How to Sell EnergySTEP1Data Center Assessment

A low cost, standardized on site energy efficiency assessment service

Objectives

After reviewing the presentation you will understand

●EnergySTEP1 Data Center Assessment (ES1)

●How to qualify customers for ES1, present the value proposition & overcome any objections

●What sales tools are available to help you sell this service

Agenda

●Overview of EnergySTEP1 Data Center Assessment ●Benefits of Selling EnergySTEP1●Market Opportunity & Market Strategy●Product Messaging●Service Descriptions & Subcomponents●Identify the Opportunity●Build Value●Overcome Objections●Selling Against Our Competition●Process & Delivery●Available Sales Tools

Overview of EnergySTEP1

EnergySTEP is a Schneider-wide initiative which drives each of our business units to develop a scalable energy management service that enables our customers to easily align their energy savings goals with their investment capabilities.

Sustainability Services to manage electricity, carbon, waste and water

Tiered Scaleable, with multiple levels of service to meet all budgets

Efficiency Focused on improving energy efficiency

Program Targeting long-term relationship with the customer

EnergySTEP1 Data Center Assessment:ITB’s initial and most entry-level offer in the EnergySTEP Program.

There will be many more EnergySTEP offers to come!

Overview of EnergySTEP1

● Low cost, entry level assessment of power & cooling infrastructure of a data center with a focus on analyzing energy usage and controlling energy costs

● Certified Schneider Electric Field Service Engineer (FSE) uses a new EnergySTEP Data Assessment data collection & reporting tool on site to collect & input information regarding the physical infrastructure including● Physical layout & configuration● Cooling systems● Power systems● Rack management

● This tool automatically analyzes the data & identify components, layout and operational settings that may

● Reduce electrical efficiency● Increase energy consumption● Compromise availability/reliability

Overview of EnergySTEP1

● The EnergySTEP Tool generates a customized report that includes● General ratings for the various subcomponents of the data center

• Does not include a PUE● Recommendations for increasing energy efficiency while optimizing availability

● In a follow-up meeting the customer is presented with this customized report that identifies ways to

● Reduce energy consumption● Increase efficiency● Maintain or increase availability● Optimize power and cooling systems in the data center.

Important! The FSE collects the data and prepares the report. He does not discuss the findings with the customer. The follow-up meeting to review the report is organized by an

Energy Management Services consultant and the Account Manager

Version 1.0.7-29Nov10

EnergySTEP1Data Center Assessment – Customer Report

Assessment Prepared for:

South County Hospital

Benefits of Selling EnergySTEP1

● Key component of our Schneider-wide comprehensive energy management services portfolio ● Step 1 of a tiered approach toward energy efficiency in the data center

● Strengths our relationship with the customer by being the source of valuable, detailed information about the data center which will result in the customer’s improved ability to better manage their infrastructure

● Generates opportunities to sell additional

products or services● Identifies aging or inefficient competitive

products that may need replacing● May lead to sale of higher level assessment

services for a more in-depth analysis

Benefits of Selling EnergySTEP1

Help me fix it when it’s

broken

Help me keep my systems

from failing

Help me manage my Critical Units

Help me manage my Data Center

Help me manage my

business

Reactive…Reactive… T&M, Warranty, Extended Warranty, Repair etc.Reactive…Reactive… T&M, Warranty, Extended Warranty, Repair etc.

Predictive…Predictive… Technical diagnostics on equipmentPredictive…Predictive… Technical diagnostics on equipment

Preventive…Preventive… Scheduled or Inspection services on equipment & systemsPreventive…Preventive… Scheduled or Inspection services on equipment & systems

Total Business Solution… Total Business Solution… Integrated in Business Mission and Vision

Total Business Solution… Total Business Solution… Integrated in Business Mission and Vision

Comprehensive…Comprehensive… Bundled Holistic DATA CENTER SERVICES (Operations)

Comprehensive…Comprehensive… Bundled Holistic DATA CENTER SERVICES (Operations)

Assessments position us as a Trusted Advisor in the data center!

Source: March 4, 2008, “The Dawn Of Green IT Services” Forrester report

Market Opportunity & Market Strategy

• Demand for assessments expected to rise over the next couple of years

• Assessments are a ‘foot in the door’ for pull-through revenue

• 50% of assessments lead to additional planning services

• 75% of planning projects then move on to implementing solutions

• The assessment is the tip of the iceberg when it comes to revenue

Assessment Services and the rest of the story…

For every $1 spent on assessments there is potential for $4 - $8 in pull-through revenue from more comprehensive assessments, project services, other services or new hardware

Market Opportunity & Market Strategy

Release Schedule EnergySTEP1 Data Center Assessment will be sold globally and introduced in

waves

Wave One: NAM, France, UK, Australia- Release to Sales May 3, 2011

Wave Two: Q3 Release to Sales- Proposed countries: South Africa, UAE, Saudi Arabia, Pakistan, Turkey,

Ireland, Benelux, India, Singapore, Malaysia

Wave Three: Q4 Release to Sales- Proposed countries: Russia, Italy, Spain, Japan

Marketing Opportunity & Market Strategy

Limited Release:

Wave 1 Countries: May 3, 2011● SKU Released to Sales● Sold by Service Sales / Energy

Management Service Sales only● Sales training focused on these teams

only● Limit sales to align with ability to deliver

as FSEs are trained● Price List: ETO for low visibility● No broad communication internally or to

the partners

Broad Release:

Wave 1 Countries: July 3, 2011● Sold by ALL Direct Sales● Process for working with partners in place● Announcement via LAW process● Extensive sales training to all channels● Marketing assets available

As this service is introduced in additional countries this strategy of “Limited Release” followed by a later “Broad Release” will be deployed

Market Opportunity & Market Strategy

Target Market: Customers with Tier1/Tier2 Data Centers Up to 5,000sq ft (500sqm)

●Average data center of this size would typically include

NAM EMEA / APJ

1- 2 Centralized UPSs 1 -2 Centralized UPSs

8 CRAC units 6 CRAC unit

100 Racks 70 Racks

8 – 10 Rows 5 - 7 Rows

●For data centers that do not meet this definition of “average” contact an EMS Specialist to discuss size, components, and customers’ needs

● EMS Specialist will be happy to evaluate a larger data center● May need more information to develop a fair price and determine how to best meet the

customer’s needs

Product Messaging

●EnergySTEP1 is a low cost on site assessment of your data center’s white space including power, cooling, physical layout and operations performed to assess energy usage and identify ways to control escalating energy costs

●EnergySTEP1 analyzes your current infrastructure and compares it with averages to identify subsystems where energy efficiency and availability may be compromised

●EnergySTEP1 provides a custom report with

recommendations for improvements and

proposed next steps

●EnergySTEP1 is an excellent first step

toward effective energy management

Service Descriptions & Sub-Components

●EnergySTEP1 is a standard service sold thru a standard SKU● WES1-EM-01

●This service may be sold stand-alone or as an option or upgrade to an existing service contract

●This SKU may only be sold If the customer’s

data center meets established standard criteria ● Contact your Energy Management Services

(EMS) team for data centers that do not meet

this basic criteria

●Price is by quote provided by EMS teamNAM: Lance Bishop

UK: Seamus Connolly

France: Philippe Lebreton

Australia: Adam Clark

Service Descriptions & Sub-Components

Features & Benefits

Features Benefits

Customized Assessment Report Provides the customer with an in-depth review of the data center IT space power, cooling, rack/row layout, and operation, along with recommendations to optimize performance, reduce power consumption and improve efficiency.

Data Center Performance Recommendations

Provides ways to improve the data center performance such as:

         Optimize Power and Cooling Systems

         Reduce Energy Consumption

         Improve Efficiency

         Identify Hot Spots

         Optimize rack/row configurations

On-Site Certified Service Professionals

Provides a one time onsite visit of certified Schneider Electric Professional, trained to safely inspect your datacenter without interrupting your critical operations.

In-Depth Report Review A Schneider Electric professional will review the entry level assessment report findings with the customer, either in-person or via a web-based meeting, going over the recommendations, answering questions and addressing next steps

Data Center Rating Provides the customer with a rating of the data center and sub-systems performance compared to data centers of similar design and configuration.

Identify the Opportunity

EnergySTEP1Data Center Assessment is targeted at the customer who● Is concerned about better energy efficiency in his data center but doesn’t

know where to start

● Is seeking a low cost assessment of their power & cooling infrastructure as a first step toward effective energy management

● Wants to quickly identify deficiencies in his

current power, cooling and physical

infrastructure which are causing an

inefficient use of energy

Identify the Opportunity

Ask your customer the following questions:●What are some of the actions you’ve taken to manage the soaring costs of energy to run your data center?

●Are you looking for a way to easily identify quick fixes that can make a significant impact on your energy consumption at very little upfront cost?

●What are your concerns regarding the recent

national or local legislative requirements relating

to energy consumption?

● Are you looking to access local rebates?

●What are some of the ways that you are thinking

of investing in your data center?●Could you use some help justifying that investment?

Build Value – Present the Solution

●EnergySTEP1 is a good first step toward better energy management in the data center●Low cost alternative that identifies easy fixes that will pay back quickly●Good way to benchmark what you have and create a plan for optimization●Provides ratings of data center components for a high level look at subsystem efficiency &

reliability compared to average●If serious deficiencies are uncovered more in-depth, customized assessments are

available

●EnergySTEP1 may be a good first step toward meeting legislative requirements for energy audits and energy management of facilities including their data centers●In U.S local legislation may require buildings greater than 5,000 square feet to benchmark

their energy consumption●In Europe a directive is in place regarding energy performance of new and existing

buildings which require regular audits

Overcome Objections

“It’s kind of an entry level service, is it really going to provide me with good value?”●Yes! It provides you with a close-up look at your data center subcomponents as

compared with average and identifies those with issues that may compromise efficiency and availability

•Significant issues that are identified than can later be addressed with a more in-depth assessment service if needed

“ I found an on-line tool that can help me do an energy assessment on my own.”●Our EnergySTEP1 service is more than just data collection

•An on-line tool can help you to collect data, then you are left alone to try to figure out exactly what you should to do with it

•With our offer we don’t leave you alone to draw your own conclusions

●We provide a customized report and the support of a specially trained Energy Management Specialist who will ensure your data is accurate, share his expertise, and provide valuable suggestions for next steps

Overcome Objections

“If Schneider Electric is performing the assessment won’t you be trying to push your products on me?

●The EnergySTEP1 Data Center Assessment is an agnostic service designed to collect data about all your data center’ infrastructure regardless of the vendor.

●The customized report presented to you makes general non-brand specific recommendations that will result in improved energy efficiency and availability

●While I hope you will work with me to address your future needs my goal is to empower you to make more informed decisions

Selling Against Our Competition

Primary competitors offering entry level data center assessments/audits and health-check services●Data Center Infrastructure Power and Cooling Manufacturers

•Emerson / Liebert, Eton

●Services Arms of IT System Manufacturers•HP/EYP, Dell/EDS, EMC, Sun, Intel, Cisco/Sysca-Hennessy

●IT Systems Integrators•CSC, Getronics, Wipro

●Consultants – IBM, Accenture ●Others - Anixter and small IT/data center integrators

Note: Many competitors use a data center audit/walkthrough as a give-away in order to gather information for product and services proposals

Selling Against Our Competition

How can you set us apart from these competitors?

●Position Schneider Electric as a global leader in energy management•We have the services, resources & expertise to help customers address the business, environmental and regulatory issues that drive their need for energy efficiency.

•Schneider Electric offers solutions to reduce carbon emissions and consumption of electricity, water, air, gas and steam, while improving business performance

●Position APC by Schneider Electric as the

thought leader in data center infrastructure•As a company we have made significant contributions

toward establishing data center best practices

EnergySTEP1 Process & Delivery

●Additional PowerPoint Presentations●Overview of EnergySTEP1 Data Center Assessment●EnergySTEP1 After the Sale: How to Present the Customer Report &

Follow up on Sales Opportunities

●EnergySTEP1 Data Center Assessment Statement of Work

●Sample Report

●EnergySTEP1 Frequently Asked Questions

Available Sales Tools

Find these tools in the Sales Tools Portal