InfraStruXure® Central v4.0
How to Sell
© 2007 APC-MGE corporation.
Agenda

InfraStruXure Central v4.0 Overview
Market Opportunity
InfraStruXure Central v4.0 Applications
InfraStruXure Central v4.0 Customer Profile
Identifying the Opportunity
Build Value (Discussing the solution)
Presenting the solution
Competitor Comparisons
Handling Objections
Sales Tools Available
© 2007 APC-MGE corporation.
Objectives
After this presentation you should be able to:

Explain the features and benefits of InfraStruXure Central v4.0
Understand and identify customer applications
Identify the market opportunities
Understand our strengths/ weaknesses in regards to our
competitors
Locate supporting sales tools
© 2007 APC-MGE corporation.
InfraStruXure® Central v4.0
Centralized management platform that includes real-time monitoring and
immediate event notification for quick assessment and resolution of critical
situations. Extensible platform grows with your business.
© 2007 APC-MGE corporation.
InfraStruXure
Central 4.0ISXOverview
Central 3.0
ISX Manager
Power
Cooling
Power
Environmental
Security/
Surveillance
Cooling
Environmental
Security/
Surveillance
ISX Central 4.0
Application Layer and CMDB
Environmental
Cooling
Security/
Surveillance
Capacity
Change
Power
3rd Party Device Management
•
•
•
•
Single management platform with the ability to monitor legacy APC devices, legacy
NetBotz devices, and third party devices, as well as, all future APC & NetBotz devices
Software upgrade for ISX Central 3.0 customers
Available in Standard and Enterprise versions
Will support Change and Capacity Manager software add-on when announced in April
2007
© 2007 APC-MGE corporation.
Market OpportunitySales Revenue NAM
US Potential Revenue
($100 per addressable device)
$2,000,000,000
$1,500,000,000
$1,000,000,000
$500,000,000
$2004
Installed Base of
Servers (Units)
2005
2006
2007
2008
2009
2004
2005
2006
2007
2008
8,500,000
9,900,000
11,000,000
12,500,000
14,250,000
© 2007 APC-MGE corporation.
2009
16,300,000
InfraStruXure Central v4.0
Applications
Scalable management appliance for managing APC devices,
and monitoring networked third-party devices.
Data Center
Remote Offices,
Consolidate
Plants, Warehouses
Manage a distributed
viewing &
configuration of
monitoring
appliances
network of monitoring
appliances
Campus Network
Manage monitoring
appliances across
multiple buildings
© 2007 APC-MGE corporation.
InfraStruXure Central v4.0
Customer Profile
Customer Profile
Data Centers and Facilities
Campus Networks
Distributed Networks
Decision Makers/Influencers

Facility Manager
IT Manager
Consulting Engineer
Facility Engineer
Maintenance Engineer
Compelling Events

Physical infrastructure anxiety/risk
High maintenance costs
Desire for proactive monitoring
Physical infrastructure is expanding/ becoming more dense
© 2007 APC-MGE corporation.
Identify the Opportunity
Key Questions to ask the customer:
Would you rather manage your physical infrastructure proactively or

reactively?
Would you like to be able to monitor your entire physical infrastructure,
including APC and third-party devices?
Do you want to know the status and health of your physical
infrastructure, and be notified of problems before they become critical?
Are you looking for a management platform that offers an unparalleled
suite of management capabilities?
Do you currently utilize NetBotz devices in your physical infrastructure?
Do you expect your physical infrastructure to expand and become more
densely populated with equipment over the next few years?
Would you be interested in powerful add-on software modules to
expand your physical infrastructure management capabilities?
© 2007 APC-MGE corporation.
Build Value –
Discuss the Solution
Manage All APC Devices
Manage and monitor APC power and cooling
devices, as well as NetBotz appliances
Monitor Networked Third-Party Devices
Increase availability and visibility of your third-party assets
through data trending and threshold notifications
Centralized Repository
Environmental and physical image data are stored on
one central server, simplifying the management of the
physical infrastructure
Browser Accessible
Scalable Architecture
Supports Add-On Software Modules
Enables management of additional devices as needed
Quick access from anywhere on the network
Ability to host several powerful add-on software modules
which will expand the product’s management capabilities
© 2007 APC-MGE corporation.
Overall System Messaging
Target Æ IT and Facilities Management
MANAGEMENT
→
→
→
→
→
→
Provides a centralized repository
that can be accessed from
anywhere on the network.
Direct native support for
monitoring both APC and thirdparty devices.
Extensible platform can be
scaled to meet changing
business needs on demand.
Compatible with add-on software
modules that enhance
management capabilities.
Allows importation of any static
image with the ability to overlay
icons.
Graphing and trending tools
allow for advanced trend
analysis and planning.
AGILITY
→
→
→
→
→
Automatically detects manageable
→
devices on your network.
Allows you to manage multiple devices
from a single IP address.
Built-in Network Attached Storage for
long-term data storage and archiving.
Can create and save reports for visibility
at any time.
Ability to define user access and viewing
capabilities to individual groups.
© 2007 APC-MGE corporation.
AVAILABILITY
Real-time event notification
minimizes response times to
critical physical infrastructure
situations. Enables IT
Administrators to reduce mean
time to repair, improve efficiency,
and maximize uptime.
Product Messaging
For customers who have requested the convenience of a merged
management platform, offering the capabilities of both ISX Manager
and ISX Central. InfraStruXure Central v4.0 offers a scalable,
centralized management solution to manage company-wide
physical infrastructure APC devices, and to monitor networked
third-party devices.
© 2007 APC-MGE corporation.
Present the SolutionInfraStruXure Central
Availability Fault notification- real time event notification minimizes response times to
critical situations
Agility Auto-discovery- reduce resources involved with installation and deployment
of NCPI devices
NAS storage- long-term data storage and archiving
Private networking- places devices on an isolated APC network
Manageability Centralized Management- centralized alert repository that can be accessed
from anywhere on the network
Scalable Architecture- meet changing business needs and requirements on
demand
Third-party support- native support for both APC and third-party devices
Protection Advanced group administration- authenticate users via LDAP and Active
Directory
© 2007 APC-MGE corporation.
What’s New

New Device Scanners
Monitor APC and 3rd Party devices directly with InfraStruXure Central v4.0
“Essential” support for APC devices running NMC firmware version 3.x
Private Network Capability
Speeds deployment
Device Event Notifications from InfraStruXure Central
New Reporting and Graphing Capabilities
Can chart more than one data point
- Example: Temperature and Humidity
Nodes
A node = IP address
Cameras no longer count as a node
Ships with 25 nodes, can be expanded to 1025
25, 100, 500, and 1000 node keys
SNMP, IPMI and DCAL (APC proprietary protocol) devices that are directly managed by ISXC

now count as nodes
NetBotz appliances with Advanced Device Crawlers (monitoring up to 48 devices) count as one
node on ISXC
© 2007 APC-MGE corporation.
InfraStruXure Central v4.0:
Monitoring and Management Features
Custom
CustomMapping
Mapping
Devices
are
presented
Devices are presentedininan
aneasyeasyto-monitor
graphic
display.
Colors
to-monitor graphic display. Colors
help
helpindicate
indicatethe
thecurrent
currentstatus
statusofof
each
eachdevice.
device.Alerts
Alertsorornetwork
network
outages
outagesare
areeasily
easilynoted.
noted.
Advanced
AdvancedDevice
Device
Grouping
Grouping
Devices
are
Devices arepresented
presentedininan
an
easy-to-monitor
and
read
table.
easy-to-monitor and read table.
Colors
Colorshelp
helpindicate
indicatethe
thecurrent
current
status
statusofofeach
eachdevice
deviceininthe
the
device
group.
device group.
© 2007 APC-MGE corporation.
InfraStruXure Central v4.0
User Interface: Data Collection & Reporting Features
Centralized
CentralizedAlert
Alert
Repository
Repository
Quickly
Quicklyreview
reviewalerts
alertsfor
for
immediate
problem
resolution.
immediate problem resolution.
Access
Accesshistorical
historicalalerts
alertsbyby
date,
date,appliance,
appliance,and
anddevice
device
group.
group.
Exportable
ExportableReports
Reports
Display
data
in
a
Display data in atable
tableview
view
ready
to
be
saved
or
exported
ready to be saved or exported
for
forlater
lateruse.
use.Collate
Collatedata
datafrom
from
multiple
multipledevices
devicesinto
intoaasingle
single
report
report
© 2007 APC-MGE corporation.
Enhanced
EnhancedGraphing
Graphingand
and
Trending
Trending
Display
sensors
Display sensorsininaacolor-coded
color-codedline
line
graph.
Graph
data
from
multiple
graph. Graph data from multiple
devices
devicesininaasingle
singlegraph.
graph.Quickly
Quickly
analyze
trends
across
multiple
analyze trends across multipleracks
racks
ororlocations.
locations.
InfraStruXure Central v4.0:
Supports Add-On Software Modules
Change
ChangeManagement
Management
Provides
Providesaaworkflow
workflow
management
system
management systemtoto
track
trackthe
thelocation
locationand
and
attributes
attributesofofall
allNCPI
NCPIand
and
IT
ITdevices
devicesfor
fortheir
theirentire
entire
lifespan.
lifespan.
Capacity
CapacityManagement
Management
Helps
Helpsensure
ensurethat
that
adequate
adequatecapacity
capacityisis
available
availableatatall
alltimes
timestoto
meet
meetbusiness
businessneeds.
needs.
Add Equipment
Capacity plan
Reports
Design capacity map
Add Equipment
Catalog Installed
Rack 1
Rack 1
Rack type undefined
Rack without power dependency
Quantity
Change Management
© 2007 APC-MGE corporation.
Multi Add
Equipment requirements
CDU
InRow RC
Type 1
Type 3
Type 3
PDU
UPS
Batt
UPS
Batt
InRow RC
PDU
InRow RC
Type 5
Type 5
Type 5
InRow RC
InRow RC
Type 5
Type 5
Type 5
InRow RC
InRow RC
Batt
UPS
PDU
Type 5
PDU
Type 5
Batt
UPS
InRow RC
Networking
Manage groups
Warning
Warning
Type 1
Group
Type 2
5-6.5kW Server load
6.5-9 kW Server load
Type 4
Select location
Custom grouping
InRow RC
Legend
3,5-5 kW Server load
A
T
S
Kolding/1/Alpha
Location summary:
Kolding facility
First floor
Room: Alpha
Type 1
Batt
5 min
Type 2
Batt
Battery runtime:
Floor layour navigation - select rack
Type 2
UPS
Specify
Location
InRow RC
PDU
UPS
N
Type 1
PDU
N
Cooling Redundancy:
Type 2
InRow RC
Type 5
5 kW
Power Redundancy:
Type 2
InRow RC
Type 5
Design load:
InRow RC
InRow RC
Type 5
Type 3
InRow RC
Type 5
InRow RC
Type 5
Type 3
Equipment position planning
InRow RC
Type 5
Criticality level details:
Runtime: 5 min
Dual power suply
Power redundancy: N+1
Cooling redundancy: N+1
InRow RC
Space planning
PDU
Type 5
Equipment requirements
Criticality level Medium
Type 4
Type 5
Legend:
Type 2
(1X) 208V Three phase 50A Line (Redundant)
(24X) Cat-5 ports (Redundant)
(1x) Fiber ports (Redundant)
Type 4
PDU
CDU
InRow RC
Batt
UPS
Type 2
Batt
UPS
1
Multi Add
Type 2
Capture power dependency
Quantity
Store
Description:
None
Return to work order
InRow RC
Capture cooling dependency
Installed
APC SX Rack
Type 2
Type 1
Type 2
Type 1
CDU
Type 1
Type 3
Type 3
Type 1
Type 2
InRow RC
Type 2
Type 2
Type 3
InRow RC
Type 2
Type 2
Type 3
Type 4
InRow RC
Type 2
Batt
Type 4
Type 2
InRow RC
PDU
Type 2
Type 2
UPS
Type 2
A
T
S
Type 3
InRow RC
Type 3
Type 2
Type 3
InRow RC
Type 4
Batt
Type 3
Type 2
InRow RC
Type 2
UPS
Type 2
Type 2
InRow RC
Type 2
Surveillance
Surveillance
Easily
Easilycollate,
collate,index
index
and
view
a
summary
and view a summaryofof
Historic
Historicsurveillance
surveillance
events
eventsthat
thathave
havebeen
been
captured
capturedon
onaaspecified
specified
day
or
range
of
day or range ofdays.
days.
PDU
Type 2
Type 2
CDU
Batt
Type 2
1
Dependency tool
Batt
PDU
PDU
Batt
UPS
UPS
PDU
Type 2
UPS
PDU
Type 2
UPS
PDU
My comp
Batt
Batt
UPS
Blok
Store
UPS
Batt
Generic Crac
Create legend
Reports
Kolding/1/Alpha/Row A
PDU
Generic Rack
Generic UPS
20-28 kW Max Server load
Schedule
Rack layout
Equipment
APC
Non APC
9-19 kW Server load
Capacity plan
Properties
Floor mounted Equipment
1
Capacity diagram
Software Support Contracts
Required for ISX Central v4.0 customers who wish
to receive
Technical Support
Software updates (features and patches)
Available in 1 year and 3 year terms
Contract based on license node count
15% - 18% annually
© 2007 APC-MGE corporation.
Competitor Comparisons
Feature
APC
Liebert
Avocent
SiteScan DSView
APC Benefit
Robust Suite of
Management
Features
Yes
No
No
Unparalleled management
capabilities within the
physical infrastructure
Open SolutionSupports All
Vendors
Yes
Yes
No
Increases availability and
visibility into existing APC
and third-party devices.
No
No
Designed to grow with
customer needs; doesn’t
require custom configuration
Scalable, Off-The- Yes
Shelf Management
Platform
© 2007 APC-MGE corporation.
Handling Objections
“Too expensive”
How much would it cost should a critical event occur?
How much do you currently spend on maintenance?
“We already have a management solution”
Does your management solution offer the most robust set of
management features?
Does your management solution allow you to monitor the entire
physical infrastructure, including third-party devices?
Will your physical infrastructure expand and take on more equipment
over the next few years? Can your current management solution
support that expansion?
“Too complicated”
InfraStruXure Central is an easy-to-use management solution that
requires no custom configuration. Would you like to see a demo?
© 2007 APC-MGE corporation.
Sales Tools

InfraStruXure Central Family Overview 1-Slide
InfraStruXure Central Family Overview 9-Slide
InfraStruXure Central Spec Sheet
InfraStruXure Central License Key Trade-Up Tool- Quick
Reference Guide
InfraStruXure Central Trade-Up FAQ
InfraStruXure Central Software Support Contract FAQ
http://salestools.apc.com
© 2007 APC-MGE corporation.
Product Summary
Efficient, productive way for organizations to manage and
monitor their company-wide physical infrastructure devices
Centralized physical infrastructure management platform that
includes real-time monitoring and immediate event notification,
enabling quick assessment and resolution of critical situations.
Extensible platform that grows with the business. Additional
license keys available to increase the number of devices that
can be managed on demand.
Add-on software modules will enhance the product’s
management capabilities, helping to meet changing business
needs on demand.
© 2007 APC-MGE corporation.
Review Questions
What are some of the unique key features and benefits of
InfraStruXure Central v4.0?
What types of customers would be interested in purchasing this

product? What types of events in their datacenter may warrant
interest in this product?
What are the product’s strengths in regards to our competitors?
How would you handle customer objections to this product?
Thank you for your time. For feedback on the effectiveness of this
presentation please e-mail Carol Scott @ [email protected]
© 2007 APC-MGE corporation.