Visual Power Manager] which all have the capability to capture that data of our devices within the network and throughout the data center. And have us then make decisions on when we should go do preventative maintenance. That’s a huge key. Partners are taking that – which is our PredictivePulse insights tool -- and they’re reselling it on a monthly subscription basis. So that’s a cloud-based application that pulls that data and we do service delivery without any human intervention. That, to me, is key.

What should channel partners be doing in this space?

The simple thing for us today is -- and we do leverage distribution for this -- is to come up with that turnkey offering for the partner and give them one subscription price over the life of the warranty. So if it’s a 60-month warranty, we’ll do a monthly charge through distribution for that turnkey solution which would include service and software, as well as the hardware devices. So there’s two options here for us: there’s that PredictivePulse insights tool, as well as looking to sell as-a-service through distribution as one turnkey [solution] with everything built-in. Partners are doing it today. If they’re managed service partners, they’re putting power management as a line item now. And it’s with one price over the life of the warranty of the unit.

I foresee this industry moving into more greenfield, more like your phone system. So if you’re going to deploy UPSes with software and services that are out there in the market, and the customer is going to continue to need those solutions -- we just re-up every three to five years and tie as-a-service to the warranty and the hardware. Those are things were working on.

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