authored by Steve Van Tol, Sales Manager

WAV Distribution has been working with PowerDsine to accommodate the needs of customer’s wanting to provide their end users with power over Ethernet to a variety of appliances including access points, security cameras and VoIP phones. This article is intended to provide you with selling tips on how to sell PowerDsine’s power hubs to new customers as well as being able to sell into existing customers with a pre-installed network.  

What makes PowerDsine unique? PowerDsine’s power hubs are not switches or routers, making them significantly cost-effective. Their power hubs are also 802.3af compliant and work with several wireless devices for seemingly limitless applications. They are true “plug and play” devices that use active splitters and dongles to adjust to a variety of access points. Their units come in 4 different port choices: 

• 1 port

• 6 port (available with SNMP, Simple Network Management Protocol)

• 12 port (available with SNMP, Simple Network Management Protocol)

• 24 port (available with SNMP, Simple Network Management Protocol)

What are active splitters and dongles? PowerDsine’s active splitters and dongles are small, inexpensive devices that make their power hubs compatible with several networking appliances including Avaya, Cisco, Intermec and Symbol access points. Please keep in mind that the above manufacturers are not a complete list of supported appliances.   

How to recognize power over Ethernet and PowerDsine opportunities: Start with introducing PowerDsine to any of your customers currently using wireless infrastructure (Avaya, Cisco, Intermec or Symbol), VOIP (i.e.-Allied Telesyn or Spectralink) or RFID (i.e.-Alien Technologies) technologies. PowerDsine’s SNMP capabilities allow remote management of access points, which could be a HUGE cost savings, and their high powered 8000 series hubs provide up to 39W of power as well as data over standard Ethernet cabling. These high-powered devices are ideal for RFID focused applications.  

For new opportunities, your selling strategy should include the following points:

• PowerDsine hubs simplify installation, using a single Cat5 cable for both data and power

• PowerDsine eliminates the cost of scheduling expensive electricians for wireless LAN installations

• Distributed UPS backs up al IP devices in case of emergency – 911 reliability

• Additional cost savings during RF surveys. Allows repositioning of access points to improve coverage without AC power concerns

What vertical markets does PowerDsine play well in?:

Since the inception of WAV and PowerDsine’s relationship, we have seen great success in the hospitality and education market space. An additional market that we feel that has great growth potential is Ethernet based cameras and LAN equipment (like Colubris and Cisco). WAV has become very familiar with customers looking to combine Ethernet based cameras and public hotspot devices. Even if you don’t normally sell security cameras, these opportunities will open you up to an entirely new market.  If you do sell security cameras, this should be a quick add-on to your portfolio.