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What’s the secret to profitable business growth? You need to be the solution provider who can help your customers overcome their biggest challenge in today’s data centers: high energy costs that are breaking the bank.
The costs of changing technology
With today’s accelerating energy costs, customers don’t just need a one-time product sale. They need a partner to manage their data center life cycle. But they are already reducing budget in other areas to make ends meet, and may not be ready to take on the costs of a new service.
So, how can you make more money? Gone are the days of customers shelling out for upfront expenses and product sales. Here to stay, at least for now, is the shift to operational expenses associated with maintaining and optimizing the data center. With revenue from hardware and server sales declining due to the adoption of virtualization, colocation, and cloud services, you need to fill in the financial gaps, too.
Proven solutions for more efficient operationsThis is where Schneider Electric™ can help. You may be used to selling APC™ by Schneider Electric products such as racks, power protection, cooling units, and accessories. But you could be selling a lot more. With our end-to-end solutions encompassing hardware, software, and services, you can turn one-off product sales into long-term profitable relationships by serving customer needs throughout the data center life cycle.
What is the opportunity? The typical data center life cycle averages twenty years. The first two years are spent on the design and build phase, during which you can profit from relevant hardware sales. The next eighteen years are spent maintaining, operating, and optimizing the data center. By establishing a competency in life cycle services, you can become an indispensable resource for your customers’ energy management needs during those remaining years.
First, though, you will need to show them how life cycle services lead to a more efficient data center and sustainable savings.
An energy audit will uncover the opportunities for achievable, persistent savings over time. Next, develop an action plan for delivering these results. If you can offer cost-effective, energy-efficient solutions that provide real savings, you’ve taken a big step toward retaining that customer for the foreseeable future.
Expand profitability with services
For long-term success, services are the key to recovering revenue losses from shrinking hardware margins. Services based around energy management, infrastructure management, and the data center life cycle will keep you connected with your customers, leaving the door open for serving future needs. Plus, hardware, software, and services bundles can offer greater value and incentive for increased solution adoption.