Edge Network_Mod 2_How to Choose and Sell the Right UPS_V10.pdf

Instructional Strategy Adopted for this Module Learner Engagement Storytelling Product Knowledge Click and reveal interactivity Additional selling features of UPS...

Instructional Strategy Adopted for this Module Learner Engagement Storytelling Product Knowledge Click and reveal interactivity Additional selling features of UPS Three scenarios emphasizing how to Check your understanding solutions select and sell the right UPS based on Visually engaging elements for differentiating factors content presentation How to Sell Approach Recommend the right product based on the key differentiating factors Find the right product using the UPS Selector tool Click Next to continue.  Welcome to the How to Choose and Sell the Right UPS Module. Start Module  Module Overview and Objectives This module will teach you how to select and sell the correct single- phase UPS solution. It also includes information about the UPS Selector tool. This module can be completed in approximately 15 minutes. By the end of this module, you will be able to: Select and sell the right UPS solution. Talk about the additional selling features of Easy UPS, Smart- UPS, and Smart-UPS On-Line ranges. Use the UPS Selector tool to find the best UPS.  Overview of Topics Click Topic 1: How to Choose and Sell the Right UPS Solution to begin. Topic 1 Topic 2 Topic 3 How to Choose and Additional Selling UPS Selector Tool Sell the Right UPS Features Solution  Single-phase UPS Range Selecting the right UPS is a business relevant decision. The single-phase UPS range offers a variety of products that work best for different applications. Easy UPS Smart-UPS Smart-UPS On-Line Click Next to continue.  Key Differentiating Factors for UPS Selection Each UPS solution has distinct factors that set them apart. As a first step, gather inputs about the following. Click the tabs to know about these factors. Environment UPS form factor Power capacity Runtime Management and service capabilities  Key Differentiating Factors for UPS Selection There are a few factors that differentiate each UPS solution. As a first step, gather inputs on the following factors. Click the tabs to know about these factors. Environment Identify the IT equipment that needs UPS protection. It can be: UPS form factor Single PC Network closet Small office Power capacity Runtime Management and service capabilities Large networks Commercial or light industrial environment  Key Differentiating Factors for UPS Selection There are a few factors that differentiate each UPS solution. As a first step, gather inputs on the following factors. Click the tabs to know about these factors. Environment The UPSs come in different forms and sizes. The two types of form factors are UPS form factor tower and rack-mount. Power capacity Runtime Management and service capabilities Rack-mounted UPS: Tower UPS: For customers who want to For customers with available fit as much hardware as floor space possible in their enclosures.  Key Differentiating Factors for UPS Selection There are a few factors that differentiate each UPS solution. As a first step, gather inputs on the following factors. Click the tabs to know about these factors. Environment The power capacity of a UPS is the amount of power it can provide to the equipment plugged into it. It is rated in volt-amperes (VA) and watts. UPS form factor Assess the power capacity of a UPS based on how much power is being used by Power capacity all the equipment connected to it. Runtime Example: The power drawn by a single PC will be lesser than the power required by large networks, servers, and light industrial applications. Management and service capabilities  Key Differentiating Factors for UPS Selection There are a few factors that differentiate each UPS solution. As a first step, gather inputs on the following factors. Click the tabs to know about these factors. Environment Runtime is the length of time it can provide battery power to the connected load during power outages. It varies as per product and depends on full or half load. UPS form factor Identify the required runtime by assessing how long customers need their IT Power capacity applications to continue running during an outage. Example: Runtime Management and service capabilities Complex database Telephone application 30 minutes (to keep the 2 minutes (enough to systems running) survive a small glitch)  Key Differentiating Factors for UPS Selection There are a few factors that differentiate each UPS solution. As a first step, gather inputs on the following factors. Click the tabs to know about these factors. Environment To maximize the performance and efficiency of a UPS, it needs proper UPS form factor management, maintenance, and services. Power capacity The UPS management portfolio comprises multiple options: Runtime Software Network Management Cards (NMC) Management and Accessories for UPS management, monitoring, and safe system shutdown service capabilities  How to Choose the Right UPS—Scenario 1 Customer Requirements: IT Partner Recommends: Environment: Small and home office UPS form factor: Tower Power capacity of the UPS: Basic power protection Easy UPS range (500VA to 20kVA) Runtime: Few seconds to 30 minutes Available in both line-interactive Management and service capabilities: Optional and on-line topologies  How to Choose the Right UPS—Scenario 2 Customer Requirements: IT Partner Recommends: Environment: Entry-level servers and network devices UPS form factor: Rack-mounted UPS Smart-UPS range (500VA to 5000VA) Power capacity of the UPS: High power protection Divided into two categories: Smart-UPS Runtime: Up to 20 minutes Lithium-ion and Line-Interactive. Integrated with Network Management Management and service capabilities: Required Card (NMC) EcoStruxure Ready  How to Choose the Right UPS—Scenario 3 Customer Requirements: IT Partner Recommends: Environment: Large edge computing/light industrial applications UPS form factor: Rack-mounted UPS Power capacity of the UPS: Higher degree of Smart-UPS On-Line range (1000VA to 20kVA) power protection (above 5kVA) Integrated NMC EcoStruxure Ready Runtime: Up to few hours Multiple battery packs Pure sine wave output Management and service capabilities: Required  Summary of Differentiating Factors for Each UPS Range Key Differentiating UPS Solution Factors Easy UPS Smart-UPS Smart-UPS On-Line Customer’s Non-IT, home-office, or small Entry-level servers and business High-density servers or light environment office networks industrial applications UPS form factor Rack-mounted Rack-mounted Rack-mounted Tower/freestanding Tower/freestanding Tower/freestanding Basic power protection Higher degree of power quality Higher degree of power quality Power capacity of (500VA to 20kVA) (500VA to 5000VA) (1000VA to 20kVA) the UPS Few seconds to 30 minutes Extended runtime available Extended runtime available Runtime EcoStruxure Ready for EcoStruxure Ready for cloud- EcoStruxure Ready for cloud- Management and cloud-based monitoring based monitoring based monitoring service capabilities Optional integrated Integrated Network Integrated Network Network Management Management Card (NMC) for Management Card (NMC) for Card (NMC) for remote remote monitoring and remote monitoring and monitoring and management features management features management features  Check Your Understanding (1 of 2) A mid-sized manufacturing company runs business in various geographies. It needs a UPS solution with remote monitoring capabilities to protect IT equipment, servers, and networking devices in distributed IT and edge environment. The company also wants these applications up and running for few hours to perform business critical tasks. Based on the given requirements, which UPS solution would you recommend? Select the correct option, and then click Submit. Easy UPS Smart-UPS Smart-UPS On-Line Submit  Check Your Understanding (1 of 2) Which of the following unique factors are considered as differentiators of the Smart-UPS range? Drag and drop the correct option(s), and then click Submit. Drop Here Drop Here That’s incorrect. The Smart-UPS On-Line range should be recommended, as it: Supports a wide range of input voltages from 1000VA to 20kVA. Is best suited for light industrial applications and large edge computing. Drop Here Is EcoStruxure Ready and offers cloud-based monitoring and management options. Smart-UPS Submit Continue It is best suited for IT It supports a wide range of It is EcoStruxure Ready and It is best suited for larger edge professionals for their servers, input voltages from 750VA to offers cloud-based monitoring computing and light industrial data storage, and edge 5kVA. and management options. applications. networks.  Check Your Understanding (1 of 2) Which of the following unique factors are considered as differentiators of the Smart-UPS range? Drag and drop the correct option(s), and then click Submit. Drop Here Drop Here Well done! That’s correct. The Smart-UPS On-Line range should be recommended, as it: Supports a wide range of input voltages from 1000VA to 20kVA. Is best suited for light industrial applications and large edge computing. Drop Here Is EcoStruxure Ready and offers cloud-based monitoring and management options. Smart-UPS Submit Continue It is best suited for IT It supports a wide range of It is EcoStruxure Ready and It is best suited for larger edge professionals for their servers, input voltages from 750VA to offers cloud-based monitoring computing and light industrial data storage, and edge 5kVA. and management options. applications. networks.  Overview of Topics Click Topic 2: Additional Selling Features to begin. Topic 1 Topic 2 Topic 3 How to Choose and Additional Selling UPS Selector Tool Sell the Right UPS Features Solution  Additional Selling Features (1 of 4) There are some additional selling features that help you decide the right UPS for your customers. Click the image of each range to know the additional selling features. Easy UPS Smart-UPS Smart-UPS On-Line  Additional Selling Features (2 of 4) The Easy UPS range is for the customers who require power protection from unstable power conditions and need consistent and reliable connectivity. They supports both line-interactive and online topologies. Easy Click the buttons to know about the unique factors and UPSaudience of the Easy UPS range. target UniqueProtection Factors Availability Manageability These UPSs provide protection Maximize battery performance These UPSs are built with LED against overloads, short circuits, through intelligent battery indicators and audible alarms that installation mishaps, and battery management. provide notifications about Target Audience damage caused by low voltage. changing the utility power and UPS power status. Automatically corrects over/under voltages with its Automatic Voltage Regulation (AVR) feature. Click Next to continue.  Additional Selling Features (3 of 4) The Smart-UPS range is for the customers who require versatile, intelligent, and premium power protection for their facilities. This UPS range provides brownout protection and extended runtime for critical applications—with scalable external battery packs. Smart-UPS Click the buttons to know about the unique factors and target audience of the Smart-UPS range. Protection Unique Factors Availability Manageability Serviceability Filters noise, provides Integrated with intelligent LED status indicators Battery failure surge protection, and battery management. provide unit and power notification provides voltage status. early-warning fault Target regulation Audience Automatically corrects over or boosts low input analysis on batteries, under voltages with its enabling timely voltage up to 30% and Automatic Voltage Regulation preventive maintenance. trims high voltage up (AVR) feature. to 12% without battery operation. Click Next to continue.  Additional Selling Features (4 of 4) The Smart-UPS range is for the customers who require versatile, intelligent, and premium power protection for their facilities. This UPS range provides brownout protection and extended runtime for critical applications—with scalable external battery packs. Smart-UPS On-Line Click the buttons to know about the unique factors and target audience of the Smart-UPS range. Protection Unique Factors Manageability Availability Serviceability Provides higher application LED status indicators With live-swap Periodic battery self-test availability by correcting and audible alarms help capabilities, customers can ensures early detection poor frequency and voltage understand unit and add or swap batteries of a battery that needs Target Audience conditions. power status with visual without interrupting the to be replaced. and audible indicators. UPS load. Provides temporary battery Automatically corrects power when the utility over or under voltages power is out. with its Automatic Voltage Regulation (AVR) feature. Click Next to continue.  Overview of Topics Click Topic 3: UPS Selector Tool to begin. Topic 1 Topic 2 Topic 3 How to Choose and Additional Selling UPS Selector Tool Sell the Right UPS Features Solution  UPS Selector Tool (1 of 7) There are various design tools available for IT Partners. For designing edge solutions, use Local Edge Configurator (LEC) available in our Design Portal. Partners can access it through ‘Quick Links’ in mySchneider. If you need guidance on how to use it, visit the Design Portal Help Center, or check the Edge Solutions training. If you simply need to find the right UPS solution for your customers, use our UPS selector, our intuitive online tool available through our public website. Perform the following steps to find the ideal UPS solution. Move the slider to reveal the step. UPS Selector tool link: https://www.apc.com/us/en/tools/ups_selector/ *Please visit your local country website. Step 1 Step 2 Step 3 Step 4 Step 5 Result  UPS Selector Tool (2 of 7) Move the slider to reveal the step. Select the environment type and configure a solution. You can configure either by load or device. Step 1 Step 2 Step 3 Step 4 Step 5 Result  UPS Selector Tool (3 of 7) Move the slider to reveal the step. Enter the total power load in the Total Load section. Step 1 Step 2 Step 3 Step 4 Step 5 Result  UPS Selector Tool (4 of 7) Move the slider to reveal the step. Select the required operating voltage from the Operating Voltages options. Step 1 Step 2 Step 3 Step 4 Step 5 Result  UPS Selector Tool (5 of 7) Move the slider to reveal the step. Enter the data in the Run Time section. Step 1 Step 2 Step 3 Step 4 Step 5 Result  UPS Selector Tool (6 of 7) Move the slider to reveal the step. If you want to consider your customer’s power requirements for the future, then provide the required data in the Power Expansion section. Step 1 Step 2 Step 3 Step 4 Step 5 Result  UPS Selector Tool (7 of 7) Move the slider to reveal the step. The UPS Selector tool recommends the best UPS fit for your customers based on the data entered. You may recommend more than one solution. Step 1 Step 2 Step 3 Step 4 Step 5 Result Click Next to continue.  Check Your Understanding (2 of 2) Which of the following are taken into consideration to find the right product using the UPS Selector tool? Select the correct options, and then click Submit. Total Power Load Runtime Operating Voltage Environment Submit  Check Your Understanding (2 of 2) Which of the following factor(s) are required while configuring a solution using the UPS Selector Tool? Select all the correct options, and then click Submit. The total power load That’s incorrect. Runtime Consider the following to find the right product: Total Power Load Operating voltage Runtime Operating Voltage Environment Customer's environment Continue Submit  Check Your Understanding (2 of 2) Which of the following factor(s) are required while configuring a solution using the UPS Selector Tool? Select all the correct options, and then click Submit. The total power load Well done! That’s correct. Runtime Consider the following to find the right product: Total Power Load Runtime Operating voltage Operating Voltage Environment Customer's environment Continue Submit  Key Takeaways In this module, you learned that: To choose and sell the right UPS, you need to know the key differentiating factors such as customer's environment, power capacity, runtime, and monitoring and management needs. The single-phase UPS portfolio also offers additional selling features such as protection, availability, manageability, and serviceability. Schneider Electric's UPS Selector is an intuitive online tool that will help you find the right UPS solution for your customers.  Monitoring Solutions/Services and Additional Offers Proceed to the next module to learn about our monitoring solutions and additional offers that can help you to drive more revenue while keeping your customers connected and safe. For this, visit the Sell Lifecycle Services, Monitoring Solutions, and Additional Offers module. ? Click Next to continue.  Well done! You have successfully completed the How to Choose and Sell the Right UPS module. To exit the module, click the Exit button below. Exit