System x
Channel Enablement Pack
How to identify and close
opportunities with IBM System x
UPS and PDU solutions
Reference Guide
Contents
Selling UPS and PDU solutions is very profitable
Selling UPS and PDU solutions is very profitable.................................................................................................................................................. 3
Did you know that including power management solutions with
your server sales results in an average option attach of more
than € 4500? That’s € 4500 closer to reaching your monthly and
quarterly sales objective for System x sales.
Your customers are buying power protection; make sure they buy from you................................................................................................... 3
Why do your customers need a UPS?...................................................................................................................................................................... 3
The high cost of downtime*...................................................................................................................................................................................... 3
How to identify a UPS opportunity......................................................................................................................................................................... 4
How to qualify a prospective UPS customer.......................................................................................................................................................... 4
Dialog map.................................................................................................................................................................................................................. 5
How to handle objections.......................................................................................................................................................................................... 6
Increasing server and rack power densities can introduce cable
and power management complexities. Selecting the right rack
and power infrastructure solutions is a critical first step in
optimizing system availability and simplifying cable and power
management.
Including Uninterruptible Power Supplies (UPS) and Power
Distribution Units (PDUs) with your server sales positions you
as a complete solution provider and increases your revenue
potential. This guide will show you just how easy and profitable
selling IBM UPS and PDU solutions can be.
Why choose an IBM UPS?........................................................................................................................................................................................ 6
Your customers are buying power protection; make sure they
buy from you
How to choose the right UPS.................................................................................................................................................................................... 7
Look to attach a UPS to every server, POS, switch, PC or
network device you sell. Fill the power white space, since each
of these applications will benefit from power protection. If your
customers aren’t buying power protection from you, they’re
buying from someone else. Make sure they know they can buy
from you…and they’ll get a high-value product designed for their
IBM equipment.
IBM UPS portfolio..................................................................................................................................................................................................... 9
Why does your customer need a PDU?................................................................................................................................................................. 10
Why choose an IBM PDU?..................................................................................................................................................................................... 11
Key benefits of IBM switched and monitored PDU models............................................................................................................................... 11
IBM switched and monitored PDU models......................................................................................................................................................... 12
Key benefits of IBM basic PDU models................................................................................................................................................................ 12
IBM basic PDU models........................................................................................................................................................................................... 12
Additional information........................................................................................................................................................................................... 12
The high cost of downtime*
Industry
Cost of downtime / hr*
Cellular communications
$ 30,000
Telephone ticket sales
$ 55,000
Airline reservations
$ 75,000
Credit card operations
$ 2,000,000
Brokerage operations
$ 5,000,000
*Not inclusive of intangible loss, lost customers, damaged reputation
**Average figures according to the U.S. DOE Distributed Energy Resources
Program and Strategic Planning
If you’d like to check the power outage statistics for your area,
visit Eaton’s blackout tracker at http://powerquality.eaton.com/
blackouttracker.
IBM recently launched the updated UPS and PDU portfolio.
Spread the word and capitalize on power protection
opportunities. Increase the sales value of each transaction while
providing a comprehensive, integrated solution.
Why do your customers need a UPS?
In today’s high-availability server environments, unplanned
power outages or line quality irregularities can have a significant
financial impact on small, medium and large enterprise
businesses. The shift to a cloud environment underscores the
need for high-efficiency and scalable power protection.
August 2011
System x
3
Primary questions
Follow-up questions/statements
What is your approach to power protection?
• Is your IT equipment protected against power problems?
• What would be the impact of downtime on your users/clients?
Can you assign a monetary value to the loss of reputation,
confidence in IT design, etc.?
Do you have full visibility and manageability of your
power usage?
• IBM UPS models integrate with IBM Systems Director Active
Energy Manager™ to enable you to measure, monitor and
manage your entire UPS portfolio from one single pane of
glass.
Do you have centralized power management and
remote alarming?
• IBM UPS and PDU products integrate with IT and facility
management tools out-of-the-box.
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How to identify and close UPS and PDU opportunities
August 2011
August 2011
Happy Days!
Discuss options with customer
and configure a solution on
www.eaton.com/ibm
Ye
s
Technology Changes: the new UPSs integrate
with Tivoli and IBM Active Energy Manager to
enable power monitoring, measuring and
managing of multiple UPSs in a single pane of
glass. The UPSs also now have a full LCD panel
that shows power stats at a glance instead of LED
lights.
Can the customer’s needs be
fulfilled with the IBM UPS?
Battery Runtime: Does the large UPS have
enough battery power to keep systems going? By
adding a dedicated UPS to the server the
customer can extend the runtime for their most
critical systems.
(The IBM UPS has a 3 year warranty on batteries
as well as providing regular self tests. If a
problem occurs the blue LCD inverts and flashes
brightly which is impossible to miss!)
Refer to the dialog map below to help guide you through a power
conversation with your customer.
Send the customer the solution
page direct from the web site
Best news, you stand the chance to
win an iPad everytime you do a
configuration
Efficiency: older UPSs typically run @ 80%
efficient, the new IBM UPSs are >95% efficient.
This can free up spare capacity and reduce
electrical costs.
Future growth: does the existing UPS definitely
have enough power to support the new servers
the customer is buying? What about when they
add more servers in months to come?
When were the batteries last checked?
Run a battery check: Older UPSs do not always
report battery problems until it is too late.
Sometimes users silence alarms or do not have
remote monitoring installed with regular battery
tests. Battery tests can normally be done via the
UPS front panel. If there are problems with the
battery, it can sometimes be more cost efficient to
change the UPS than replace the battery.
If UPS >3yrs old
Reliability: Is the UPS still working as well as it
did on day one? Typically a change of UPS every
3-5 years will ensure maximum reliability on
systems which are always being updated.
How to qualify a prospective UPS customer
Go to www.eaton.com/ibm and
configure a UPS
To save valuable floor and rack space, identify early on the
correct form factor required for the application.
Develop
opportunity
Use this list of questions to start basic power conversations with
your customers. Using these questions, you’ll be able to make
good UPS recommendations.
Happy Days!
Call your local Global Services
who will be able to engage with
the appropriate resources and
vendors to supply your customer
with a solution
No
Battery Runtime: Does the large UPS have
enough battery power to keep systems going? By
adding a dedicated UPS to the server the
customer can extend the runtime for their most
critical systems.
(It is generally OK to connect one UPS to another
as long as the large UPS is 6x larger than the
smaller UPS). Check with your specialist in these
cases.
Additional Protection: 90% of power problems
arise within the building. Protect your most vital
investments such as virtualized servers with a
secondary, dedicated UPS. Something as
simple as a cut cable or a tripped breaker could
bring down an electrical circuit.
Is it old? Replace a large UPS >5yrs old and
save up to 50% floor-space and ROI of 2-4yrs just
with electricity savings.
Building or Room UPSs (>10kW / 10kVA)
Does your customer require a rack-mountable UPS?
Do you want Rack or Tower format
for the UPS?
The answer to this question will determine if you need to choose
a larger UPS or if a scalable solution is appropriate, which is the
case if the load will increase significantly over time.
If you have more than 1 server we
recommend the Network
Management Card (NMC) It allows
direct communication with each server
over the network. It also allows UPS
control through a web browser, auto
email alerts, SNMP & integration with
facility management systems
Does your customer require extra power for future expansion?
Ask these questions:
- How old is the UPS?
- How powerful is the UPS? (Watts, VA, kVA)
- When was the last time the batteries were checked?
Dialog map
Check the UPS has enough sockets to
plug the equipment into. If not, select
one of the optional PDUs presented
What battery runtime do you need?
5-10 minutes is typical as it allows
enough time for your servers to shut
down before the battery runs out. If
you would like to keep services
running for 20-30minutes we can offer
an extended battery module (EBM)
At full load, most UPSs provide 5-10 minutes of runtime but
can be extended to hours with the addition of Extended Battery
Modules.
Define options
What is your customer’s desired runtime during power failures?
How long does the application need to be supported?
So don’t give up!
Get the manufacturer name and part number from the back
panel of the equipment. If you don’t know the total load of the
device, you can calculate using a selector tool if you know the
manufacturer and model name of the device.
As well as the server, what else will
you connect to the UPS? To keep
the entire network functioning in a
power cut you also need to
connect networking & storage to
the UPS.
What devices need to be protected?
No
Response
Do you need a
UPS?
Question
Yes
How to identify a UPS opportunity
System x
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How to handle objections
Full management software suite
Objection
Follow up questions/statements
I already have a building/room UPS.
If the customer already has in-rack UPS, ask :
• Are you satisfied with your current power protection?
• Are you interested in technologically advanced UPSs for your new facilities or
to replace aging existing UPSs?
• Do you have enough UPSs for growing IT needs?
• When were the UPS batteries last checked or replaced? (Batteries on most UPS
models need to be replaced after three years.)
• How efficient is your existing UPS? Most older UPS models run at 80 percent
efficiency. New UPS models operate at over 95 percent, which reduces energy
consumption and costs.
I can’t afford to include power protection with
my hardware order.
You can’t afford not to include power protection. Without a UPS, devices that
are subjected to hard system shutdown can lose data completely or have it
corrupted. UPSs allow you to ride through power outages, minimizing loss of
productivity.
IBM doesn’t offer a full range of UPSs.
IBM now offers tower and rack-mountable UPS models from 1000 VA up to 11
kVA, filling all the sweet spots in the power range.
I can get lower cost UPSs from somewhere else.
IBM features the best value per watt available with high-efficiency, high-density
UPS models. IBM UPSs are designed and tested for use with IBM equipment to
ensure out-of-box compatibility and attaching IBM UPSs to IBM server sales
simplifies sourcing and deployment.
Configuring UPSs and PDUs is too hard.
IBM offers a UPS selector tool to enable quick and easy configurations for the
most complex requirements.
Standard IBM UPS manager software provides effective local or remote network
monitoring and analysis and power management, and allows for graceful remote
system shutdown.
Easy integration with IBM System Director Management Console and Active
Energy Manager to enable cross-platform power trending analysis.
Optional Network Management Card (NMC)
Provides convenient over-the-network UPS remote monitoring and management
through a standard web browser.
Ideal for remote locations, the remote flash upgradeable firmware allows for remote
upgrades.
IBM brand
IBM UPS solutions are designed and rigorously tested by IBM to deliver high IBM
standards and high levels of protection out-of-the box.
How to choose the right UPS
Use the UPS selector tool on our partner site to generate a
configuration in minutes. UPS selector for IBM:
http://powerquality.eaton.com/ibmups. A video tutorial is
also available at http://powerquality.eaton.com/ibm/SelectorTutorial/IBM_WMV.html.
2. S elect your device from the pull-down menu or manually enter
the load value. You can define additional requirements for the
UPS like battery runtime and communications capability.
1. Go to http://powerquality.eaton.com/ibmups/ and configure
by device or load
Why choose an IBM UPS?
Feature
Benefits
Complete integration into IBM Systems
Director and Tivoli® products
All IBM UPS models integrate into both IBM Systems Director and Tivoli products,
enabling users to measure, monitor and manage their power consumption from a
single pane of glass.
• Measure - Use power trending to identify energy usage. Use thermal trending to
identify cooling costs.
• Monitor – Track IT costs throughout the data center for facility providers.
• Manage - Use power capping to limit power usage. Use power savings mode to
maximize cost savings. Allocate power and cooling costs by department or user.
High power density
With an efficiency rating of over 95 percent, IBM UPS models reduce energy usage
and cooling costs, improve energy management, and optimize workload performance
and availability
Graphical Liquid Crystal Display (LCD)
The intelligent three-button, dual-color, backlit graphical LCD features a bright,
easy-to-navigate panel that provides management and monitoring capabilities in nine
languages to reduce management complexity.
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How to identify and close UPS and PDU opportunities
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3 . Select from up to three recommended UPS models. Click on
the “Show Details” button to see complete information on the
selected UPS model.
Print or email the solutions details by clicking on the desired
function button at the bottom of the page.
IBM UPS portfolio
UPS Part Number
Description
Rackmount Line-Interactive UPS Models
53951KX
1500 VA LCD 2U Rack UPS (230V)
53952KX
2200 VA LCD 2U Rack UPS (230V)
46M4108
Extended Battery Module for 2200 VA LCD 2U UPS
53953KX
3000 VA LCD 3U Rack UPS (230V)
69Y1982
Extended Battery Module for 3000 VA LCD 3U UPS
53956KX
6000 VA LCD 4U Rack UPS (230V)
69Y1984
Extended Battery Module for 6000 VA LCD 4U UPS
Rackmount Online UPS Model
53959KX
11000 VA LCD 5U Rack UPS (230V)
69Y1986
Extended Battery Module for 11000 VA LCD UPS (3U)
Tower Line-Interactive UPS Models
53961KX
1500 VA LCD Tower UPS (230V)
53962KX
2200 VA LCD Tower UPS (230V)
UPS Options
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How to identify and close UPS and PDU opportunities
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46M4110
LCD UPS Network Management Card
46M4113
Environmental Monitoring Probe (EMP)
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Why does your customer need a PDU?
With data center devices more compact than ever, a single rack
of equipment can produce dozens of power cords to manage.
IT managers need to minimize the number of expensive power
drops to each rack, yet power consumption continues to rise.
Traditional power strips just don’t deliver affordable power for
today’s realities. Data center managers need an effective way to:
• Establish a high-reliability power distribution scheme at
minimum capital cost
• Reduce the cost and complexity of managing cable drops from
power sources to racks
• Gain greater visibility into power conditions at the server,
circuit and rack levels
• Gain greater control over IT and power systems in remote or
unmanned locations
• Simplify the installation and management of the power
distribution infrastructure
IBM offers a comprehensive portfolio of power distribution
units (PDU) that can distribute conditioned power from a UPS
or utility power to IT equipment. PDU models are available in
a wide range of configurations, power ratings, form factors and
features.
IBM is pleased to introduce rack-dense, high-quality rack PDUs
that offer metering, remote switching, and intelligent powermonitoring capabilities at the unit and individual receptacle
levels to protect and manage your high-availability rack
environment.
View the full IBM PDU portfolio at http://www03.ibm.com/
systems/x/options/rackandpower/0u_basic.html
Why choose an IBM PDU?
Complete integration into IBM Systems
Director and Tivoli® products
All IBM PDU models integrate into both IBM Systems Director and Tivoli products,
enabling users to measure, monitor and manage their power consumption from a single
pane of glass.
•M
easure - Use power trending to identify energy usage. Use thermal trending to
identify cooling costs.
•M
onitor - Track IT costs throughout the data center for facility providers.
• Manage - Use power capping to limit power usage. Use power savings mode to
maximize cost savings. Allocate power and cooling costs by department or user.
Plug-and-power, rack-dense power
distribution
Substantially reduce the number of power cords from the power source to each rack. IBM
PDUs use available power and outlets more efficiently, alleviate clutter, improve airflow,
and simplify power distribution.
Flexible mounting options
Space-saving zero-U vertical rack strip offerings mount in the rear channels of IBM 42U
and above-rack cabinets, conserving valuable U space for IT equipment, simplifying cable
management and increasing accessibility.
0U button mount design helps simplify deployment by providing tool-less rear mounting
in IBM 9360, 9361 and 9362 model rack cabinets, reducing installation time.
1U design includes hardware to mount in either the EIA space or side pocket of the rack.
There’s a solution for every requirement.
Resettable, 20 A, UL 489-listed circuit
breakers for groups of receptacles
With ever-growing power densities in today’s rack environments, it’s all too easy to add
load in the wrong place and trigger an overload event. IBM PDUs minimize this impact,
providing the ability to quickly recover with resettable circuit breakers for each designated
bank of receptacles, referred to as load groups.
IBM brand
IBM equipment is all stringently tested and approved to work seamlessly together to
provide high reliability and efficiency with easy integration and installation.
Key benefits of IBM switched and monitored
PDU models
•P
ower monitoring at the outlet level provides a precise view of
power consumption down to the individual component/server
level
• I ndividual outlet switching allows for remote on and off
functionality and helps prevent unintended overloading
•E
asy-to-read graphic LCD on 0U models provides quick visual
indication of each circuit’s load, reducing the risk of overloads
and tripped breakers
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How to identify and close UPS and PDU opportunities
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•D
etailed data-logging facilitates statistical analysis and
diagnostics
• I ntegration with IBM Systems Director Active Energy Manager
(AEM) results in gaining a more complete view of energy used
at the device and rack level
•B
utton-mount design on 0U models helps simplify deployment
by providing tool-less rear mounting in IBM 9360, 9361 and
9362 model rack cabinets, reducing installation time
•O
ptional Environmental Monitoring Probe for thermal
(temperature and humidity) management requirements
System x
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IBM switched and monitored PDU models
IBM basic PDU models
PDU Part Number
Description
PDU Part Number
Description
46M4167
1U, 9 C19 / 3 C13, Switched and
Monitored, 30A, 3-phase PDU
46M4128
0U, 24 C13, 30A Basic PDU
46M4137
0U, 12 C19 / 12 C13, Switched and
Monitored, 32A, 3-phase PDU
46M4131
0U, 24 C13, 32A Basic PDU
46M4116
0U, 24 C13, Switched and Monitored, 30A,
3-phase PDU
46M4122
0U, 24 C13, 16A, 3-phase Basic PDU
46M4119
0U, 24 C13, Switched and Monitored, 32A,
3-phase PDU
46M4125
0U, 24 C13, 30A, 3-phase Basic PDU
46M4134
0U, 12 C19 / 12 C13, Switched and
Monitored, 50A, 3-phase PDU
46M4140
0U, 12 C19 / 12 C13, 50A, 3-phase PDU
46M4113
Environmental Monitoring Probe (EMP)
46M4143
0U, 12 C19 / 12 C13, 32A, 3-phase PDU
Key benefits of IBM basic PDU models
Additional information
• Cost-effective rack-dense 24-outlet power distribution designs
• Button-mount design helps simplify deployment by providing
tool-less rear mounting in IBM 9360, 9361 and 9362 model rack
cabinets, reducing installation time
• Single- and three-phase models meet the most demanding
budget or power requirement
• User-resettable circuit breakers for groups of receptacles protect
against overload conditions
Partner Web Site: www.eaton.com/ibm
IBM Rack and Power Options: http://www-03.ibm.com/
systems/x/options/rackandpower/ups.html
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How to identify and close UPS and PDU opportunities
For information on the IBM power protection program or
assistance with configurations, contact:
Fiona Carlton-Shields
[email protected]
Tel: +44 (0)7768 70616
August 2011