There’s a further partner benefit, not tied to COVID-19, on the way in the future. In a bid to reward resellers for selling complete power quality solutions rather than UPSs alone, Eaton will soon offer extra margin to partners who register deals involving multiple product lines.
“As a reseller, you don’t want to sell only UPS,” Tardy says. “You want to sell everything. You want to sell the enclosure, you want to sell the power distribution, you want to sell the power protection, and you want to sell the remote management capability.” Partners who do so will soon get richer discounts in return.
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Speaking to partners this week, Eaton executive Herve Tardy (pictured) previewed forthcoming RMM integrations, a new asset management tool, a wave of security-related UPS upgrades, and the eventual arrival of “software-defined power.”
During its virtual Partner Summit event for 2020 this week, senior exec Herve Tardy (pictured) discussed the power quality vendor’s plans for a continued rebound from the market-slowing effects of COVID-19.
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In meetings with key resellers last week, the power quality vendor shared its take on a rapidly changing market, as well as its plans for adapting to—and profiting from—those changes in collaboration with its channel.