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


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


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….


Relevance of this Offering to Customers

Define the customer pain point that this offering addresses

Translate into the product value proposition


Who is the Competition and What is Our Differentiation?


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


What Sales Support Material To Expect

Customer needs analysis

White papers, data sheets, etc.

Proposals/quotations

Case studies


Choice Solutions Contact<<PM Name>><<Designation>>

<<email>>C: <<cell>>T: <<tel>>http://www.choice-solutions.com

Phone: +91 40 2354 7600

Fax: +91 40 2354 6400

Phone: + 91 124 4004733

Fax: + 91 124 4004733

Phone: + 91 80 4123 6368-72 Phone: +91 120 3205202 / +91 120 4321230-32

Hyderabad (HO) Gurgaon

Bangalore Noida

Phone: + 91 22 2518 5910-12

Fax: + 91 22 2518 5915

Phone: + 91 44 2431 3171-74

Fax: + 91 44 2420 1022

Phone: + 91 20 2567 9926-27 + 91 20 3292 1412

Fax: + 91 20 2567 9927

Phone: +91 0422 4384440

Mumbai Chennai

Pune Coimbatore

Phone: +91 33 3251 5541 +91 33 2463 6900

Kolkata

http://www.choice-solutions.com/

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