Power Protection Company Discusses Customer Security during Power Outages

April 08, 2011

  By David Sims, Power Protection Contributing Editor

Recently, Business Solutions Editor Gennifer Biggs had the chance to sit down with Minuteman's Bill Allen to discuss the VAR opportunity “tied to uninterrupted power supply (UPS) and extended run time if your customers have low-tolerance about network security, physical security, and disaster recovery.”

Minuteman UPS/Para Systems, a leader in power protection technologies, offers UPSs for computers, servers, peripherals, voice and data communication systems, security systems and other mission-critical equipment.

During the interview, Biggs asked Allen about growth opportunities in the power protection industry.

“For the reseller community, there have always been opportunities in the IT sector for extended run time,” Allen said. This is because there’s certainly the need to keep network systems up and running for longer than 10 or 15 minutes, which as Allen said “is the standard UPS backup time.”

Telecoms have traditionally been another sweet spot for the UPS extended run time value proposition. As Allen explained, “it’s very important to keep the phones up and running.”

In the power protection industry, security is also of the utmost importance because “security shouldn’t end when the power goes off,” Allen noted.

Extended run time devices can prolong power supply for hours, as opposed to the usual 10 to 15 minutes most emergency power options provide. Minuteman has quite the history in the industry, designing their first battery pack 25 years ago.

Allen also discussed the managed services industry. “Uptime is more and more critical,” he said, adding that “if you’re a managed service provider, you’d better have a good disaster plan in place, since your customers are relying on you.” Having extended run time, from two, four, eight hours has “moved from a luxury item to a requirement.”

There are no acceptable excuses anymore for allowing the power for a customers’ network to go out when extended run time capability is on the market.

Simply having extended run time is something that can probably be presented more comprehensively to potential customers – it’s something most simply don’t think about.

“The ROI that a UPS brings is measurable, sometimes it’s hard to measure, but it can be priceless,” Allen said, giving the example of a security system in a retail establishment. Given the liabilities in play if a security system goes down, it’s certainly something they want to be protected from.

Part of developing a great customer relationship is taking care of needs they don’t see and understand, Allen observed: “The ROI is there, especially when there’s a power outage that lasts for longer than half an hour, and the customer’s servers are still running and their phones are still working.”

In other power protection news, Minuteman is kicking off April with a new set of rebates that offer customers a cost savings of up to $60. The rebates run until June 30. For the next few months, customers can enjoy discounts on some of their favorite products including the PRO-E Series Line Interactive UPSs, the PRO-RT Series and MMPD Series PDU's.

David Sims is a contributing editor for TMCnet. To read more of David’s articles, please visit his columnist page. He also blogs for TMCnet here.

Edited by Carrie Schmelkin

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