1 high density data center assessments. 2 agenda about apc & what is apc’s value proposition...
TRANSCRIPT
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High Density Data Center Assessments
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Agenda
• About APC & what is APC’s value proposition to Cisco?
• Why are Cisco and APC data center services teams combining forces?
• What problems or “pain points” can we solve for our joint customers?
• What are the services APC offers?
• What sales tools are available?
• USFS Case Study Overview
• What’s in it for me?
• How do I engage APC on joint service projects?
APC Business Overview: Revenue
$0$200$400$600$800
$1,000$1,200$1,400$1,600$1,800$2,000
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2005 Financial Data
Revenue: $1.98 Billion
Net Income: $144 Million
Cash & Investments: $774 Million
Long Term Debt: $0
R&D and Product Development Marketing* $106 Million
“Most Innovative Users of Technology”
“Most Customer-centric Companies”
*(Includes reported R&D and marketing expenses associated with product development)
“2005 Data Center Solutions Company of the Year”
$ M
illio
n
“The Biggest Network Companies”
APC Business Overview: Technology Vision
Components Solutions
Industrial Power Plants
Mobile Accessories
DC PowerMgt SoftwareWorkstation UPS
Industral UPSPrecision AirRack SystemsNetwork UPS
Surge Protection Broadband Power Distribution
Facility UPS
Services
Security and Environmental
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APC Value Proposition
APC is an 'enabler' for the deployment of Cisco products and solutions. APC
solutions increase Cisco product and system reliability, availability, and
customer satisfaction while dramatically reducing customer support costs.
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Why are Cisco and APC service teams joining forces?
• Cisco provides data center services in Layers 1 & 2 but has no offering for Layer 0
• Known for “Legendary Reliability”, APC offers Layer 0 services for Network Critical Physical Infrastructure (NCPI) bringing Cisco into data center build-outs early in the sales cycle
• If opportunities are ID’d by Cisco for Layer 0 Services, bringing APC in early can reduce problems with the deployment and shorten the sales cycle
• By coming to the table jointly, we can improve customer satisfaction and reduce support calls
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LAYER 0 – Definition “Taco Bell” Model
Physical LayerElectrical signals & cabling1
.2 Data Link (MAC) LayerTransmits packets from node to node
based on station address
.3 Network Layer
Routes data to different LANs and WANs based on network address
.4 Transport Layer
Ensures delivery of entire file or message
.5 Session LayerStarts, stops session.
Maintains order.
.6Presentation Layer
Encryption, data conversion
.7Application Layer
Type of communication: E-mail, file transfer, client server
OSI MODEL
Cabling
Power
Racks And
Enclosures
FireandSecurity
Cooling
• The OSI model has also been jokingly called the "Taco Bell model", since the restaurant chain has been known for their 7 layer burrito
• APC can be viewed as the Tortilla that holds everything together from Layer 1 to Layer 7
LAYER 0
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Why are Cisco and APC Services Teams joining forces?
“Reliability, a history of success, and the ability to easily integrate a new vendors products with
existing technology are the top rated drivers of NCPI vendor selection.”
Source: Oct 2006 Ogilvy study prepared for APC
APC and Cisco Systems are the top rated NCPI suppliers among this audience
Nearly three-quarters of APC sample rated APC extremely high.
Q12. And, how would you rate each of the following companies as NCPI vendors overall? Please answer using the scale below.
Base: Familiar with Company
16%19%14%18%Apple
15%24%--21%Stulz
23%25%17%25%MGE UPS Systems
30%20%19%26%Eaton/Powerware
27%27%--29%Data Aire and Canatal
24%35%25%30%Rittal
32%31%22%34%BDell
39%34%38%36%HP
40%35%31%38%IBM
36%
35%
52%D
48%
Under 1,000 Employees
(n=288)C
31%
41%
43%
56%c
1,000 or more Employees
(n=220)D
34%
40%
43%
54%b
Online Panel(n=407)
A
31%
29%
70%A
43%
APC Sample(n=101)
B
APC
Emerson Liebert
Microsoft
Cisco Systems
% Top 2 Box Rated
16%19%14%18%Apple
15%24%--21%Stulz
23%25%17%25%MGE UPS Systems
30%20%19%26%Eaton/Powerware
27%27%--29%Data Aire and Canatal
24%35%25%30%Rittal
32%31%22%34%BDell
39%34%38%36%HP
40%35%31%38%IBM
36%
35%
52%D
48%
Under 1,000 Employees
(n=288)C
31%
41%
43%
56%c
1,000 or more Employees
(n=220)D
34%
40%
43%
54%b
Online Panel(n=407)
A
31%
29%
70%A
43%
APC Sample(n=101)
B
APC
Emerson Liebert
Microsoft
Cisco Systems
% Top 2 Box Rated
customers who believe a well known brand name is
highly important to both themselves and other
stakeholders, rated all the companies presented higher than customers who do not place as much importance
on brand name.
Source: Oct 2006 Ogilvy study prepared for APC
10%
1%
1%
2%
1%
2%
10%
10%
24%
32%
28%
32%
12%
1%
1%
2%
2%
12%
26%
27%
35%
49%84%A
5%B
6%B
23%B
52%B
None of the above
Stulz
Rittal
MGE UPS Systems
Data Aire and Canatal
Eaton/Powerware
Apple
Emerson Liebert
IBM
Microsoft
HP
Dell
APC
Cisco Systems
Online Sample (n=407) A
APC Sample (n=101) B
8%
1%
3%
2%
4%
5%
25%
32%
47%
1%
2%
2%
2%
4%
6%
7%
16%
27%
25%
35%
16%C
26%C
32%c
55%C
63%D
14%D
42%
None of the above
Stulz
Rittal
MGE UPS Systems
Data Aire and Canatal
Eaton/Powerware
Apple
Emerson Liebert
IBM
Microsoft
HP
Dell
APC
Cisco Systems
Under 1,000 employees (n=288) C
1,000 or more employees (n=220) D
Of the companies presented, APC and Cisco Systems are the most commonly mentioned current suppliers of NCPI solutions
Current NCPI Supplier
Q13. Which of the following companies supply or supplied your current NCPI solution?
Of the companies presented, APC & Cisco are the most commonly mentioned current suppliers of NCPI solutions
Source: Oct 2006 Ogilvy study prepared for APC
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What problems or “pain points” can we address for our joint customers?
• Server consolidation, virtualization, data center consolidation, automation and deployment of blade servers places burdens on existing IT infrastructure
–Creates Hot Spots, Server Burnout, Insufficient Power and Cable Management Issues
–Creates real business problems related to Business Continuity and Risk Management
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What are the services APC offers?
• APC surveys site to ensure adequate power and cooling
• APC supplies customer with a roadmap for identifying needs and correcting issues that affect the quality of NCPI performance
• APC tailors solutions to customer needs
–Site Evaluations
–Facilities Upgrades
–Full data center build-outs
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What are the services APC offers?
• Customized solutions proposal includes CAD drawings, a customized report and site photographic documentation
• Data collected on following areas of data center vulnerability:
-Power/Power Quality -Critical Loads
-Existing UPS/Cooling -HVAC/Cooling
-Building Access/Delivery -Site Plans
-Fire Suppression -Floor Space/Type
-Generators -Physical Security
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US Forest Service Case Study
• Data center consolidation project involving co-location of multiple facilities
• Cisco asked APC to evaluate the site, potential problems, and develop options that may be available to the client to meet their business needs
• Working with Cisco project mgr. and client, APC performed a site visit, conducted interviews, gathered data to perform a datacenter facility assessment
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US Forest Service Case Study (cont.)
• APC assessed the datacenter facility infrastructure:
–Architectural (physical infrastructure and layout)
–Fire protection systems
–Mechanical facility systems infrastructure
–Electrical infrastructure
–Security and environmental infrastructure
–Single points of failure
• APC provided facilities assessment doc focused on “Best Practices” design and potential weaknesses in the physical infrastructure
• APC developed and validated statement of requirements based on info provided by the client and Cisco
• APC developed conceptual drawings and estimated construction costs and schedules
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US Forest Service Case Study (cont.)
• Result for the customer:
–Decreased time to deployment
–Increased systems reliability
–Increased satisfaction with Cisco systems
• Result for Cisco:
–Faster sales cycle
–Cisco acts as “trusted advisor” with client
–Reliable systems means fewer service calls and a more satisfied customer
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What’s in it for me?
• Commissions on every APC service sold
• Shorter sales cycle
• Integrated systems that work
• Meet customer demand for “whole solution” offering
• Gain competitive advantage as a trusted advisor in the datacenter and wiring closet space
• Increased customer satisfaction
• Fewer support calls
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How do I engage APC on joint service projects?
• Contact Dan Warnshuis at Cisco–Product Manager Advanced Services
–408-527-1760
• CC: Dave Cleveland at APC–Services Product Mgr, Strategic Alliances
–603-769-3885
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Other APC Contacts
• APC Services Team:• Carl Cottuli
General Mgr, Advanced Services
401-789-5735x2910
• Dave Cleveland
Services Product Mgr, Strategic Alliances
603-769-3885
• Dave Derambakhsh
Services Engineer
951-288-5895
• APC Cisco Alliance Team:• Rick Bansal
Dir. of Strategic Alliances
401-663-1045
• Jason Dudek
Global Alliance Mgr.
206-545-1110
• Denise Balyoz
Alliance Dir., EMEA
+44(0)788.443.0371
• Karen Lee
Alliance Dir. JPAA
65-6389-6775
• Kim Tremblay
Mktg. Program Mgr, Strategic Alliances
401-789-5735x2315
www.apc.com