Imagine this: the power goes out in your customer’s data center.
Lights off. Servers, switches, other essential IT equipment—all powered down in an instant.
Essential business operations come grinding to a halt. Applications, services, tools: they’re all unavailable. Connectivity ceases.
Obviously, the business impact of such an event would be massive.
Unless, of course, your customer has the right UPS and rack power solutions in place.
So, that said, why are they so often included as the last part of a bid, or missed completely?
Oftentimes, these solutions are an afterthought because of the many misperceptions that exist around them.
Let’s dive into a few common myths about selling rack power and UPS solutions—and explore why they’re powerful tools for boosting your earnings.
Myth #1: Customers with Generators Don’t Need Backup Power
Many customer engagements don’t focus on backup power needs because the customer already has a generator installed on-site.
However, generators don’t offer seamless uptime. Relying solely on them to ensure critical IT system availability can lead to downtime and interruptions while the generator turns on.
On the other hand, a UPS solution ensures no gaps in power. They activate immediately to preserve uptime. Servers and other critical data center equipment can keep running until power is restored or a graceful shutdown can occur.
Myth #2: Rack Power and UPS Deals Aren’t Lucrative
Don’t underestimate the earnings potential of rack power and UPS deals.
Adding these solutions to your proposals can significantly increase your bottom line. Larger projects that involve a sizable number of racks and servers have significant potential.
You can also utilize the Vertiv Trade-In Program to create a larger margin for your deals. When you combine a customer trade-in of legacy equipment with approved deal registration, you gain a +21% margin advantage.
Myth #3: There’s No Opportunity to Sell Power in Many Customer Environments
It’s easy to assume your customer doesn’t have a need or desire for additional power solutions. But you should always investigate the opportunity.
Customers need to know the best practices for replacing UPS and rack PDU solutions. Asking when they last replaced their power solutions can open the conversation and pave the way for expanding your sale. You could also ask about any reliability challenges they may face with legacy equipment.
When customers need to replace aging gear, the Vertiv Trade-In Program offers a great way to sweeten the deal. Customers gain discounts for trading in the old equipment—and we handle removal and recycling to make the process easier.
Myth #4: Most Customers Already Have a Vendor That Can’t Be Displaced
While customers may already have competitive equipment in place, Vertiv solutions offer compelling benefits that can help drive change.
Our superior speed of deployment, regional support through local offices, dedicated inside sales support, competitive pricing and reliable solutions all combine to set us apart from the competition in a meaningful way.
Critically, you can highlight the importance of all-in-one, integrated solutions such as Vertiv™ VRC-S micro data center systems. These pre-integrated, enclosed offerings simplify operations and deploy easily, which can be very attractive to customers.
Of course, we also offer standalone products that deliver outstanding results at competitive price points—including three- and single-phase UPS solutions and rack PDUs.
We’re Ready to Help You Increase Your Earnings
As you can see, selling rack power and UPS solutions is a great way to increase your deal size and boost margins. And our experts are always ready to help enable your success.
We’re committed to simplifying complexity for your business and making it easy to deliver outstanding outcomes to your customers.
Don’t hesitate to reach out to our technical sales representatives for assistance when you spec your next bid. Email us at itsolutions@vertiv.com or call 866.277.1924.
