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From a network closet powering the education of tomorrows 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.
No matter what the end result is, keep an edge on your business by ensuring each site is set up to protect their data and infrastructure, is reliable enough to last as long as they need it to, and grow as their business does.
Protect Their Edge
Ensure your customers are taking appropriate steps with their infrastructure deployments.
Solidify Their Edge
What to look for when recommending ‘reliable’ solutions to your customers.
Grow Their Edge
Become a resource in helping your customers deploy the right solutions to grow as they do.
Build to Protect
Eliminating the risks for your customers’ critical infrastructure designed for today’s edge.
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.
| Their Edge Challenges: | Selling : | Solutions that can help: |
|
Fewer IT pros in remote locations and facilities |
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. |
Vertiv Geist Intelligent Rack PDUs Vertiv Liebert GXT5 Single Phase UPS |
|
Look for a site management solution that provides remote access and control. These software solutions will track and alert you if there is a problem, without requiring any onsite personnel. |
Environet Monitoring Software | |
|
More networked products in a data center increases risk for attacks. |
Look for products with UL2900-2-2 compliance, a security protocol designed for devices with networking enabled. |
GXT5 UPS |
|
Application has extra regulations with highly sensitive data, such as Healthcare or Military environments |
Find a manufacturer that specializes in these areas and understands the rules and regulations specific to that industry. |
Avocent Secure KVM |
Helpful Talking Points
The average cost of a data breach in 2020 will exceed
$150M
43%
of cyber attacks target small business
There is a hacker attack every
39
seconds
The proliferation of IoT devices can create new challenges for your customers. Your customers are going to be concerned about data encryption, access-control practices, and utilizing VPN tunneling.
Redundancy and failover management is crucial for devices that process data at the edge to ensure the data is delivered and processed correctly when a single node goes down.
As the number of IoT devices grow, it is imperative that IT understand the potential security issues around these devices and make sure those systems can be adequately secured.
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.
| Their Edge Challenges: | Selling Tips: | Solutions that can help: |
| Working with outdated technology | Outdated equipment can put your customers at a greater risk of a break. Look for programs that help with the transition process. | Trade UPS program |
| Many people with access to the facility or IT equipment distributed, not locked or exposed to non-technical personnel | 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. | Vertiv VR Rack |
| No on-site personnel | Find a remote monitoring solution that allows them to not only view data but set alarms and make changes while not physically being there. | Environet |
Ready to Learn More? Provide this helpful guide to your customers: Keeping Your Infrastructure Secure Locked.
Helpful Talking Points
The final frontier of data vulnerability is at the rack level. Ponemon Institute reported that:
Human Error is to blame for
22%
of unplanned data center outages
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.
| Their Edge Challenges: | Selling Tips: | Solutions that can help: |
| No awareness of an operational security breaches | Recommend installing sensors. This can be everything from door position (alerting when a door is opened), to flood and temperature. | Vertiv Geist Environmental Monitors |
| No on-site personnel | Find a remote monitoring solution that allows them to not only view data but set alarms and make changes while not physically being there. | |
| Efficiencies in the rack | Extend the life expectancy when selling network switches by adding a device that can help with the airflow of the rack. | Vertiv Liebert PSI5 |
Solidify Their Edge
Ensuring critical infrastructure stays running well into the future.
When looking at your customer’s edge deployments, it is important only understand not only what to look for in hardware and software purchases, but also ensure to recommend implementing set ups like redundancy and backup power to eliminate as much unintended downtime as possible.
| Downtime Cause | Selling Tips: | Solutions that can help: |
| Working with outdated technology |
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. |
|
| Cyber Attacks | You can help by ensuring the hardware purchased is set up with protection as well. | Visit Data Security |
| Equipment Failure |
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. |
|
| Software Failure |
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. |
Environet |
| Natural Disasters |
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). |
Helpful Talking Points
- Though not every business is the same, a survey showed quarter of companies lose between $301,000-$400,000 per hour of downtime with another 14% losing more than five million dollars per hour.
- The steep cost of outages not only imposes a direct financial effect, but an indirect operational one as well. The operational strain downtime puts on a business effects added labor and reduced productivity in most cases.
- There is also an element of reputation loss depending on the company. Take Target’s major data breach in 2013/ That reportedly cost them $162 million, and effected more than 70 million customers, with many of them taking to social media.
Built to Grow
Providing critical infrastructure that evolves with your customer’s edge.
Scalability as it relates to edge deployments can refer to standardizing products and growing across multiple locations or preparing a single location to be able to add equipment in the future. No matter how your customer defines it, here are some tips and ways we can help
| Their Edge Challenges: | Selling Tips: | Solutions that can help: |
| Limited space for expansion |
Maximize usable space by recommending racks that will fit as much equipment as they can fit. Recommend rack PDUs that can handle more capacity than is needed today to allow for powering additional equipment in the future. Reduce footprint of rack-mount equipment where possible to maximize room available for network equipment. |
Veritv Geist Monitored rPDUs Vertiv Geist Switched rPDUs |
| Rapidly expanding locations |
Recommend products that have a reliable reputation and can be quickly shipped and installed. Consider integrated solutions to take some of the installation headache Look for products that reduce total cost of ownership (TCO), such as Lithium Ion UPS |
Visit Data Security |
| Scaling quickly with limited on-site resources |
Find a remote monitoring & management solution that allows them to not only view data but set alarms and make changes while not physically being there. |
Vertiv Liebert GXT5 Vertiv Liebert PSI5 Vertiv Geist rPDUs ScaleUPS Program |
Helpful Talking Points
Find a remote monitoring & management solution that allows them to not only view data but set alarms and make changes while not physically being there.
3x
The amount of edge-of-network computing locations that will be required by 2025 to support data proliferation and application sprawl.
One in five respondents expect a
400%
Increase in number of edge sites they will be supporting in the next 5 years.
Here are some ways your customers are planning for expected growth now:
- Efficiently adding compute capacity in new locations
- Choosing site locations strategically
- Tailoring availability to service requirements
- Mitigating higher energy consumption with economization
- Ensuring infrastructure scalability while minimizing capex
- Enabling remote management
For additional information, Learn More
Mark Your Calendars
Keep your edge by attending our upcoming events designed for our partners.
Webinar
Helping Customers Deploy a Secure, Reliable Edge
Date: February 26, 2020 | 11:00 AM ET
Register Now
Vertiv Edge Solutions
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