Go-to-market strategy responds to strong demand from channel partners for three-phase and higher-power UPS to meet customers' growing digital needs
Vertiv, (NYSE: VRT), a global provider of critical digital infrastructure and continuity solutions, announced major updates to its offerings for distributors and resellers. According to Omdia data, Vertiv is already number one in the three-phase UPS sector globally, gaining a market share of 16%. With these expansions, Vertiv's highly efficient and market-leading three-phase UPS with capacities from 10 to 60kVA, including Vertiv™ Liebert® ITA2 and related integrated services, are now included in the Vertiv Solution Designer tool and available for shipping in Europe, the Middle East and Africa (EMEA).
On the basis of Omdia ‘UPS Hardware Market Tracker and Analysis 2022', the demand for three-phase UPS is strongly increasing in EMEA even in markets other than the cloud, colocation services and telcos. These include retail, wholesale, healthcare, manufacturing and other sectors. By 2026, the three-phase UPS market in EMEA is expected to grow from $1.66 billion in 2021 to $2.07 billion, a growth rate of 5.84%.
“Digitalisation is being leveraged by businesses of all sizes and across all sectors, resulting in a greater need for efficient solutions to protect small and medium-sized companies from power outages,” said Karsten Winther, President EMEA at Vertiv. “The strategic expansion of three-phase UPS to our IT channel product portfolio allows partners to serve a broader market with industry-leading solutions, enabling businesses to leverage the latest technologies and accelerate their digital transformation journey.”
“As an official Vertiv partner and system integrator for over 30 years, we see more and more opportunities for three-phase UPS systems,” said Ronald Lagerberg, team leader Energy Solutions at Endenburg Elektrotechniek. "The expansion of Vertiv's IT channel product portfolio significantly expands our capabilities, enabling us to realize important logistical, administrative and financial benefits and improve our ability to serve end users. We look forward to integrating these innovative products into our offering."
Vertiv™ Liebert® ITA2 offers online double conversion technology, unity power factor and an extremely compact rack/tower design. Compared to single-phase systems, three-phase UPSs allow for greater power capacity and efficiency of up to 99% in ECO mode. This solution is now also available through the distribution channel, along with expert support for the design, configuration and performance optimization throughout the entire life cycle of three-phase systems. In fact, Vertiv's three-phase UPS offering is complemented by customized on-site and remote services, specifically designed for the channel, also taking advantage of the company's world-class support network.
Having a broad portfolio of UPS solutions dedicated to the channel market means partners have access to a wide range of power protection solutions, including medium power solutions that allow businesses to expand digital reach while continuing to work with their trusted channel partner. Vertiv offers a full range of specialized services designed to complement channel partners' business models. The extensive experience in the service sector offers all stakeholders a seamless support tool for the entire range of services offered by Vertiv, including on-site services, lifecycle services and digital services such as remote diagnostics and incident management. Additionally, partners can leverage Vertiv™ software solutions to enhance asset management activities and provide best-in-class support to end users.
In addition to UPS systems, Vertiv's broader portfolio of critical infrastructure products is designed to operate more efficiently, increase functionality and potentially reduce TCO by seamlessly integrating with a customer's existing infrastructure and enabling partners to increase revenue and profit margins. With manufacturing facilities across Europe and the world, Vertiv solutions can be made available when and where they are needed.
Partners also have access to dedicated configuration tools, connected to an ecosystem of technical and sales support teams. The award-winning Partner Program of Vertiv provides benefits and incentives to train, develop and reward the commitment of partners. With the addition of the Liebert ITA2 UPS to Vertiv's IT channel product portfolio, EMEA resellers in participating countries will be able to earn additional points through the Vertiv Incentive Program (VIP), which allows partners to easily earn rewards without having to provide any reporting. The bonus points are uploaded monthly to the Vertiv Partner Portal and the partner only needs to log in to redeem them.
