From a network closet powering the education of tomorrow’s IT leaders to a data center giving real-time access to patient records, we know each customer’s edge deployment comes with its own set of requirements. Even though each application is unique, there are common themes to consider.
Security
Data Security
There are many challenges your customers will be facing when it comes to data security. In addition to the measures taken online, here are a few ways you can help when it comes to setting up their infrastructure.
Infrastructure Security
Simple changes to your customer’s infrastructure set-up can make a big difference when it comes to securing their edge environments. Here are a few tips for guiding them through the process and ways we can help.
Operational Security
The operations of a data center are the pieces that keep the systems and workflows running. In order to eliminate downtime, it is important that each installation is not only equipped with the infrastructure to support the set-up, but also reduce any security risk along the way. Here are a few tips for guiding them through the process and ways we can help.
Reliability
There are many events from weather to human error that can affect the performance of your customer's edge site, and you're not always going to be there to catch it. You and your customers have to rely on dependable equipment to keep your network up and running.
Scalability
From adding a couple of racks to scaling to new locations across the world, your customers are planning their next edge deployments now. They need IT infrastructure that can keep up as their business grows. No matter how your customer planning to scale, here are some tips for helping them through the process.
Solving Their Edge Challenges
Click on each challenge for ways you can help your customers through their deployments.
SALES TIPS:
Solutions that can help:
Recommend solutions with remote monitoring or networking abilities. This will allow the device to be accessed through either a web browser or aggregated in monitoring software.
Recommend IT management products that allow for remote access and control.
SALES TIPS:
Solutions that can help:
Find a manufacturer that specializes in these areas and understands the rules and regulations specific to that industry.
SALES TIPS:
Solutions that can help:
Outdated equipment can put your customers at a greater risk of a break. Look for programs that help with the transition process.
UPS
SALES TIPS:
Solutions that can help:
Find a server rack that can be locked. For extra protection – recommend individually keying each rack. With multiple people going in and out of the facility, this will reduce risk by ensuring only pertinent personnel are accessing important equipment.
Racks and Enclosures
Recommend installing sensors that alert when a breach occurs to add an extra layer of protection.
SALES TIPS:
Solutions that can help:
Find a remote monitoring solution that allows them to not only view data but set alarms and make changes while not physically being there.
Recommend IT management products that allow for remote access and control.
Find a remote monitoring solution that allows them to not only view data but set alarms and make changes while not physically being there.
SALES TIPS:
Solutions that can help:
Recommend installing sensors. This can be everything from door position (alerting when a door is opened), to flood and temperature.
SALES TIPS:
Solutions that can help:
Extend the life expectancy when selling network switches by adding a device that can help with the airflow of the rack.
Thermal Management
Reduce the number of battery replacements and total cost of ownership by recommending a Lithium-Ion UPS.
Single-Phase UPS
SALES TIPS:
Solutions that can help:
Ensure proper backup power is purchased in case of a power outage
Ensure each critical path is set up with a redundant path so that if one device is turned off or fails, there is another that can step in its place.
Outdated equipment can put your customers at a greater risk for failure. Look for programs that help with the transition process.
UPS
SALES TIPS:
Solutions that can help:
Ensure each critical path is set up with a redundant path so that if one device is turned off or fails, there is another that can step in its place.
Color coding receptacles or power cords to identify A/B feeds can help reduce the chance of accidental removal of cables.
SALES TIPS:
Solutions that can help:
Outdated software is more susceptible to security breaches.
Recommend a new solution that has proper security protocols. Software failure can happen when proper testing has not been done. Recommend to your customer to experiment and test the software before implementing.
Monitoring
SALES TIPS:
Solutions that can help:
If in an area that is earthquake-prone OSHPOD certification is most likely required, Ensure proper backup power is purchased in case of a power outage.
Redundancy is key if your customer’s equipment is located in a high risk area for natural disasters. If possible – recommend setting up geo-redundancy (redundancy between physical locations).
RACKS AND CONTAINMENT
Recommend IT management products that allow for remote access and control.
SALES TIPS:
Solutions that can help:
Maximize usable space by recommending racks that will fit as much equipment as they can fit.
RACKS AND CONTAINMENT
Recommend rack PDUs that can handle more capacity than is needed today to allow for powering additional equipment in the future.
Reduce the footprint of rack-mount equipment where possible to maximize room available for network equipment.
SINGLE PHASE UPS
SALES TIPS:
Solutions that can help:
Recommend products that have a reliable reputation and can be quickly shipped and installed.
Consider integrated solutions to take some of the installation headaches.
RACKS AND CONTAINMENT
Look for products that reduce total cost of ownership (TCO), such as Lithium-Ion UPS
SINGLE PHASE UPS
