Datacenter App July09 Bashar


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Tripp LiteTraining Event 2009 in Atlantis

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  • Efficiency indicates how well a UPS system converts input into output (Efficiency = Output Power ÷ Input Power). The higher the efficiency, the more the UPS system will save in operating costs. Tripp Lite SmartOnline High-Power, offer two levels of efficiency for two levels of cost savings. When the UPS is in Economy Mode, its inverter is not feeding the load during normal operation (saving energy). When needed (during a blackout, for example) the inverter will automatically connected to the load. When the UPS is in Online Mode, its inverter is continuously on. The difference between the two modes is a matter of user preference according to the level of protection needed.
  • THDi (Total Harmonic Distortion - input) is distortion generated by a UPS System that is "reflected" back through the input to the utility or generator source. All 3-Phase UPS Systems, regardless of the manufacturer, generate some level of THDi. If the THDi is high, managers are forced to oversize everything that distributes power to the UPS: generator, distribution panels, cables, etc. If managers install a UPS that generates lower THDi, they can save significant installation costs. Tripp Lite's Modular 3-Phase UPS Systems provide lower THDi than competitive models, dramatically lowering installation costs. With Tripp Lite's Modular 3-Phase UPSs, managers can match the kVA of their generator to the kVA of their UPS (referred to as 1:1 sizing or "generator-friendly design"). With competitor's UPS models, managers often have to double the size of their generator to compensate for higher THDi (referred to as 2:1 sizing). With less distortion reflected back through the input, managers can install lower gauge cables and lower-rated circuit breakers. Tripp Lite Modular UPSs also lower installation costs through better parallel capability. All models are parallel-ready, eliminating the need to upgrade from non-parallel to parallel models. In addition, the UPSs feature a non-proprietary parallel distribution scheme. Users can deploy their own or a Tripp Lite distribution panel, whichever is more cost-effective and convenient.
  • Efficiency refers to how well the UPS converts input power into output power (and the amount of power the UPS consumes in order to operate). Tripp Lite Modular 3-Phase UPS Systems are up to 97% efficient. Since they consume less energy to operate, they save electricity costs. Also, since they consume less energy, they generate less heat, reducing facility cooling and airflow management costs. Tripp Lite Modular 3-Phase UPS Systems feature two levels of efficient operation: Economic Mode (up to 97% efficient) and On-Line Mode (up to 94% efficient). In Economic Mode, the UPS features line-interactive operation, automatically switching to on-line operation only when needed. In On-Line Mode, the UPS features continuous on-line operation. The difference between the two modes is a matter of user preference according to the level of protection required. Another way Tripp Lite Modular 3-Phase UPSs lower operating costs is through the widest voltage correction range in its class. The benefits of voltage correction are very simple: the more abnormally high or low input voltages the UPS corrects on its own, the less it has to rely on its batteries. This helps batteries last longer and reduces the number of times they need to be replaced. Tripp Lite Modular 3-Phase UPS Systems correct the widest range of input voltages in the industry without relying on the battery. Tripp Lite models correct undervoltages as low as 25% below nominal input and overvoltages as high as 20% above nominal input. Typical competitors' models only correct undervoltages as low as 10% below nominal input and overvoltages as high as 15% above nominal input. The advantage of Tripp Lite's superior voltage correction is dramatic, with up to 40% less potential battery wear!
  • Tripp Lite Hot-Swap Modular UPS Systems provide greater availability than other types of UPS Systems typically installed in network applications. All UPS types support equipment during a power failure because they feature battery backup support. Line interactive UPSs will not support equipment during an internal fault, because they do not feature an internal auto bypass. Line interactive and typical online UPSs will not support equipment during UPS repair, because they do not feature an external manual bypass switch and a detachable PDU. Only Tripp Lite Hot-Swap Modular UPS Systems provide continuous availability through every application scenario.
  • Our NH series can do all levels of redundancies to suit the 4 tiers of Data Centers up to 60KVA load For the above example with 60KVA load (instead of 200KVA): N: By using SU60Kx N+1: By Using SU80Kx (where an extra PM is available in the UPS for redundancy) 2N: By using 2 x SU60Kx (connected in Parallel) 2(N+1): By using 2 x SU80Kx (connected in Parallel)
  • NH models of 380V models feature two AC inputs. Tripp Lite provides all of the equipment needed for parallel applications, with the exception of the primary and redundant distribution panels. Depending on the UPS model, the External Battery Modules pictured above also may not be required. SU20KX and SU40KX models feature internal batteries and do not require an External Battery Module to function. All other UPS models do not include internal batteries, and, therefore, do require connection of the external battery module (included as a standard feature). The parallel connection procedure is as follows: 1) wire UPS inputs to distribution panel(s); 2) wire UPS outputs to parallel tie cabinet; 3) Connect parallel communication cable between UPSs; 4) wire parallel distribution panel output to load. Parallel Connection Warnings: The total input cable length must be equal to the total output cable length in order to prevent unbalanced load sharing between two UPS systems under reserve mode. The maximum number of UPSs that can be connected in parallel is two. Do not attempt to parallel more than two UPS systems. The UPS systems must have the same rating and capacity for parallel redundancy installation. Attempting to link dissimilar UPS systems will damage the UPS systems and create a serious risk of personal injury and property damage.
  • Tripp Lite’s SU1000RT3UG UPS System features an external manual bypass switch and a detachable input/output power distribution unit (PDU). When the switch is set to "bypass", the UPS’s power and battery modules can be removed for maintenance while the detachable PDU module remains installed, continuing to power connected equipment as long as utility power is present. These unique availability features are in addition to an automatic internal bypass that ensures 100% availability of connected equipment by passing through utility power in the event of an internal fault or overload.
  • HVAC: Precise Air conditioning System CRAC: Cooling Systems that remove heat from the data center include computer room air conditioners TIA: Telecom Industry Association TIA-942 defines practical methods to ensure electrical continuity throughout the rack materials and proper grounding of racks and rackmounted equipment. This is the only specification that addresses problems specific to data centers. “Telecommunications Infrastructure Standard for Data Centers” MDA: Main distribution area HDA: Horizontal distribution area ZDA: Zone distribution area
  • Datacenter App July09 Bashar

    1. 1. Tripp Lite Datacenter Solutions By Bashar Kersheh
    2. 2. Tripp Lite NH models Offers Two High-Efficiency Operating Modes <ul><li>- Economy Mode (up to 97% efficient) </li></ul><ul><li>- Online Mode (94% efficient) </li></ul><ul><li>Continuous, double-conversion online operation offer the highest level of protection to the sensitive loads </li></ul>Efficiency 3-PHASE UPS
    3. 3. Modular Model Advantages: Lower Installation Costs <ul><li>Lower THDi </li></ul><ul><li>Saves cost of oversized generator—allows 1:1 UPS-to-generator sizing </li></ul><ul><li>Saves cost of oversized cables and breakers </li></ul>3-PHASE UPS Generator Less than 5% THDi ! <ul><li>Better Parallel Capability </li></ul><ul><li>Parallel Ready: eliminates need to upgrade from non-parallel to parallel model </li></ul>Fewer reflected THDi harmonics
    4. 4. Modular NH Model Advantages: Lower Operating Costs <ul><li>Higher Efficiency </li></ul><ul><li>Saves electricity costs </li></ul><ul><li>Lowers facility cooling costs </li></ul>3-PHASE UPS <ul><li>Widest Voltage Correction Range </li></ul><ul><li>Lengthens battery service life — up to 40% less potential battery wear! </li></ul><ul><li>Reduces battery replacement costs </li></ul>Economic Mode On-line Mode Up to 97% efficient!
    5. 5. Availability
    6. 6. Modular Model Advantages: Increased Availability Modular & Availability
    7. 7. Redundancy Levels
    8. 8. Configuring Two UPSs in Parallel ( 220/380, 230/400, 240/415V models) WIRING 80 kVA Load Parallel Distribution Panel UPS Modules External Battery Modules (SELECT MODELS) PRIMARY Distribution Panel WIRING KEY = UPS AC Input (Primary) = UPS AC Input (Redundant) = UPS AC Output = UPS DC Input = UPS Parallel Communication REDUNDANT Distribution Panel
    9. 9. Air-conditioning System (HVAC) Power rules: Data Center HVAC power - In Datacenters Tier II and Tier I the Air-conditioning systems (HVAC) are connected only on the ATS (Public power / Gensets). - In Datacenters Tier III the Control part of the Air-conditioning systems (HVAC) are supplied from the UPS and the chillers are supplied on the ATS (Public power / Gensets). - In Datacenters Tier IV the whole of the Air-conditioning systems (HVAC) (control and chillers ) are supplied from the UPS.
    10. 10. How to calculate needed power for a DATA CENTER? Data Center power Calc
    11. 11. How to calculate needed power for a DATA CENTER? continue Data Center power Calc UPS - Nameplate rating of I.T. devices x 0.67 = kW (1) - Rating of other Communication devices x 0.67 = kW (2) - Future expansion loads (planed) = kW (3) - Subtotal, running load 1+2+3 = kW (4) - Add 30% for peak load factor (4) x 1.3 = kW (5) - Add 30 to 50% according to expected growth in the coming 3 years and the total will be the UPS capacity
    12. 12. How to calculate needed power for a DATA CENTER? continue Data Center power Calc GENSET Start with the above calculated UPS load (A) - Add 16% to the UPS rating in efficiency and battery charging = kW (B) - Lighting, 0.0215kW x floor area in sq. m = kW (C) - Air-conditioning HVAC power is as per name plate = kW (D) - Add 30% to the total (A + B + C + D) for loads startups and extras Be sure not to over size the Genset since making it work on a low level load would increase the running cost and cause the fast deterioration of the Genset mechanical parts.
    13. 13. 10KVA, a perfect solution for small to medium Data Centers SINGLE-PHASE UPS . . . Detachable PDU Continues to Power Equipment Hardwire Input Receptacle Output Bypass Switch Remove Power & Battery Module . . .
    14. 14. How to sell to Data Centers UPSs for Data Centers <ul><li>Create your in Country CAP to ensure on site support for the products </li></ul><ul><li>PREPARE HIM TO FIGHT </li></ul><ul><li>- CAP shall be with suitable experience in infrastructure for Data Center (working with Cabling, Raised floor, precise Air Conditioning, etc….) </li></ul><ul><li>- CAP shall have certified engineers or technicians in Data Center design to reinforce our technical position when proposing a solution. </li></ul><ul><li>- CAP shall have his sales team trained by us to know how to introduce our products to kill competition. </li></ul><ul><li>CAP shall send at least one technician to be trained for the after sales services of the NH range </li></ul><ul><li>CAP shall purchase a kit of spare parts to make sure the lowest MTTR to the end user. </li></ul>STEP 1
    15. 15. How to sell to Data Centers UPSs for Data Centers <ul><li>Create your in Country reference List for TrippLite </li></ul><ul><li>More UPS references in the country would help to convince the customer that his investment with TrippLite is secured. </li></ul><ul><li>Start by creating the list for even single phases of 6 & 10KVA which also can be considered a protection for servers & high end applications. </li></ul><ul><li>Get names and contacts of IT managers of the locations in the list and mention them so any new customer feel more confident about the product (because his peers, that he would recognize some of them, have already tested and trusted the brand) </li></ul>STEP 2
    16. 16. How to sell to Data Centers UPSs for Data Centers <ul><li>Know your enemies, BE PREPARED </li></ul><ul><li>Understanding and knowing the competition weakness points and strength points would be a major advantage in the battlefield (facing the customer). </li></ul><ul><li>When compared to a reasonable brand (APC, MGE, Liebert, Powerware, etc…), try to focus on the after sales service issues and MTTR (after you have insured the local CAP is ready for that). Going into small technical details might not be effective since all those brands offer reasonable good specs. </li></ul><ul><li>Expect to meet very technical people since in this business criteria, your discussion would be with consultants most probably. </li></ul><ul><li>Other wise if you meet the IT people, focus in product presentation shall be on the continuity of business such as: Redundancy, MTTR (simply one Power module as spare would solve 95% of their problems), communication and software, friendly LCD reading and diagnostic feature, etc… </li></ul>STEP 3
    17. 17. How to sell to Data Centers UPSs for Data Centers <ul><li>- Use professional vocabulary in this business like: </li></ul><ul><ul><li>TIA-942: Telecommunications Infrastructure Standard for Data Centers </li></ul></ul><ul><ul><li>Best Practices: because of lack of standards, and short life time of the DC business, this is the best reliable way to follow. </li></ul></ul><ul><ul><li>HVAC: Precise Air conditioning System </li></ul></ul><ul><ul><li>CRAC: Cooling Systems that remove heat from the data center include computer room air conditioners </li></ul></ul><ul><ul><li>MTTR: Mean Time to Repair (or to Recover) </li></ul></ul><ul><ul><li>N+1: Way to describe redundancy in the telecom world </li></ul></ul>STEP 3 Continue
    18. 18. How to sell to Data Centers UPSs for Data Centers <ul><li>Make sure to spend time to educate the end users </li></ul><ul><li>Orient your self in consultant position (sot supplier) </li></ul><ul><li>Fighting against many other brands that do not have modular product would be your first mission. This would limit your competitor list to only a couple or so. </li></ul><ul><li>Focus on the advantages of the Modular technology in general: </li></ul><ul><ul><li>Low MTTR: Time to be back to service is 10 min MAX </li></ul></ul><ul><ul><li>Upgradability: With the correct parts available, our system can be upgraded by adding power modules or by paralleling another similar UPS. </li></ul></ul><ul><ul><li>Availability: even if you buy a 80KVA UPS, you can program it to keep on running is the load is within the power of the remaining power modules (no extra cost for redundancy) </li></ul></ul><ul><ul><li>Flexibility: Changing the redundancy mode from N+3 to N+2 and to N+1 or to use the full UPS power without redundancy simply using the LCD display. </li></ul></ul>STEP 4
    19. 19. How to sell to Data Centers UPSs for Data Centers <ul><li>Spend time explaining the NH technical specs and advantages specifically: </li></ul><ul><ul><li>Full UPS (Rectifier / Charger / Inverter) in each module: no single point of failure in the system i.e.: failure in any part of the system would not affect the system continuity in service. </li></ul></ul><ul><ul><li>Dual power supply in the main power card (On the top of the chassis) </li></ul></ul><ul><ul><li>Lowest cost of ownership with : </li></ul></ul><ul><ul><ul><li>Highest efficiency in the market (only 6% of looses even to 30% load level), lower electricity bill and lower cooling system needed </li></ul></ul></ul><ul><ul><ul><li>Low THDI (<5%) minimize the cost of Genset and cost of cables & CBs </li></ul></ul></ul><ul><ul><ul><li>Widest input voltage window without switching to battery ( maximize the batteries life time and eliminate the need of additional external voltage regulator ) </li></ul></ul></ul>STEP 4 Continue
    20. 20. How to sell to Data Centers UPSs for Data Centers <ul><ul><li>Our NH series can do all levels of redundancies to suit the 4 tiers of Data Centers up to 60KVA load without the need of additional systems (separate STSs). </li></ul></ul><ul><ul><li>UPS are future paralleled without any additional accessories (simply plug the communication cable and program them from the LCD). </li></ul></ul><ul><ul><li>2 years warrantee at the Power Module level: Our CAP partner is able to do the service for him without waiting for TrippLite to send someone for that (Like APC do that would result in long delay for the system to be back to service) </li></ul></ul>STEP 4 Continue
    21. 21. QUESTIONS??
    22. 22. HOW I CAN HELP YOU IN YOUR 3Ph sales <ul><li>Help me helping you by introducing me to your current CAPs and potential CAPs </li></ul><ul><li>I will help evaluating the potential CAPs </li></ul><ul><li>Develop the current CAP 3ph business by </li></ul><ul><ul><li>Identifying various sales opportunities and market sectors which are not covered by the CAP (IT infrastructure, POS, Telecom/GSM, Medical, Alarm systems/CCTV/DVRs, medical Labs, Industrial process control/Automation/production lines, etc…. ) </li></ul></ul><ul><ul><li>Understanding strengths/weakness in our products </li></ul></ul><ul><ul><li>How to present our products to customers </li></ul></ul><ul><ul><li>How to create the product appeal </li></ul></ul><ul><ul><li>How to prepare tenderbooks. </li></ul></ul><ul><li>Prepare road show for your current CAPs (Push our partners) </li></ul><ul><li>AND / OR </li></ul><ul><li>Work on road show for end users (Create the brand pull from the market). </li></ul><ul><li>Put me in the loop with project results: Regular reports from you, warehouse (Availability), management about placed orders / TSM </li></ul>