Power <<Product Group>> <<PM Name>> Choice Internal Sales Training FY0809
What Exactly Are We Offering to Customers? <ul><li>Define the market segmentation and the specific products suitable for t...
Products from MGE - <ul><li>MGE Galaxy PW Harmony Range: </li></ul><ul><ul><li>20/30/40/50/60/80/100/120 Kva. </li></ul></...
Features and benefits  <ul><li>Topology :  Double Conversion Online  </li></ul><ul><li>Output Power Factor : .8  </li></ul...
SURT 1000 – 10000UXI/XLI © 2008-09 Choice Solutions
Features and benefits  <ul><li>Topology: Double Conversion Online  </li></ul><ul><li>Output Power Factor : .8  </li></ul><...
SUVTP ** KHS 15/20/30/40 Topology: Double Conversion Online  Output Power Capacity  Designed on .8 PF  Interface Port (s):...
Symmetra Power Array  4-16 KVA (N+1) Rack Tower Convertible
Symmetra LX High performance, redundant power protection with scalable power and runtime for computer rooms and voice and ...
Symmetra PX  10- 80  Product Design Benefits Premium Line-Up and Match External Battery Enclosure A total of four (4) encl...
Key features – Symmetra PX 160kW <ul><ul><li>Hot-Scalable from 16kW to 160kW  (144kW  N+1) </li></ul></ul><ul><ul><li>Two ...
Key features – Symmetra PX 250/500kW <ul><ul><li>Hot-Scalable from 25kW to 500kW  </li></ul></ul><ul><ul><li>96% efficienc...
Relevance of this Offering to Customers <ul><li>Define the customer pain point that this offering addresses </li></ul><ul>...
Who is the Competition and What is Our Differentiation? © 2008-09 Choice Solutions
Principal Management <ul><li>Negotiating competitive pricing from principals/partners </li></ul><ul><li>In the face of com...
What Sales Support Material To Expect <ul><li>Customer needs analysis </li></ul><ul><li>Requirement vs solution offerings ...
Choice Solutions Contact <ul><li><<PM Name>> </li></ul><ul><li><<Designation>> </li></ul><ul><li><<email>> </li></ul><ul><...
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Sales Trng Product Power

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  • Sales Trng Product Power

    1. 1. Power <<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 MGE - <ul><li>MGE Galaxy PW Harmony Range: </li></ul><ul><ul><li>20/30/40/50/60/80/100/120 Kva. </li></ul></ul><ul><li>MGE Galaxy PW Range: </li></ul><ul><ul><li>160/200 Kva. </li></ul></ul>© 2008-09 Choice Solutions
    4. 4. Features and benefits <ul><li>Topology : Double Conversion Online </li></ul><ul><li>Output Power Factor : .8 </li></ul><ul><li>Management (s): SNMP, ModBus/Jbus (optional), potential free contacts. </li></ul><ul><li>Input : Hard Wire 5-wire (3PH + N + G) </li></ul><ul><li>Output : Hard Wire 5-wire (3PH + N + G). </li></ul><ul><li>Input voltage range for main operations 380-415 + 15% </li></ul><ul><li>Paralleling up to 4 units. </li></ul><ul><li>Multi-function LCD status and control console </li></ul><ul><li>Built-in Maintenance Bypass, Built-in Static Bypass Internal </li></ul><ul><li>DigiBat TM battery management/supervision </li></ul><ul><li>Standard Warranty 1 years. </li></ul>© 2008-09 Choice Solutions
    5. 5. SURT 1000 – 10000UXI/XLI © 2008-09 Choice Solutions
    6. 6. Features and benefits <ul><li>Topology: Double Conversion Online </li></ul><ul><li>Output Power Factor : .8 </li></ul><ul><li>Interface Port (s): DB-9 RS-232, RJ-45 10/100 Base-T. (SNMP) </li></ul><ul><li>Waveform Type : Sine wave </li></ul><ul><li>Input Connector: IEC 60320 (1-3Kva),3 Hard Wire (1PH+N+G) 5-6Kva, </li></ul><ul><li> Hard Wire 3 wire (1PH+N+G) or 5-wire (3PH + N + G) 8-10Kva </li></ul><ul><li>Output Connections: IEC 60320 C13, IEC 60320 C19 (with Resettable circuit breakers), Hard Wire 3-wire (H N + G). </li></ul><ul><li>Input voltage range for main operations 100 - 280V </li></ul><ul><li>Uses external battery system (UXI) or Internal Battery system (XLI) </li></ul><ul><li>Audible Alarm: Alarm when on battery : distinctive low battery alarm : overload continuous tone alarm </li></ul><ul><li>SmartSlot (for Accessories) </li></ul><ul><li>Internal Bypass (Automatic and Manual) </li></ul><ul><li>Rack Height 3/6U (InfraStruXure compatible) </li></ul><ul><li>Temperature-compensated battery charging </li></ul><ul><li>Standard Warranty 2 years repair or replace </li></ul>© 2008-09 Choice Solutions
    7. 7. SUVTP ** KHS 15/20/30/40 Topology: Double Conversion Online Output Power Capacity Designed on .8 PF Interface Port (s): DB-9 RS-232, RJ-45 10/100 Base-T. (SNMP) Parallel-capacity/ redundancy capable Input Connector: Hard Wire 5-wire (3PH + N + G) Output Connection: 5-wire (3PH + N + G). Input voltage range for main operations 304 - 477V Frequency range :40-70Hz No internal battery - uses external battery system Multi-function LCD status and control console LED status indicators Audible Alarm: Alarm when on battery : distinctive low battery alarm : overload continuous tone alarm Built-in Maintenance Bypass, Built-in Static Bypass Temperature-compensated battery charging Standard Warranty 1 years repair or replace
    8. 8. Symmetra Power Array 4-16 KVA (N+1) Rack Tower Convertible
    9. 9. Symmetra LX High performance, redundant power protection with scalable power and runtime for computer rooms and voice and data networks Industry’s most space-optimized modular UPS solutions <ul><li>N+1 Redundancy & hot-swappable modules ensure availability </li></ul><ul><li>Separate user-replaceable Power, Intelligence, and Battery Modules, Frame Electronics Module and Input/Output Slide Tray ensure fast, easy serviceability </li></ul><ul><li>UPS Network Management Card & PowerView LCD Display provide local & remote manageability </li></ul><ul><li>Scalability, stackable battery frames, ability to ship with modules installed & many other features provide adaptability </li></ul>
    10. 10. Symmetra PX 10- 80 Product Design Benefits Premium Line-Up and Match External Battery Enclosure A total of four (4) enclosures can be connected to the UPS for extended runtimes Dual Mains Input/Output Allows for connection to 2 seperate power inputs for increased avilability Battery Module Connected in parallel for increased availability and hot swappable for easy replacement by a trained user Built-in Static Bypass Switch Enables the UPS to transfer the load to utility power, without interruption, in case of heavy overload or faulty conditions Redundant Intelligence Module Back-up for the Main Intelligence Module provides increased availability Power Module Provides the flexibility to scale power capacity and adds N+1 capability as well as includes a fully rated inverter for providing more real power Symmetra PX
    11. 11. Key features – Symmetra PX 160kW <ul><ul><li>Hot-Scalable from 16kW to 160kW (144kW N+1) </li></ul></ul><ul><ul><li>Two racks for Power, Distribution & Battery </li></ul></ul><ul><ul><li>High Power Density (kW/sq.m) </li></ul></ul><ul><ul><li>95% efficiency – highest in its class </li></ul></ul><ul><ul><li>Centralized Management Display </li></ul></ul><ul><ul><li>Integrated Modular Power Distribution </li></ul></ul><ul><ul><li>Hot scalable power, distribution & run time </li></ul></ul><ul><ul><li>Hot swappable Internal Bypass Static Switch </li></ul></ul><ul><ul><li>Double Conversion </li></ul></ul><ul><ul><li>Input PF regulated to unity </li></ul></ul><ul><ul><li>1.0 output PF (kW=kVA) </li></ul></ul><ul><ul><li>Dual mains </li></ul></ul><ul><ul><li>Extended life batteries (5 – 8 yrs) & run times </li></ul></ul><ul><ul><li>Aesthetically matches the data center </li></ul></ul>The Right-Sized UPS for your business critical applications
    12. 12. Key features – Symmetra PX 250/500kW <ul><ul><li>Hot-Scalable from 25kW to 500kW </li></ul></ul><ul><ul><li>96% efficiency – highest in its class </li></ul></ul><ul><ul><li>High Power Density </li></ul></ul><ul><ul><li>For the White Space or in the Backroom </li></ul></ul><ul><ul><li>Double Conversion </li></ul></ul><ul><ul><li>Input PF regulated to unity </li></ul></ul><ul><ul><li>1.0 output PF (kW=kVA) </li></ul></ul><ul><ul><li>Dual mains </li></ul></ul><ul><ul><li>Internal Bypass Static Switch </li></ul></ul><ul><ul><li>On-the-fly or off-line firmware upgrades </li></ul></ul><ul><ul><li>Black box function (event logging w/ graphs) </li></ul></ul><ul><ul><li>Regulated fan speed (reduced noise) </li></ul></ul><ul><ul><li>Extended life batteries (5 – 8 yrs) </li></ul></ul><ul><ul><li>N+1 Configurable </li></ul></ul><ul><ul><li>Parallel operation </li></ul></ul><ul><ul><li>Predictive Maintenance </li></ul></ul><ul><ul><li>Waveforms Graphically Displayed </li></ul></ul>Redundant, Scalable, High Availability Power Protection 250kW Configuration
    13. 13. Relevance of this Offering to Customers <ul><li>Define the customer pain point that this offering addresses </li></ul><ul><li>Translate into the product value proposition </li></ul>© 2008-09 Choice Solutions
    14. 14. Who is the Competition and What is Our Differentiation? © 2008-09 Choice Solutions
    15. 15. 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
    16. 16. What Sales Support Material To Expect <ul><li>Customer needs analysis </li></ul><ul><li>Requirement vs solution offerings </li></ul><ul><li>Design vs Costing </li></ul><ul><li>Availability analysis </li></ul><ul><li>TCO </li></ul><ul><li>White papers, data sheets, etc. </li></ul><ul><li>On Architecture, Products literature, product Presentations, Design layouts </li></ul><ul><li>Proposals/quotations </li></ul><ul><li>Full Project Proposal for DC projects.. </li></ul><ul><li>Case studies </li></ul><ul><li>Case studies along with customer satisfaction documents, with strong focus on Choice Design Strength, how did choice simplify the customers complex requirements </li></ul>© 2008-09 Choice Solutions
    17. 17. 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>http://www.choice-solutions.com </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
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