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Niagara AX Selling Concepts Your company Name Here.

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Presentation on theme: "Niagara AX Selling Concepts Your company Name Here."— Presentation transcript:

1 Niagara AX Selling Concepts Your company Name Here

2 2HONEYWELL - CONFIDENTIAL Agenda Introductions What You Should Know About Niagara AX One Customer, Many Stake Holders Finding the Value Proposition Project Example Tools

3 3HONEYWELL - CONFIDENTIAL Universal Building Automation Software Niagara AX - 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 4HONEYWELL - CONFIDENTIAL Fire Security Energy Lighting And More Maintenance Facility/Plant Management Administration Finance HVAC MODBUS LEGACY XML SQL HTTP HTML WAP ODBC SNMP JDBCFTP SMTP From boiler room to board room – Niagara AX brings value to your operation Value in Integration

5 5HONEYWELL - CONFIDENTIAL Niagara AX 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 6HONEYWELL - CONFIDENTIAL LAN, WAN VPN Web Browsers WEBs-AX Controller LON LON Devices MSTP Devices MSTP RS-485 Modbus Devices Modbus RS-485 IP Controllers Modbus TCP, OPC and others Ethernet Protocols Wireless Protocols Utility DR Server WEBs-AX Security Controller Remote Reader Remote I/O Web Supervisor Energy Suite WEBs-AX Controller Typical Niagara Architecture

7 7HONEYWELL - 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 8HONEYWELL - 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 9HONEYWELL - 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 10HONEYWELL - 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 – ed automatically

11 11HONEYWELL - 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 12HONEYWELL - 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 13HONEYWELL - CONFIDENTIAL Security, Access, Video Built on Tridiums JACE 2/6 product design Web-Based Video Support –Video drives BAS functions –BAS drives Video functions Security, Access, Video Built on Tridiums JACE 2/6 Product Design Web-Based Video Support - Video drives BAS functions - BAS drives Video functions

14 14HONEYWELL - CONFIDENTIAL WEBs-AX Integrated Architecture Ethernet / LAN http, BACnet, oBIX, SNMP, XML, Fox WEBsStation-AX System Software WEBs-AX Supervisor WEBs-AX Enterprise Security WEBs-AX Energy Analytics Internet WEB Browser

15 15HONEYWELL - CONFIDENTIAL Integrated Building Automation, Security, Video

16 16HONEYWELL - 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 17HONEYWELL - CONFIDENTIAL Third Party Applications Only Niagara AX has an open API Community of Developers Creating – Drivers – Dashboards – Graphics Libraries – Energy Analysis – FDDS – Industry Specific Applications – Appliances Delphi WebVision

18 Selling The Value of Niagara AX

19 19HONEYWELL - CONFIDENTIAL Adding Value Benefits are not real unless the customer can find a value proposition

20 20HONEYWELL - 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 21HONEYWELL - 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 22HONEYWELL - 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 23HONEYWELL - CONFIDENTIAL How? - Show dont 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 24HONEYWELL - CONFIDENTIAL CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy MangerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service One Customer, Many Stake Holders

25 25HONEYWELL - CONFIDENTIAL CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy MangerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service Pain Points

26 26HONEYWELL - CONFIDENTIAL CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy MangerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service Who is the internal Solution Provider?

27 27HONEYWELL - CONFIDENTIAL CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy MangerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service Who owns the Budget

28 28HONEYWELL - CONFIDENTIAL CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy MangerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service Technology The Wrench Sponsor Voter Decision Influence

29 29HONEYWELL - CONFIDENTIAL CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy MangerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service Technology The Wrench Sponsor Voter Metering Project Niagara AX 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 Solution Provider Pain Owner Project Example

30 30HONEYWELL - 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 31HONEYWELL - 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 Niagara AX On line project demos Web pages with costing data –Dashboards with energy and cost data Site Visits Value Proposition – Energy Manager

32 32HONEYWELL - CONFIDENTIAL Value/Features Security - Embedded Jaces with no Windows - Ability to set Ports - LDAP interface - Niagara AX 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 Niagara AX IT Managers Guide Detailed Technology Demos Online project demos Other IT References oBIX Open Toolkit Value Proposition – IT Director

33 33HONEYWELL - 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 34HONEYWELL - 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 Niagara AX Community and open access to products On line project demos Web pages/Dashboard with costing data Excel spreadsheet interface to Niagara AX using web query

35 35HONEYWELL - CONFIDENTIAL Problem Owner Pain Solution Provider Budget Owner Tech Influence Risk Potentia l Sponso r VoteFeature s Assign Action MaintenanceEase of use Remote Access Alarm Routing Yes1Browser demo Alarm Service HX, PX EngineeringBidding, Consistent Projects Quality Diagnostic s Design and Spec Cost Estimate Wants only open protocols Likes JCI 1Drivers Open Access to product Charting Energy Manager Needs Energy Tools Sub Metering Provide input to engineerin g Yes 200K for Metering Likes JACE 2 as Meter Interface Yes2VES Jace 2 with meter I/O Facilities DirOpr Cost Reduction s Integrated GUI Yes 500K Integratio n Very Technical NeutralWorking3 Facilities VPData Connectio n to SQL Yes 700K for project + 50 for SQL integratio n Neutral1 IT DirectorIT SecurityLikes Java Security Concerns 0IT compati bility CFOPricing Competitiv e Bidding Reduced Opr Costs Final sign off over 500K 0 Project Sales Matrix

36 36HONEYWELL - CONFIDENTIAL Avoid Legacy Rip out & replacement of existing controls Excessive time and labor costs Unable to utilize features of new technologies E: When renovating or installing new space Q: would it help if P: You and your staff A: could reuse and improve your existing investment in your controls system by integrating the old system with the new one? Real-time energy management Incur high peaks and associated costs No visibility to energy consumption patterns No notification of unfavorable events Penalties throughout the year Run equipment when not needed Higher maintenance costs E: On an ongoing basis Q: would it help if P: control network A: could monitor signals directly from the utility, compare them to a pre-set model in real-time, then could command electrical loads on and off reducing excessive utility costs? Web-based, thin client interface (common interface across multiple systems) Slow response time Higher training costs Higher maintenance costs Increased travel time Not utilizing remote resources efficiently E: When needing to monitor or control your systems Q: would it also help if P: any authorized personnel A: could access all systems with one common user-interface, via a web-browser, from anywhere at anytime? Benchmarking building performance Dont know where to invest time or money Dont understand best practices for start up, shut down, scheduling, maintenance. Misallocation of costs Miscalculation of ROI E: At any time Q: would it be helpful if P: You and your team A: could easily identify your worst performing building by running a report on your browser, which compares the data collected from all your facilities? Features/Capabilities: Usage Scenarios Features/Pain/Solution

37 37HONEYWELL - CONFIDENTIAL Diagnostic questions developed from analyzing pain, and features that provide a solution Maximizing Existing Investment What is the impact on your building systems when you add space? Renovate space? Do you expect to have to replace your existing systems?, 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 space Q: would it help if P: You and your staff A: could maximize the value of your existing controls system investment by reusing it, while upgrading with new technology? Energy Costs Are 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 shouldnt have? Example? How did you find out? When? E: On an ongoing basis Q: would it help if P: your controls system A: could monitor energy consumption in real-time, then automatically adjust electrical loads and set-points to reduce utility costs? Identify Inefficiencies/Allocate Resources How 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 time Q: would it be helpful if P: You and your team A: could easily identify your worst performing buildings by running a report on your browser, which compares the data collected from all your facilities? Operational Efficiency How 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 if P: any authorized personnel A: could access and diagnose all systems with one common user-interface, via a web-browser, from anywhere at anytime? RecapConfirm Solution

38 38HONEYWELL - CONFIDENTIAL Playbooks AX Overview Presentations Axdemo.tridium.com Customer demo sites Niagara AX Sales Training - Honeywell Golden Valley Learning Center, MN - Tridium, Richmond, VA - Regional Niagara AX Sales Support Tools

39 Questions

40 40HONEYWELL - CONFIDENTIAL


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