niagara ax selling concepts your company name here
TRANSCRIPT
NiagaraAX Selling ConceptsYour company Name Here
2 HONEYWELL - CONFIDENTIAL
Agenda
• Introductions
• What You Should Know About NiagaraAX
• One Customer, Many Stake Holders
• Finding the Value Proposition
• Project Example
• Tools
3 HONEYWELL - CONFIDENTIAL
Universal Building Automation Software
• NiagaraAX - A powerful building automation software that connects to: - Multiple Vendors
Honeywell, JCI, Siemens, TAC, Andover, and many others
- Multiple Protocols LON, BACnet, Modbus, OPC, and many others
- Multiple Systems HVAC, Energy, Security, Laboratory, Lighting, Electrical
Monitoring, Plumbing, Irrigation
• Integrates them into one common platform for daily operation, maintenance, and engineering- Common web-based graphic interface- Accessible from anywhere
4 HONEYWELL - CONFIDENTIAL
Fire
SecurityEnergy Lighting
And More
Maintenance
Facility/PlantManagement
Administration
Finance
HVAC
MODBUS
LEGACY
XML SQL
HTTP HTML
WAP
ODBC SNMP
JDBC FTP
SMTP
From boiler room to board room – NiagaraAX brings value to your operation
Value in Integration
5 HONEYWELL - CONFIDENTIAL
NiagaraAX Components
• WEBs-AX Controller- Also Called a JACE – Java Application Control Engine)
- Network Area Controller Provides server and internet power at the building level Integrates open & legacy protocols Simple browser interface for unlimited users Energy, Automation, and Security applications
• AX Supervisor- Central Server
Archives data & alarms Alarms console Engineering station
• WorkPlace AX- Engineering over the Internet
6 HONEYWELL - CONFIDENTIAL
LAN, WAN VPNWeb Browsers
WEBs-AX Controller
LON
LON Devices MSTP Devices
MSTP
RS-485
Modbus Devices
Modbus RS-485
IP ControllersModbus TCP, OPC and others
Ethernet Protocols
Wireless Protocols
Utility DR Server
WEBs-AX SecurityController
Remote Reader
Remote I/O
Web SupervisorEnergy Suite
WEBs-AX Controller
Typical Niagara Architecture
7 HONEYWELL - CONFIDENTIAL
Architecture
• WEBs- AX Controller- Resides on Ethernet LAN, WAN, VPN
- Also can use Dial-Up
- GPRS Cellular Modem
• Embedded Distributed Server• QNX Real Time Operating System
(RTOS) - The OS for your car
• No MS Windows required- Less prone to viruses and hackers
• Built in UPS/Battery Backup• Dual Ethernet Ports• LON, RS-232, 485, wireless
8 HONEYWELL - CONFIDENTIAL
Integration Engine
• Supports Multiple Protocols• Client and Server
- LON- BACnet Ethernet, IP, MSTP- MODBUS RTU, TCP- OPC- SNMP- oBIX- Legacy Protocols
• Allows multiple protocols to interact with each other- A LON sensor can provide input to a BACnet
controller and control a MODBUS VFD.
• A JACE can serve up various protocols and make itself look like a BACnet, OBIX, Modbus, or LON device
9 HONEYWELL - CONFIDENTIAL
Control and Energy Engine
• Real Time Control Engine– Performs Control Logic– PID Loops– Local I/O– Central Plants, AHUs, Rain Water
Harvesting, Air Washers
• Embedded Energy Management– Scheduling– Demand Control– Demand Response, OpenADR– Optimum Start/Start– Lighting & Irrigation Control
10 HONEYWELL - CONFIDENTIAL
Data Management and Routing Engine
• Trending– Monitors and Stores Trend Data Locally– Analog data, runtimes, alarms, user
activity
• Alarm Monitoring and Annunciation– Triggers alarm notification to various
recipients • Printer• Browser• Cell phone• SMS text• Twitter
• Reporting– Automated reports– Emailed automatically
11 HONEYWELL - CONFIDENTIAL
IT Friendly
• Supports IT Protocols – SNMP, oBIX, XML. Custom Web Services– IT messages to Facilities– Facilities Alarms to IT
• Dual Ethernet Ports– Keeps Non Standard IT protocols of Corporate LAN
• Multiple Database Support– Archon– MS SQL– MySQL– Oracle– DB2
• No MS in Embedded JACE
12 HONEYWELL - CONFIDENTIAL
Web Server
• Local Browser Based User Interface– Unlimited Users
• Integral Web Server– Graphics– Charting– Alarm Management– Scheduling
• Dynamically Generated Navigation
• Integral Web Based Engineering– Graphics– Logic– Integration– Wizards
13 HONEYWELL - CONFIDENTIAL
Security, Access, Video
• Built on Tridium’s JACE 2/6 product design• Web-Based• Video Support
– Video drives BAS functions
– BAS drives Video functions
Security, Access, Video
• Built on Tridium’s JACE 2/6 Product Design
• Web-Based
• Video Support- Video drives BAS functions
- BAS drives Video functions
14 HONEYWELL - CONFIDENTIAL
WEBs-AX Integrated Architecture
Ethernet / LAN http, BACnet, oBIX, SNMP, XML, Fox
WEBsStation-AX
System SoftwareWEBs-AX SupervisorWEBs-AX Enterprise Security WEBs-AX Energy Analytics
Internet
WEB Browser
15 HONEYWELL - CONFIDENTIAL
Integrated Building Automation, Security, Video
16 HONEYWELL - CONFIDENTIAL
AX Supervisor
• Provides Interface to Enterprise Applications• Provides database administration for the object database and
relational database in all JACES- Provisioning- Robots
• Alarm & Data Archiving• Alarm Management• Manages global control functions
- Time, scheduling, energy management, demand response coordination, tenant billing, alarms, data collection and trending
• Includes WorkPlace AX Engineering Tool• Automated Reporting• Auto Configuration in 3.5
17 HONEYWELL - CONFIDENTIAL
Third Party Applications
• Only NiagaraAX has an open API• Community of Developers Creating
– Drivers– Dashboards– Graphics Libraries– Energy Analysis– FDDS– Industry Specific Applications– Appliances
• Delphi• WebVision
Selling The Value of NiagaraAX
19 HONEYWELL - CONFIDENTIAL
Adding Value
• Benefits are not real unless the customer can find a value proposition
20 HONEYWELL - CONFIDENTIAL
Title• Maintenance • Engineering & Projects• Facility Manager(s)• Safety Director• IT Director• Energy Manager• VP Facilities• CTO• CFO• CEO
Customer Role• Problem/Issue Owner
• Solution Provider
• Budget Holder
• Technology Influence
• Sponsor
• Decision Voter
• Possible Negative
One Customer, Many Stake Holders, Many Roles
21 HONEYWELL - CONFIDENTIAL
• val·ue - Worth in usefulness or importance to the possessor
• Each customer role sees value differently
• Daily business and technical issues cause corporate pain
• Owners see value in relieving pain
• Create a solution that adds value and relives pain for all stake holders
Value (Pain) Points
22 HONEYWELL - CONFIDENTIAL
• How?- By Listening more than talking
• Who?- All key stake holders
• Why?- To form a custom solution that meets the needs of the
customer and shows them the value of the solution vs. the price.
Discover Pain Points and Value
23 HONEYWELL - CONFIDENTIAL
• How?- Show don’t Tell
Use live demos• Have a few favorites that show all key features
Case studies Customers want to see how others have solved similar problem sets Minimize the Power Point
• Who?- Each key stake holders usually has specific interest and may
require a customized presentation of the solution
• Why?- Show the customer that you respect the needs of each stake
holder in the organization
- Show them how your solution meets the overall needs of the organization and individual goals of the stake holders .
Presenting a Solution
24 HONEYWELL - CONFIDENTIAL
CEO
CTO CFO
VP FacilitiesIT Director
Safety Director
COO
Facility Manager Energy MangerEngineering/Projects
MechanicalMaintenance
ElectricalMaintenance
Outside Service
One Customer, Many Stake Holders
25 HONEYWELL - CONFIDENTIAL
CEO
CTO CFO
VP FacilitiesIT Director
Safety Director
COO
Facility Manager Energy MangerEngineering/Projects
MechanicalMaintenance
ElectricalMaintenance
Outside Service
Pain Points
26 HONEYWELL - CONFIDENTIAL
CEO
CTO CFO
VP FacilitiesIT Director
Safety Director
COO
Facility Manager Energy MangerEngineering/Projects
MechanicalMaintenance
ElectricalMaintenance
Outside Service
Who is the internal Solution Provider?
27 HONEYWELL - CONFIDENTIAL
CEO
CTO CFO
VP FacilitiesIT Director
Safety Director
COO
Facility Manager Energy MangerEngineering/Projects
MechanicalMaintenance
ElectricalMaintenance
Outside Service
Who owns the Budget
28 HONEYWELL - CONFIDENTIAL
CEO
CTO CFO
VP FacilitiesIT Director
Safety Director
COO
Facility Manager Energy MangerEngineering/Projects
MechanicalMaintenance
ElectricalMaintenance
Outside Service
Technology
The Wrench
Sponsor
Voter
Decision Influence
29 HONEYWELL - CONFIDENTIAL
CEO
CTO CFO
VP FacilitiesIT Director
Safety Director
COO
Facility Manager Energy MangerEngineering/Projects
MechanicalMaintenance
ElectricalMaintenance
Outside Service
Technology
The Wrench
Sponsor
Voter
• Metering Project• NiagaraAX and Energy Analysis• Good Energy Sponsor• IT on board with technology• Need to add influence or Sponsor
- Engineering
- VP Facilities
• Outside service vendor is threatened
Internal SolutionProvider
Pain Owner
Project Example
30 HONEYWELL - CONFIDENTIAL
Value Features• Embedded Jace in the
Mechanical Room• Ease of Use
- NAV Files
• Web Access to all key equipment• Single Seat GUI• Alarm Routing• Charting• Split Screens• Embedded tools• Access to tools and training• Protocol agnostic• Ability to integrate other building
services such as electrical, irrigation, etc.
• May not be interested in Enterprise Energy Applications,
Value Proposition – Maintenance Engineer
Issues/Pain• Has to keep internal customers
happy• Needs solutions to make
his/her job easier• Usually has limited resources
needs technology • Different systems to maintain
Tools• Technical Demo
– Proof • Site visits• On line project demos
– How others use the system
31 HONEYWELL - CONFIDENTIAL
Issues/Pain• Must identify and allocate energy usage
with billing data• Must deal with multiple rate structures
and utilities• Required to develop energy strategy
and recommendations with limited tools and info
• Probably using a big spreadsheet• May have been assigned this position
in addition to an existing role • Must reduce energy usage and costs
Value/Features• Energy data and reporting
- Web access- Meter Interfaces regardless of
protocol- Jace I/O for pulse & analog
meters• Energy Reduction
- Energy management and scheduling in the Jace
- Real time pricing interface to the utility
• Energy Analysis- E2 Profiler and Cost Profiler- Third Party Applications- Dashboards
• May not care about programming tools or other technical details or non energy related issues
Tools• Energy Analysis Demo • Energy Applications in NiagaraAX
• On line project demos • Web pages with costing data
– Dashboards with energy and cost data• Site Visits
Value Proposition – Energy Manager
32 HONEYWELL - CONFIDENTIAL
Value/Features• Security
- Embedded Jaces with no Windows- Ability to set Ports- LDAP interface- NiagaraAX good citizenship on the
network- Provisioning- Low upgrade/revision costs
• Data Center- Interfaces to data center equipment
such as UPS, PDU, Servers, Generators
- SNMP Interface IT alarms to Facilities Facility alarms to IT
• Enterprise Connectivity- Multiple DB support- Oracle, DB2, SQL, MySQL- oBIX
Issues/Pain• Must protect data operations
at all costs• BAS is another problem to
deal with• BACnet, Modbus etc are
foreign• Has a lot of auxilliary
equipment such as chillers, CRACs etc that his system relies on for operation but does not have real time interface
Tools• NiagaraAX IT Managers Guide • Detailed Technology Demos• Online project demos • Other IT References • oBIX Open Toolkit
Value Proposition – IT Director
33 HONEYWELL - CONFIDENTIAL
Issues/Pain
• Operations Cost
• Quality of Service
• Budget Constraints
• Department Integration
• Enterprise Integration
Value Features• Operations Saving
- Single Seat GUI- Access to tools and training- Ability to integrate other building
services such as electrical, irrigation, etc.
• Project Savings- Multiple sources for product and
services for competitive bidding- Protocol agnostic
• Energy Savings- Enterprise Energy Applications
• Tenant Satisfaction- NAV Files- Custom Tenant UI
Reveal IPHONE
Tools• Case Studies• Energy Demo• On line project demos • Site Visits• Enterprise Integration
Capabilities• Web pages with costing data
– Dashboards with energy and cost data
Value Proposition – Facilities Director
34 HONEYWELL - CONFIDENTIAL
Value Proposition – CFO
Issues/Pain• Operations Cost• Budget Constraints• Budget Planning
Value Features• Operations Saving
- Ability to integrate other building services such as electrical, irrigation, etc.
- Open availability to maintenance services
• Project Savings- Multiple sources for product
and services for competitive bidding
- Protocol agnostic• Pertinent Cost Data
- Energy and other costs in real time
• Tenant Billing
Tools• Case Studies• NiagaraAX Community and
open access to products• On line project demos • Web pages/Dashboard with
costing data• Excel spreadsheet interface
to NiagaraAX using “web query”
35 HONEYWELL - CONFIDENTIAL
Problem Owner
Pain
Solution
Provider
Budget
Owner
Tech
Influence
Risk
Potential
Sponsor
Vote Features
Assign
Action
Maintenance Ease of use
Remote Access
Alarm Routing
Yes 1 Browser demo
Alarm Service
HX, PX
Engineering Bidding, Consistent Projects
Quality
Diagnostics
Design and Spec
Cost Estimate
Wants only open protocols
Likes JCI
1 Drivers
Open Access to product
Charting
Energy Manager
Needs Energy Tools
Sub Metering
Provide input to engineering
Yes
200K for Metering
Likes JACE 2 as Meter Interface
Yes 2 VES
Jace 2 with meter I/O
Facilities Dir Opr Cost Reductions
Integrated GUI
Yes
500K Integration
Very Technical
Neutral Working 3
Facilities VP Data Connection to SQL
Yes
700K for project + 50 for SQL integration
Neutral 1
IT Director IT Security Likes Java
Security Concerns
0 IT compatibility
CFO Pricing Competitive Bidding
Reduced Opr Costs
Final sign off over 500K
0
Project Sales Matrix
37 HONEYWELL - CONFIDENTIAL
Diagnostic questions developed from analyzing pain, and features that provide a solution
Maximizing Existing InvestmentWhat is the impact on your building systems when you add space? Renovate space?Do you expect to have to replace your existing systems? <If no>, will you be able to get competitive proposals?Lead to a significant investment?Do you feel you got the right return on that original investment?
E: When renovating or installing new spaceQ: would it help ifP: You and your staffA: could maximize the value of your existing controls system investment by reusing it, while upgrading with new technology?
Energy CostsAre energy costs a major part of your operating budget?Have you ever had to pay penalties for excessive peaks? How much?Have you ever had equipment run when it shouldn’t have? Example?How did you find out? When?
E: On an ongoing basisQ: would it help ifP: your controls systemA: could monitor energy consumption in real-time, then automatically adjust electrical loads and set-points to reduce utility costs?
Identify Inefficiencies/Allocate ResourcesHow do you track energy data? Across multiple facilities?Do you have any metrics to rate building performance?Do you have the right information to determine how to allocate capital expenditures? Resources?
E: At any timeQ: would it be helpful if P: You and your teamA: could easily identify your worst performing buildings by running a report on your browser, which compares the data collected from all your facilities?
Operational EfficiencyHow do you deploy your maintenance resources across facilities?Do you have to duplicate skill sets at each facility? Can you leverage your best talent? Even if they are remote?What is your typical response time? Are you and your tenants satisfied with that?Do you pay overtime or on-call charges for employees or contractors to come to the facility at off hours to respond to problems? How often, how much.Does it present any problems?
E: When you need to monitor your building systems, respond to alarms, or make changes to your controls system,Q: would it help ifP: any authorized personnel A: could access and diagnose all systems with one common user-interface, via a web-browser, from anywhere at anytime?
Recap Confirm Solution
38 HONEYWELL - CONFIDENTIAL
• Playbooks• www.google.com• www.niagara-central.com• AX Overview Presentations• Axdemo.tridium.com• Customer demo sites• NiagaraAX Sales Training
-Honeywell Golden Valley Learning Center, MN
-Tridium, Richmond, VA
-Regional
• NiagaraAX Sales Support
Tools
Questions
40 HONEYWELL - CONFIDENTIAL
www.honeywell.com