Schneider Electric - StruxureWare for Data Centers Software Services -How To Sell May 25, 2012 StruxureWare TM for Data Center Software Services Our experience

Schneider Electric - StruxureWare for Data Centers Software Services -How To Sell May 25, 2012

StruxureWareTM for Data Center Software Services

Our experience maximizes your data center solution; thus providing you with the ability to plan, and optimize utilization of actual power, cooling and

rack capacities quickly and efficiently.

Schneider Electric’s StruxureWare for Data Center Software Service Offers were designed to support the implementation of the data center management software solution.


Objectives

●Understand new trends and needs●Know your customer●Understand the market opportunity●Understand the service activities●Understand pricing●Know what sales tools are available


Agenda

1. Overview

2. Review What’s New

3. Understanding the customer

4. Understanding the Service Offers

5. Configuration Options

6. Service Levels

7. Market Opportunity

8. Identifying the Opportunity

9. Building the value – Problem to Solution Mapping

10. Presenting the solution

11. Sales Tools Available


StruxureWare Management Overview

Monitoring, Measuring and Alerting • Centralized monitoring

• Alerting

Decision Support and Information Management • Asset management

•Inventory

• Planning•Scenario Analysis, Master plans

• Change and Configuration management•Execution of plans

• Capacity and Energy management•Maximizing capacity and energy optimization

Management and Control• Automated management and control

• Fault-tolerant (fail-over)

Software Services• Installation, Configuration, Education, &

Integration

• Project management and Customization

Our market is defined as Products and Services focused on data center management, including:


What’s new with 7.2?


Chris, CIO

• Delivering his KPI’s• Uptime of 99.99

• Business response• Cost optimization

• PUE of 1.5

Eric, Facility Manager

• Energy cost

• Carbon footprint• HVAC

• Power distribution• Building security

Jeff, IT Manager

• Uptime• Scalability

• Deployment speed• White Space

Management• Server, router &

switches

Datacenter influencers and stakeholders


Response to New Trends and Needs

• Regulatory/Compliance• Energy Efficiency/Green

• Complexity• Virtualization

• Tracking & Documentation• Co-location

• System, Services & Software• OS, Virtualization, Load Mgmt

• IT Hardware• Power, Distribution & Cooling

• Building & Building Management

• Intelligent market expansion

• New sales and service model

• Innovative product offer• Hyper productive global

R&D organization

• Availability• Agility

• TCO• Energy Efficiency

What is required

Our response

Customer needs

Market trends

Agile, Efficient and Available Data Centers with low TCO drive the need for real-time informed decision making, enabled by standardized integrated

software solutions


StruxureWare For Data Centers Software Service Offers

Implementing the StruxureWare Solution

Software Installation

Installation and registration of your newly purchased Schneider Electric Management product in accordance to manufacturer specification fulfilled by highly skilled field service engineers

Software Configuration

Ensuring most value for your new investment in a Schneider Electric Data Center Management product by quickly and precisely configuring the system to suit your specific business needs while utilizing the full capabilities of the product.

Software Enhancement

Not all computing environments are the same. Customize our products by working directly with ours senior software engineers turning products into "solutions" within your new or existing computing environment.

Software Integration

Provide planning, design and project management for the integration of an APC Management product into your existing software or system.

Software Maintenance

Make sure your investment says current. Our software support services provide in depth technical support and software updates making sure your products stay current.

Software Education

Get the most from your investment by learning operational skills and best practices. Our professional trainers will teach your staff on location.


Services Approach

Phase 1 – Project Initiation• Pre-Assessment Meeting

• Identify & include key stakeholders

• Plan project & coordinate timelines

Typical Approach

Phase 3 – Project Close Out• Review project accomplishments with key

stakeholders• Identify next steps (examples include)

• Administrator training• Integration with existing systems

• Video testimonial with SE Marketing• Case study with SE Marketing

• Meet with Product Development• Transition to Technical Support

• Ensure ongoing customer success

Phase 2 – Project Execution• SXW Data Center Expert Installation

• Basic administration• Advanced administration

• Alarm threshold, action & profile

configuration• Remote monitoring configuration

• Building Management & Surveillance configuration

• Device identification• Gateway configuration

• Knowledge transfer• SXW Operation Installation

• Floor layout creation• Floor & rack mount catalog creation

• Floor equipment identification• Rack PDU assessment

• Power dependency configuration• IT device assessment & assignment

• Mobile installation• Knowledge transfer

• SXW Capacity• Power policy configuration

• Advanced power configuration• Knowledge transfer

• NetBotz Installation & Configuration• Knowledge transfer


Selecting the StruxureWare for Data Center Software Service Offer

Customized Service• Customized Statement of Work to identify the activity and time required to integrate or enhance our StruxureWare for Data Centers Management Software

• Individually priced

Standard Service• Offers a Statement of Work representing the entire service activity

• Fixed price

Service to Order• Configured in InfraStruxure Designer

• Combines individual service activities selected based on mandatory and optional requirements unique to the customer solution

• Price is an aggregation roll up the individual services


StruxureWare Management Software Service To Order Packages

Price Entry level software configuration

functionality with minimal investment Includes basic installation

Implementing the StruxureWare for Data Centers Software Solution in InfraStruxure Designer

Premium Advanced software configuration

functionality at optimal price point

Includes all service activities including Post Configuration Review

Customized * Allowing customers to pick and choose

the services activities they require Customer should be working directly with

a sales representative to validate configuration

*Customer assumes responsibility for accuracy of customized services

Value Fundamental software

configuration functionality with minimal investment

Includes all service activities except Post Configuration Review


StruxureWare Management Software Service Offers

Selecting the StruxureWare Management Software Service

StruxureWare Management Installation and Configuration is conducted utilizing the Service To Order model within InfraStruxure Designer

StruxureWare Data Center Expert Configuration - WNSC0101 StruxureWare Data Center Expert: Basic Administration - WNSC010101 StruxureWare Data Center Expert: Advanced Administration - WNSC010102 StruxureWare Data Center Expert: Device Identification – WNSC010111

StruxureWare Data Center Operation Configuration - WNSC0102 StruxureWare Data Center Operation: IT Optimize Installation - WNSC010213 – New! StruxureWare Operation Data Center Operation: IT Optimize Configuration - WNSC010214 - New! StruxureWare Operation Data Center Operation: PUE DCIE Configuration- WNSC010215 - New!

StruxureWare Capacity Configuration - WNSC0103 StruxureWare Capacity Policy Configuration - WNSC010301

StruxureWare Post Configuration Review - WNSC0104 StruxureWare Central Post Configuration Review - WNSC010404


Pricing the StruxureWare for Data Center Software Configuration Suite Of Service Offer

●The service suite is a pick to order model offering mandatory and optional service activities designed to configure the software management solution

●InfraStruxure Designer is the configuration tool●There are rules within InfraStruxure Designer that will allow customers to customize the

solution based on the need identified by the customer’s software management solution●The cost for the service is determined by the time required to complete the activity●StruxureWare for Data Center Software Configuration Base Service (WNSC010101) is a

mandatory service that represents the travel, including air, pre-assessment meeting and associated activities

●StruxureWare Follow On Preparation Service (WNSC0105) is a mandatory service that represents the follow on administrative service activities, food and lodging. It will automatically be added following the first day of service and will increment daily.

●All other services are optional based on customer need●There are 4 service levels to select for pricing


Problem to Solution Mapping

Pain Qualify Value Proposition Why a Priority APC Solution

Delayed Server Deployment

How do you decide where to put the next server / IT equipment? How do you know if you have enough power and cooling?

Assures that your physical infrastructure

provides the redundancy, backup time and availability

required.

Operationally inefficient and missed

expectation.

SXW Expert / SXW Capacity / SXW

Change Configuration Service & Post

Configuration Review

Downtime Explain to me in your operations how you avoid system downtime?

Enables proactive simulation of changes to datacenter infrastructure. Provides alarming to notify appropriate personnel of critical issues.

Downtime in critical systems results in

missed market opportunities, revised

customer loyalties, and even failed companies.




Lost Man Hours What is your process of diagnosing problems in your physical infrastructure and identifying the root cause?

Enables the capturing of the root cause of a

problem.

Controlling operational costs.




Wasted Rack Space What’s your process of placing equipment in a rack?

Assures the optimal placement of assets within the rack.

Leads to inefficienciesand capacity constraints.

SXW Expert/ SXW Capacity / SXW


Configuration Insight

Operating Outside of Design Parameters

Do you know what your design parameters are and how do you know you are operating within them?

Singe view of current status and alarming capability of critical issues.

Inadvertent downtime. SXW Expert / SXW Capacity / SXW




Who is the Target Buyer/Stakeholder?Data Centers with up to 1,000 Racks

Data Center Manager IT & Operations Manager CIO/CFO

Responsibility ●Fulfill SLA on continuous operation

of data center Key Concerns●Data Center Health ●Available Power, Cooling, Space ●Optimize Running Count of Data CenterInformation Sources ●Web, technical eMagazines, ConferencesKey Partners/Influencers ●CIO●IT Department●Facilities Department ●Physical Infrastructure Vendors ●Industry Peers

Responsibility●Availability of Network Hardware, Servers,

Networking Equipment, and Storage DevicesKey Concerns ●Integrity and availability of Information Systems ●Where to install next piece or rack-mount

equipment●Disaster recovery ●Security Information Sources●Web, IT Magazines, IT Conferences Key Partners and Influencers ●CIO●Data Center Operations ●Industry Peers

Responsibility ● Management of the Entire Company● Financially accountable to the Board Key Concerns● Cost of Running a Data Center ● Efficiency and Uptime to Service the BusinessInformation Sources● Business Magazines/ Business ConferencesKey Partners and Influencers ● CFO● Peers ● IT Department ● Data Center Operations

Overlapping responsibilities Run the data center as a business


What Differentiates Us?

Schneider Electric Certified Engineer…

… SE Certified Engineers have completed a rigorous training program and extensive testing process to ensure your solution is configured according to manufacturer specifications


Uncover the need for service…

Important things to ask:

●Do you have a dedicated resource you can commit to configuring the software management solution? Schneider Electric has Certified Engineers that have completed a rigorous 4 level testing and hands on certification program.

●Would you like to have an Schneider Electric manufacturer Certified Engineer with manufacturer best practices dedicated to configuring your solution? Our Certified Engineers have the ability to work with the Schneider Electric development staff to ensure best practices are adhered to.

●Would you like to have key representatives from your staff participate in a Post Configuration Insight knowledge handoff? Schneider Electric offers a hands on knowledge transfer of the customers management solution. This post configuration knowledge transfer ensure your staff knows the details of your solution as oppose to the entire application.


Configuring Correct Solutions

It is critical to understand the customer data center to ensure the solution is correctly configured. When choosing Price, Value or Premium service the InfraStruxure Designer will configure the solution based on the input to the design. To ensure a correct configuration there are important things to ask:

●How many racks are in the solution?

●How many different rack mount devices do you have?

●How many different floor mount devices do you have?

●How would you like to be notified of an alarm?

●How many different rack PDU’s are present?

●How many different IT Devices are in the data center?

These are sample questions. It is important to understand each service activity for proper configuration. The details are outlined in the individual Statement of Work.


Why Schneider Electric Global Services?

●Schneider Electric Certified Engineers have gone through a rigorous 4 level training certification program.

●There are extensive testing elements at each level of the program including both hands on and classroom components.

●The widely respected Schneider Electric Certified Engineers have access to our software development staff ensuring manufacturer best practices optimize your management solution.

●Using Schneider Electric Global Services ensure your internal IT resources are available to handle your day to day needs.

Advances in technology have created challenges for the IT manager. The need for greater visibility into data center operation is clear. As part of the Schneider Electric vision, the Schneider Electric Certified Engineers have a focus on what’s happening in the data center today, tomorrow, and in the past. We have deployed the latest technology to provide you with tools to monitor, manage operations, capacity, and energy efficiency. We come to you with deep technical skills and manufacturer best practices. With a Schneider Electric Certified Engineer your risks are minimized allowing you to leverage your software management solution as quickly as possible.


●StruxureWare for Data Centers Software Configuration Suite Statements of Work for each service activity

●Quick Sales Reference Sheet title StruxureWare for Data Center Software Configuration Suite At A Glance

●How to Sell●A Guide to Software Services in InfraStruxure Designer

Sales Tools


Software ContactsInitial Contact – Your regional software service consultant:

●NAM Software Service: Bryan Field●LAM Software Service: Hector Martinez●APJ Software Service: Brian Parkinson●GCN Software Service: Jason Cheng●EMEA Software Service: Carlos Garbagnati

Software Service●Global VP Advanced Service: Luce Tiberghien●Global PM/Marketing: Susan Dejniak●Global Technical Service Jesper Bjerregaard

Sales Management●NAM Sales Director : Greg Johnson●LAM Sales Director : Hector Martinez●APJ Sales Director : Chi Sen Gay●GCN Sales Director : Justin Zhuang ●EMEA Sales Director : Peter Loengreen

StruxureWare Data Center Expert●Global Product Manager: Ryan Harriman●Global Marketing: Ryan Harriman

StruxureWare Data Center Operation, Capacity, Change & Energy Efficiency●Global Product Manager: Henrik Leerberg●NAM Product Manager Raymond Xie●APJ Supreeth Reddy

Documents

Schneider Electric - StruxureWare for Data Centers Software Services -How To Sell May 25, 2012 StruxureWare TM for Data Center Software Services Our experience