Datacenter App July09 Bashar

Tripp Lite Datacenter Solutions

By

Bashar Kersheh

Tripp Lite NH models Offers TwoHigh-Efficiency Operating Modes

- Economy Mode (up to 97% efficient)

- Online Mode (94% efficient)Continuous, double-conversion online operation offer the highest level of protection to the sensitive loads

Efficiency3-PHASE UPS

Modular Model Advantages:Lower Installation Costs

Lower THDi• Saves cost of oversized generator—allows 1:1 UPS-to-generator sizing

• Saves cost of oversized cables and breakers

3-PHASE UPS

Generator

Fewer reflected THDi harmonics

Less than 5% THDi !

Better Parallel Capability• Parallel Ready: eliminates need to upgrade from non-parallel to parallel model

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1 2 3 4 5 6 7 8 9 10

Percent loading (in tens)

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nc

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Modular NH Model Advantages:Lower Operating Costs

Higher Efficiency• Saves electricity costs• Lowers facility cooling costs

3-PHASE UPS

Widest Voltage Correction Range• Lengthens battery service life—up to 40% less potential battery wear!

• Reduces battery replacement costs

Economic Mode

On-line Mode

Up to 97%efficient!

Availability

Modular Model Advantages:Increased Availability

Modular & Availability

Redundancy Levels

Configuring Two UPSs in Parallel(220/380, 230/400, 240/415V models)

WIRING

80 kVALoad

ParallelDistribution

Panel

UPSModules

ExternalBatteryModules(SELECT MODELS)

PRIMARYDistributi

onPanel

WIRING KEY

= UPS AC Input (Primary)

= UPS AC Input (Redundant)

= UPS AC Output

= UPS DC Input

= UPS Parallel Communication

REDUNDANTDistribution

Panel

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.

How to calculate needed power for a DATA CENTER?

Data Center power Calc

How to calculate needed power for a DATA CENTER? continue


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

How to calculate needed power for a DATA CENTER? continue


GENSETStart 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.

10KVA, a perfect solution for small to medium Data Centers

SINGLE-PHASE UPS

Remove Power & Battery Module . . .

. . . Detachable PDU Continues to Power Equipment

Hardwire Input

Receptacle Output

Bypass Switch

How to sell to Data Centers

UPSs for Data Centers

Create your in Country CAP to ensure on site support for the products

PREPARE HIM TO FIGHT

- CAP shall be with suitable experience in infrastructure for Data Center (working with Cabling, Raised floor, precise Air Conditioning, etc….)

- CAP shall have certified engineers or technicians in Data Center design to reinforce our technical position when proposing a solution.

- CAP shall have his sales team trained by us to know how to introduce our products to kill competition.

- CAP shall send at least one technician to be trained for the after sales services of the NH range

- CAP shall purchase a kit of spare parts to make sure the lowest MTTR to the end user.

STEP 1



Create your in Country reference List for TrippLite

- More UPS references in the country would help to convince the customer that his investment with TrippLite is secured.

- Start by creating the list for even single phases of 6 & 10KVA which also can be considered a protection for servers & high end applications.

- 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)

STEP 2



Know your enemies, BE PREPARED

- Understanding and knowing the competition weakness points and strength points would be a major advantage in the battlefield (facing the customer).

- 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.

- Expect to meet very technical people since in this business criteria, your discussion would be with consultants most probably.

- 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…

STEP 3



- Use professional vocabulary in this business like:

-TIA-942: Telecommunications Infrastructure Standard for Data Centers

- Best Practices: because of lack of standards, and short life time of the DC business, this is the best reliable way to follow.

- HVAC: Precise Air conditioning System

- CRAC: Cooling Systems that remove heat from the data center include computer room air conditioners

- MTTR: Mean Time to Repair (or to Recover)

- N+1: Way to describe redundancy in the telecom world

STEP 3 Continue



Make sure to spend time to educate the end users

Orient your self in consultant position (sot supplier)

- 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.

- Focus on the advantages of the Modular technology in general:

- Low MTTR: Time to be back to service is 10 min MAX

- Upgradability: With the correct parts available, our system can be upgraded by adding power modules or by paralleling another similar UPS.

- 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)

- 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.

STEP 4



-Spend time explaining the NH technical specs and advantages specifically:

- 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.

- Dual power supply in the main power card (On the top of the chassis)

- Lowest cost of ownership with :

- Highest efficiency in the market (only 6% of looses even to 30% load level), lower electricity bill and lower cooling system needed

- Low THDI (<5%) minimize the cost of Genset and cost of cables & CBs

- Widest input voltage window without switching to battery (maximize the batteries life time and eliminate the need of additional external voltage regulator)

STEP 4 Continue



- 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).

- UPS are future paralleled without any additional accessories (simply plug the communication cable and program them from the LCD).

- 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)

STEP 4 Continue

QUESTIONS??

HOW I CAN HELP YOU IN YOUR3Ph sales

- Help me helping you by introducing me to your current CAPs and potential CAPs

- I will help evaluating the potential CAPs

-Develop the current CAP 3ph business by

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…. )

Understanding strengths/weakness in our products

How to present our products to customers

How to create the product appeal

How to prepare tenderbooks.

- Prepare road show for your current CAPs (Push our partners)

AND / OR

- Work on road show for end users (Create the brand pull from the market).

- Put me in the loop with project results: Regular reports from you, warehouse (Availability), management about placed orders / TSM

Business

Datacenter App July09 Bashar