With UPS systems having the potential to play a pivotal part in so many electrical installations, it’s only natural that more resellers and MSPs are keen to add them to their portfolios. But with so many manufacturers, models, and options to choose from, it’s understandable why some in the channel still view the products with a little trepidation.
These days though, that really doesn’t need to be the case. And by working together with the right partner, a UPS range can quickly become a valuable part of your proposition.
When it comes to choosing a UPS supplier to team up with, these are four of the main factors to take into account:
- Product range – ideally you’ll want to work with a supplier that has a broad product offering. So look at the range of power ratings available, whether they offer freestanding and rack mounted solutions, and what topologies (standby, line interactive, online UPS) they stock. The more options you have as a reseller, the easier it’ll be to cater for as many different customers and markets as possible.
- Stockholding – you also need to establish whether the manufacturer will hold the majority of stock and deal with the logistics side of things, or if you’ll need to handle some of the inventory. If it’s the latter case, such a setup could conceivably require lots of storage space, and there are all the logistical issues to consider too. Be warned that you might even end up with some stock management headaches as, for example, you can’t leave UPS batteries sitting on a shelf too long as they have a specific lifespan.
- Pre- and post-sales support – what support and advice is on offer? Will they expertly guide your reseller team through their full product range so you can provide top notch advice to customers? And always remember that how a manufacturer deals with any post-sale queries or issues will reflect on you as the reseller. Where is their technical support based? How easy are they to get hold of? In practice, you need to know that their service level agreements will live up to what they promise.
- Warranties – what does the manufacturer’s warranty tell you about the confidence they – and in turn you – have in their products? With Riello UPS you get a 5 year extended warranty as standard on all our UPS up to 3 kVA, but with the vast majority of other suppliers, the best you’ll get on a new UPS tends to be a 1 or 2 year guarantee.
When it comes to making your final decision, you need to figure out whether the UPS manufacturer will deliver true value to your wider offering and ultimately to your customers. Your choice shouldn’t necessarily boil down to price though. Certain suppliers may not be the cheapest on the table, but as an overall package, do they outshine the other options?
So once you’ve picked your preferred UPS partner, what’s the best way to go about putting together the perfect offering for your customers?
The key thing is for you both to work hand-in-hand. Share ideas, share information, share knowledge. You know your customer base intimately, while the manufacturer brings expert product knowhow to the party.
As a reseller, it’s important to get into the mindset of viewing a UPS as something that provides added value to your core IT products like your servers and switches. A UPS system on its own is often seen as too complex or even ‘unsexy’, so it’s much easier to bundle it in with other equipment as an add-on that increases customer spend.
Finally, you should also look to tap into the UPS manufacturer’s knowledge and can create in-house tools that help your reseller team effectively sell their products. Manufacturers should be more than willing to provide enough product training and support so that your team has the confidence to answer basic queries and switch sell.
Find out more about Riello UPS here.