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An interview with Vertiv: The Fastest Growing 1ph UPS Vendor of the year in Q1
Source: Context
Q3: What is the opportunity for channel partners and how can they develop a UPS offering? It is fair to say that all channel partners will be working with customers that require critical infrastructure. The aforementioned emerging use cases - for example autonomous vehicles, AI and 5G / Edge deployment, all represent a huge (growing!) revenue stream opportunity for partners. Whether it be a new deployment or a site refresh, the opportunities are there to sell not just UPS, but a multitude of associated products and services to supply power to racks (switchgear and whitespace busbar), distribute power within (rack PDU’s), cool, and manage the IT assets (KVM’s and IT management solutions). And let’s not forget the rack itself! Q4: What should partners look for when selecting a vendor to work with? There are a multitude of considerations to bear in mind. Some are obvious, such as working with vendors that have a proven track record at delivering best in class products to support critical infrastructure, and just as important, a service network to provide fast response and maintenance services. Some considerations are less obvious, such as ensuring you partner with those vendors who offer a comprehensive Partner Programme, configuration tools, and clear commercial go to market policies to complement partner aspirations and achieve margin rich returns. Q5: Why do you think customers are choosing Vertiv™ 1phs UPS over the competition? In relative terms, Vertiv is a new(ish!) name for a company that has a century long proven pedigree in the UPS / battery arena and across the wider breadth of critical infrastructure products, solutions and services. Vertiv offers a full range of 1phs UPS solutions with best-in-class technology allowing customers to access the correct solution for their requirement and feel confident in the performance and reliability the technology provides for their critical infrastructure.
Martin Ryder Channel Sales Director, Northern Europe
Q1: Why is power supply so important? Power has always been critical to the modern-day world, but with the technological revolution, and the emergence of the Internet of Things (IoT), it’s no exaggeration to say that even short-term periods without power lead to major disruption in our lives. Think about how we work, learn, play, travel, communicate, and provide provision for health and financial services. How much of your daily routine and ability to sustain the essential elements of life as we know it, is dependent on access to available (and reliable!) power?
Q2: Why are UPSs so important to businesses today?
Uninterruptable Power Supplies (UPSs) are a crucial component of any critical infrastructure environment. Without adequate power backup, it’s not just the risk associated with inconvenience or loss of goodwill. Productivity, the ability to work, travel, communicate and support life are all at stake. Businesses know that an effective provision for backup power and disaster recovery is vital to ensuring continuity to short, medium and long term productivity and customer satisfaction. Power infrastructure and capacity are being stretched to the limits. Emerging use cases have increased the need for data storage and processing. Electric vehicle charging points, Artificial Intelligence (AI) technology, IoT and our insatiable demand for data, all contribute to increasing pressure on the existing power infrastructure. Ensuring continuity if or when the “lights go out”, is non-negotiable for most businesses and consumers.
Vertiv™ Edge
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