Rack PDU’sRack PDU’sAshish Moondra

Senior Product Manager

Selling ProcessSelling Process

Know who to sell to / thruKnow the market trendsUnderstand the Power

Management maturity level– Qualifying questions

Know the Emerson portfolio and advantage

Figure out the right solutionKnow what your competition has

to offerBe prepared to answer objections

2

Who to sell?Who to sell? Personas

– Datacenter Manager

– Datacenter Operations

– Facilities Manager

– Windows / Unix administrators

– Network administrators

– Lab Managers / Administrators

Applications– Datacenters

– Colocation, Hosting

– Remote Offices

– R&D Labs for IT Vendors

3

4

Infrastructure Management

Heat Density

Availability

Energy Efficiency

Power Density

Top Data Center Challenges Top Data Center Challenges

Source: Data Center Users’ Group Survey

Virtualizatio

n,Cloud

Increasing

DemandReduced Budget

Higher Density

Regulation

Compliance

IT Outsourcin

g

Consolidation

Efficiency & Green

initiatives

External forces

changing the

business climate

Business & technology

forces pressing on

the data center

Challenges

Each of these challenges affects the appropriate Rack PDU solution

COMPANY CONFIDENTIAL

Infrastructure Management

– Intelligent Rack PDU’s with remote monitoring capabilities

– Software solutions for centralized management and monitoring

– Seamless integration within existing management structure

Heat density

– Rack PDU’s with higher ambient temperature ratings

– Integrated environmental monitoring at the rack level

Availability

– Thresholds, event generation and notification capabilities

– Metering at branch circuit level

– Switching capabilities within Rack PDU’s / servers

– Adaptive Configurations

Datacenter challenges & Rack PDU trendsDatacenter challenges & Rack PDU trends

5

COMPANY CONFIDENTIAL

Energy Efficiency

– Metering at the outlet level on PDU’s / servers

– High voltage Rack PDU’s (415V 3-phase)

– PDU’s with lower power consumption costs

– Scheduled turn on and turn off capabilities

Power density

– 3-phase PDU’s

– PDU’s with more C19 outlets

– PDU’s with higher outlet counts

Trends….contd.Trends….contd.

6

Qualifying questionsWhere are they today?Qualifying questionsWhere are they today?

Do you manage power within the datacenter today? If yes, how and at what level?

What tools do you use to manage Rack PDU’s and overall power consumption today?

What are the power distribution / management challenges within their existing setup?

How do you deal with servers that hang up? Is the datacenter manned 24x7? How do you figure out the best location to install new servers? Have you installed blade servers or large Cisco switches? How do you

power them? What and how many circuits do you bring to the rack? What racks do you use and how are PDU’s installed? What temperature do you see within the hot aisles in? Do you have

rack level environmental monitoring in place?

7

Qualifying QuestionsWhere do they want to be?Qualifying QuestionsWhere do they want to be? Do you have any Green initiatives within your organization? Would you like to have the capability to implement chargeback

schemes? Would you like to have the capability to justify the ROI of replacing

old equipment? Do you anticipate several changes within the datacenter during its

lifecycle? Would you like to have lower number of circuits coming to each rack? Would the ability to remotely turn on equipment reduce their MTTR? Would you like to leverage rebates provided by utilities?

8

Choosing the Right solutionChoosing the Right solution Functionality required

– Adaptive vs Non-Adaptive

– Switching capability

– Outlet level vs Strip level metering Type and number of outlets required

– How many servers (and power supplies)

– Any blade servers, networking switches with C19 needs

Input circuit required– Are the circuits already laid out?

– What is the expected rack density? Form factor

– Enough space to install vertical PDU’s

– U space available for horizontal PDU’s Manageability preference

– Web interface, SNMP, centralized software, Serial, Mixed

9

Emerson Rack PDU portfolio

Rack PDU Product Portfolio E

Emerson Rack PDU portfolio

Rack PDU Product Portfolio EFeatureKnurr

DI-STRIP

Netsure RDB

Liebert MPH(B)

Avocent PM1000

Avocent PM2000

Liebert MPH(C)

Avocent PM3000

Liebert MPX

Basic AC power distribution Yes Yes Yes Yes Yes Yes Yes

Basic DC power distribution Yes

Monitoring at the strip level   Yes Yes Yes Yes Yes YesIntegrated

Environmental Monitoring

Yes Yes Yes Yes Yes Yes

Monitoring at the outlet level     Yes   Yes Yes

Outlet switching       Yes Yes Yes

Adaptive to allow changes to outlet and power types

          Yes

Basic Managed Adaptive

Avocent Current Rack PDU FamilyAvocent Current Rack PDU Family Basic: N/A Managed: Avocent PM PDUs

– Remote Monitoring & Control• PM1000 – Strip level monitoring

• PM10/20 – Strip level monitoring and switching

• PM2000 – Outlet level monitoring

• PM3000 – Outlet level monitoring and switching Adaptive: N/A

11

Avocent PM3000/2000Avocent PM3000/2000 Metering

• Current, voltage and power for each outlet, phase and circuit• Capability to display aggregate current, voltage and power• Threshold / Alarming capability

Control– Turn On/Off, recycle power, lock, unlock (PM3000 only)– Outlet grouping capability– Sequential startup & shutdown– Electronic overcurrent protection

Manageability– Onboard web interface w/ data logging (IPv6 support)– Serially through ACS serial consoles / DSR– DSView 3 management software & DSView3 Power Manager– CLI, SNMP v1,2,3, SSH– Local & Remote Authentication (Radius, LDAP, Kerberos etc.)– Daisy chaining capability (up to 5 PDU’s)

1-ph and 3-ph models (up to 22kW per PDU) Vertical (20 & 24 outlet) and horizontal (3, 6 & 10 outlet) models C13 & C19 outlets

Avocent PM1000Avocent PM1000 Metering

• Current, voltage and power for each phase, circuit and strip

• Capability to display aggregate current, voltage and power

• Threshold / Alarming capability

Manageability– Onboard web interface w/ data logging (IPv6

support)– Serially through ACS serial consoles / DSR– DSView 3 management software & DSView3 Power

Manager– CLI, SNMP v1,2,3, SSH– Local & Remote Authentication (Radius, LDAP,

Kerberos etc.)– Daisy chaining capability (up to 5 PDU’s)

1-ph and 3-ph models (up to 22kW per PDU)

Vertical (20 & 24 outlet) and horizontal (10 outlet) models

C13 & C19 outlets

Liebert Current Rack PDU FamilyLiebert Current Rack PDU Family Basic: Knurr DI-STRIP™

– Robust & Reliable Designs Managed: Liebert MPH™

– Remote Monitoring & Control Adaptive: Liebert MPX™

– Scalable & Reconfigurable – Remote Management to Discrete Loads

14

Basic Rack PDUs Knürr DI-STRIP

• Highly robust• Highly customizable platform• Single and dual corded models• Standard offerings

• 4 and 9 outlet 1U• 6, 12, 24, 33 and 48 outlet

vertical models• 10 feet input cord

•1-ph & 3-ph offerings

Company Confidential

Liebert MPH - Managed Rack PDU– Global Platforms & Broad Range

• 42 SKU’s (24x NA / 16x EU): Vertical & rack form-factors

• Power Input: 20A/1Ph to 30A/3Ph (16A/1Ph to 32A/3Ph)

• Output / Receptacles: 27X or 9X NEMA, IEC & Combinations

– Versions: Branch Monitoring &/or Receptacle Control

– Monitoring Interface – Rack PDU Card Based

Market Leading Performance• Measurement Accuracy: +/-1% Volts & Amps Assured Oversight

• Operating Temp Range: Up to 55C/131F Critical Rack Environments

• Energy Efficiency: Normally closed control / contacts Lowest TCO

• Rack PDU Array: IP Consolidation Improve IT Efficiency

Performance Capabilities Shared with Liebert MPX

Liebert MPH - Managed Rack PDULiebert MPH - Managed Rack PDU

Adaptive Rack PDU’sLiebert MPX - Hardware Structure

Adaptive Rack PDU’sLiebert MPX - Hardware Structure

Local Display (RPCBDM)Power Rail Chassis (MPX-

PRC)

Branch Receptacle Modules (MPX-BRM)

Power Entry Module (MPX-PEM)•Versions: Variable & Fixed Capacity•NA & EU: 30-60 / 32-63amp / Single-Three Phase / 3P-4W & 4P-5W

• Variable: Via Cordset 30/32amp•Monitoring via RPC (Rack PDU Card)

•Versions: NA & EU / Receptacle Management & Branch Monitoring•NEMA & IEC Receptacles•Branch circuit protection•Hot-swappable

•Power & communications bus•Multiple lengths / T-Slot mounting

•User mount in rack space or remote•Cable connected

Common Benefits – Liebert & Avocent platformsCommon Benefits – Liebert & Avocent platforms 1-ph and 3-ph models (up to 3-ph 60A) Ability to measure current, voltage, Power, Power factor and energy

consumption Mix of C13 and C19 outlets Horizontal and Vertical solutions Ability to meter at the outlet level Integrated environmental monitoring Higher temperature rating IP capability as well as onboard web interface 10 ft. standard power cord length Power Array capability Centralized management through DSView3

18

Hardware DifferencesHardware DifferencesLiebert MPH and MPX Measurement resolution

+/- 1% (Amps/Volts) Temp rating 55 ° C (131 ° F) OCP- circuit breakers Management- IP only Remote LCD display panel

(optional) Modular controller card Normally closed relays NEMA, IEC and mixed outlet 120, 208-1ph, 208-3ph, 208/120

3-ph & 415V configurations

Avocent PM1000/2000/PM3000 Measurement resolution

+/- 5% (Amps/Volts) Temp rating 45 °C (113 ° F) OCP-fuses Management- Serial or IP Local LCD display

(standard) Embedded controller card Normally open relays IEC outlet configurations 120, 208-1ph, 208-3ph & 415V

configurations

19

Management DifferencesManagement DifferencesLiebert MPH and MPX No CLI and SSH option Local authentication SNMP v1 No onboard data log IPv4 support Centralized management through

DSView3* & Nform

* Does not include support for bulk configuration settings and firmware upgrades

Avocent PM1000/2000/PM3000 CLI and SSH Local and remote authentication SNMP v1,2 & 3 Onboard data logging IPv4 & IPv6 support Centralized management through

DSView3, Nform, ACS & KVM switches

20

Rack PDU Committed RoadmapRack PDU Committed Roadmap

21

Project Name

Model Name(s)

Major Features New / Replacement /

Update

If Replacement, EOL Plans

Planned GA Date

NPD Phase

415V MPH/MPX

MPH / MPX

• 415V / 240V MPH & MPX configurations for North America w/ L22-30P

New _September

2011Phase 5

60A / 50A MPH

MPH• 3-ph 208V, 60A & 50A configurations for North America

New --September

2011Phase 5

FreedomRack Power

Manager

• Standalone • PDU Management capabilities as in DSView• Improved Scalability• Scheduled reports• Custom group reports• Exportable Postgres SQL dB• Bulk configuration changes• Peak hour / off peak energy costs• Segregated internal vs external temperature readings

Replacement

DSView3 Power Manager Plugin

– When Integration

between DSView & RPM is complete

December 2011

Phase 5

COMPANY CONFIDENTIAL

DSView4.0

Rack Power Manager

Nform

Monitoring of Rack PDU’s Y Y Y

Centralized Management of Rack PDU’s Y Y

Historical power consumption reports for individual PDU’s / outlets

Y Y

Historical aggregated reports for custom groups

Y

Support for IP based PDU’s Y Y Y

Support for serial PDU’s Y Y

Individual or Group power control of outlets Y Y Y

Access and Control of IT equipment Y

Monitoring of Facilities assets Y

Integration with DSView Y Y (planned)

Integration with DCP Y Y (planned)

Management Software OfferingsManagement Software Offerings

22

COMPANY CONFIDENTIAL

Comprehensive portfolio to meet all customer needs including software solutions

Only Adaptive solution in the industry - MPX

Among the highest temperature ratings in the industry – MPH/MPX

Highest efficiency of all Switched PDU’s – MPH / MPX

Metering accuracy : +/- 1% - MPH/MPX

Comprehensive outlet level metered portfolio – PM3000/2000, MPX

Fits seamlessly into existing management and authentication scheme – PM3000/2000/1000

Integration with Avocent appliances – PM3000/2000/1000

Management capabilities through DSView, Rack Power Manager

Ability to have PDU’s preinstalled within the racks

Emerson AdvantageEmerson Advantage

23

Know your competitionKnow your competitionStrengths Weaknesses ENP Strategy

APC •Brand awareness among IT• Presence within SMB through 2-tier distribution• Management offerings for IT Ops (InfraStruXure Central, Capacity Manager, Change Manager)• Complete Power chain solution• Owns rack solution• Own manufacturing

•Customization• Over distributed• Limited outlet level metering solutions

• Performance specs•Adaptive• Manageability with DSView / Rack Power Manager • Minor product modifications considered if a business case exists

Eaton •Customization capabilities•Brand awareness among Facilities•Strong OEM player• Complete Power chain solution•Own manufacturing

• Awareness among IT buyers and channel• Software stack• PDU Manageability & Security options

• Performance specs•Adaptive• Manageability and software stack•Simple to understand portfolio

Servertech • PDU manageability & security options• Several niche solutions (DC PDU, dual input solutions, combo serial / power solutions•Customization capabilities•Strong Preferred Channel network• PDU Management software

•PDU vendor only• Integrated management solutions

• Leverage installed base of other datacenter products• Pre-installation in racks• Performance specs• Adaptive• Manageability and software stack

Know your competitionKnow your competitionStrengths Weaknesses ENP Strategy

Raritan • Integrated management of PDU’s with Command Center• Strong Power Management software offering•Among the first to come with outlet level metering• Very strong focus on Power Management• Strong IT channel

• No complete power chain solution•Several disparate solutions within software set• Mix of internal and external design• No own manufacturing

•Adaptive• Complete power chain solution• Trellis provides much better integrated SW solution• Complete in house design

PDU only vendorsBaytechGeistCyberswitching

•Customization•Own manufacturing•Number of models•Electrical contractors - Geist

•PDU vendor only• Integrated management solutions• Limited channel presence• Limited global presence

• Product Performance• Overall solution including software•Complete power chain solution• Manageability

Server vendorsHPDellIBM

•Easy add on to rack sales• Guaranteed fit into their own racks• Slowly adding new product families• Integrating with their management suites

• Designed specifically for their own racks• All OEM’d solutions• Customization• Integrated Management• Traditionally no switched solutions

• Product Performance•Overall Product depth• Overall power chain solution• Heterogeneous software• Configuration possibilities• In house design and manufacturing

SummarySummaryGet into an account earlyKnow the right people to sell toFigure out the Power Management maturity levelPresent the right family and the right SKU’sKnow your advantageKnow your competition

26

A CONSULTATIVE APPROACH IS KEY TO WINNING RACK PDU BUSINESS!

Backup slidesBackup slides

Avocent Current Rack PDU FamilyAvocent Current Rack PDU Family Basic: N/A Managed: Avocent PM PDUs

– Remote Monitoring & Control• PM1000 – Strip level monitoring

• PM10/20 – Strip level monitoring and switching

• PM2000 – Outlet level monitoring

• PM3000 – Outlet level monitoring and switching Adaptive: N/A

28

Avocent PM3000/2000Avocent PM3000/2000 Metering

• Current, voltage and power for each outlet, phase and circuit• Capability to display aggregate current, voltage and power• Threshold / Alarming capability

Control– Turn On/Off, recycle power, lock, unlock (PM3000 only)– Outlet grouping capability– Sequential startup & shutdown– Electronic overcurrent protection

Manageability– Onboard web interface w/ data logging (IPv6 support)– Serially through ACS serial consoles / DSR– DSView 3 management software & DSView3 Power Manager– CLI, SNMP v1,2,3, SSH– Local & Remote Authentication (Radius, LDAP, Kerberos etc.)– Daisy chaining capability (up to 5 PDU’s)

1-ph and 3-ph models (up to 22kW per PDU) Vertical (20 & 24 outlet) and horizontal (3, 6 & 10 outlet) models C13 & C19 outlets

Avocent PM1000Avocent PM1000 Metering

• Current, voltage and power for each phase, circuit and strip

• Capability to display aggregate current, voltage and power

• Threshold / Alarming capability

Manageability– Onboard web interface w/ data logging (IPv6

support)– Serially through ACS serial consoles / DSR– DSView 3 management software & DSView3 Power

Manager– CLI, SNMP v1,2,3, SSH– Local & Remote Authentication (Radius, LDAP,

Kerberos etc.)– Daisy chaining capability (up to 5 PDU’s)

1-ph and 3-ph models (up to 22kW per PDU)

Vertical (20 & 24 outlet) and horizontal (10 outlet) models

C13 & C19 outlets

Liebert Current Rack PDU FamilyLiebert Current Rack PDU Family Basic: Knurr DI-STRIP™

– Robust & Reliable Designs Managed: Liebert MPH™

– Remote Monitoring & Control Adaptive: Liebert MPX™

– Scalable & Reconfigurable – Remote Management to Discrete Loads

31

Basic Rack PDUs Knürr DI-STRIP

• Highly robust• Highly customizable platform• Single and dual corded models• Standard offerings

• 4 and 9 outlet 1U• 6, 12, 24, 33 and 48 outlet

vertical models• 10 feet input cord

•1-ph & 3-ph offerings

Company Confidential

Liebert MPH - Managed Rack PDU– Global Platforms & Broad Range

• 42 SKU’s (24x NA / 16x EU): Vertical & rack form-factors

• Power Input: 20A/1Ph to 30A/3Ph (16A/1Ph to 32A/3Ph)

• Output / Receptacles: 27X or 9X NEMA, IEC & Combinations

– Versions: Branch Monitoring &/or Receptacle Control

– Monitoring Interface – Rack PDU Card Based

Market Leading Performance• Measurement Accuracy: +/-1% Volts & Amps Assured Oversight

• Operating Temp Range: Up to 55C/131F Critical Rack Environments

• Energy Efficiency: Normally closed control / contacts Lowest TCO

• Rack PDU Array: IP Consolidation Improve IT Efficiency

Performance Capabilities Shared with Liebert MPX

Liebert MPH - Managed Rack PDULiebert MPH - Managed Rack PDU

Adaptive Rack PDU’sLiebert MPX - Hardware Structure

Adaptive Rack PDU’sLiebert MPX - Hardware Structure

Local Display (RPCBDM)Power Rail Chassis (MPX-

PRC)

Branch Receptacle Modules (MPX-BRM)

Power Entry Module (MPX-PEM)•Versions: Variable & Fixed Capacity•NA & EU: 30-60 / 32-63amp / Single-Three Phase / 3P-4W & 4P-5W

• Variable: Via Cordset 30/32amp•Monitoring via RPC (Rack PDU Card)

•Versions: NA & EU / Receptacle Management & Branch Monitoring•NEMA & IEC Receptacles•Branch circuit protection•Hot-swappable

•Power & communications bus•Multiple lengths / T-Slot mounting

•User mount in rack space or remote•Cable connected