{"id":15127,"date":"2015-11-11T15:45:53","date_gmt":"2015-11-11T23:45:53","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=15127"},"modified":"2016-09-15T09:42:38","modified_gmt":"2016-09-15T16:42:38","slug":"electric-avenue-innovolt-preaches-the-power-of-increased-uptime-and-gaining-greater-value-from-electronic-assets","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/feature-articles\/2015\/11\/electric-avenue-innovolt-preaches-the-power-of-increased-uptime-and-gaining-greater-value-from-electronic-assets\/","title":{"rendered":"Electric Avenue: Innovolt Preaches the Power of Increased Uptime and Gaining Greater Value from Electronic Assets"},"content":{"rendered":"
\"Jun

Jun Ho Son<\/p><\/div>\n

Office technology resellers looking to increase the value their customers derive from their electronic assets through increased uptime have a few options they can turn to assist them in that mission. One of those is Innovolt, a provider of power protection and power management solutions to the office technology industry.<\/p>\n

\u201cOur technology improves efficiency and our dealer customer\u2019s ability to be responsive to their customers to increase end user satisfaction,\u201d states Jun Ho Son, Innovolt\u2019s CEO.<\/p>\n

And when Son talks about end user satisfaction and even customer satisfaction at the dealer level, he\u2019s referring to an important point of differentiation, as Innovolt has a well-earned reputation for focusing on the highest levels of customer satisfaction along with offering competitive pricing to its resellers without sacrificing margins.<\/p>\n

When you raise the issue of power protection and power management with anyone at Innovolt, from Son, to Ben Grimes, CTO & senior VP of Operations as well as VP Walter Crowder, expect a lively conversation rooted in technology and the basics of power protection and management.<\/p>\n

Son explains that when people think about power protection technology, they think of it as insurance against catastrophic failures, which is a fine starting point for anyone selling the technology. \u201cThat\u2019s easy [for them] to understand,\u201d he says.<\/p>\n

But there\u2019s a lot more to the talk track than that, and with power disturbances happening more often than people realize, Innovolt is concentrating on protecting against a wider range of power disruptions.<\/p>\n

\u201cThat\u2019s allowed us to change the economics because if you understand the connection between these power disturbances and the result in terms of downtime, error codes, parts, and labor, it has a big economic impact on the life and utility of the uptime of the electronic equipment,\u201d explains Son. \u201cThat spans all the way from Segment 1 to production printing\u2014anything with a board or microprocessor.\u201d<\/p>\n

\"Walter

Walter Crowder<\/p><\/div>\n

\u201cAs the equipment from OEMs becomes more and more sophisticated and everything becomes faster and more connected, the prevalence of trouble caused by electricity gets bigger and bigger,\u201d adds Crowder. \u201cThat just lends itself to the need to have great tools at your disposal to keep your customers happy.\u201d<\/p>\n

\u201cWe\u2019ve spent the last two years working with our customers to collect data to show the direct connection between the more comprehensive protection our technology provides and increased uptime and the substantial reduction in service calls,\u201d says Son. \u201cWhen they see emergency service calls have gone down by 40-50 percent that\u2019s meaningful and eye opening.\u201d<\/p>\n

In an era where everyone seems to be capturing data, both big and small, Son is determined to collect even more of it. For instance, Innovolt compiles comprehensive data that illustrates the benefits of its products. This data can then be used by the reseller to not only improve productivity within their own organization, but to increase their relevance to their <\/em>customers because the reseller now has access to information that helps provide their customers with highly relevant information about infrastructure issues that affect them beyond their printing and copying equipment.<\/p>\n

\u201cHaving insights of what the power profile looks like in your customer\u2019s environment, this is something you can have discussions about,\u201d suggests Son. \u201cTo be honest we\u2019re only scratching the surface. How our dealers are using that data, not just for increased productivity, but how they\u2019re sharing that data with customers.\u201d<\/p>\n

\u201cWe\u2019re learning more ourselves,\u201d he continues. \u201cFor example, we always knew that we had a significant impact on service calls but when we drilled down to the types of service calls, we actually had some of the most dramatic results in reducing copy quality issues. Once you see such results, the connection between power and copy quality seems easy to explain in retrospect, but it\u2019s the breadth of our protection that takes use beyond \u201cinsurance\u201d and into the realm of more comprehensive service and quality improvement.\u201d<\/p>\n

When it comes right down to it, success in the power management space is all about collecting more data and building that capability into new power protection and management technology.<\/p>\n

\u201cFrom a pure technology perspective we\u2019ve grown our capabilities in collecting the physical data around the customer\u2019s installed power environment,\u201d says Son. \u201cWe\u2019ve boosted the communication capabilities within our products to enable that data to be collected a lot easier by the technician, or it can be connected directly to the Internet and redirected to our cloud. Dealers can then sign in and look at their fleet and see what\u2019s happening.\u201d<\/p>\n

He adds, \u201cMore importantly that\u2019s great information, but it\u2019s the correlation of that back to the customer service records. We work hard with our partners and dealers to take a look at the service records prior to us being installed and after we\u2019ve been installed.\u201d<\/p>\n

Innovolt is now creating a big set of information that can provide interesting correlations.<\/p>\n

\u201cWe can then drill down even further and as we build that set of information we can see trends in terms of how power issues correlate to service calls,\u201d says Son. \u201cThe more data we collect, the more information we have that helps us from a marketing and sales perspective, but also helps our team from an engineering perspective because we can work with our customers to see correlations that will allow us to build some [capabilities into our products] that will be more predictive in nature.\u201d<\/p>\n

Beyond this focus on providing increasing amounts of data, Innovolt can also help its resellers break into new markets and expand their footprint with an existing customer. It doesn\u2019t hurt that Innovolt technology is relevant for any type of electronic equipment no matter the industry. For example, Innovolt is assisting one of its dealers in the Southwest penetrate the casino market.<\/p>\n

\u201cThey\u2019re not necessarily going into gaming services, but bringing in another service (power management) to help their gaming customers be more productive and profitable,\u201d notes Son. \u201cIt gives our customers some brand permission with a very relevant and immediately beneficial offering as they look for new areas of growth.\u201d<\/p>\n

It\u2019s all well and good to offer a product that yields all these benefits, but who in the average dealership is most receptive to Innovolt\u2019s message?<\/p>\n

\u201cIt\u2019s a mixed bag. In some dealerships CEOs and CFO\u2019s are very tuned into it because of profitability and customer stickiness,\u201d responds Crowder. \u201cSo we have to attack and get the buy in from them and they push it down to their P&L. Then there\u2019s another group that would prefer their technical team make the decision. It also resonates well with the service team.\u201d<\/p>\n

One segment of Innovolt\u2019s organization that never rests is its engineering team who actively interact with Innovolt\u2019s customers and partners to learn how to make the product better and not just from a pure technology perspective.<\/p>\n

\"Ben

Ben Grimes<\/p><\/div>\n

\u201cEverybody in our company is engaging at different levels within the dealerships,\u201d observes Grimes. \u201cFrom my perspective those relationships are critical for the success of not only that dealer, but our company as well. Having my engineers spend time in the field with Walter and his team gathering that information enables us to adapt our business model and technologies to best fit the dealers in the quickest way possible.\u201d<\/p>\n

What\u2019s next?<\/p>\n

\u201cFrom a platform perspective without revealing what we\u2019ve got going on under the hood, expect to see continued enhancements on the data side,\u201d responds Grimes. \u201cWe will start capturing different types of information; we\u2019ll do that organically and in partnership with other companies who have already started working with in this space. You\u2019ll also see enhancements in terms of what you can do with data, and we\u2019ll have more solid use cases to help our customers start down this path.\u201d<\/p>\n

He adds too that the company will continue to offer a wide range of amperage products required by the marketplace.<\/p>\n

\u201cWe\u2019ll continue to add more functionality and remain competitive; that\u2019s something people are surprised about,\u201d states Son. \u201cWhen we describe everything we do it almost sounds like a Cadillac then they realize what we\u2019re asking for pricing wise is much closer to a Chevy Malibu.\u201d<\/p>\n

Also expect to see more diversification in terms of where the company is driving business from in addition to leveraging the relationships that the office equipment dealer has had for many years with their customers.<\/p>\n

\u201cI\u2019m blown away by the strength of those relationships,\u201d says Son. \u201cNo one tries harder to make their customer happy than the dealer community. We want to help them enhance those hard-won relationships and if we can show them other things we can do that will make everyone happy.<\/p>\n","protected":false},"excerpt":{"rendered":"

Office technology resellers looking to increase the value their customers derive from their electronic assets through increased uptime have a few options they can turn to assist them in that mission. One of those is Innovolt, a provider of power protection and power management solutions to the office technology industry. \u201cOur technology improves efficiency and our dealer customer\u2019s ability to be responsive to their customers to increase end user satisfaction,\u201d states Jun Ho Son, Innovolt\u2019s CEO. And when Son talks about end user satisfaction and even customer satisfaction at the dealer level, he\u2019s referring to an important point of differentiation, as Innovolt has a well-earned reputation for focusing on the highest levels of customer satisfaction along with offering competitive pricing to its resellers without sacrificing margins. When you raise the issue of power protection and power management with anyone at Innovolt, from Son, to Ben Grimes, CTO & senior VP of Operations as well as VP Walter Crowder, expect a lively conversation rooted in technology and the basics of power protection and management. Son explains that when people think about power protection technology, they think of it as insurance against catastrophic failures, which is a fine starting point for anyone selling the technology. \u201cThat\u2019s easy [for them] to understand,\u201d he says. But there\u2019s a lot more to the talk track than that, and with power disturbances happening more often than people realize, Innovolt is concentrating on protecting against a wider range of power disruptions. \u201cThat\u2019s allowed us to change the economics because if you understand the connection between these power disturbances and the result in terms of downtime, error codes, parts, and labor, it has a big economic impact on the life and utility of the uptime of the electronic equipment,\u201d explains Son. \u201cThat spans all the way from Segment 1 to production printing\u2014anything with a board or microprocessor.\u201d \u201cAs the equipment from OEMs becomes more and more sophisticated and everything becomes faster and more connected, the prevalence of trouble caused by electricity gets bigger and bigger,\u201d adds Crowder. \u201cThat just lends itself to the need to have great tools at your disposal to keep your customers happy.\u201d \u201cWe\u2019ve spent the last two years working with our customers to collect data to show the direct connection between the more comprehensive protection our technology provides and increased uptime and the substantial reduction in service calls,\u201d says Son. \u201cWhen they see emergency service calls have gone down by 40-50 percent that\u2019s meaningful and eye opening.\u201d In an era where everyone seems to be capturing data, both big and small, Son is determined to collect even more of it. For instance, Innovolt compiles comprehensive data that illustrates the benefits of its products. This data can then be used by the reseller to not only improve productivity within their own organization, but to increase their relevance to their customers because the reseller now has access to information that helps provide their customers with highly relevant information about infrastructure issues that affect them beyond their printing and copying equipment. \u201cHaving insights of what the power profile looks like in your customer\u2019s environment, this is something you can have discussions about,\u201d suggests Son. \u201cTo be honest we\u2019re only scratching the surface. How our dealers are using that data, not just for increased productivity, but how they\u2019re sharing that data with customers.\u201d \u201cWe\u2019re learning more ourselves,\u201d he continues. \u201cFor example, we always knew that we had a significant impact on service calls but when we drilled down to the types of service calls, we actually had some of the most dramatic results in reducing copy quality issues. Once you see such results, the connection between power and copy quality seems easy to explain in retrospect, but it\u2019s the breadth of our protection that takes use beyond \u201cinsurance\u201d and into the realm of more comprehensive service and quality improvement.\u201d When it comes right down to it, success in the power management space is all about collecting more data and building that capability into new power protection and management technology. \u201cFrom a pure technology perspective we\u2019ve grown our capabilities in collecting the physical data around the customer\u2019s installed power environment,\u201d says Son. \u201cWe\u2019ve boosted the communication capabilities within our products to enable that data to be collected a lot easier by the technician, or it can be connected directly to the Internet and redirected to our cloud. Dealers can then sign in and look at their fleet and see what\u2019s happening.\u201d He adds, \u201cMore importantly that\u2019s great information, but it\u2019s the correlation of that back to the customer service records. We work hard with our partners and dealers to take a look at the service records prior to us being installed and after we\u2019ve been installed.\u201d Innovolt is now creating a big set of information that can provide interesting correlations. \u201cWe can then drill down even further and as we build that set of information we can see trends in terms of how power issues correlate to service calls,\u201d says Son. \u201cThe more data we collect, the more information we have that helps us from a marketing and sales perspective, but also helps our team from an engineering perspective because we can work with our customers to see correlations that will allow us to build some [capabilities into our products] that will be more predictive in nature.\u201d Beyond this focus on providing increasing amounts of data, Innovolt can also help its resellers break into new markets and expand their footprint with an existing customer. It doesn\u2019t hurt that Innovolt technology is relevant for any type of electronic equipment no matter the industry. For example, Innovolt is assisting one of its dealers in the Southwest penetrate the casino market. \u201cThey\u2019re not necessarily going into gaming services, but bringing in another service (power management) to help their gaming customers be more productive and profitable,\u201d notes Son. \u201cIt gives our customers some brand permission with a very relevant and immediately beneficial offering as they look for new areas of growth.\u201d It\u2019s all […]<\/p>\n","protected":false},"author":3,"featured_media":15128,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[82],"tags":[2518,628,1007,2517,486,699],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/15127"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=15127"}],"version-history":[{"count":3,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/15127\/revisions"}],"predecessor-version":[{"id":15147,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/15127\/revisions\/15147"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/15128"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=15127"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=15127"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=15127"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}