APC and Cisco Partnership Overview

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1 APC and Cisco Partnership Overview June 2008 All content in this presentation is protected 2008 American Power Conversion Corporation

2 Objectives: Understand the APC Cisco partnership Leverage the APC value proposition when specifying Cisco solutions Understand what integrations we offer with Cisco

3 Cisco Partnership Overview APC has formally worked with Cisco since 1999 Testing and co-developing our products Providing for graceful unattended shutdown for Cisco CallManager and Unity Express APC has established relationships at an executive level in many strategic areas of Cisco s business Datacenter and Advanced Data Center Services Voice and Unified Communications (Wiring Closet) Home Networking Cisco Global Customer Advisory Board (GCAB) In 06, APC was the first outside company invited to present APC presented on power and cooling issues at C-Scape, Cisco s IT industry analyst conf in Dec. 06 Schneider/APC is actively engaged with Cisco Strategic Alliances

4 Cisco Partnership Overview APC products can be found protecting Cisco demo centers/ebc s nationwide San Jose EBC tele-presence demo as well as other demos protected throughout the facility Customer Briefing Centers throughout the U.S. with product, signage and promotional materials Cisco s Network Management Solution Center/Spyglass Center in San Jose APC is a sub-contractor/partner to Cisco for their data center services. Engaging Cisco customers worldwide on services Resulting product opportunities are passed on to you, our mutual channel partners Cisco has chosen Data Center University for training of internal data center sales and engineering teams APC is a gold sponsor of Cisco Live! Tradeshows in the U.S., France, South Africa, Mexico and Australia

5 APC Value Proposition to Cisco APC is an 'enabler' for the deployment of Cisco products and solutions. APC solutions increase Cisco product and system reliability, availability, and customer satisfaction while dramatically reducing customer support costs.

6 APC Solutions for Cisco Data Center All content in this presentation is protected 2008 American Power Conversion Corporation

7 About two years ago I was hosting a data center technical advisory board meeting, and I asked people, What is your biggest problem in the data center? Being a network guy talking to a bunch of network guys, I was expecting to hear bandwidth, security, something we could correlate to our business. Over 80% of the room said power, space and cooling. -Doug Gourlay, Cisco Sr. Director of Data Center Solutions in a January 22, 2007 interview with SearchDataCenter.com

8 Market Opportunity Metrics: Data Center Cisco rapidly scaled their data center business to $2B at the end of 2007 Cisco customers continue to say that their #1 problem in the data center is power and cooling APC is a partner to Cisco in this space and is a recommended brand by Cisco Data Center Sales teams

9 APC Products Support Cisco Data Center Solutions including: Intelligent Storage Consolidation Cisco Nexus 5000 Family of Fiber/SAN Switches Cisco MDS 9000 Series Fabric Switches Cisco MDS 9513 Multi-layer director and switching modules Application Networking Cisco ACE Application Control Engine Module Cisco AVS 3100 Series Application Velocity System Cisco WAAS (Wide Application Area Software) Software Cisco ACNS (Application and Content Networking System) Software High Performance Computing Multifabric Server Switches (SFS 3000 Series) VFrame Server Fabric Virtualization Software Infiniband Server Switches and Host Channel Adapters Cisco SFS High-performance Infiniband Subnet Manager

10 APC Integrates with Cisco VFrame APC supports VFrame with a built-in macro that allows the software to talk to the APC PDU allowing dynamic provisioning of the servers This macro bridges the gap between the facilities manager and IT manager and created a more energy efficient data center operation by shutting down under-utilized hardware assets

11 What pain points can APC address for your Cisco Data Center customers? Server consolidation, virtualization, data center and industrial automation and deployment of blade servers places burdens on existing IT infrastructure Creates Hot Spots, Server Burnout, Insufficient Power and Cable Management Issues Creates real business problems related to Business Continuity and Risk Management By bringing APC to the table early, together we can reduce sales cycle time, reduce customer support calls, and improve customer satisfaction

12 APC supports the Cisco Data Center with Approved Solutions APC s InfraStruXure solution is tested and certified under the Cisco Technology Developer program

13 The Cisco Data Center: APC Marketing Materials Available App Note #83: Facilities considerations for the Cisco Business Ready Data Center InfraStruXure Brochure part # A Cisco Energy Efficient Data Center Best Practices White Paper APC Rack Solutions for Cisco Nexus 5000 Series

14 APC Solutions for Cisco Unified Communications All content in this presentation is protected 2008 American Power Conversion Corporation

15 Market Opportunity Metrics: PoE and Unified Communications 80% of Cisco Switches are now PoE enabled PoE requires a UPS Cisco equipment is #1 UPS sizing customer request in APC call center and on APC.com APC products are available on Netformx for easy design and specification APC and Cisco together with our partners can deliver full solutions ensuring uptime of missioncritical UC applications

16 APC Supports Cisco s main UC Platforms including: Cisco 7900 Series IP Phones Cisco Unified CallManager 5.0 Cisco Unified CallManager Express 4.0 Catalyst Switches (2k, 3k,4k models)

17 APC Supports Core Routing and Switching Gear with Approved UPS Solutions Communications Infrastructure: Core routing, switching, and other infrastructure products include voice gateways, switches with inline power, and voice servers for media processing software. Cisco IOS Gateway Cisco MultiService IP to IP Gateway Cisco Catalyst Switching lines

18 APC solutions work seamlessly with Cisco s primary Unified Communications platforms Integrated and Certified Product Offerings Cisco Call Manager Shutdown (Windows) PowerChute Network Shutdown Unity Express Shutdown UPS signaling cable

19 APC offers Cisco Compatible Solution for Cisco CallManager CallManager 4.x includes APC exclusive built-in UPS support* Compatible with APC Smart-UPS out-of-the-box Provides unattended graceful shutdown in the event of an extended power outage Prevents data corruption and improves time-to-recovery Communicates serially OR over the network * Windows based only. For detailed Application Note see

20 APC offers Cisco Compatible Solution for Cisco Unity Express Unity Express is a Linux-based card that installs in a router and provides voic and automated attendant services Includes APC exclusive built-in UPS support Compatible with APC Smart-UPS Provides unattended graceful shutdown in the event of an extended power outage Prevents data corruption and improves time-to-recovery Communicates serially requires APC Cisco Unity Express UPS Simple Signaling Cable (APC Part# AP9840)

21 Cisco Unified Communications Network: APC & Cisco Marketing Materials Available App Note #50: APC Power Protection for Cisco VoIP & IP Telephony Solutions Cisco approved design specifications: Power and Cooling for Cisco VoIP WP#69: Power and Cooling for VoIP and IP Telephony Applications ISX Brochure: part #

22 How to register your deal? ORP Program Quick Reference Instructions Reseller Process: Step 1: Detect an opportunity *. Prior to registration a partner must qualify the opportunity, engage decision maker(s), quantify budget, define requirements, and complete a high-level design Step 2: Partner completes and submits on-line registration application which is then automatically routed to their APC Channel Account Manager. On-line application is located on the Partners Personal Page Step 3: APC Channel Account Manager provides first-level approval on the application. For Cisco opportunities, make sure to use key code d301w to indicate it is a Cisco-related project. Step 4: The final approver validates the information. Program Requirements: All opportunities must meet ORP Program Requirements as documented in the ORP Program Process document.

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