NetShelter SX Side Airflow Solution for Cisco Nexus 7018 How to Sell APC s Cisco Approved Solution for Nexus 7018
Objectives Explain Sales Strategy for the Side Airflow Solution for Nexus 7018 Explain what issues it solves Demonstrate the Value Position APC against Competition
Agenda 1. Trends in the marketplace 2. Customer profile 3. Airflow Solution for Nexus 7018 Overview 4. Regional pricing 5. Market Opportunity 6. Competitor Comparisons 7. Handling Objections 8. Sales Tools Available
Data Center Trends Large Data Center switches increasing in size, pulling more power, and generating more heat End or Middle-of-Row networking designs placing large switches in row Side airflow switches = difficult to maintain hot and cold aisle separation and manage high density cabling. Increased amount of cabling as capacity of switch increases New Nexus 7000 platform from Cisco is physically larger, has more cable capacity, and requires more power, then the previous enterprise level switches
Customer Profile Enterprise customers deploying Cisco switches in med-large data centers Customers deploying high density pods (i.e., HACS). IT and Networking manager Enterprise customers considering CPI or Panduit rack solutions
Issues the Side Airflow Solution Solves Concerns Cisco 7018 Networking switch up to 3000 CFM Our existing Side Air Duct Kit (AR7715) can only provide up to 1200CFM Need to support up to 768 Cat 6a/512 fiber data cables per enclosure and maintain proper airflow to switches Need larger cable access through roof for large cable bundles CPI and Panduit offer a networking rack solution that: Offers better cable management, cable access, and side airflow APC Solution Side Airflow Solution for Nexus 7018 (AR7742/AR7747) and Networking Enclosure (AR3340/AR3347) Side Airflow Duct provides 11 clearance on each side of switch required by Cisco Created side airflow ducting that pulls from the cold aisle only Design allows for total isolation from the hot aisle Ensures cold air into the switch intake
Present the Solution - Side Airflow Ducts Installed Roof to support overhead cable management system & openings for cable routing Utilize blanking panels to close open U-space above the switch Joining brackets attach to side airflow ducts for placing inrow AR7742 Side Airflow Duct Kit AR3340 Enclosure Ducts extend to: -bottom of enclosure frame -front and rear door
Present the Solution - Enclosure Design Easily adjustable vertical mounting rails with vertical cable managers Cable access roof optimized for networking configurations Open profile assists ducts with additional airflow NetShelter SX Standard Features Vertical 0U Accessory Channels toollessly mount Rack PDUs and vertical cable management Front and rear perforated doors Half-height side panels Easily adjustable levelling feet and casters Numbered U positions Pre-installed joining brackets Doors, sides, roof, and rails are bonded to frame
Market Opportunity Cisco Nexus platform is the next generation flagship datacenter switch Cisco expects to sell 100,000 Nexus 7000 switches over the next 3 years Every major enterprise customer is at least evaluating the Nexus platform
Competitive Differentiators All competitors are using a similar solution, following requirements from Cisco (Panduit, Chatsworth) APCs competitive advantage is the same features and function offered at a lower price
Product Messaging APC offers a Cisco certified airflow solution for Nexus 7018 datacenter switch Nexus 7018 is the next generation flagship datacenter switch from Cisco that is already being incorporated into many large datacenters. The Nexus 7018 requires a significantly greater amount of airflow then previous switches and requires special consideration because of side-to-side airflow. Additional considerations for large cable volumes and high power requirements add to the complexity of this product. The APC solution will use a deep networking enclosure (AR3340 & AR3347) with extensions on the enclosure sides to increase the overall width to 40" (1016 mm) per Cisco's requirements. The extensions will be sold as a separate kit and contain baffles to isolate the hot/cold airflow.
Handling Objections 40 (1017mm) wide enclosure Creates problems with alignment within the row No good standard solution as this is required by Cisco Compatibility with Infrastruxure/HACS Custom parts may be required to maintain solution Alternative solutions using multiple racks may be required to maintain standard rack widths
Support Documentation Training Presentations Overview How to Sell Application guides (coming soon) For Cisco Nexus 7018 and 7010 Shows cable routing, rack configuration, and Rack PDU APC Rack Systems Cisco Solutions Brochure Enclosure and Airflow Solution Installation Manuals Cisco Nexus Site Preparation Guide
Summary Networking Enclosure and Side Airflow Solution for Nexus 7018 Maintains the NetShelter design and compatibility while offering improved networking application support Superior Cisco Approved solution for the Next Generation Cisco Nexus 7018 Networking Switch