Sales Trng Product Cooling


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  • Sales Trng Product Cooling

    1. 1. Cooling <<Product Group>> <<PM Name>> Choice Internal Sales Training FY0809
    2. 2. What Exactly Are We Offering to Customers? <ul><li>Define the market segmentation and the specific products suitable for the different segments </li></ul><ul><ul><li>E.g. commodity, fast moving, simply drop the box and walk </li></ul></ul><ul><li>Define advanced offerings which require our post-sales participation </li></ul><ul><li>Provide length of sales cycle, revenue realization, and profit margins for the different products </li></ul>© 2008-09 Choice Solutions
    3. 3. Products from Stulz- <ul><li>CyberAir / CyberAir 2 </li></ul><ul><ul><li>CW based </li></ul></ul><ul><ul><li>DX based </li></ul></ul><ul><ul><li>Capacity : </li></ul></ul><ul><ul><ul><li>18 – 53 Kw on Single Compressor </li></ul></ul></ul><ul><ul><ul><li>40 – 106 Kw on Dual compressor </li></ul></ul></ul><ul><li>Compact Line </li></ul><ul><ul><li>CW based. </li></ul></ul><ul><ul><li>DX based </li></ul></ul><ul><ul><li>Capacity : </li></ul></ul><ul><ul><ul><li>11 – 90 Kw </li></ul></ul></ul>© 2008-09 Choice Solutions
    4. 4. Features and benefits <ul><li>CyberAir: Precision Air Conditioners </li></ul><ul><li>High efficiency with energy savings up to 30 % compared to standard fans </li></ul><ul><li>Infinitely variable air volume setting via Controller C7000 </li></ul><ul><li>Long and maintenance-free operating life through direct drive technology </li></ul><ul><li>Smooth air path and noise absorbing insulation reduces sound levels </li></ul><ul><li>Anti-vibration-mounting isolates fan from unit structure </li></ul>© 2008-09 Choice Solutions
    5. 5. Features and benefits <ul><li>Compact-Line: Precision Air Conditioners </li></ul><ul><li>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. </li></ul><ul><li>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. </li></ul>© 2008-09 Choice Solutions
    6. 6. 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 <ul><li>Air Distribution/Fans </li></ul><ul><li>Room Air Conditioning </li></ul>Rack Air Distribution Unit Side Air Distribution Unit Rack Air Removal Unit Wiring Closet Ventilation Unit <ul><li>Modular/High Density Air Conditioning </li></ul>InfraStruXure ® InRow SC InfraStruXure InRow RC InfraStruXure InRow RP InfraStruXure Cooling Distribution Unit Rack Air Containment Hot Aisle Containment
    7. 7. Modular/High Density Air Conditioning <ul><li>InfraStruXure ® InRow SC </li></ul><ul><ul><li>In-row air conditioning for server rooms and wiring closets </li></ul></ul><ul><ul><li>Up to 5kW </li></ul></ul><ul><li>InfraStruXure InRow RC </li></ul><ul><ul><li>In-row air conditioning for medium to large data centers including high density applications </li></ul></ul><ul><ul><li>Up to 30kW per rack </li></ul></ul><ul><li>InfraStruXure InRow RP </li></ul><ul><ul><li>In-row precision air conditioning for medium to large data centers including high density applications </li></ul></ul><ul><ul><li>Up to 60kW per rack </li></ul></ul>The predictable solution for an unpredictable environment
    8. 8. Modular/High Density Air Conditioning <ul><li>InfraStruXure ® Cooling Distribution Unit </li></ul><ul><ul><li>Flexible chilled water distribution system for the InfraStruXure InRow RC </li></ul></ul><ul><ul><li>Supports up to 12 InRow RC units </li></ul></ul><ul><li>Rack Air Containment </li></ul><ul><ul><li>Modular air containment system designed to maximize cooling predictability, capacity, and efficiency </li></ul></ul><ul><ul><li>Front and rear containment options </li></ul></ul><ul><li>Hot Aisle Containment </li></ul><ul><ul><li>Hot Aisle Containment for high density configurations </li></ul></ul><ul><ul><li>Supports 19” and 23” wide NetShelter enclosures </li></ul></ul>
    9. 9. Air Distribution / Fans <ul><li>Rack Air Distribution Unit </li></ul><ul><ul><li>Air distribution for power dense enclosures and low pressure areas </li></ul></ul><ul><ul><li>Delivers up to 3.5 kW of cool air </li></ul></ul><ul><li>Rack Side Air Distribution Unit </li></ul><ul><ul><li>Air distribution for networking equipment with side to side airflow </li></ul></ul><ul><ul><li>Delivers up to 1.8 kW of cool air </li></ul></ul><ul><li>Wiring Closet Ventilation Unit </li></ul><ul><ul><li>Rapidly deployable wall and ceiling mount heat removal for wiring closets </li></ul></ul><ul><ul><li>Support up to 3kW of heat removal </li></ul></ul>
    10. 10. Air Distribution / Fans <ul><li>Rack Air Removal Unit VX </li></ul><ul><ul><li>Value heat removal for high density equipment in </li></ul></ul><ul><ul><li>NetShelter ® VX enclosures </li></ul></ul><ul><ul><li>3.5 kW to 7.5 kW of heat removal per rack </li></ul></ul><ul><li>Rack Air Removal Unit SX </li></ul><ul><ul><li>Performance heat removal for high density equipment in NetShelter SX enclosures </li></ul></ul><ul><ul><li>3.5 kW to 16.5 kW of heat removal per rack </li></ul></ul>
    11. 11. Relevance of this Offering to Customers <ul><li>Provides air distribution, portable cooling and precision air conditioning for all IT equipment cooling needs </li></ul><ul><li>Designed for cooling and heat removal in low power to high density environments at the rack, row and room level </li></ul><ul><li>Ease of use with integrated management for multiple platforms </li></ul><ul><li>Serviceable components with few single points of failure for high availability </li></ul>© 2008-09 Choice Solutions
    12. 12. Who is the Competition and What is Our Differentiation? © 2008-09 Choice Solutions
    13. 13. Principal Management <ul><li>Negotiating competitive pricing from principals/partners </li></ul><ul><li>In the face of competition, how do we work with principals to get preferential treatment? </li></ul><ul><li>Importance of keeping principal commitments </li></ul><ul><ul><li>E.g. picking up order at a reasonable negative margin in order to meet principal commitments. Usually, principals provide backend incentives for meeting commitments. </li></ul></ul><ul><li>Training qualified sales people which relieves the principal of managing pre- and post-sales cycles; principals appreciate/demand self-sufficiency </li></ul><ul><li>Getting third-party commitments to fulfill post-sales obligations </li></ul>© 2008-09 Choice Solutions
    14. 14. What Sales Support Material To Expect <ul><li>Customer needs analysis </li></ul><ul><li>White papers, data sheets, etc. </li></ul><ul><li>Proposals/quotations </li></ul><ul><li>Case studies </li></ul>© 2008-09 Choice Solutions
    15. 15. Choice Solutions Contact <ul><li><<PM Name>> </li></ul><ul><li><<Designation>> </li></ul><ul><li><<email>> </li></ul><ul><li>C: <<cell>> </li></ul><ul><li>T: <<tel>> </li></ul><ul><li> </li></ul>© 2008-09 Choice Solutions Phone: +91 40 2354 7600 Fax:     +91 40 2354 6400 Phone:  + 91 124 4004733 Fax: + 91 124 4004733 Phone: + 91 80 4123 6368-72 Phone: +91 120 3205202 / +91 120 4321230-32 Hyderabad (HO) Gurgaon Bangalore Noida Phone: + 91 22 2518 5910-12 Fax:     + 91 22 2518 5915 Phone: + 91 44 2431 3171-74 Fax: + 91 44 2420 1022 Phone: + 91 20 2567 9926-27 + 91 20 3292 1412 Fax: + 91 20 2567 9927 Phone: +91 0422 4384440 Mumbai Chennai Pune Coimbatore Phone: +91 33 3251 5541 +91 33 2463 6900 Kolkata