Sales Trng Product Rack
Transcript of Sales Trng Product Rack
Data Centers…Simplified
<<Rack And Network Cabling>><<Product Group>>
<<PM Name>>
Choice Internal Sales Training FY0809
© 2008-09 Choice Solutions2
What Exactly Are We Offering to Customers?
Define the market segmentation and the specific products suitable for the different segments E.g. commodity, fast moving, simply drop the box and walk
Define advanced offerings which require our post-sales participation
Provide length of sales cycle, revenue realization, and profit margins for the different products
Rack Enclosers
Products from APC NetShelter SX Server Rack NetShelter SX Wide Rack
Products from CSL CoolData Server Rack CD61 CoolData Network Rack CD81 CoolData Wiring Enclosure CD88
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NetShelter® SX
World’s most versatile rack enclosure for demanding IT environments
Enclosures providing cooling, power distribution, cable management, and environmental monitoring for applications in IT environments
42U x 600mm 42U x 750mm 48U x 600mm 48U x 750mm
NetShelter® SX Ease of Use Benefits
Numbered U Positions• Rapid installation of
rack-mounted equipment
Captive Rail Adjustment• Patented tracking system for
easy adjustment of Vertical Mounting Rails
Toolless Roof• Installation and
removal of roof without tools
Rapid Leveling Feet Adjustment• Top access to Leveling Feet
reduces installation time
Integrated Grounding• Side Panels and Roof require no
cables
NetShelter® SX Ease of Use Benefits
Lockable Quick Release Doors and Side Panels• Increased level of security to prevent unauthorized
entry• Easy access for fast installation and maintenance of
equipment
Toolless 0U Mounting for Rack PDUs• Easy installation/removal of APC Rack
PDUs
Lightweight Half-Height Side Panels• Easy installation/removal of Side Panels
Choice Rack System
Industry standard 42 U 19” : 600mm Server Rack. 23” : 800mm Network Rack with support of 19”
equipment mountings.
Perforated Front and Back Doors for adequate cooling.
Accessories i.e. : Caster wheels, Trays, Wire managers, Power distribution systems ect.
Conforms to DIN 41494 and current industry practices
Load rating of 350 Kg Fine styling plus economy Front door perforated steel, side panels
& back door Powder coated black color
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Integrated Cable Management
Cable Management Accessories
1U Horizontal Cable Organizer
Patch Cord OrganizerCable Management Rings
2U Horizontal Cable Organizer
Cabling – Data and Voice (IP)
Our experts have experience laying out cables of all types – Data Networking, IP telephone Cabling, Voice (PBX) – which address the passive cabling needs.
Products offering from: Amp-Tyco R&M Balden
Cabling Standards Around the world
International Organization for Standardization International Electro technical Commission American National Standard Institute. Electronics Industry Alliance Telecommunication Industry Alliance Termination Standards 568 A / B
Role of Standards
Define Performance & Grades, Connectors & Hardware Example : ANSI / TIA / EIA Installed Link Specifications Permanent link and channel Example : ANSI / TIA / EIA Network Technology Standards ( Application) Define performance requirements for all the elements of the
network Example : IEEE
Components Used in Cabling
CAT 5e / CAT 6 Cable / CAT 6a … Information Outlets Quad / Duplex – Face Plates Patch Max Panel Mounting Cords Inter Connect Panels Fiber Cable – Outdoor / Indoor , MMF / SMF SC Connectors, Couplers LIU Fiber Termination / Splicing Ect….
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Relevance of this Offering to Customers
Define the customer pain point that this offering addresses
Translate into the product value proposition
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Who is the Competition and What is Our Differentiation?
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Principal Management
Negotiating competitive pricing from principals/partners
In the face of competition, how do we work with principals to get preferential treatment?
Importance of keeping principal commitments E.g. picking up order at a reasonable negative margin in order to meet principal
commitments. Usually, principals provide backend incentives for meeting commitments.
Training qualified sales people which relieves the principal of managing pre- and post-sales cycles; principals appreciate/demand self-sufficiency
Getting third-party commitments to fulfill post-sales obligations
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What Sales Support Material To Expect
Customer needs analysis
White papers, data sheets, etc.
Proposals/quotations
Case studies
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Choice Solutions Contact<<PM Name>><<Designation>>
<<email>>C: <<cell>>T: <<tel>>http://www.choice-solutions.com
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