News in the Channel - issue #16



maintenance, and efficient management, ensuring reliable system performance. This approach benefits end users and resellers by optimising system efficiency and transferring risk responsibility to the appropriate party.” But Jason cautions that choosing the right partner is essential. “It is important that the relationship between the provider and reseller is based on clarity and transparency,” he says. “Understanding the specific risks that the client is facing, ensuring proper maintenance and avoiding sub-contracting pitfalls are vital for the success of long-term contracts. The partnership needs to deliver against the client's specific requirements and nurture an ongoing relationship beyond the initial sale.” Patrick adds that businesses that use UPS on a large scale tend to do their own UPS management. “But if UPS is a new venture/ investment for the company, there is going to be a huge opportunity for a third party to step in and take care of their energy security,” he says. “If a reseller can make it clear that they can reduce business costs and increase efficiencies, there will be a demand for the service.” Future The UPS market is set for further growth in the coming years. Patrick notes that there will be a focus on UPS that provide more power for longer with less effort and more stability. “Increasing longevity will be another important factor for suppliers that want to pitch their UPS as something they can plug in and forget about,” he says. “If you never have to use it, how do you know it’s going to work when you need it to? To address this, there will need to be increased self-management and self- monitoring for UPS. Another trend I see is smaller UPS dominating the market. With the change PSTN switch-off, people will favour something small that they can drop under their desk to ensure their phone remains functional.” Martin adds that he has recently seen, and expects to see over the coming year, increasing demand for UPS systems using Lithium-Ion batteries. “The benefits are that customers can maximise power density in a smaller footprint and improve ROI because they have a longer lifespan than traditional valve regulated lead–acid batteries,” he says. “They also offer strong technical advantages such as a wide operating temperature range and come with an advanced integrated battery management system, which provides an accurate picture of the battery’s health and runtime and protects the battery cells against

Patrick Fenner co-founder and head of engineering

current, temperature, and over- or under- charging. The BMS continuously adjusts battery charging to make the most out of performance and battery life.” Jason agrees that the UPS sector is witnessing the emergence of lithium. “While this innovation offers exciting opportunities, it also comes with its own challenges, notably its reliance on a limited resource and its limited recyclability,” he says. “Lithium-based batteries have been available as a power source in the backup power industry for several years, but their widespread adoption in this sector has increased more significantly in recent times. The use of lithium-ion batteries for backup power solutions has become more prevalent due to advancements in battery technology, making them more reliable, efficient and cost-effective compared to traditional lead-acid batteries. “Clients are increasingly concerned with factors beyond just initial and operational costs, focusing more on long-term considerations such as carbon footprint and recyclability. As a result, many manufacturers and providers now offer backup power solutions that utilise lithium-ion batteries to meet the growing demand for reliable and sustainable power backup options. With the net zero deadline on the horizon, it becomes imperative to integrate UPS solutions into an organisations’ sustainability strategy to ensure alignment with environmental goals.” Taking all these factors into account, resellers have a real opportunity, says Jason. “Providing back-up power solutions as a managed service, rather than as a one-off purchase, presents them with the ability to build long- term relationships, helps clients mitigate risks, and create profitable partnerships that extend beyond the initial sale.”

Clients are increasingly

concerned with factors beyond just initial and operational costs, focusing more on long-term considerations such as carbon

footprint and recyclability.

Mike Barron UK managing director


Powered by