Data Centers…Simplified
Cooling<<Product Group>>
<<PM Name>>
Choice Internal Sales Training FY0809
© 2008-09 Choice Solutions2
What Exactly Are We Offering to Customers?
Define the market segmentation and the specific products suitable for the different segments E.g. commodity, fast moving, simply drop the box and walk
Define advanced offerings which require our post-sales participation
Provide length of sales cycle, revenue realization, and profit margins for the different products
Products from Stulz-
CyberAir / CyberAir 2 CW based DX based Capacity :
• 18 – 53 Kw on Single Compressor
• 40 – 106 Kw on Dual compressor
Compact Line CW based. DX based Capacity :
• 11 – 90 Kw
© 2008-09 Choice Solutions3
Features and benefits
CyberAir: Precision Air Conditioners
High efficiency with energy savings up to 30 % compared to standard fans
Infinitely variable air volume setting via Controller C7000 Long and maintenance-free operating life through direct drive
technology Smooth air path and noise absorbing insulation reduces
sound levels Anti-vibration-mounting isolates fan from unit structure
© 2008-09 Choice Solutions4
Features and benefits
Compact-Line: Precision Air Conditioners
A high standard of technology with the outstanding quality and reliability that you can expect from STULZ, all in an extremely compact form: these are the advantages that make the COMPACT-LINE so special. These compact units can be used to ideally meet the requirements of removing large heat loads cost-effectively in the smallest possible space in modern high-tech suites - maximum cooling capacity in the smallest possible space.
COMPACT-LINE precision air conditioners meet all the requirements of modern air conditioning. Their compact form means that the units can be integrated into IT rooms without taking up too much space, and can be operated cost-effectively. Installation and start-up is also incredibly easy.
© 2008-09 Choice Solutions5
Most complete range of cooling solutions for the IT Environment
Cooling Solutions
Cooling Solutions for the IT Environment
NetworkAIR® FM
NetworkAIR PA
NetworkAIR CW
NetworkAIR AFX
NetworkAIR CM
Air Distribution/Fans Room Air Conditioning
Rack Air Distribution Unit
Side Air Distribution Unit
Rack Air Removal Unit
Wiring Closet Ventilation Unit
Modular/High Density Air Conditioning
InfraStruXure® InRow SC
InfraStruXure InRow RC
InfraStruXure InRow RP
InfraStruXure Cooling Distribution Unit
Rack Air Containment
Hot Aisle Containment
Modular/High Density Air Conditioning
InfraStruXure® InRow SCIn-row air conditioning for server rooms and wiring closets
Up to 5kW
InfraStruXure InRow RCIn-row air conditioning for medium to large data centers including high density applications
Up to 30kW per rack
InfraStruXure InRow RPIn-row precision air conditioning for medium to large data centers including high density applications
Up to 60kW per rack
The predictable solution for an unpredictable environment
Modular/High Density Air Conditioning
InfraStruXure® Cooling Distribution UnitFlexible chilled water distribution system for the InfraStruXure InRow RC
Supports up to 12 InRow RC units
Rack Air ContainmentModular air containment system designed to maximize cooling predictability, capacity, and efficiency
Front and rear containment options
Hot Aisle ContainmentHot Aisle Containment for high density configurations
Supports 19” and 23” wide NetShelter enclosures
Air Distribution / Fans
Rack Air Distribution UnitAir distribution for power dense enclosures and low pressure areas
Delivers up to 3.5 kW of cool air
Rack Side Air Distribution UnitAir distribution for networking equipment with side to side airflow
Delivers up to 1.8 kW of cool air
Wiring Closet Ventilation UnitRapidly deployable wall and ceiling mount heat removal for wiring closets
Support up to 3kW of heat removal
Air Distribution / Fans
Rack Air Removal Unit VXValue heat removal for high density equipment in
NetShelter® VX enclosures
3.5 kW to 7.5 kW of heat removal per rack
Rack Air Removal Unit SXPerformance heat removal for high density equipment in NetShelter SX enclosures
3.5 kW to 16.5 kW of heat removal per rack
© 2008-09 Choice Solutions11
Relevance of this Offering to Customers
Provides air distribution, portable cooling and precision air conditioning for all IT equipment cooling needs
Designed for cooling and heat removal in low power to high density environments at the rack, row and room level
Ease of use with integrated management for multiple platforms
Serviceable components with few single points of failure for high availability
© 2008-09 Choice Solutions12
Who is the Competition and What is Our Differentiation?
© 2008-09 Choice Solutions13
Principal Management
Negotiating competitive pricing from principals/partners
In the face of competition, how do we work with principals to get preferential treatment?
Importance of keeping principal commitments E.g. picking up order at a reasonable negative margin in order to meet principal
commitments. Usually, principals provide backend incentives for meeting commitments.
Training qualified sales people which relieves the principal of managing pre- and post-sales cycles; principals appreciate/demand self-sufficiency
Getting third-party commitments to fulfill post-sales obligations
© 2008-09 Choice Solutions14
What Sales Support Material To Expect
Customer needs analysis
White papers, data sheets, etc.
Proposals/quotations
Case studies
© 2008-09 Choice Solutions15
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