News in the Channel - issue #17

PRODUCT REVIEW

Tips for resellers While the 5PX Gen2 has selling points in the features detailed above, there are other aspects that resellers can highlight when talking about UPS solutions to customers, says Sara Maazouz, field product marketing manager at Eaton. For instance, resellers should attach services for every hardware sale. “Whether it’s the warranty extensions that are available for UPS, PDUs and our Tripplite series products,” she says. “Additionally, remote monitoring services that are ideal for customers with multiple UPSs in different locations, to monitor the performance and availability of their Eaton UPS. “Battery pack replacements are also a good option for customers who have already bought a UPS a couple of years ago and they can propose to change the battery in order to prolong the lifetime of their UPS.” There are also opportunities to upsell with the 5PX Gen2. “Resellers can upsell the warranty extension by offering a longer period or by adding remote monitoring,” she says. “For remote monitoring, customers need to have UPSs equipped with comm cards, so you add the comm cards to the sale.” In terms of the sectors that resellers should look to sell the 5PX Gen2 into, Sara says that it covers a broad range, including residential, retail, education and commercial and industrial. against power outages, along with security from cyberthreats but also ease of energy consumption for those keeping an eye on their sustainability. With its ease of use, as well as the wide range of sectors it is ideal to be sold into, the 5PX Gen2 would be a great addition to a reseller’s portfolio as it should be popular with end users.

Security Of course, as with all networked solutions, cybersecurity is paramount, with cybercriminals becoming increasingly sophisticated and looking for any potential weaknesses in a network. The 5PX Gen2 has an optional Gigabit Network Card (NETWORK-M2), which is the first UPS connectivity device to meet UL and IEC cybersecurity standards – UL 2900-1 & IEC 62443-4-2 – according to Eaton. The 5PX Gen2 can also be connected to Eaton Cyber Secured Monitoring solutions. Together with 5PX Gen2, Eaton Gigabit network management card allows remote UPS settings and remote firmware upgrade to ensure easy deployment (fleet management) and reduced maintenance cost. Ease of use Eaton has also spent time to ensure the solution is easy to use for customers. For instance, the 5PX Gen2 has a graphical LCD display that brings all operating information at first sight. It also enhances commissioning and configuration capabilities, so it can be optimised to each individual business’ requirements.

Sara Maazouz field product marketing manager

eaton.com

Upsell the warranty extension by offering a longer period or by adding remote monitoring. “ ”

EDITOR’S VERDICT

The importance of UPS solutions is growing all the time as more business is conducted online – and the statistics about how much a power outage costs a business are stark – so solutions such as the Eaton 5PX Gen2 are much needed. An upgrade on the popular first generation of this product, it covers all the bases that customers will want; peace of mind