B2B Tech Talk with Ingram Micro
B2B Tech Talk with Ingram Micro

Episode · 4 months ago

Powering and protecting your IT infrastructure with CyberPower

ABOUT THIS EPISODE

Nearly everything related to IT requires power to run, which is why it’s critical that your gear is protected and backed up to limit downtime and keep your business on track.

In a special As the Gears Turn edition, Devaughn Bittle and Patrick Cash talk with Thomas See, senior channel sales manager at CyberPower, about:

- How CyberPower is different from other companies in the UPS market

- Things people might not know about the company and its products

- Monitoring capabilities of CyberPower products

- The Channel Partner Alliance program

For more information, reach out to Thomas (thomas.see@cyberpower.com) or your Ingram Micro representative.

To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk

Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. Or tune in on our website.

...you're listening to B. Two B. Tech talk with ingram Micro a place to learn about how to grow your business and stay ahead of technological advances before they become mainstream in today's episode we're introducing a new business and technology minded series brought to you by ingram Micro's smb alliance community called as the gears turn hosted by to ingram micro snb alliance council leaders Mr Devon biddle and Mr Patrick Cash both successful M. S. P. S. And both ready to call the business of I. T. As they see it. So with that said let's make it happen. Welcome to ask the gears turn. Welcome to another episode of B. Two B. Tech talk with ingram Micro special as the gears turned edition. We're your hosts devin middle from computer cations out of Frederick Maryland and Patrick Cash from Bluestar networks out of Atlanta Georgia. Today we are talking with thomas C. He is the senior channel sales manager at cyber power thomas. We are super excited to have you with us today. Thanks for joining us. Thanks for having me. I'm looking forward to chatting about ingram Micro Smb alliance and cyber power systems awesome. So tom for our listeners most of you know that power is pretty critical to most everything related to I. T. It kind of powers all the infrastructure that we manage. No power no business, no money, no nothing that's no cash money. If there's no power. That is true. Um That's why we're in business that's why we do so well and grow year over year power is necessary and it will always will be in the I. T. Industry. So the great thing for. Exactly and because this is so common and widely provided amongst various companies in the tech space. We're here to dig in more on how cyber power is different from other you know ups providers and power component providers in the industry and devin that's gonna lead right into you know...

...question number one. So generally speaking tom how and why? So I'm gonna get two questions out of one. So how and why our cyber power different from other companies in the U. P. S. Markets? Well we differentiate ourselves in many ways but a few things immediately come to my mind um we just make power products were strictly a power manufacturer. We don't mess with cables and all the other type of art accessories that don't really have much to do with power. So we keep it very simple. So are customers are familiar with our UPS product, R. P. D. Ugh surge and primarily our UPS products. So we keep it simple, we keep it power and don't confuse them by adding in other products that were not experts on a few other things that come to my we have all badged employees were true manufacturers. What our manufacturing plant, we don't outsource and have other people outside of our own company manufacturing the product. Everyone is a true badge cyber power employee. So no outsourcing um the building of our products Um we're strictly a channel focused manufacturer. We have been since 1997. Um, it's all about the channel for us. Map pricing is another thing that we put in place that our competitors don't enforce and that makes it profitable for our partners to sell the product, which we think makes everyone happy our distribution and our reseller partners along with us because it keeps the channel clean again with a focus on that. Nice. And I think I understand from some of our earlier conversations that even support all cyber power support is us based as well. That is correct. Our team resides in Shakopee Minnesota, which is just outside of Minneapolis. All again badged employees that are working strictly here in the United States on the sales side, accounting tech, support, everything happens out of that location in the United States. Other than just a couple of sub warehouses that make it easier for us to get products to the other coasts. So...

...tom what is something cyber power is excellent at doing that, that people may not know about or associate, you know, those products with cyber power. Again, there's a number of things that that we do that might not be completely known by everyone who is not completely familiar with us. The growth that we experienced year over year. It's double digits, year and year out for the past 20 plus years in the channel. So continuous growth for an extended period of time. We do a great job of helping virus differentiate themselves when it comes to government opportunities related to our sqs, when there's an opportunity to offer an equivalent to maybe one of our competitors products are more able to jump in there and assist in helping the reseller not only offer a great product lower price but differentiate themselves that from customers that maybe are bidding the exact same products. We support our alliance partners with resources they need. We give them a dedicated account manager again out of our office in Minnesota, a sales engineer that would be in the same office and a best in class website. Resellers go to our website. That's one of the first things they say is we have all the resources that they need on our site and it's, it's just really super easy. The ingram Micro tech support team always points that out when we do our monthly or quarterly trainings with them, they appreciate it as well. And then product based, I would say serge, we're known for our ups product because it makes up about 70% of our revenue. But little do people know that we do a lot of private label surge product which allows us to carry that over into the channel with our branded product and offer a variety of surge product that is branded that is available through ingram Micro. Let's talk Smb for a moment. So are there any trends that you guys are seeing, whether it's, you know, maybe a specific vertical or in a specific product line that you know, us guys should be maybe keeping an eye on. So you're, you know, you're seeing a spike in, you know, in a...

...certain product line or a certain certain vertical that's kind of making making waves. We've had huge success in the gaming industry. Um A lot of casinos popping up in cities other than atlantic city and Las Vegas like we used to know them as so we do very well with gaming because all of the digital poker and video poker machines along with the slot machines have to be backed up. God forbid something go down in the middle of somebody gambling. Um They need a certain period of time in order to save the data that's on the device, shut it down properly and hopefully by the time the power comes back up, you know, the the ups is still running and it's it's pretty seamless for the customers. But we have one very large opportunities and not the gaming as everyone is familiar with the e sports gaming, but actually in the betting, gambling and things along that with the casinos, even though we do well in the sports area. But that that that's an open coming area for us. Yeah, you definitely don't want the wheel of fortune game going down when you're about to win some serious money. Right? Patrick's case possible scenario, that's right, you don't want that thing to just stop. Yeah. So tom you know, for partners looking for monitoring capabilities within your ups and other products, what kind of advantages do you offer over maybe your competitors. Okay, so it's a great question. Um we just introduced our new cloud power panel software this year. We introduced it and set it up through ingram and actually took off very quick for us. And then the reasons that we think it's selling so well or we know is because we have some features that our competitors don't have the ability to organize local site locations and then also able to the customers also using the app able to organize certain floors or whatever it might be within different locations. So that's very user friendly customers have pointed out that they do like that. And then...

...also it's an app based product, but so it's going to be available on apple and android devices so it can be monitored from a phone when somebody is on the road. Um, but if someone wanted a bigger screen, you can actually view it from a web browser. So those are a couple of different things that we had this year and I know that we're going to build that product line out, but we just introduced it earlier this year. So thanks for asking that. Alright, so you've got me sold, I'm ready, I'm ready to go tackle some cyber power as a partner program. I mean, how am I going to take this fourth to my customers. It partner program that we have. It. It's called the Channel Partner Alliance program. It's been recognized in the past three years by Crn with a five star um program awards. So we like to hang our hats on that. That's something we're very proud of. And the reason we win that year after year is because it's simple. There's no obligation other than adhering to map pricing once you get all the benefits of it. But it's a no obligation Program. We go ahead. We load that up our at at ingram on an annual basis for our partners. So it's very seamless. They'll get the number one benefit right out of the gate is a 5% discount on all cyber power product that ingram micro cells or has skewed. Um So that's on top of a price advantage that we already give. Everyone based on our ability to um to offer a lower price because of the true manufacturing that we mentioned. Um a couple of the other benefits that make that a program that many of our partners really like. They have a dedicated account manager. You don't have one if you're not a member of the Channel Alliance program. And that would be a dedicated rep based on your geographic territory of the partner, not the end customers. So you'd have the same resource no matter which one of your customers you worked with. Um And then you also have a sales engineer again. Um That's that's dedicated and works in line with the account manager, your anger micro account manager um and the partner. And then just a few other things that are just, you know, basic things that make up most partner programs. We're going...

...to offer 3% of that discount Which is stackable on top of the 5% discount that we give. All of our alliance partners Bid pricing on all opportunities over $2,500, free shipping over 10-K. And then a very simple demo program and a perks reward program. Many of the large manufacturers have something like that where there's a kick back and we have a third party manage it. But it's essentially a website that will give you 4% of your purchases back in the way of vacations, gift cards and so on. A very simple program that we offer through ingram. Very cool. Uh So what do you what do you love most about working for cyber power? Now this question may have you know been generated by HR so I'm not sure. Be careful with your responses because you know, will be listening to this right? Yes, that's right. What I like about I've been in the channel for about 25 years and by the terms of the companies that I've worked for in the past, the cyber power is a little bit smaller. Um I like they were the smaller guy who's making waves. We're going after the bigger vendors we could pick away at market share and that's how we build our business. So that's it's a great feeling to be the guy picking at the business rather than the guy protecting the the manufacturers that are picking from your business. We have a great leadership team. It's real simple. It's just feels like a family like environment when we go to the headquarters in Minnesota, our vice president is the most down to earth executive I've ever worked for along with my manager who is the director of the channel along with all of our e com customers. So that gives him the ability to keep the channel clean for our evaluated added resellers in the channel so he can oversee the entire operation to make sure it's level um, we're empowered to make, to make decisions. That's that's something that means a lot because you don't have to go to Pete and go to scott in order to get an answer more times than not, they...

...trust me enough to make the decisions. And at cyber power it's not black and white and these are the lines, if we have something that's close and makes sense for us, our partners, we just do it just making the business happen is probably the thing that I like the most about the company. We just make it happen day in and day out. We all get along on teams so there's a lot to be said for flexibility and that's uh you know as S. And B. S. Also Devin would probably agree, I totally agree with that and I like everything I've heard just being able to you know say hey this makes sense. You know we always I tell my staff it's like you know treat treat the customer like you would treat your mom and I'm never gonna be upset about how that shakes out because the customer's gonna be happy. So I agree with you and when I started with the company over 3.5 years ago in the interview and after I got the position Pete said to me just run it like it's your own business and that's how we all do it. We run it like it's our own business, we don't give things away unless they need to be given away and we give them away when it makes sense for everyone or we I'm doing agreement um and close the business. Cool I'm definitely gonna check it out. So one question we ask all of our guests on B. Two B. Tech talks as the gears turn edition is when you think of technology as a whole where do you see it going within the next year and this can be across all things I. T. All things technology. Well hopefully on the supply chain. Um it's a little bit better. I'm sure everyone probably is in the same boat with that. We have even you know out carrying at the end of 20 21 here An improvement in our product availability and stuff. And we hope that carries into the new year into 2022 smaller companies who are pretty flexible. So when it comes to trying to figure out ways to get product from our manufacturing facilities into the the United States um we do a pretty bang up job of that. We do we do great work with that. So we hope that they will continue next year. We've done a lot of planning for it and this year and the things that we've learned so that would be one thing not...

...tech related but we have some new products that we're going to introduce that we think will tie into where we think the market is going. The first thing that we'd like to point out is that we're entering the three phase market cyber power has always been known for its sub 10 KV A ups product. But now we're going to venture into the 2040 60 and all the way up to 80 Kv. A product we soft launched that this year um next year we're going to do a little bit more of a channel marketing with our distribution partners ingram and our Channel Alliance partners lithium product. We're gonna have some new HD product coming out next year. A lot of these things have been delayed due to the things that we've all faced over the last couple of years, but we're excited for 2022, we think the industry is going to continue to grow um and that the supply chain should get a lot better at least related to our product. Well we've covered a lot of ground in a very short period of time and so as these subjects have come up, where can folks learn a little bit more about some of the things we've talked about today or all things cyber power? Well the first place, feel free to reach out to me on linkedin. Um my contact information should be shared and then your ingram Micro representatives is a great resource, they know how to connect the dots. We have dedicated resources within ingram that have a direct link into our team. So just using ingram is a single point of contact for this um would would be great. Um and again then we have cyber power assistance, our website, um that's very user friendly, so we are prepared to assist our partners awesome. Well, on behalf of Devon and myself, we just want to, you know, say thanks so much for sitting with us for a few minutes today. Thanks so much gentlemen because it was a pleasure having the opportunity to chat with you and looking forward to hopefully seeing you face to face in the coming year, there is more information for this episode found on the ingram micro SMB portal. If you're already a member, you can access this information at any time. If...

...you have a specific question, you can always reach out to your ingram micro rep for more information on how you can get involved with S and B. Thank you for tuning in to as the gears turn and subscribing to B two B tech talk with ingram Micro, you've been listening to B two B tech talk with ingram Micro special as the gears turn edition hosted by Devin biddle and Patrick Cash. This episode was sponsored by ingram Micro's SMB Alliance B two B tech Talk is a joint production with Sweet fish media and ingram micro ingram micro production handled by Laura Burton. To not miss an episode. Subscribe to the show on your favorite podcast platform. If you're listening on apple podcasts, we'd love for you to leave a quick rating of the show. Just tap the number of stars you think the podcast deserves until next time. Mhm.

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