The New Smart-UPS
How to take advantage of the industry’s largest
customer refresh opportunity
APC Partner Opportunity
Upgrade Opportunity:
• Estimated 8 million units worldwide – 2010
• More than 2 million units annually
Sales Opportunity:
• Hardware: Smart-UPS™, 2 post racks,
PDUs, Network Management Cards
• Software: PowerChute™, InfraStruxure™
• Services: Warranty, Installation, Managed
Services, Efficiency Consultancy
With an estimated eight million units approaching battery
replacement age, the new Smart-UPS represents the
UPS industry’s largest customer refresh opportunity. By
upgrading, your customers can continue to enjoy the
highest reliability with APC by Schneider Electric™, while
also realizing significant savings. Increased efficiency
and reduced energy usage can effectively pay for the
new Smart-UPS and even lower the cost of expense
of IT equipment itself.
As the rising cost of energy prompts your customers
to adopt green IT practices such as consolidation and
virtualization, higher availability is a must. Now is a smart
time to reconnect with your customer base and let them
know how the all-new Smart-UPS can reduce energy
costs, increase availability, and improve their bottom line.
Use our online calculator to find out how much your
customers can save today!
Calculate Smart-UPS savings at www.apc.com/smartups
1 | December 2010
The New Smart-UPS
Features
Why introduce a new Smart-UPS?
Most important, the new energy-efficient features
and updated green technology can slash utility
usage and costs for your customers. Throughout
our history, we have always led the industry by
setting the standards with the most innovative
features available, often exclusive to our products.
> Longer battery life: Significantly increased life and
By surveying our customers, we learned what
important changes would best serve their evolving
power protection needs and created the new breed of
Smart-UPS with these elements in mind:
> Valuable time saver: Dependable solutions that
> Environmental awareness: Eco-friendly, efficient
products that help to reduce utility and cooling costs.
advanced warning of replacement timing to protect
customers with no proactive maintenance plan.
> Clear and accurate information: Easy-to-
understand LED lights and readouts to enhance
data quality, resolution, and trust toward the UPS.
help alleviate stress on short-staffed IT departments,
decreasing remote visits for manual reboots.
Built-in “green”
mode saves
approximately
$20-$30/year
without sacrificing
power protection
> Reliability and resilience: Vital tools and information
to help deal quickly and correctly with any problems
that do arise.
Why your customers will buy the new Smart-UPS
Improved efficiency
> Cost savings: Saves nearly $100 on utility costs
Innovative LCD
> Configurable interface: Easy-to-use navigation
> Energy savings: Patent pending “green” mode
> Intuitive alphanumeric display: Supplies detailed
> Resilience: Improved diagnostics identify and
> At-a-glance monitoring: Provides power usage
> Control: Power control and remote issue handling are
> Rotating display: Ninety-degree rotation on rack/
over the lifetime of the UPS when compared to
most line-interactive UPS units.
achieves online efficiencies of more than 97 percent,
reducing heat loss and cooling costs.
address issues sooner.
easier with features like switched receptacle groups.
keys allow set-up and control of UPS parameters
and functions.
UPS and power quality information, in up to five
languages. Previously available only via software.
statistics with the LCD display’s power meter.
tower convertible models allows easy viewing.
Better battery management
> Increased reliability: Enhanced ability to restart
Vendor-neutral integration
> Compatibility: Works with high-efficiency ENERGY
> Battery life expectancy prediction: The only unit
> Compliance: Meets Restriction of Hazardous
with or without a battery.
on the market that indicates the exact month and
year for battery replacement, automatically adjusted
for environmental conditions affecting the life cycle.
> Intelligent charging: Precision temperaturecompensated charging extends battery life.
> Hot-swappable: User-serviceable batteries
eliminate the need for trained personnel, further
reducing costs.
2 | December 2010
Intuitive alphanumeric display
STAR-rated servers from leading IT vendors.
Substances (RoHS) standards.
Configurable
interface
Unmatched reputation
> Legendary Reliability™: The world’s number one
network UPS, trusted for reliability, manageability, and
quality, with more than 20 million units sold since 1992.
> Three-year limited warranty: Underscores our
confidence in the new Smart-UPS, based on more
than 20 years of UPS experience.
Energy savings
The New Smart-UPS
Additional Opportunities
PowerChute UPS management software
PowerChute Business Edition software, designed to
help your customers more closely plan, budget for, and
manage their energy, is included with the purchase of
a Smart-UPS.
Innovative energy reporting capabilities
> Energy usage reporting: Gain fact-based
understanding of the energy usage of protected
equipment.
> Energy costing: Understand the cost of powering
protected equipment.
> CO2 emissions reporting: Monitor the environmental
impact of powering protected equipment.
Advanced remote management
> Sequenced shutdown and restart: Configure
select outlet groups to shut down and turn on in
a predetermined order.
> Load shedding: Turn off select outlet groups in
a predetermined sequence to shed less critical
equipment and conserve runtime.
> Outlet group control: Turn on/off, reboot, or shut
down select outlet groups to save dispatching
technicians to remote locations.
Scheduled server shutdown
>T
urn off one server outside office hours:
> Save more than $300 per year in server energy costs.
> Reduce CO2 emissions by more than 1.6m tons
(metric) per year, the equivalent of taking more than
400,000 cars off the road.
> Turn off one server on weekends:
> Smart-UPS will pay for itself.
> Turn off two servers outside office hours:
> Save the price of an average Smart-UPS
every year.
Single Node Shutdown
and UPS Management for
Windows and Linux
Version 8.5.2
©2010 Schneider Electric Industries SAS, All Rights Reserved. Schneider Electric and PowerChute
are owned by Schneider Electric, or its affiliated companies in the United States and
other countries. All other trademarks are property of their respective owners.
This CD contains licensed software subject to restriction on its use,
duplication, and distribution.
991-2008C-001
Expand Your Sales
These and many other products are available to bundle with your Smart-UPS sales, creating a larger
profit opportunity for your business while positioning you as a valuable adviser in critical power and
cooling for your customers.
External Battery Enclosures
Long runtime in a small footprint; rack/tower convertible
Power Distribution (PDU)
Basic, metered, and switch
Service Bypass Panels
In wall-mount or rack-mount
form factor
Network Management Cards
Remote monitoring and
control over a network
3 | December 2010
NetShelter™ Racks
and Enclosures
Allow mounting of rack
models in enterprise wiring
closets and computer rooms
Schneider Electric Critical
Power and Cooling Services
A variety of product-based
and professional services
APC InfraStruxure Central
and PowerChute
Monitor, configure,
and access APC power
infrastructure from
a single console
The New Smart-UPS
Marketing Opportunities
Recommended Courses
Sample Sales Opportunities
(For Server Room and Data Center Opportunities)
Deal Size Server Room Opportunity
Description1
Estimated Value5
Smart-UPS
Opportunity3
APC Incremental
Revenue Opportunity4
Small
1-3 Servers
$4,500-$13,500
$779-$1,558
$2,070-$2,160
Medium
4-10 Servers
$18,000-$45,000 $6,600-$11,000
Large
11-25 Servers
$49,500-$112,500 $13,350-$26,700 $6,012-$8,649
$4,902-$5,920
Deal Size Network Closet Opportunity
Description2
Estimated Value5
Smart-UPS
Opportunity3
APC Upsell
Revenue Opportunity4
Small
1-2 switches (Catalyst
2000 or 3000 Series)
$779-$1,558
$2,070-$2,160
Medium
2-4 switches (Catalyst
$15,455-$26,185
2000 or 3000 Series),
1 router (Catalyst 4500 Series)
$1,558-$3,116
$2,160-$2,340
Large
3-5 switches (Catalyst 2000 $29,400-$55,300 $4,450-$13,350
or 3000 Series), 1-3 routers
(Catalyst 4500 or 6500 Series)
$2,143-$4,286
HP ProLiant 680 or similar
Cisco Catalyst 2960S-24TS-S, 2960S-24TS-L, WS-C3560X-48T-S, 3750-48PS, 4507R or similar
3
SMX1500RM2U,SURTA3000RMXL3U, SURTD6000RMXLP3U, or similiar
1
2
With Trade-UPS™, your customers can’t
afford not to get the new Smart-UPS
Cost savings:
> Free return shipping of old unit(s)
> Trade in single or multiple old units – regardless
of brand – and your customers can get a new
Smart-UPS for up to 25 percent off
Energy savings:
> Greater efficiency than older models
> Reduced heat loss and energy usage
Environmental savings:
> Free eco-friendly disposal and recycling
> Almost 100 percent of the lead content is reused
$4,292-$5,171
Small
• APC Overview
• Smart-UPS Next Generation How to Sell
• Power and Cooling For VoIP and IP Telephone Applications
• How to Size Uninterruptible Power Supplies
Medium • APC Overview
• An Overview of Network-Critical
Physical Infrastructure
• Designing a Wiring Closet Solution
• Configuring a Wiring Closet Solution
Large
• APC Overview
• An Overview of Network-Critical
Physical Infrastructure
• Calculating Total Power Requirements
• Data Center: Configuring a
Solution: Part 1
NetShelter 2 or 4 post rack enclosures, NetBotz™ security/environmental/monitoring appliances, rack power
distribution units (PDUs), Monitoring/Managent software (Infrastruxture), warranty service
5
Estimated value based on Mfg. List Price of sample equipment
4
Smart-UPS Customer Profile
Top Targets:
> Small/Medium Business (SMB)
> Branch or Regional Offices of Larger Enterprises
> Wiring Closets/Small Computer Rooms
Vertical Markets:
> Service and Manufacturing Companies
> Retail and Finance
> State and Local Governments,
Educational Institutions
Decision Makers:
> IT Manager
> Network Manager
> Small Business Owner
What makes the new
Smart-UPS different?
If your customer has an older
Smart-UPS model, they
don’t have the advantages
of all the benefits that the
new models provide. Here’s
why it’s worth the upgrade:
Better diagnostic information
Higher availability
• Predictive battery life
• Increased energy efficiency
• Green technology
• Reduced energy costs
• Reliable performance
• Remote manageability
• Longer battery runtime
• Network compatibility
•
•
Get smart. Visit these sites for your free marketing resources today!
www.apc.com/smartups
salestools.apc.com
images, specifications, product demos, and
easy-to-use tools like the UPS selector and
UPS efficiency calculator
product presentations, model comparisons,
quick reference guides, application notes,
and contacts
4 | December 2010
©2010 Schneider Electric. All Rights Reserved. Schneider Electric, APC, Smart-UPS, PowerChute, InfraStruxure, Trade-UPS, NetBotz, NetShelter, and Legendary Reliability are trademarks owned by Schneider Electric Industries
SAS or its affiliated companies. All other trademarks are property of their respective owners. e-mail: esupport@apc.com • 132 Fairgrounds Road, West Kingston, RI 02892 USA • 998-3986