1 High Density Data Center Assessments

2 Agenda About APC & what is APC’s value proposition to Cisco? Why are Cisco and APC data center services teams combining forces? What problems or “pain points” can we solve for our joint customers? What are the services APC offers? What sales tools are available? USFS Case Study Overview What’s in it for me? How do I engage APC on joint service projects?

5 APC Value Proposition APC is an 'enabler' for the deployment of Cisco products and solutions. APC solutions increase Cisco product and system reliability, availability, and customer satisfaction while dramatically reducing customer support costs.

6 Why are Cisco and APC service teams joining forces? Cisco provides data center services in Layers 1 & 2 but has no offering for Layer 0 Known for “Legendary Reliability”, APC offers Layer 0 services for Network Critical Physical Infrastructure (NCPI) bringing Cisco into data center build-outs early in the sales cycle If opportunities are ID’d by Cisco for Layer 0 Services, bringing APC in early can reduce problems with the deployment and shorten the sales cycle By coming to the table jointly, we can improve customer satisfaction and reduce support calls

7 LAYER 0 – Definition “Taco Bell” Model Physical Layer Electrical signals & cabling 1. 2 Data Link (MAC) Layer Transmits packets from node to node based on station address. 3 Network Layer Routes data to different LANs and WANs based on network address. 4 Transport Layer Ensures delivery of entire file or message. 5 Session Layer Starts, stops session. Maintains order.. 6 Presentation Layer Encryption, data conversion. 7 Application Layer Type of communication: , file transfer, client server OSI MODEL Cabling Power Racks And Enclosures Fire and Security Cooling The OSI model has also been jokingly called the "Taco Bell model", since the restaurant chain has been known for their 7 layer burrito APC can be viewed as the Tortilla that holds everything together from Layer 1 to Layer 7 LAYER 0

8 Why are Cisco and APC Services Teams joining forces? “Reliability, a history of success, and the ability to easily integrate a new vendors products with existing technology are the top rated drivers of NCPI vendor selection.” Source: Oct 2006 Ogilvy study prepared for APC

Of the companies presented, APC and Cisco Systems are the most commonly mentioned current suppliers of NCPI solutions Q13. Which of the following companies supply or supplied your current NCPI solution? Of the companies presented, APC & Cisco are the most commonly mentioned current suppliers of NCPI solutions Source: Oct 2006 Ogilvy study prepared for APC

11 What problems or “pain points” can we address for our joint customers? Server consolidation, virtualization, data center consolidation, automation and deployment of blade servers places burdens on existing IT infrastructure –Creates Hot Spots, Server Burnout, Insufficient Power and Cable Management Issues –Creates real business problems related to Business Continuity and Risk Management

12 What are the services APC offers? APC surveys site to ensure adequate power and cooling APC supplies customer with a roadmap for identifying needs and correcting issues that affect the quality of NCPI performance APC tailors solutions to customer needs –Site Evaluations –Facilities Upgrades –Full data center build-outs

13 What are the services APC offers? Customized solutions proposal includes CAD drawings, a customized report and site photographic documentation Data collected on following areas of data center vulnerability: -Power/Power Quality-Critical Loads -Existing UPS/Cooling-HVAC/Cooling -Building Access/Delivery-Site Plans -Fire Suppression-Floor Space/Type -Generators-Physical Security

14 What sales tools are available? Cisco and APC co-branded “High Density Data Center Services” brochure –Includes Layer 0-2 services overview of offerings by both Cisco and APC –“Large govt. agency” case study Internal sales presentation

15 US Forest Service Case Study Data center consolidation project involving co-location of multiple facilities Cisco asked APC to evaluate the site, potential problems, and develop options that may be available to the client to meet their business needs Working with Cisco project mgr. and client, APC performed a site visit, conducted interviews, gathered data to perform a datacenter facility assessment

16 US Forest Service Case Study (cont.) APC assessed the datacenter facility infrastructure: –Architectural (physical infrastructure and layout) –Fire protection systems –Mechanical facility systems infrastructure –Electrical infrastructure –Security and environmental infrastructure –Single points of failure APC provided facilities assessment doc focused on “Best Practices” design and potential weaknesses in the physical infrastructure APC developed and validated statement of requirements based on info provided by the client and Cisco APC developed conceptual drawings and estimated construction costs and schedules

17 US Forest Service Case Study (cont.) Result for the customer: –Decreased time to deployment –Increased systems reliability –Increased satisfaction with Cisco systems Result for Cisco: –Faster sales cycle –Cisco acts as “trusted advisor” with client –Reliable systems means fewer service calls and a more satisfied customer

18 What’s in it for me? Commissions on every APC service sold Shorter sales cycle Integrated systems that work Meet customer demand for “whole solution” offering Gain competitive advantage as a trusted advisor in the datacenter and wiring closet space Increased customer satisfaction Fewer support calls

19 How do I engage APC on joint service projects? Contact Dan Warnshuis at Cisco –Product Manager Advanced Services – CC: Dave Cleveland at APC –Services Product Mgr, Strategic Alliances –

20 Other APC Contacts APC Services Team: Carl Cottuli General Mgr, Advanced Services x2910 Dave Cleveland Services Product Mgr, Strategic Alliances Dave Derambakhsh Services Engineer APC Cisco Alliance Team: Rick Bansal Dir. of Strategic Alliances Jason Dudek Global Alliance Mgr Denise Balyoz Alliance Dir., EMEA +44(0) Karen Lee Alliance Dir. JPAA Kim Tremblay Mktg. Program Mgr, Strategic Alliances x2315