How Addressing 3 Challenges Will Help You Sell UPSs to Protect Network Gear

As I mentioned in a recent post, server and PC sales are on the decline while sales of networking equipment are robust. This presents an opportunity for APC by Schneider Electric channel partners: selling UPS solutions to protect network equipment.

Adding to the opportunity is the fact that businesses are moving more and more of their data and IT equipment off-site, to cloud-based providers, Software-as-a-Service offerings and the like. When your data and servers are offsite, that means the network that connects employees to these resources becomes even more important. If your network connection goes down, employees can’t access the resources they need to do their jobs. Productivity takes a nosedive and it costs the business real money.Keep Calm

The solution is to protect networking equipment including switches and routers with a UPS device, such as the Smart-UPS from APC by Schneider Electric.

In this post, I’ll outline three challenges customers are facing that will drive them to consider UPS protection for their networking equipment.

Challenge #1: Providing 24 x 7 uptime

As noted above, with customers putting more and more IT resources in the cloud, the network connection becomes the lifeline to those resources. Simply put, the network has to always be available. Remind customers that even a brief glitch in power can cause a router or switch to reset and employees will lose their network connection. Smart-UPS devices offer protection against such events, supplying around 45 minutes of run-time or more when used solely to back up network equipment.

Challenge #2: Managing networks

Small- and medium-sized businesses, and even large enterprises with lots of remote or branch offices, often have a hard time managing their networks. Many don’t have full-time IT staff, or have very limited staff. They simply don’t have time to spend managing devices such as UPSs.  To address this issue Smart-UPS units support both proactive monitoring, with real-time status reports, as well as remote control. For example, a remote network administrator can reboot a hung device that’s attached to a Smart-UPS unit and can easily check on the health of the UPS itself. What’s more, we’ll soon be coming out with a Smart-UPS model that has a built-in network management card, which will make manageable UPSs more affordable.

Challenge #3: Staying focused on IT equipment

IT and network managers don’t want to have to worry about their physical IT infrastructure. As noted above, they’re stretched thin to begin with so anything we can do to help will be welcome. They’ll be happy to learn how easy it is to install and maintain our Smart-UPS devices, with their easy-to-read LDC displays and out-of-box configuration. We’ve also got a range of available service plans for those who want to choose that option.

Once you get customers on board with the notion that it’s a good idea to protect their network equipment with a UPS solution, it shouldn’t be hard to sell them on APC by Schneider Electric. We’ve got a track record of proven reliability that spans more than 25 years, and have sold more than 25 million UPS units. Customers can choose from multiple form factors, including tower, rack and even rack/tower convertible, and capacities ranging from 450VA to high-density 20kVA.

As I mentioned in my previous post, I believe we’re at an inflection point, one that presents a great opportunity. Simply put, UPSs are not just for servers anymore.



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