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InfraStruXure Central v4.0 How to Sell ®
InfraStruXure® Central v4.0 How to Sell © 2007 APC-MGE corporation. Agenda InfraStruXure Central v4.0 Overview Market Opportunity InfraStruXure Central v4.0 Applications InfraStruXure Central v4.0 Customer Profile Identifying the Opportunity Build Value (Discussing the solution) Presenting the solution Competitor Comparisons Handling Objections Sales Tools Available © 2007 APC-MGE corporation. Objectives After this presentation you should be able to: Explain the features and benefits of InfraStruXure Central v4.0 Understand and identify customer applications Identify the market opportunities Understand our strengths/ weaknesses in regards to our competitors Locate supporting sales tools © 2007 APC-MGE corporation. InfraStruXure® Central v4.0 Centralized management platform that includes real-time monitoring and immediate event notification for quick assessment and resolution of critical situations. Extensible platform grows with your business. © 2007 APC-MGE corporation. InfraStruXure Central 4.0ISXOverview Central 3.0 ISX Manager Power Cooling Power Environmental Security/ Surveillance Cooling Environmental Security/ Surveillance ISX Central 4.0 Application Layer and CMDB Environmental Cooling Security/ Surveillance Capacity Change Power 3rd Party Device Management • • • • Single management platform with the ability to monitor legacy APC devices, legacy NetBotz devices, and third party devices, as well as, all future APC & NetBotz devices Software upgrade for ISX Central 3.0 customers Available in Standard and Enterprise versions Will support Change and Capacity Manager software add-on when announced in April 2007 © 2007 APC-MGE corporation. Market OpportunitySales Revenue NAM US Potential Revenue ($100 per addressable device) $2,000,000,000 $1,500,000,000 $1,000,000,000 $500,000,000 $2004 Installed Base of Servers (Units) 2005 2006 2007 2008 2009 2004 2005 2006 2007 2008 8,500,000 9,900,000 11,000,000 12,500,000 14,250,000 © 2007 APC-MGE corporation. 2009 16,300,000 InfraStruXure Central v4.0 Applications Scalable management appliance for managing APC devices, and monitoring networked third-party devices. Data Center Remote Offices, Consolidate Plants, Warehouses Manage a distributed viewing & configuration of monitoring appliances network of monitoring appliances Campus Network Manage monitoring appliances across multiple buildings © 2007 APC-MGE corporation. InfraStruXure Central v4.0 Customer Profile Customer Profile Data Centers and Facilities Campus Networks Distributed Networks Decision Makers/Influencers Facility Manager IT Manager Consulting Engineer Facility Engineer Maintenance Engineer Compelling Events Physical infrastructure anxiety/risk High maintenance costs Desire for proactive monitoring Physical infrastructure is expanding/ becoming more dense © 2007 APC-MGE corporation. Identify the Opportunity Key Questions to ask the customer: Would you rather manage your physical infrastructure proactively or reactively? Would you like to be able to monitor your entire physical infrastructure, including APC and third-party devices? Do you want to know the status and health of your physical infrastructure, and be notified of problems before they become critical? Are you looking for a management platform that offers an unparalleled suite of management capabilities? Do you currently utilize NetBotz devices in your physical infrastructure? Do you expect your physical infrastructure to expand and become more densely populated with equipment over the next few years? Would you be interested in powerful add-on software modules to expand your physical infrastructure management capabilities? © 2007 APC-MGE corporation. Build Value – Discuss the Solution Manage All APC Devices Manage and monitor APC power and cooling devices, as well as NetBotz appliances Monitor Networked Third-Party Devices Increase availability and visibility of your third-party assets through data trending and threshold notifications Centralized Repository Environmental and physical image data are stored on one central server, simplifying the management of the physical infrastructure Browser Accessible Scalable Architecture Supports Add-On Software Modules Enables management of additional devices as needed Quick access from anywhere on the network Ability to host several powerful add-on software modules which will expand the product’s management capabilities © 2007 APC-MGE corporation. Overall System Messaging Target Æ IT and Facilities Management MANAGEMENT → → → → → → Provides a centralized repository that can be accessed from anywhere on the network. Direct native support for monitoring both APC and thirdparty devices. Extensible platform can be scaled to meet changing business needs on demand. Compatible with add-on software modules that enhance management capabilities. Allows importation of any static image with the ability to overlay icons. Graphing and trending tools allow for advanced trend analysis and planning. AGILITY → → → → → Automatically detects manageable → devices on your network. Allows you to manage multiple devices from a single IP address. Built-in Network Attached Storage for long-term data storage and archiving. Can create and save reports for visibility at any time. Ability to define user access and viewing capabilities to individual groups. © 2007 APC-MGE corporation. AVAILABILITY Real-time event notification minimizes response times to critical physical infrastructure situations. Enables IT Administrators to reduce mean time to repair, improve efficiency, and maximize uptime. Product Messaging For customers who have requested the convenience of a merged management platform, offering the capabilities of both ISX Manager and ISX Central. InfraStruXure Central v4.0 offers a scalable, centralized management solution to manage company-wide physical infrastructure APC devices, and to monitor networked third-party devices. © 2007 APC-MGE corporation. Present the SolutionInfraStruXure Central Availability Fault notification- real time event notification minimizes response times to critical situations Agility Auto-discovery- reduce resources involved with installation and deployment of NCPI devices NAS storage- long-term data storage and archiving Private networking- places devices on an isolated APC network Manageability Centralized Management- centralized alert repository that can be accessed from anywhere on the network Scalable Architecture- meet changing business needs and requirements on demand Third-party support- native support for both APC and third-party devices Protection Advanced group administration- authenticate users via LDAP and Active Directory © 2007 APC-MGE corporation. What’s New New Device Scanners Monitor APC and 3rd Party devices directly with InfraStruXure Central v4.0 “Essential” support for APC devices running NMC firmware version 3.x Private Network Capability Speeds deployment Device Event Notifications from InfraStruXure Central New Reporting and Graphing Capabilities Can chart more than one data point - Example: Temperature and Humidity Nodes A node = IP address Cameras no longer count as a node Ships with 25 nodes, can be expanded to 1025 25, 100, 500, and 1000 node keys SNMP, IPMI and DCAL (APC proprietary protocol) devices that are directly managed by ISXC now count as nodes NetBotz appliances with Advanced Device Crawlers (monitoring up to 48 devices) count as one node on ISXC © 2007 APC-MGE corporation. InfraStruXure Central v4.0: Monitoring and Management Features Custom CustomMapping Mapping Devices are presented Devices are presentedininan aneasyeasyto-monitor graphic display. Colors to-monitor graphic display. Colors help helpindicate indicatethe thecurrent currentstatus statusofof each eachdevice. device.Alerts Alertsorornetwork network outages outagesare areeasily easilynoted. noted. Advanced AdvancedDevice Device Grouping Grouping Devices are Devices arepresented presentedininan an easy-to-monitor and read table. easy-to-monitor and read table. Colors Colorshelp helpindicate indicatethe thecurrent current status statusofofeach eachdevice deviceininthe the device group. device group. © 2007 APC-MGE corporation. InfraStruXure Central v4.0 User Interface: Data Collection & Reporting Features Centralized CentralizedAlert Alert Repository Repository Quickly Quicklyreview reviewalerts alertsfor for immediate problem resolution. immediate problem resolution. Access Accesshistorical historicalalerts alertsbyby date, date,appliance, appliance,and anddevice device group. group. Exportable ExportableReports Reports Display data in a Display data in atable tableview view ready to be saved or exported ready to be saved or exported for forlater lateruse. use.Collate Collatedata datafrom from multiple multipledevices devicesinto intoaasingle single report report © 2007 APC-MGE corporation. Enhanced EnhancedGraphing Graphingand and Trending Trending Display sensors Display sensorsininaacolor-coded color-codedline line graph. Graph data from multiple graph. Graph data from multiple devices devicesininaasingle singlegraph. graph.Quickly Quickly analyze trends across multiple analyze trends across multipleracks racks ororlocations. locations. InfraStruXure Central v4.0: Supports Add-On Software Modules Change ChangeManagement Management Provides Providesaaworkflow workflow management system management systemtoto track trackthe thelocation locationand and attributes attributesofofall allNCPI NCPIand and IT ITdevices devicesfor fortheir theirentire entire lifespan. lifespan. Capacity CapacityManagement Management Helps Helpsensure ensurethat that adequate adequatecapacity capacityisis available availableatatall alltimes timestoto meet meetbusiness businessneeds. needs. Add Equipment Capacity plan Reports Design capacity map Add Equipment Catalog Installed Rack 1 Rack 1 Rack type undefined Rack without power dependency Quantity Change Management © 2007 APC-MGE corporation. Multi Add Equipment requirements CDU InRow RC Type 1 Type 3 Type 3 PDU UPS Batt UPS Batt InRow RC PDU InRow RC Type 5 Type 5 Type 5 InRow RC InRow RC Type 5 Type 5 Type 5 InRow RC InRow RC Batt UPS PDU Type 5 PDU Type 5 Batt UPS InRow RC Networking Manage groups Warning Warning Type 1 Group Type 2 5-6.5kW Server load 6.5-9 kW Server load Type 4 Select location Custom grouping InRow RC Legend 3,5-5 kW Server load A T S Kolding/1/Alpha Location summary: Kolding facility First floor Room: Alpha Type 1 Batt 5 min Type 2 Batt Battery runtime: Floor layour navigation - select rack Type 2 UPS Specify Location InRow RC PDU UPS N Type 1 PDU N Cooling Redundancy: Type 2 InRow RC Type 5 5 kW Power Redundancy: Type 2 InRow RC Type 5 Design load: InRow RC InRow RC Type 5 Type 3 InRow RC Type 5 InRow RC Type 5 Type 3 Equipment position planning InRow RC Type 5 Criticality level details: Runtime: 5 min Dual power suply Power redundancy: N+1 Cooling redundancy: N+1 InRow RC Space planning PDU Type 5 Equipment requirements Criticality level Medium Type 4 Type 5 Legend: Type 2 (1X) 208V Three phase 50A Line (Redundant) (24X) Cat-5 ports (Redundant) (1x) Fiber ports (Redundant) Type 4 PDU CDU InRow RC Batt UPS Type 2 Batt UPS 1 Multi Add Type 2 Capture power dependency Quantity Store Description: None Return to work order InRow RC Capture cooling dependency Installed APC SX Rack Type 2 Type 1 Type 2 Type 1 CDU Type 1 Type 3 Type 3 Type 1 Type 2 InRow RC Type 2 Type 2 Type 3 InRow RC Type 2 Type 2 Type 3 Type 4 InRow RC Type 2 Batt Type 4 Type 2 InRow RC PDU Type 2 Type 2 UPS Type 2 A T S Type 3 InRow RC Type 3 Type 2 Type 3 InRow RC Type 4 Batt Type 3 Type 2 InRow RC Type 2 UPS Type 2 Type 2 InRow RC Type 2 Surveillance Surveillance Easily Easilycollate, collate,index index and view a summary and view a summaryofof Historic Historicsurveillance surveillance events eventsthat thathave havebeen been captured capturedon onaaspecified specified day or range of day or range ofdays. days. PDU Type 2 Type 2 CDU Batt Type 2 1 Dependency tool Batt PDU PDU Batt UPS UPS PDU Type 2 UPS PDU Type 2 UPS PDU My comp Batt Batt UPS Blok Store UPS Batt Generic Crac Create legend Reports Kolding/1/Alpha/Row A PDU Generic Rack Generic UPS 20-28 kW Max Server load Schedule Rack layout Equipment APC Non APC 9-19 kW Server load Capacity plan Properties Floor mounted Equipment 1 Capacity diagram Software Support Contracts Required for ISX Central v4.0 customers who wish to receive Technical Support Software updates (features and patches) Available in 1 year and 3 year terms Contract based on license node count 15% - 18% annually © 2007 APC-MGE corporation. Competitor Comparisons Feature APC Liebert Avocent SiteScan DSView APC Benefit Robust Suite of Management Features Yes No No Unparalleled management capabilities within the physical infrastructure Open SolutionSupports All Vendors Yes Yes No Increases availability and visibility into existing APC and third-party devices. No No Designed to grow with customer needs; doesn’t require custom configuration Scalable, Off-The- Yes Shelf Management Platform © 2007 APC-MGE corporation. Handling Objections “Too expensive” How much would it cost should a critical event occur? How much do you currently spend on maintenance? “We already have a management solution” Does your management solution offer the most robust set of management features? Does your management solution allow you to monitor the entire physical infrastructure, including third-party devices? Will your physical infrastructure expand and take on more equipment over the next few years? Can your current management solution support that expansion? “Too complicated” InfraStruXure Central is an easy-to-use management solution that requires no custom configuration. Would you like to see a demo? © 2007 APC-MGE corporation. Sales Tools InfraStruXure Central Family Overview 1-Slide InfraStruXure Central Family Overview 9-Slide InfraStruXure Central Spec Sheet InfraStruXure Central License Key Trade-Up Tool- Quick Reference Guide InfraStruXure Central Trade-Up FAQ InfraStruXure Central Software Support Contract FAQ http://salestools.apc.com © 2007 APC-MGE corporation. Product Summary Efficient, productive way for organizations to manage and monitor their company-wide physical infrastructure devices Centralized physical infrastructure management platform that includes real-time monitoring and immediate event notification, enabling quick assessment and resolution of critical situations. Extensible platform that grows with the business. Additional license keys available to increase the number of devices that can be managed on demand. Add-on software modules will enhance the product’s management capabilities, helping to meet changing business needs on demand. © 2007 APC-MGE corporation. Review Questions What are some of the unique key features and benefits of InfraStruXure Central v4.0? What types of customers would be interested in purchasing this product? What types of events in their datacenter may warrant interest in this product? What are the product’s strengths in regards to our competitors? How would you handle customer objections to this product? Thank you for your time. For feedback on the effectiveness of this presentation please e-mail Carol Scott @ carol.scott@apc.com © 2007 APC-MGE corporation.
