Smart DataCenters

Editor's Notes

• #6: As the IT industry has continued to evolve, more and more businesses rely on IT infrastructure to deliver the core business promise. High criticality infra is no longer the domain of major institutions, it is no longer only found in Data centers and computer rooms. In fact many businesses are mow demanding the same levels of service that are normally associated with a full scale datacenter in a single stand alone rack. This reflects the current density and power of compute and communications devices.SmartSolutions is about taking the value of the Emerson tailor made solution and delivering it to customersExclusively via partnersIn a simplified, manageable and sustainable fashionWithout loosing the flexibility and value of the Emerson approach
• #7: Emerson recognizes there are many pressures on today’s data center. Business drivers are causing many issues for data center manager. Everyone will be familiar with the issues described on the left.From an infrastructure perspective they translate into 5 dimensions on the right
• #8: These are the “headliner” topics that everyone is familiar withBut how do our customers really articulate these challengesWhat sort of language do they useYou need to become accustomed to listening and looking out for these cluesFollowing slides are some key examples
• #9: Everyone wants high density!To improve performance, optimize process, increase speed, reduce footprint and the list goes on……But most often, customers are just not readyIt’s an opportunity to help realize all the benefits of high density and moreIn a structured and safe way
• #10: Budgets are always cut! So how can we respond positively when met with that news?Let’s show our customers how they can make significant and measured savings in OPEXBut to get there they do need to spend CAPEXOne will afford the other
• #11: Everyone wants to save the planet!But how do I do it?I can’t loose site of my SLA’s but can I do without a UPS or can I use a line interactive instead of online?This is a great opportunity to help your customer take a step back and assess the role IT playsA simple question…what if the IT system just stopped?Little to no impactSignificant impactDisaster!Where do you sit on this curveAs the customer responds to this, you will be able to see what sort of balance is possible between energy savings and system availabilityFurther to this it lays the ground work for a holistic look at their IT and Support infra
• #12: Market Pulse dates back 3 or 4 years now so the questions asked were based on a different market profileWith the increase in complexity of IT loads especially with virtualization customers are looking for a single source of truthWhat is happening in my facility?What else can I do within my facility (increase loading)?What happens if I do increase (or decrease)?Too many variable for IT Managers to make sound and informed decisionsWe have recut the Market Pulse and redefined dimensions around potential to improve visibility and controlNearly 50% or respondents are telling us this is their primary issueEmerson has never been in a better place to help resolve these challenges
• #13: So, listen to what your customer is sayingAsk questions that are pertinent to their business in generalAnd how IT supports those business goals in specificWhere are the gaps?Where are the opportunities?With your value proposition and with Emerson’s combinedEvery issue becomes an opportunity to enable the sale
• #14: This is the broad framework within which we consider issues and resolve problemsTraditionally only applied to Data CentersBut today all the way through critical applications to the Single RackThis has had a huge impact on our product portfolio and of course how we go to the market, ie why we need Solution PartnersSo what does it mean;Eco Availability – which balances high levels of availability with efficiency through the proper design and utilization of technologies around UPS systems, Economization systemsand critical services Flex Capacity – uses technologies that allow data centers to adapt to IT changes for continuous optimization and flexibilityHigh Density – architectures that support rooms, racks and clusters over 10 kW to minimize space and cost Infrastructure Management – tools and services that bring it all together and allow not only visibility, but management and control of the entire IT infrastructure. At every point, customers can be assured of obtaining key expert advice and support. After all, that to is our efficiency to you.
• #15: Further to that we recognize that “selling” a solution is about participating in the full life cycle with our customersThis is especially important to you as your BEST customers are REPEAT customersRepeat customers have a lower cost of sale (in general) and therefore have a high margin (in general)
• #16: The key advantage of these solutions is that they are “smart”. By this we mean they offer:Greater control over the IT environment through planning, monitoring and management technologiesInteroperability of systems and components to simplify design and implementationEconomy in initial cost by making use of existing infrastructure and not requiring expensive room upgradesAnd Efficiency in power usage, space utilization and IT employee productivity.Smart also relates to how we structure our offerUnlike many other “Solutions: being promoted in this space, SmartSolutions is an open and inclusive offerWhat does this mean?We take into account your existing infrastructure! If you already have a component(s) in place, SmartSolutions can accommodate thatOptimizing existing investments is Smart
• #18: And that Smart Solutions encompass all aspects of the Emerson PortfolioRacksPowerCoolingSupport ServicesMonitoringAccess, control and management tools
• #19: Know the customerNever be afraid to ask “why?”
• #20: Sample #2IT is my main focusI’m understaffed and resources are spread really thin!All I want is to stop bad things from happeningAnd if it does, I want to know before my boss!
• #21: Sample #3I run a significant and complex IT functionIT is criticalAs the IT ecosystem has developed and grown, unexplained errors and failures have become more commonI need your help to work outAre they infrastructure relatedWhy are they occurringWhat do I need to invest in to prevent them from happening further
• #23: Sample #1IT is not my main focusI just want things to run smoothlySmartSolutions will save me time and worry
• #26: Image change : PeX DS to be added
• #28: Image change : PeX DS to be added