Security most likely isn’t the first thing you think about when evaluating power quality equipment. It probably should be, though.
“Cybersecurity is what your customers think about every day,” Tardy says. “They want to avoid risk, even for power.”
They’ll spend money in pursuit of that goal too, he adds, which is good news for Eaton partners. Last November, the company introduced the Gigabit Network M2 (pictured), the first UPS network management card to be certified as compliant with the stringent UL2900-2-2 security standard. According to Tardy, the new product gives partners a solid reason to discuss upgrades with every customer they’ve sold an Eaton UPS to in the last five years.
More generally, he continues, playing up the security of Eaton products can help you both win deals you might otherwise lose and strengthen customer relationships. “In the end if there’s one message to pitch to your customers in 2019, I believe that’s really cybersecurity,” Tardy says. “That’s the one that will help you win projects over competition. That’s the one that will make your customers feel that you are truly their trusted provider.”
Marcinowsky agrees. “It’s absolutely critical to able to say the full stack that we’re offering is safe for a customer to actually implement,” she says.
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