The power quality division of Eaton Corp. had plenty to discuss with attendees of its 2018 Partner Summit last week about the past, including the recent changes to its sales organization and the recent progress it’s made toward becoming a software and services company as well as UPS and PDU hardware maker. The Raleigh, N.C.-based vendor had much to say about what the future holds in store too, though. Here’s a look at some new products and programs slated to arrive soon and some longer-term market trends Eaton sees approaching down the road.
With the cloud shrinking demand for on-premises hardware, sales of most power quality devices are declining. According to figures cited by Tardy in a morning keynote at last week’s conference, for example, UPS revenues in the U.S. dipped 6.4 percent last year.
The future looks considerably brighter for sales of rack-mounted PDUs, however, or at least “smart” ones like those in Eaton’s ePDU family. Such products let you measure and manage power consumption and set a variety of configuration settings remotely. Eaton expects U.S. sales of rack PDUs generally to rise 7.1 percent in the coming year.
“The PDU is no longer a glorified power strip,” Tardy said during his keynote. “That’s why they’re becoming more and more costly, and that’s why this market is picking up a lot.”
Indeed, the uptick in PDU revenues has less to do with increasing unit volumes than with increasing sticker prices.
“The average selling price keeps going up, which means the margins for you in the channel keep going up as well,” Tardy says.
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