Four Reasons to Offer Managed Power Services

Power infrastructure discussions usually occur late in the technology sales cycle. Customers typically are more interested in applications, servers, storage and networking. So it’s up to the IT solution provider or managed service provider (MSP) to make a case for the need to deploy uninterruptible power supply (UPS) systems.

The UPS discussion should occur early on in the cycle, not later. After all, what could be more important than protecting a customer’s technology investment? It’s what UPS systems do, but customers don’t necessarily think about it. They understand the need for security because cyber attacks are constantly in the news, but no one really talks about power. That’s why providers have to bring it up.

For providers, power is about more than just selling a box and moving on to the next deal. Intelligent UPS systems are connected to sophisticated remote monitoring platforms that providers can monetize by offering long-term recurring-fee services. Here are four compelling reasons for you as a solution provider or MSP to offer Managed Power Services:

1. Create new business opportunities

Since customers usually don’t think about power, solution providers have an opportunity to seize a new revenue-generating opportunity by addressing a critical customer need. If you already provide managed services, managed power can become your new value-add offering. If you haven’t branched out to managed services, this could be the entry point to an annuity-based business with customer contracts lasting one to five years. You get to launch a new business and improve business cash flow.

2. Customers want you to do it

Running a business is hard enough, so more and more customers are looking for help managing their own IT infrastructure. It’s expensive and most companies lack the necessary skills to run all aspects of IT. That being the case, customers typically have little interest in overseeing the power infrastructure. Even when they understand its importance, they still would rather have you do it. On top of UPS hardware sales, you can add software and services for remote monitoring and predictive maintenance. This adds profit margin and improves customer retention.

3. Help customers with edge computing sites

Businesses increasingly are decentralizing IT infrastructure, in many cases replacing large data centers with distributed environments and edge computing networks. In data centers, large staffs handle different functions, such as servers, switches, security, UPSs, and data backups, but most edge computing sites are unstaffed. So customers need you to remotely monitor those sites to optimize performance and achieve resilience. When something has to be done on-site, such as replacing a UPS battery, you can dispatch a technician. However, if you run edge sites as a managed service, you can save on staff and truck rolls because most tasks can be handled remotely, such as configuring, troubleshooting, and rebooting a UPS.

4. Partner with a vendor

Even if you’re an MSP, you may not want – or have the capability – to handle some remote tasks. And you don’t have to when you partner with a vendor such as Schneider Electric. If you don’t have a monitoring team, Schneider can fill in the gaps by providing Network Operating Center (NOC) services on your behalf. If you’re new to managed services, Schneider offers training on everything from installing the monitoring software to learning the alarms and features involved in managing customer environments. Managed services architects can work with you to get everything up and running and develop a business plan that boosts your chances of success.  No matter your capabilities, Schneider helps with the offers, programs and support to enable partners to say yes when customers ask for help managing their power.

Ready to Explore Managed Power Services?

Managed Power Services are an opportunity ripe for the taking. Any solution provider or MSP looking for new revenue sources should seriously consider it. Remember, every IT implementation, no matter how large or small, needs an uninterruptible power supply to protect equipment and prevent downtime.

Interested in learning more? Start by accessing the new eguide, “The Essential Guide to Growing your Business with Managed Power Services.” This practical guide walks you through an easy, step-by-step process to evaluate and add managed power services to your business.

To explore how Schneider Electric can help you, access this quiz to evaluate the best approach. Once you have figured out the right choice for your business, you can register for the Edge Software & Digital Services Program to get started.