Hey channel insiders, I'm your host Katie Bavoso and welcome to this episode of Partner POV brought to you by Eaton. AI is more applicable to your customers businesses than either of you may realize. You just don't know it yet. That's why Eaton empowers partners with education and resources to make AI approachable and ultimately profitable. For more on this, I'm now joined by Adulpo Morales, global alliances manager for distributed infrastructure at Eaton.
Welcome, Adulo. Thank you very much, Katie, and thank you for having me here. I'm very excited to have this interview with you, and thank you to our viewers, of course. Thank you so much for being here. We appreciate it as well, and I'm excited to talk to you about this subject because, as I mentioned, it can be very intimidating. But first, let's get to know you and explain why we're here today. So tell me about your role at Eaton Adalfo and what is your core mission in relation to AI and your Eaton power advantage partners?
Sure. Well, my role is to look for the most important IT vendors and create a technological alliance in order to deliver a joint solution to the end user. My job is to help the partners to increase their revenue and to increase their sales selling it on right. So how do we do it? We bring in this case all the AI elements into Eton. We bring all the ET on products and solutions into the AI space. We put them together and we help the partners showing like how can I deliver this joint solution to my end user.
How every time I hear about AI, I can say hey I work with Ethon and I have the right solution for that. and that's a door opener for them in the new AI era. Well, like you said, opening doors is very important in this space, but I would imagine it also comes with some confusion when you're first having that conversation. So, what is the biggest misunderstanding or maybe misconception you hear among your partner base when it comes to AI applications?
Many partners, they reach to me and they will say like, I'm tired of AI. This AI stuff is so big. you're talking about $3 million per one rack. Like my customers don't do that. My customers won't do that for the next years. I don't care about AI. You need to think about the standard applications. You know, what's happening out there, what I am installing today and tomorrow. And then that's the misconception, you know, because yes, AI is huge right now.
And we usually talk about the hyperscalers and everything because that's what hit the news. you usually don't see in the news about a small medium business that it's implementing AI but you know the applications are there it does not need to be a huge millions and millions of millions of investment for you to have a AI system so that's the misconception because right now there are applications AI applications that fit perfectly for small medium businesses in a better way that we need to explore we need to push and we need to work with the partners to deliver this solution out there.
Summarizing the biggest misconception is that we think AI is far away huge and extremely expensive and the reality is that it's here it can be small applications a small AI application and it's you know it's very close it's very close to us some great points there so let's get deeper into the eaten part of this equation how does eaten help its partners identify opportunities related to AI that they can then pursue with their customers and can you maybe give me an example of this.
I will say the simplest way to to recognize something related to AI is happening is is the is the wording you know the keywords when you hear about inference when you hear about training when you hear about hi of course with AI implicit there that's when you know second level let's think about market verticals retail they are doing great stuff over there industrial they are doing great stuff with AI healthcare fintech you know many many applications uh right now are jumping into that.
It's more affordable. So yes, maybe you won't have a three, five, six million system, but you can have a couple thousand system in your site that is already using AI applications. So first level, the easiest is the keywords. The second level is think about the market verticals. And the third level, and this is where alliances really make a lot of sense, is that if you, for example, if your customer is working with Dell or you're your customer working with Dell and you see an XC9680, probably they're going to do some training.
If you see an HP ProLion 12 generation just released, they announced and they were very excited about this because they're they're like, "This is a new HAI server generation. This is perfect for that. We are the physical layer. We are the body that protects the brain. Let's dig deeper into that. What eaten solutions are built to support AI technology. At Eaton, we have uh this catchphrase that I love uh stack the rack. And if you ask the rack team, which is great by the way, they always will tell you everything starts with the rack.
So that's how I will also start here. We have dedicated line of racks for HI. our SRH rack that is bigger that it can manage liquid cooling it's compatible with liquid cooling brands uh it's deeper and very characteristics especially for AI but I want to be congruent with my words I don't want to talk about the huge systems of AI so what I'm telling here if we have rack solutions in all colors and flavors for edge AI for small inference models and everything else considering that you can also have industrial specifications or noise specifications or you know like a variety.
I can jump now into power. If we talk about power definitely our 9PX line of lithium ion UPS's again perfect for for a small application perfect for HAI. If you want to go higher, our 93PX just launched a three-phase UPS with 20 kilowatt of power with a um parallel redundancy capacity of N plus1. So that's great. I mean, if you you can scale it, you can support it. Power distributions. Again, also a great product that we have in all colors and flavors for all the capacity you have. going back PDUs and and UPSS are certified for cyber security applications uh by UL.
So you know it's not that we're saying like yeah this is secure. No we have a UL certification for that fiber copper networking cabling KBMS all these elements can be used to protect these applications. Again we are the physical layer. It depends what you need and we have it. So that's also our job you know to to help the partner to identify hey when you see let's go back to an example when you see this HPE 12 generation polion server probably you will need the rack probably you will need this type of cabling probably you will need uh this PDU you will need this switch you know so we are able to help the partners to tell the end user this is all that we can do and that's how they will become experts.
Adulo, how do you support and enable partners who are both unfamiliar with applying AI technology and with selling power solutions as a premium brand that we are we keep up with this u demands to help the partners to deliver the best solution. So what we do is that we create a lot of material around this. Uh we have interactive guides, we have great brochures, we have sessions, we have videos like this, you know, like we try to let the partners that we are there for them.
We try to let the partners know that that we have the the right solution for this because I mean the truth is that we have it but sometimes we don't permit all this information as it's not permitting that AI applications are already there, you know. So sometimes when people hear about AI, they they immediately put a wall. We want to break this wall with all the material making it easy for them. We are here with you. We're here to support you. And that's that's pre-sales.
We have a great amazing post sales teams, you know, like we don't leave you alone. Like it's not like, yeah, you sold it. There you go. We are there for you in the whole process. So, Adalfa, what would you say to potential partners who are still maybe on the fence after listening to this interview and where can interested providers go to learn more about partnering with Eaton? Well, definitely you can go at our great site which is poweradvantage.on.com.
What I can say is that it's very difficult for everyone to embrace change and change is huge these days, you know. So, my message is that you are not alone guys like we are there for you. We have always been known as very approachable company, as an easy to deal company. We are walking through that line. We are not changing paths. We want to be there for you. I can speak for for for me and my co-workers. We have always our doors open to our current partners and to new partners and new businesses.
That's how we are. So again, we are there for you. You're not alone. let us help you. Uh any doubt, any any issue, any concern, anything you want to discuss about AI and of course other stuff, we will be there for you. Thank you so much for your time today, Adalfo. It's been a pleasure getting to speak with you. Thank you very much, K. The pleasure was all mine and I really hope you enjoyed this interview as I did. I very much did. I really did. And thank you to those at home for joining us today.
If you'd like to see more episodes of Partner POV, you can check out channelinssider.com. I'm Katie Bavoso and I'll see you next time.
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