Sales Trng Product Rack


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  • Sales Trng Product Rack

    1. 1. <<Rack And Network Cabling>> <<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. Rack Enclosers <ul><li>Products from APC </li></ul><ul><ul><li>NetShelter SX Server Rack </li></ul></ul><ul><ul><li>NetShelter SX Wide Rack </li></ul></ul><ul><li>Products from CSL </li></ul><ul><ul><li>CoolData Server Rack CD61 </li></ul></ul><ul><ul><li>CoolData Network Rack CD81 </li></ul></ul><ul><ul><li>CoolData Wiring Enclosure CD88 </li></ul></ul>© 2008-09 Choice Solutions
    4. 4. NetShelter ® SX World’s most versatile rack enclosure for demanding IT environments Enclosures providing cooling, power distribution, cable management, and environmental monitoring for applications in IT environments 42U x 600mm 42U x 750mm 48U x 600mm 48U x 750mm
    5. 5. NetShelter ® SX Ease of Use Benefits <ul><li>Numbered U Positions </li></ul><ul><ul><li>Rapid installation of rack-mounted equipment </li></ul></ul><ul><li>Captive Rail Adjustment </li></ul><ul><ul><li>Patented tracking system for easy adjustment of Vertical Mounting Rails </li></ul></ul><ul><li>Toolless Roof </li></ul><ul><ul><li>Installation and removal of roof without tools </li></ul></ul><ul><li>Rapid Leveling Feet Adjustment </li></ul><ul><ul><li>Top access to Leveling Feet reduces installation time </li></ul></ul><ul><li>Integrated Grounding </li></ul><ul><ul><li>Side Panels and Roof require no cables </li></ul></ul>
    6. 6. NetShelter ® SX Ease of Use Benefits <ul><li>Lockable Quick Release Doors and Side Panels </li></ul><ul><ul><li>Increased level of security to prevent unauthorized entry </li></ul></ul><ul><ul><li>Easy access for fast installation and maintenance of equipment </li></ul></ul><ul><li>Toolless 0U Mounting for Rack PDUs </li></ul><ul><ul><li>Easy installation/removal of APC Rack PDUs </li></ul></ul><ul><li>Lightweight Half-Height Side Panels </li></ul><ul><ul><li>Easy installation/removal of Side Panels </li></ul></ul>
    7. 7. Choice Rack System <ul><li>Industry standard 42 U </li></ul><ul><ul><li>19” : 600mm Server Rack. </li></ul></ul><ul><ul><li>23” : 800mm Network Rack with support of 19” equipment mountings. </li></ul></ul><ul><li>Perforated Front and Back Doors for </li></ul><ul><li>adequate cooling. </li></ul><ul><li>Accessories i.e. : Caster wheels, Trays, Wire managers, Power distribution systems ect. </li></ul><ul><li>Conforms to DIN 41494 and current industry practices </li></ul><ul><li>Load rating of 350 Kg </li></ul><ul><li>Fine styling plus economy </li></ul><ul><li>Front door perforated steel, side panels </li></ul><ul><li>& back door </li></ul><ul><li>Powder coated black color </li></ul>
    8. 8. © 2008-09 Choice Solutions Integrated Cable Management Cable Management Accessories 1U Horizontal Cable Organizer Patch Cord Organizer Cable Management Rings 2U Horizontal Cable Organizer
    9. 9. Cabling – Data and Voice (IP) <ul><li>Our experts have experience laying out cables of all types – Data Networking, IP telephone Cabling, Voice (PBX) – which address the passive cabling needs. </li></ul><ul><ul><li>Products offering from: </li></ul></ul><ul><ul><li>Amp-Tyco </li></ul></ul><ul><ul><li>R&M </li></ul></ul><ul><ul><li>Balden </li></ul></ul>
    10. 10. Cabling Standards Around the world <ul><li>International Organization for Standardization </li></ul><ul><li>International Electro technical Commission </li></ul><ul><li>American National Standard Institute. </li></ul><ul><li>Electronics Industry Alliance </li></ul><ul><li>Telecommunication Industry Alliance </li></ul><ul><li>Termination Standards 568 A / B </li></ul>
    11. 11. Role of Standards <ul><li>Define Performance & Grades, Connectors & Hardware </li></ul><ul><li>Example : ANSI / TIA / EIA </li></ul><ul><li>Installed Link Specifications </li></ul><ul><li>Permanent link and channel </li></ul><ul><li>Example : ANSI / TIA / EIA </li></ul><ul><li>Network Technology Standards ( Application) </li></ul><ul><li>Define performance requirements for all the elements of the network </li></ul><ul><li>Example : IEEE </li></ul>
    12. 12. Components Used in Cabling <ul><li>CAT 5e / CAT 6 Cable / CAT 6a … </li></ul><ul><li>Information Outlets </li></ul><ul><li>Quad / Duplex – Face Plates </li></ul><ul><li>Patch Max Panel </li></ul><ul><li>Mounting Cords </li></ul><ul><li>Inter Connect Panels </li></ul><ul><li>Fiber Cable – Outdoor / Indoor , MMF / SMF </li></ul><ul><li>SC Connectors, Couplers </li></ul><ul><li>LIU </li></ul><ul><li>Fiber Termination / Splicing </li></ul><ul><li>Ect…. </li></ul>
    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>White papers, data sheets, etc. </li></ul><ul><li>Proposals/quotations </li></ul><ul><li>Case studies </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> </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