Ecostruxure IT at the Edge - Schneider Electricfiles.schneider-electric.com.au/events/innovation...We’re Not New to the Software Game… Gartner Magic Quadrant: A History of Innovation

Ecostruxure ITTM at the EdgeAn opportunity for partners to improve customer loyalty & profitability #DigitalEvolution

#InnovationDay

#EcoStruxure

Page 2Schneider Electric |

Presenter

Andrew SylvesterDirector, Software Strategy & Business Development

Secure Power – APJ & EMEA

Schneider Electric

Andrew Sylvester

• Market Trends

• The Edge Management Challenge

• New Cloud Offer

• EcoStruxure IT Solution Positioning

• The profit cycle

• EcoStruxure IT Software & Services

• Solution Demo

• Cybersecurity

• Q & APage 13Confidential Property of Schneider Electric |

Agenda

Market Trends

Page 13Confidential Property of Schneider Electric |

Confidential Property of Schneider Electric

Challenges impacting IT Channel

Many VARs are becoming MSPs

Hardware sales becoming increasingly

commoditized

Customer Acquisition costs are on the rise

Customer expectations are rising, and

competition is fierce!

Assisting customers on their digital

transformation journey becoming more complex

Search Consider Evaluate Buy


• Up to 80% of end-user

customers use Google over a

Sales Rep as their primary and

initial knowledge source for

their purchase process.

• Only way to adapt is to arm

yourself with data about the

customer that they don’t have

or don’t know!

Self-Directed Sales-Assisted

Knowing More Than Your Customer

Source: The state of Customer Lifetime Value Report, Critero

We’re Not New to the Software Game…Gartner Magic Quadrant: A History of Innovation & Leadership

Abili

ty t

o e

xecute

Completeness of Vision

20142015

2016

All statements in this report attributable to Gartner represent Schneider Electric’s interpretation of data, research opinion or viewpoints published as part of a syndicated subscription service by Gartner, Inc., and have not been reviewed by

Gartner. Each Gartner publication speaks as of its original publication date (and not as of the date of this presentation). The opinions expressed in Gartner publications are not representations of fact and are subject to change without notice.


REGIONAL EDGELarge compute and storage located

in central or urban areas

LOCAL EDGE Compute and storage where data

is generated and consumed

Customers are challenged with the complexity of Hybrid IT

Confidential Property of Schneider Electric |

CENTRALIZEDMassive compute and storage

located in remote areas

The Edge Management

Challenge


The local & regional edge challenge


I only want visibility

into my sites

I need visibility

over all regions

When do I need to

replace UPS batteries ?

I need a better

work-life balance


The large scale Edge and Distributed IT

challenge

Can I monitor other

non-Data Centre

devices?

How do I manage my

enterprise-wide Edge &

distributed IT

environment?


What assets & devices do I have

Where are my devices

How can I improve performance

Why do some assets use more energy

Is my partner available

Who do I have on-site

Which devices are at risk

Can Schneider help me

The journey starts with

REGIONAL

EDGE

LOCAL

EDGE

CENTRALIZED

VISIBILITY & INSIGHTSAt the Edge


OPEN

Predictive analytics

based on big data and machine

learning, tailored to your unique

environment & challenges


Benchmark performance against your own system or those across the

industry segment

New Cloud-based & On-premise

Solutions

EcoStruxure IT


Connected Products

Edge Control

Apps, Analytics & Services

End t

o E

nd

Cybers

ecurity

Clo

ud a

nd/o

r

On P

rem

ise

InfrastructureBuilding IndustryData Center

EcoStruxure

Grid

EcoStruxure

Plant

EcoStruxure

Machine

EcoStruxure

Power

EcoStruxure

Building

EcoStruxure ITcloud-based Data Center Infrastructure Management (DCIM) solution that simplifies the way IT Professionals optimize infrastructure

performance and mitigate risk, by providing a secure monitoring platform that is scalable, simplified and easy to use for distributed IT

edge environments.

EcoStruxure

IT

EcoStruxure IT Advisor EcoStruxure Asset Advisor

EcoStruxure IT Expert


Galaxy

UPS

Prefabricated

IT, Power, CoolingAPC

Smart-UPS

Symmetra

UPS rPDUHyperPodMicro Data

Center Xpress

infraStruxure InRow APC

Netshelter

EcoStruxure™ Architecture

2019 EcoStruxure IT Software & Services

✓ Cybersecure

✓ Vendor Neutral

✓ Highly Scalable

✓ Quick to deploy

✓ Free to try then OpEx

Ed

ge

Con

tro

lA

pp

s, A

na

lytics a

nd

Se

rvic

es

✓ Single system of record

✓ OpEx or CapEX

✓ Regulatory compliance

✓ Enterprise and Colo

✓ SE monitors your equipment

✓ Vendor Neutral

✓ Live chat

Small &

Medium

Data Centers

Edge

Distributed IT

Data Centers

Small &

Medium

Data Centers

APPLICATIONS

Edge

Distributed IT Data Centers

CUSTOMER BENEFITS

IT ExpertCloud Enabled Monitoring Software

Data Centre ExpertOn Premise Monitoring Software

IT Advisor

DCIM software

On premise and cloud enabled

Asset AdvisorRemote Monitoring Service

Small &

Medium

Data Centers


EcoStruxure IT simplifies the way data center, distributed IT, and local edge environments

are operated and serviced.

App,

Analytics

& Services

Edge

Control

Connected

Products

INDUSTRIAL

Industrial Edge

TELCO

Telco Edge

Mobile Edge

SMB IT

-Local Edge (SMB)

-Network closets, small

server rooms

(<100 servers)

TELCO

Large & Regional

ENTERPRISE

Local Edge (Branch)

ENTERPRISE

On-premise

(100+ servers)

COLOCATION

Large Service Providers

Regional Edge

DATA CENTERSDISTRIBUTED ITCOMMERCIAL &

INDUSTRIAL

EcoStruxure

Asset Advisor

EcoStruxure

Asset Advisor

EcoStruxure

Asset Advisor

Galaxy

UPS

Prefabricated

IT, Power, CoolingSymmetra

UPS PDUHyperPodMicro Data

Center Xpress


NetBotz

Confidential Property of Schneider Electric |

EcoStruxure

Asset AdvisorEcoStruxure

IT Advisor **

EcoStruxure

IT Advisor **EcoStruxure

IT Advisor **

EcoStruxure

Asset Advisor

EcoStruxure

Asset AdvisorEcoStruxure

Asset Advisor

EcoStruxure

IT ExpertEcoStruxure



IT Expert

EcoStruxure

IT Expert

SmartConnect

EcoStruxure

IT Expert

EcoStruxure

IT Expert

SmartConnect

APC

Smart-UPS

On-premise

DCE

On-premise

DCEOn-premise

DCE

On-premise

DCEOn-premise

DCE


Visibility + Insights

Wha

t h

ap

pe

ne

d?

Why d

id it h

ap

pe

n?

Wha

t w

ill h

ap

pe

n?

Wha

t m

att

ers

?

Wha

t a

re th

e o

ptio

ns?

WE ARE HERED

escrip

tive d

ata

Dia

gnostic d

ata

Pre

dic

tive a

naly

tics

Pre

scrip

tive a

naly

tics

Ala

rms &

notificatio

ns

Root

cause a

naly

sis

Ala

rms c

onsolid

atio

n &

mobile

Open A

PI

ON-PREM

CLOUD-BASED


https://ecostruxureit.com

MULTITENANCY


EcoStruxure IT for Partners enables you to

increase customer intimacy and revenue streams and uncover new

business opportunities by unlocking visibility and actionable

insights into your customer's infrastructure.

EcoStruxure IT for Partners


Confidential Property of

Schneider Electric |Page 1

Drive RecurringRevenue streams

Generate New Business

Opportunities

Build Customer Intimacy

• Proactively provide recommendations to optimize performance with benchmarking and assessments

• Resell EcoStruxure IT SaaS offers

• Expand service contracts to monitor yourself via a multi-tenant platform

• Utilize our power and cooling specialists to monitor 24/7 on your behalf

• Assess your customers' physical infrastructure for lifecycle management opportunities or service contract renewals

Multi-tenant, vendor-neutral view


”Our partners’ and customers’ success is integral to our success. We are committed to provide the programs and tools to ensure you and your customer

have what you need to reach your objectives”.

Confidential Property of Schneider Electric | Page 1

APCChannel Partner

Program

Partner Success

Management

Customer Success

Management

• A team of SaaS experts dedicated

to YOUR customer and ensuring

they get the most out of

EcoStruxure IT Software &

Services.

Program designed to support your

profitable growth !

• MDF

• Opportunity Registration Program

• Rewards program

• Training & education

• Dedicated support

• Marketing tools

• Digital tools

• A team of SaaS experts

dedicated to you, our channel

partners, helping you reach

your growth objectives with the

EcoStruxure IT platform.

5-Star Rated Partner Program

10 years in a row!

EcoStruxure IT

Solution Positioning


Deploying the future

YOUR WAY

EcoStruxure IT - Empowering YOU & your Customer


YOUR PREFERRED

PARTNER

Actionable

insights

AssessmentsMulti-tenant

interface

24/7 SERVICE BUREAU

COVERAGE

24/7 extra

pair of eyes

Expert

recommendations

MonitoringAnalytics

DO IT YOURSELF

Customer Success Management

Partner Success Management

Facility Operations

EcoStruxure IT Advisor


SmartConnect

EcoStruxure IT

for PartnersEcoStruxure

Asset Advisor

Insights

through report


Go To Market

Target customer

IT/Site

Manager IT Reseller

Sales channels

1

2

IT Channel

Direct Named Accounts

Fulfill through

• Distributed IT/Edge

• Retail

• Local government

• Education

• Healthcare

• Mining

• FMCG

• Oil & Gas

Remote Site

Monitoring

Asset Visibility

Secure

Environment

Revenue

Customer

Loyalty

Customer

Intimacy

Local Distributor Traditional Transaction

Default

Local DistributorRecurly eCommerce Plugin

Alternative

eCommerce

Ingram Micro Cloud

Marketplace

eCommerce eCommerce Transaction

Coming Soon –eCommerce Platform

Primary Target Segments

Authorised

Reseller


EcoStruxure IT Expert with Asset Advisor – Greater value for you & your customers

Do It Yourself or through a partnerwith EcoStruxure IT Expert

Add-on: We do it for you EcoStruxure Asset Advisor

Health status across the global environment

Incident tracking & chat collaboration

24/7 expert monitoring & remote visibility

Expert services

Managing assets from different vendors

Troubleshoot from anywhere

Benchmarks

& actionable recommendations

Report and assessment

Centralized, real-time device monitoring

& alarm consolidation

+

$$$ The Profit Cycle $$$



Create & Sell Assessments

Drive Recurring Revenue

Insights & BI through the “customers eyes”

Sell Subscription Licenses & identify

additional opportunities


Generate New Business

Opportunities

Build Customer Intimacy &

Loyalty

EcoStruxure IT Expert path to profit

Diversify your business


Managing the Edge Lifecycle for improved revenue & profit……..How to provide maximum value to your customers and capture more revenue:

Manage hybrid environments from end to end.

Sell & implement

Assessments to

identify new opportunities

Rollout & Install…with confidence Edgesolutions with pre-integrated

APC equipment, or add your

own customer-specific IT

components.

Operate & Maintain…with our new cloud-based, vendor

agnostic, multi-tenant edge monitoring

application, EcoStruxure IT Expert.Add an extra set of eyes with EcoStruxure

Asset Advisor

$$

$

Design & Plan…with tools like our Local Edge

Configurator and

…plus certified reference

designs to help guide you.


EcoStruxure IT Software

I N T R O D U C I N G

Cloud-based & On-premise DCIM solutions

Improving productivity and the

work-life balance of the IT

Manager

OUR MISSION

IT Expert> Quick to deploy

> Vendor Neutral

> Highly Scalable

> Cyber Secure

> Visibility of everything on your Smartphone


IT Manager challenges

Maintain availability <

Constant alarms <

Equipment in distributed locations <

Assets from multiple vendors <

Cyber Security <

Stay within budget <

Not enough staff - work-life balance <


> Live alarms on your smartphone

> Visibility of equipment health

> Multi site & highly scalable

> Vendor neutral

> Always up to date

> Uses data to help make smart decisions

> One easy tool to manage everything


Multi Vendor, Physical Infrastructure Monitoring and Management.

Optimizing infrastructure performance and mitigating risk by providing a secure, vendor agnostic, cloud-

based solution that enables wherever-you-go monitoring and visibility into your IT equipment.

IT Expert is quick to deploy and highly scalable. Schneider Electric takes care of cyber security and software updates so the user

doesn’t have to worry about being on the latest version. IT Expert is a Software as a Service with flexible pay as you go pricing.

ht tps : / /ecostruxure i t .com

✓ Quick to deploy

✓ Vendor Neutral

✓ Scales to 10k devices

IT Expert Value to you

Gateway

✓ Clear dashboard

✓ Cyber Secure

✓ Manage multiple locations

✓ Equipment Health

Web Interface

✓ Go anywhere visibility

✓ Instant alarms

Smartphone app


Improving the work-life balance

of the Data Centre Manager

OUR MISSION

IT Advisor> Easily map assets in a single system

> Plan capacity

> Manage changes

> Track energy efficiency & control costs

> Clear Reports & Dashboards for key stakeholders

For Colo Operators

> Fast onboarding of tenants

> Automated billing

> Self Service Tenant Portal


DC Operational Challenges

Maintain availability & manage risk <

Capacity Management <

Multiple stakeholders <

Be efficient throughout the DC lifecycle <

Stay within Budget <

(Colo) available capacity to sell <

(Colo) Maximize topline <


> Capacity planning & impact analysis

> Instant view of used vs available

> Single system of record for all

> Track energy consumption & PUE

> Energy cost reports

> Fast onboarding of new tenants

> Automated billing


IT Advisor Value Proposition Planning and Modelling Software.

Available as both on-premise and/or cloud enabled, IT Advisor helps Data Centre Managers optimizing capacities,

planning changes and analyzing business impact, automating workflow, and deploying energy-based billing to reduce

OpEx and increase ROI.

IT Advisor allows the user to quickly and easily model the data centre whitespace, power, cooling and network systems. The

created model is a single system of record used by all key stakeholders for asset management, capacity and risk planning, change

management, tracking and reporting PUE energy efficiency & cost through secure web based access.

IT Advisor Colo version provides Colo industry specific features; capacity planning provides an immediate view of sellable space,

integration with CRM tools to enable fast onboarding of tenants, as well as a tenant portal which allows your customers a secure

segregated view of contracted space, cages and racks and automated billing.

ht tps : / /ecostruxure i t .com

✓ Integrate live data from ITE, DCE, PME

✓ Open APIs

✓ Integrate with other systems

✓ Unlimited scale

Gateway: for integration with ITE, DCE, PME

✓ Easy to configure

✓ Equipment library

✓ Fast drill-down navigation

✓ Dashboards and Reports

Web interface


Asset Management

Self Service Tenant PortalCapacity Management

IT Advisor – Colo Version

Automated BillingChange Management

Energy Efficiency & Cost IT Asset Management

Data Centre Operator Functionality Tenant Functionality

SLAs and KPIs

Risk / Impact AnalysisIntegrate Live Data

ITE, DCE, PME

Data Centers


Capacity PlanningEcoStruxure IT Advisor provide real time visibility of DC capacity, power, physical space

& racks and provides sales with immediate view of available to sell capacity


Capacity PlanningVisibility of DC capacity, allow sales teams an immediate view of available to sell space and easily allocate

power, space, cages and racks to customers

Customer list and customer

contact data is integrated directly

from CRM


If a PDU fails

here…What happens to

customer

equipment here?

Impact Analysis

Impacted

EquipmentImpacted

EquipmentLevel of impact Customers affected

EcoStruxure IT Advisor shows the impact on customers of a failure of the electrical system


EcoStruxure IT Advisor, Tenant Portal

The tenant has insight into their available capacity

and rack assets through a lightweight web based

DCIM tool

• Manage contracted space, cage, rack

• Rack asset management

‒ IMAC (Install, Move, Add and Change)

‒ Audit trail

• Insight into a number of KPIs

‒ Power: Estimated and Measured Peak Load

‒ Environmental: Temperature and Humidity

‒ Physical: U-space

• Tenant specific User Management

A tenant’s view of his racks & visibility of key KPIs

Through the eyes of the tenant


Tenant PortalEnabling customer self-service to maximise value from C&SP hosting services




Reducing risk, improving

operational performance &

availability management

OUR MISSION

Asset Advisor> 24x7 monitoring service by SE engineers

> Performance improvement recommendations

> Mission critical asset support on-site*

> Cyber Secure

> Visibility of your assets on your Smartphone

Page 45Confidential Property of Schneider Electric |Partner FSR

Buy & Resell Buy, Resell & PerformBusiness Model

Partner OfferSchneider ElectricService Offer

Schneider Electric FSR Partner TechnicianPerformed by

GFS Program

Partners

Schneider Electric

Schneider Electric

Partner Technician

Asset Advisor• Sell Asset Advisor subscription

• Get opportunities to sell

modernizations and batt

replacement

• Sell Asset Advisor subscription

• Get opportunities to sell

modernizations and batt

replacement

• Receive Workorders

• Use Asset Advisor as end user

and get notification when you

customer need you intervention

EcoStruxure Asset Advisor – Service Programs

EcoStruxure IT TM Expert

Demonstration


Let’s take a look at the EcoStruxure IT Expert Partner & End-user solutions….

EcoStruxure IT – Cloud Enabled

You install

the gateway on their network (All

requests coming from the EcoStruxure IT

gateway are signed using a unique private key)

The gateway

automatically discovers

critical infrastructure

Devices (Only customer

machine data is collected)

The gateway sends device

sensor data (metadata) to

the data lake. (Outbound

connection through Port 443 and

connection validation using 2048 bit

RSA certificate)

You access EcoStruxure IT Expert, IT

Advisor & Asset Advisor via PC web

browser & Smartphone (multifactor

authentication and secure credential storage)

How it worksh t t p s : / / e c o s t r u x u r e i t . c o m


Demonstration


Let’s take a look at the EcoStruxure IT Expert Partner & End-user solutions….

EcoStruxure IT TM


Cybersecurity Summary

EcoStruxure IT – Cybersecurity Overview

All requests coming from

the EcoStruxure IT

gateway are signed using

a unique private key

Only customer

machine data is sent

• Outbound connection through Port 443

• Connection validation using 2048 bit RSA

certificate

• Communication using 40.84.62.190 and

23.99.90.28.

• Data encryption in transit and at rest using 256

bit AES encryption.

• Secure sign on with password policy

and multifactor authentication

• Secure credential storage

• 3rd-party security penetration testing

• Continuous monitoring and scanning

for potential security vulnerabilities

• Only customer machine data is stored,

tagged to a specific customer

https://ecostruxureit.com

Cybersecurity Key Features

• Background checks and annual

security training for all

EcoStruxure IT software

developers

• Mandatory peer review of any

change to the EcoStruxure IT

platform

• Use of 3rd party security tools to

continuously dynamically scan

EcoStruxure IT for vulnerabilities

• Continuous scan of source code

changes for bugs, security and

licence issues via static analysis

tooling

• Use of rotating number of 3rd

party certified hackers to perform

detailed penetration tests on all

components of EcoStruxure IT

• Efficient incident response through

definition of vulnerability

management processes

• Secure sign on with password

policy and multifactor

authentication

• Secure credential storage & brut

force protection

• Secure outbound connection

through Port 443. All connections

from gateway to cloud validated

using an industry standard 2048

bit RSA certificate. Data encrypted

in transit using 256 bit AES

encryption

• Requests from gateway signed

using a unique private key created

on installation and stored in the

gateway

• Auto-update functionality for

automatic software security

patching

• User-initiated discovery of devices

using provided credentials and IP

range. If discovery of an unknown

device, customer can allow the

EcoStruxure IT Gateway to

perform a targeted walk to help

improve device support

• EcoStruxure IT servers hosted in

the United States on Microsoft

Azure Cloud, EU-US Privacy

Shield certified

• Access to EcoStruxure IT

Production Network restricted by

explicit need-to-know basis

• Use of Azure always-on traffic

monitoring and real-time mitigation

of common network-level attacks

• Continuous employment of

rotating number of 3rd party

certified hackers to perform

detailed penetration tests of

EcoStruxure IT platform

• Continuous monitoring and

scanning of EcoStruxure IT

system for potential security

vulnerabilities.

• Validation of connections to

EcoStruxure IT cloud

using industry standard 2048 bit

RSA certificate. Encryption of data

in transit and at rest using 256 bit

AES encryption

• Data privacy at Schneider Electric:

https://www.schneider-

electric.com/en/about-

us/legal/data-privacy.jsp

• EcoStruxure IT is GDPR-

compliant. Sharing of personal

information with 3rd party data

processors on a need-to-know

basis

• Collection of machine data only,

tagged to specific customer. No

access from EcoStruxure IT to

data stored on customer server

• Use of customer machine data to

optimize EcoStruxure IT products

and services

• ISO 27001 Certification in 2019

APPLICATION SECURITY PRODUCT SECURITY DC & NETWORK SECURITY DATA PRIVACY

https://www.schneider-electric.com/en/about-us/legal/data-privacy.jsp

Protecting your access & data in the EcoStruxure IT cloud?

ON-PREMISE

Analytics

Service

Bureau

Support

portal

Schneider

ElectricE

co

Stru

xu

re IT

Pla

tform

IN THE CLOUD

EcoStruxure

IT Web App

EcoStruxure

IT Mobile App

EcoStruxure

IT Gateway

Data Center

Expert

Data Center

Operation Customer/Tennant

(Using mandatory 2-factor authentication (2FA)

2FA

2-factor

authentication on

your mobile phone

C&SP IT Advisor

Thank you

EcoStruxure IT Executive Summary

IT Expert Asset AdvisorIT Advisor

EcoStruxure IT simplifies the way data center, distributed IT and local edge environments are operated and serviced by…

... enabling secure, vendor agnostic, wherever-you-go

monitoring and visibility into your IT equipment with

proactive recommendations and consolidated performance

and alarming data.

..empowering Schneider Electric experts with 24x7 real-

time data to monitor and troubleshoot a site(s) secure

power and cooling infrastructure to proactively address

service issues reducing meantime to repair and improving

its resiliency.

... optimizing capacities, planning changes and

analyzing business impact, automating workflow, and

deploying energy-based billing to reduce OpEx and

increase ROI.

App, Analytics

& Services

Edge

Control

Connected

Products

INDUSTRIALIndustrial Edge

TELCOTelco Edge

Mobile Edge

SMB ITLocal Edge (SMB)

TELCOLarge & Regional

ENTERPRISE Local Edge (Branch)

ENTERPRISEOn premise

COLOCATIONLarge Service Providers

Regional Edge

DATA CENTERS

CLOUD Internet Giants/Content

Distribution/Networks &

System Integrators

DATA CENTERSDISTRIBUTED ITCOMMERCIAL &

INDUSTRIAL

EcoStruxure

IT Expert

EcoStruxure

IT Expert

EcoStruxure

IT Expert

EcoStruxure

IT Expert

EcoStruxure

IT Expert

EcoStruxure

IT Expert

EcoStruxure

IT Expert

EcoStruxure

Asset Advisor

EcoStruxure

Asset Advisor

EcoStruxure

Asset Advisor

Galaxy

UPS

Prefabricated

IT, Power, CoolingAPC

Smart-UPS

Symmetra

UPS rPDUHyperPodMicro Data

Center Xpress


NetBotz

Confidential Property of Schneider Electric | Page 1

End-user

EcoStruxure

Asset Advisor

EcoStruxure

IT Advisor

EcoStruxure

Asset Advisor

EcoStruxure

IT Advisor

EcoStruxure

Asset Advisor

EcoStruxure

IT Advisor

EcoStruxure

Asset Advisor

End-user End-user

©2018 Schneider Electric. All Rights Reserved. Schneider Electric | Life Is On and EcoStruxure are trademarks and the property of Schneider Electric SE,its subsidiaries, and affiliated companies. All other trademarks are the property of their respective owners.

#DigitalEvolution #EcoStruxure #InnovationDay

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Ecostruxure IT at the Edge - Schneider Electricfiles.schneider-electric.com.au/events/innovation...We’re Not New to the Software Game… Gartner Magic Quadrant: A History of Innovation