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Trane’s New Integration Platform Lynxspring’s JENEsys™

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Presentation on theme: "Trane’s New Integration Platform Lynxspring’s JENEsys™"— Presentation transcript:

1 Trane’s New Integration Platform Lynxspring’s JENEsys™

2 Bob Mealey Lynxspring Vice President – Marketing and Sales Previously TAC Partners OEM Sales Federal Sales OnSite Circon Partner Infonet Software OSIware Inc

3 Background and Vision for the Integration Platform

4 Adding an Integration Platform Tracer Summit Siemens JCI Honeywell Integration Platform Lighting Security Other Tracer ES BACnet LonTalk Modbus Tracer SC TCP/IP (HTTP/XML) IT Standards Comm 3 Comm 4 LonTalk Tracer BCU Industry Specific BACnet/IP

5 Background A new construction oriented controls provider Controls sold primarily with equipment Strategy is leveraging depth of knowledge in HVAC applications Provide open, standard systems (protocols) – LonWorks, BACnet and Modbus Promote integrated systems and solutions Trane

6 Current Integration Capability Open system oriented – BACnet at the system level – LonTalk at the field controller level – Investing in new, open standards – Effective for newer systems and future installations Minimal capability to integrate proprietary systems – Varying methods – Replace rather than integrate - expensive. Investment required to develop software and drivers for Trane designed integration platform (Tracer SC) – Time – Schedule

7 Integration Vision Renewed focus on retrofit Ability to provide system solutions To the customer... “Yes, we can work with your current system” “Yes, we can provide an integrated solution” Trane controls product portfolio includes an integration platform Integration platform facilitates more Trane controls, contracting and service sales in existing buildings Integration platform extends Tracer ability to expand Trane retrofit capability

8 New Integration Platform Lynxspring JENEsys™

9 Trane is now a Lynxspring Business Partner (LBP) Lynxspring is now a Trane Integrated Solutions Partner Lynxspring “...a tremendous opportunity to grow your BAS business!” Mike Mumma, Controls Sales Leader

10 Some Definitions in the Tridium World Niagara Framework – Owned by Tridium – Windows Vykon Products – Division of Tridium – Excel – Word – Personal Computer etc.

11 Who is Lynxspring? Control manufacturer, developer, value added reseller – Core product is a hardware/software suite - JENEsys ™ – Specialize in Internet technologies and interoperability – Focus is distribution channel and service – Use software and technology instead of head count where possible Employees – Engineers, software developers, technicians, sales professionals – Backgrounds include consulting engineers, controls contracting, software designers, service providers

12 Why Did Trane go with Lynxspring? Speed to market Established training and support program Custom development capabilities Available software components to simplify integration Licensed to build their own hardware (JENE) Based on a widely accepted platform No competitive service organization We have momentum – Independent Trane offices are successfully using this integration platform

13 What Does Lynxspring Do? Manufactures the JENEsys product line JENEsys includes hardware and software JENEsys uses Tridium Niagara AX operating system Brings offerings through sales channels – Lynxspring Business Partners – Software Development – National Accounts – Original Equipment Manufacturing (OEM)

14 What Does Lynxspring Do? Under the new Trane agreement Lynxspring Business Partners – Controls sales/support – Training services – Professional services Software Development – Communication drivers – Management software – Drivers and Niagara appliances

15 How Can Lynxspring Help Trane? JENEsys products complement Trane controls – Adds an integration platform Integration platform brings additional protocol capability Integrate beyond HVAC (lighting, security, etc.) Additional protocol capability enhances Trane’s position as an integrated solutions provider – More information to deliver comfort, energy savings, safety, serviceability, sustainability Embrace… if you can’t replace!

16 Trane is Working with Lynxspring, Why? Speed to market Established training and support program Custom development capabilities Available software components to simplify integration Build’s their own hardware (JENE) – Based on a widely accepted Niagara AX platform “Best of Breed” strategy

17 JENEsys™ Powered by Niagara - a ubiquitous technology Designed to unify diverse devices, protocols and data Built-in Internet standards take advantage of the web Embedded and scalable solution – same software up and down Connects real time data from field devices to enterprise Integrated tools sets – for fast development Connects disparate devices peer to peer without independent of central server

18 The Niagara OEM Community

19 What Integration Means for Trane’s Clients Renewed focus on providing solutions to your current environment Ability to provide you with system solutions Allow us to say: “Yes, we can work with your current system” “Yes, we can provide an integrated solution” A “best of breed” integration platform to complement Trane controls product portfolio Integration platform extends Tracer’s ability to provide a total building automation solution

20 Product Overview

21 JENEsys™ Internet Integration Platform - flexible, scalable… JENEsys™ PC 1000 (64MB & 128MB) JENEsys™ PC 6000 (128 MB & 256MB) JENEsys™ Web Server Software

22 JENE PC 1000 Fully Programmable 64 or 128 MB of RAM, 64 MB Flash Drive 1-1000 points Communicates 20-40 Nodes (LON or BACnet controllers) Add features as you need them, (Lon, Bacnet I/P, Bacnet MSTP, Modbus, Modem, etc.) Add Web UI (graphics) for stand alone front end. Add Niagara™ Network Driver for peer to peer communication, to be part of a larger system.

23 JENE PC 6000 Embedded PowerPC 524MHz Processor 128 or 256 MB RAM; 128 MB Flash Drive Large Bus Network Controller 41-120 Nodes 1001-2000 points Same I/O and Communication options as the JENE PC 1000.

24 JENEsys™ Web Supervisor Use Supervisor primarily as a DB application Network Server for multiple JENE’s Single point of access Utilize large memory and disk space for data Includes the programming tool May be purchased as a BACnet interface to BCU for data collection and transfer applications

25 JENEsys ™ Built-in Communications 1st RJ45 Ethernet Connection (TCP/IP or Any Browser Interface) Earth Ground RS485 Connection (BACnet MS/TP, Modbus) Communication Module (LON, Modem, Zigbee) 2nd RJ45 Ethernet Connection (BACnet IP/BACnet Ethernet, TCP/IP) RS232 Port for Serial Connections

26 Target Application Legacy Integration

27 Leveraging Legacy Integration Developing Opportunities

28 Marketing Approaches The Red Coats and the Open Field Attack – Trade Shows – Specification Writing – Broad Sweeping Marketing Programs – Puts in playing field with mom and pop shop Guerilla Tactics – Trane and Lynxspring Preferred Method – Direct Sales Channel – Service Sales Channel – Ambush Tactics

29 Getting Into Legacy Integration It’s a different business model – Presents many opportunities – Involves non-Trane systems and components It requires different resources – Design, engineering, estimating – In-house product knowledge – Technicians brought in from other controls companies – Competitive subcontractor relationships at times

30 Opportunities Non-Trane systems in existing buildings – Service customers with competitive control systems – Comprehensive solutions customers – Turnkey retrofit projects – Multi-site owners  Facility and campus expansions  Niagara AX -based (Tridium) school districts Plan and spec jobs with competitive front end Other building system solutions – Legacy Security – Legacy Power Management – Legacy Lighting Prepackaged Integrated Solutions Expand relationship with institutional customers!

31 Targeting Opportunities Local market assessment – Competitor relationships – Competitors’ market share and service records – Open architecture vs. legacy protocols Local resources – Competitive systems service capability – Integration experience Customer pain – Technical pain – Relationship pain – Financial pain

32 Qualifying Opportunities 1. Identify legacy systems Identify and understand the use of legacy systems in customer facilities 2. Acquire system knowledge Acquire knowledge about the design, operation and programming of relevant competitive automation systems 3. Develop an integration and migration path Develop overall (initial and ongoing) integration and migration path for system improvement and customer satisfaction Utilize a simple project development process!

33 Developing Opportunities Consider legacy system impact on contracting – Clear scope with regard to integration – Comprehensive network design and documentation – Intelligent estimates – Qualified subcontractors Understand funding mechanisms – Planned upgrades (capital projects) – Operations / maintenance (expense projects) – Energy savings / efficiencies (cost reductions) Apply legacy-system-specific resources – Qualified control system technicians – Networking (IT) expertise – Correct tools and training

34 Leverage Opportunities Deepen your relationship with customers disgruntled with competition who don’t feel they can afford to replace all existing controls Gain access to sell service contracts Use data to feed intelligent services Pull through Trane controls Pull through Trane equipment Increase scope of performance contracts Pull through turnkey contracting “Embrace, if you can’t replace!”

35 Eliminate the Integration “Gotchas” Integration team requires someone with specific knowledge of the target control system. This can be a client employee, integration team member or a third party Integration may require 3rd party devices be installed in the target system The end client needs to provide Integration team with a list of points in the target system that require integration and the list needs to clearly indentify monitor points (read) and control points (read/write). End client needs to provide the integration team with access to the system during the life of the integration project – including any maintenance period

36 Legacy Integration Projects CSI JCI Andover Honeywell Tracer Summit

37 Add to Existing Control System Trane Lon Network JENE-PC6000 BACnet MSTP Network RS-485, RS-232, Modbus, Legacy, Etc. Network BCU Add Web Services Use a Standard Browser Tracer Summit Software BACnet™

38 Our Solution “Normalizes” Data JENEsys™ is an integration platform JENEsys™ “normalizes” integration data JENEsys™ is not a gateway

39 Gateway Translates protocols – typically using a matrix type equivalency table – N to N relationship Very specific to revision level on both sides – Difficult to upgrade either side without causing a problem Requires extensive support from vendor at the corporate level to implement. Must be cooperation between parties involved. Cost will vary from expensive to very expensive

40 Gateway Matrix Example ItemBACnet Registry BACnet Instance SNVT NameSNVT Type Supply AirAnalogAV 00nvoDischAirTemp temp_p / 105 Outside AirAnalogAV 01nvoOutsideTemp temp_p / 105 Fan StatusBooleanBV 00nvoUnitState state / 83 Space TempAnalogAV 10nvoSpaceTemp temp_p / 105 Fan Start/Stop BooleanBV 00nvoUnitStatestate / 83 Compressor Start/Stop BooleanBV 16nvoCompStatestate / 83

41 Gateway – N to N Example

42 Normalized Data Is a relational database function Brings all data into the platform Has higher data integrity Provides a uniform view of device data Is less subject to “versioning” issues Allows the data to be output into multiple formats (e.g. one to anything conversion) Provides common “look and feel” to all systems – Similar to FILE EDIT VIEW TOOLS in Microsoft

43 Normalized Data

44 Takeaways on Normalized Data JENEsys™ provides normalized data This means: – A more robust interface – Easier data handling for integrators – More flexibility in providing interfaces – One to anything capability – Less prone to re-visioning issues

45 Client Vs. Server Architecture N2 Integration Examples N2 System Bus Ethernet LAN N2 Manager JENE is Managed by N2 Master This is a “Server” Type License Standard Browser PDA/Cell JENE Manages N2 Devices This is a “Client” Type License CLIENT TYPESERVER TYPE N2 System Bus

46 Open Client Drivers DriverDescription BACnet IP ClientBACnet IP Client over Ethernet BACnet MS/TPBACnet MS/TP over RS-232 or RS-485 LONLON over twisted pair, FTT-10 Port (client and server) iLONiLON over Ethernet (client and server) Modbus RTUModbus RTU over RS-232 or RS-485 Modbus TCPModbus TCP over Ethernet M-BusM-bus serial and IP oBIX ClientoBIX Client over Ethernet OPC ClientOPC Client over Ethernet SMSSMS over Ethernet SNMPSNMP over Ethernet Z-WaveZ-Wave via ACT RS232 to wireless interface

47 Open Server Drivers DriverDescription BACnet IP ServerBACnet IP Server over Ethernet Modbus RTU SlaveModbus RTU Slave over RS-232 or RS-485 Modbus TCP SlaveModbus TCP Slave over Ethernet oBIX ServeroBIX Server over Ethernet OPC ServerOPC Server over Ethernet

48 Legacy Client Drivers DriverDescription AAM PHPAmerican Automatix PHP over RS-232 or RS-485 AAM PUPAmerican Automatix PUP over RS-232 or RS-485 Andover AC256Andover AC256 over RS-232 or RS-485 Andover Infinity/Continuum Barber Coleman GCMNetwork 8000 RS232 driver Barber Coleman GCMNetwork 8000 RS232 driver Barber Coleman ASDNetwork 8000 ASD RS485 Driver ClipsalCgate Server Driver Dynalite E-Mon MetersClass 300, 500, and IDRs Global CacheGlobal Cache over Ethernet HelvarHelvar via RS232 to DALI interface Honeywell C-BUSAX interface to Softyon C-Bus OPC Server Honeywell C-BUSOPC interface to Softyon C-Bus OPC Server Honeywell SecurityVista Honeywell HometronicHometronic via RS232 to wireless interface Horstmann MainscommHortsmann powerline via RS232 interface module

49 Legacy Client Drivers DriverDescription Johnson ControlsN2 Josam Grease Trap Sensor Lang OvenLang Oven over RS-232 or RS-485 Motion Control EngineeringMotion Control Elevator Controller Interface over Ethernet OMRONFINS Ethernet Protocol ResolResol via RS232 port Siebe, RobertshawMicrosmart Siemens System 600/ApogeeRS-232 to MMI port Sonance/IPORTIPOD docking station TCS/BASYSRS-485 driver Trend SerialIQ Serial Driver Trend EthernetIQ Ethernet Driver Ubiwave Veeder RootVeederRoot over RS-232 or RS-485 Wattstopper MiroControl of Miro wireless lighting devices

50 Adding an Integration Platform Tracer Summit JENEsys Integration Platform Siemens JCI Honeywell Lighting Security Other Comm 3 Comm 4 LonTalk Tracer BCU Industry Specific BACnet/IP

51 Niagara Legacy Niagara R2 is the original O/S supported by Tridium – Stopped development in 2005 – Continue to sell and support this O/S  Vykon contractors  TAC Invensys dealers  Staefa dealers JENEsys™ O/S is AX Method to communicate R2 to AX is through the oBIX driver If an opportunity is specified “Niagara”, be sure to determine if it is R2 or AX Call Lynxspring for clarification if necessary

52 NiCS - NIagara Compatibility Statement Licensing model for Niagara OEMs to define levels and types of interoperability Two primary interactions – Sharing of data between stations (application) – Ability of the programming tool to engineer the station Limits are for security or competitive reasons JENEsys™ and tools are completely open – Any Niagara-certified technician can work on the system Customers can always get the stations and programming tools (by others) opened up for Trane Implications: Service of the system

53 Complements Trane’s Future Plans Tracer Summit JENEsys Integration Platform Siemens JCI Honeywell Lighting Security Other Tracer ES BACnet LonTalk Modbus Tracer SC IT Standards Comm 3 Comm 4 LonTalk Tracer BCU Industry Specific BACnet/IP TCP/IP (HTTP/XML)

54 Target Applications Integrating 3 rd Party Control Systems into Summit Purpose: – Save you money by deferring product change outs – Integrate existing systems into a Trane networks – Customer investment in other controls is not lost – Provide you with a migration path for replacing older systems

55 Variation 1 - Campus TCP/IP C C C C C C C Tracer Summit Trane Controllers Building 2 C C C C C C C Legacy Controllers Building 1

56 Variation 2 - Building C C C C C C C C C C C C Summit Legacy 1 Legacy 2 Trane

57 Variation 3 – Summit HMI C C C C Summit C C C C C C C C Router/ Network Panel Router/ Network Panel Router/ Network Panel

58 Variation 4: Niagara Specified Projects – Campus or Building TCP/IP C C C C C C C Existing Niagara AX Web Supervisor Head End Trane Controllers Building “n”+1 C C C C C C C Niagara Compatible Controllers Buildings 1 through “n”

59 Variation 5: Non-HVAC Integrations

60 Variation 6: Database Integrations Export using: .pdf .csv .txt  SQL queries  Oracle queries  Java  Email  SNMP  Web Services  HTML  XML  OPC Trane Summit Network Niagara AX Web Supervisor Corporate DB Legacy Network Data Flow Direct Data Flow Using Supervisor KEY

61 Variation 7: Trane equipment “under” legacy user interface Trane Equipment Addition to Network Existing Control System

62 Service Platform Remotely Trane and/or Lynxspring Technical People will access the JENEsys™ integration platform via ProBuilder over the Internet, Intranet or a direct connection Tracer Summit JENEsys Integration Platform Siemens JCI Honeywell Lighting Security Other Comm 3 Comm 4 LonTalk Tracer BCU Industry Specific BACnet/IP PC with ProBuilder

63 Benefits Preserves your investment in legacy systems – Extend the life of existing control systems Saves you money by deferring product replacement Makes legacy systems and new Trane systems part of an integrated BAS network - “Embrace not Replace”…. Legacy driver applications allow sharing of data from one system to another, allows greater flexibility for you when choosing equipment or services

64 Benefits Future proof technology – can “morph” over time You own the intellectual property and tools Multi-tier enterprise level system allows you to extend the BAS beyond HVAC control. (Lighting, Security, Energy Modeling, etc) Highly Scalable. Stand alone small building to multiple instances all communicating together

65 Future Proof Benefits – Open APIs: invoked to run programs – Trane can add value without touching source code - allows independently developed products and applications to work togethers – Scalable– same software can be used in small low cost devices and at enterprise app level – Internet, TCP/IP, Web Services: value from 1000’s of developers and companies – JAVA: non proprietary programming language allows easy access to technical experts – Embedded Technology: Pay for what you use

66 Freedom of choice for you Manufacturer of choice Protocol of choice - BACnet, LonTalk, Modbus, and many legacy systems. Contractor independence Choice to select add-on applications and devices from third party suppliers Choice to extend the capabilities of the system through standard software interfaces

67 Discussion Issues It is not a “plug and play” solutions We will need your help We need to understand the legacy system We will need resources – some of which you may have – Tools – Software – Technical Expertise – Site specific expertise

68 | 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings | Working as a Team Can you provide: – Fluency in legacy system – A “native guide” – Access to tools for legacy system – A map of building  Current layout  What are the system’s actual functions?  Where are key functions “stashed”?

69 Working as a Team Trane provides: – Integration platform and protocol translators  JENE  Appropriate drivers – Applications knowledge  HVAC systems  IT – Integration services  Making the integration work

70 | 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings | We need to understand: Points required for integration – Read – Read/Write Your expectations – Speed – Fidelity – Connectivity – Simplicity Your staff’s tolerance for change – Look and feel issues – We have one client but many customers:  Board Room to Boiler Room  Thermostat and Time Clock “habits”

71 Defining a Point Legacy VAV Link BCU Tracer Summit Software BACnet™ 12 Physical Points 8 Logical Points 12 Physical Points 8 Logical Points 12 Physical Points 8 Logical Points 12 Physical Points 8 Logical Points

72 Summary: Defining a Point The Role of a JENE – Discover devices/points on legacy network – Select desired points – “Map” desired points to BACnet – Only “mapped” points count towards sizing

73 Summary: Defining a Point, Cont. The Role of a BCU – Graphics  Discover “mapped” points as “non-Trane device”  Tracer Summit graphics don’t require additional BCU capacity to display/control “mapped points” – Trends  Trending “mapped” points does not require additional BCU points (but you do need additional storage for the trends) – Alarming  BCU Points must be created if alarming required – Programming  CPL that references the “mapped” points does not require BCU points – Scheduling  BCU scheduling that references the “mapped” points does not require BCU points

74 ProBuilder Trane can access the JENEsys™ integration platform via ProBuilder over the Internet, Intranet or a direct connection for on-going support Tracer Summit JENEsys Integration Platform Siemens JCI Honeywell Lighting Security Other Comm 3 Comm 4 LonTalk Tracer BCU Industry Specific BACnet/IP PC with ProBuilder

75 Understand Our Labor Components Deploying JENE – Install hardware – Configure hardware parameters (IP Address, etc) – Station Setup (Drivers, Programming, etc)  Install and configure client driver (legacy field bus)  Install and configure BACnet driver (for export to Tracer) – Discover legacy points  Select points needed based on requirements – Map selected legacy points to BACnet points

76 Integration Labor Components, Cont. Will you require System Level or Field Bus Level Integration? Depends on your requirements and driver capabilities Integration at System Level  Add to graphics –Will we add graphics for status/control  Add to programming –Adding additional control not previously available Integration at Field Bus Level  Duplicate removed system level control routines in Tracer system  Duplicate removed system level graphics in Tracer system  Supplement graphics/programming as required

77 Other Issues to Discuss Does your application require additional BCU capacity? Do we need to acquire legacy tools or do you have them? – Configuration – Programming – Servicing Subcontracting – Is there a “guide”? – Legacy protocol technician capabilities What are your requirements for warrantees and service?

78 End Result: Total Integrated Building Solutions Lighting Security Interface to Fire System HVAC / Controls Energy/Metering Enterprise Data CFO Facility Management Maintenance SQL snmp smtp

79 Solution Examples

80 Testimonials Using JENEsys™ we can sell more Trane controls, not less. And we have just touched the surface of the potential that can be reached by combining the JENEsys™ solution with standard Trane controls. The JENEsys product opens up more options. For example, we have the option of better integration to competitors' systems. This opens up opportunities for more Trane controls to be sold, and helps connect us with new customers to broaden our base of potential service contracts. …Steve Brimeyer of Trane Des Moines

81 Testimonials Lynxspring products have increased both our controls and equipment business by allowing us to integrate into other people’s systems. This has resulted in both increased equipment and service business. We now are able to talk to customers that we couldn’t talk to in the past. We are doing a job right now with a school district that has four Johnson schools and one Honeywell. Before Lynxspring we would not have been considered. With Lynxspring, we have the job. …Kevin Hauser at Harshaw Trane

82 Testimonials The Lynxspring product has helped us secure new business as well as expand our horizons on existing or new Summit. The product has made it possible for us to respond to requests from customers to integrate other competitive systems into our Summit Workstation. Recently, Lynxspring assisted us with integration information from Network8000 through Lynxspring to Summit and we have responded favorably to the customer. We have also used it to expand from our Summit system on a campus of one of the Energy Industry customers to pick up two JCI buildings and integrate the information through our Summit workstation. …From Al Connelly at the Hunton Group (Houston Trane)

83 Testimonials Lynxspring has “top graded” our capabilities by providing Trane Arkansas with a larger tool set and more flexibility. As a result our people got better. We were also better able to focus on retrofit and service opportunities. Also, we had lost out to Niagara™ on some campus and government contracts and Lynxspring let us come back to compete for those jobs. …Frank Mayfield of Trane Arkansas

84 Arkansas Trane’s Frank Mayfield’s Case Study

85 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Tactic #1: Target Competitive Controls Systems as Service Opportunities Use knowledge of competitive controls to expand share of service customers Meet the owner’s need for comfort, reliability, efficiency Start with maintaining the incumbent system Leverage the lament: “It’s not working now and it’s never worked!”

86 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Tactic #2: Map the Migration Path System Migration is going from proprietary to open System Migration is site specific Plan for spare parts through integration to become independent of the incumbent Promote an open vision – Web enabled – Competitive bidding for expansion and service – Single seat operation – Virtual services Sell the vision

87 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Tactic #3: Make the building work better Selectively apply systems knowledge to enhance building operation Define your performance with the building stake holders Some items to consider for fast improvement: – Throttling ranges of VAV controller – Reset setpoints to relax the system – Nail humidity problems

88 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Tactic #4: Overthrow the incumbent System crash issues Central Plant Efficiency System Obsolescence – Parts not available, not reasonable about $ – Workstation operating system (OS/2, win95) Single source for controls and equipment Is there hostility towards the incumbent? Plant the flag, Install the integration platform

89 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Chenal Country Club 800 point Siemens' System 600 Long standing equipment relationship Took advantage of poor performance of the incumbent to get the control service contract. Sold integration with JENE prior to major expansion and upgrade of facility Siemens to JENE to Summit (BACnet) Spec read “connect to existing Summit system”

90 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Cypress Plaza Longstanding equipment relationship Andover OS/2 front end crashed Andover bid $15,000 to replace We cut their number and wound up paying some tuition There is still an orange box on the wall Building has renewed 3 times since Integration Mediocre relationship between owner and Andover went sour

91 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Andover RS232 interface, dependent upon their building level panel for data Long update times, takes patience to operate Tough to support, have to reload data in segments

92 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Siemens Ditto from Andover, low fidelity integration Be careful of taking on a new hospital with Div 17 integrations Comfortable with SCU’s and MBC’s

93 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | TAC Vista 2 communications link configurations – Classic (LonWorks) – Lon (LonMark) Once you touch a classic network with a 3 rd party tool the network is in jeopardy TAC LonMark is very well behaved Easy tunneling through JENE and ProBuilder with Menta engineering software

94 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Johnson Controls JENE has both N2 Server and Client Our initial jobs were using FX 40, “Johnson JACE”, N2 driver and everything else Niagara

95 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Other AX Drivers BC Network 8000 CSI INET BACnet MSTP – Alerton, Delta, Reliable, KMC, etc.

96 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Niagara Framework Distech Carrier One Staeffa Invensys Honeywell Vykon Know the rules of access for other Niagara based systems Know the vendor specific tools

97 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Caveat Integrator Must have a “native guide” Tools for set up and programming legacy unit controllers need to evaluated and maintained Integrations occur at different levels within competitive system architectures, understand the “where and how” Know the pitfalls, manage customer expectations Andover, CSI, JCI, Siemens Div 17 elements raise the bar Avoid one offs & don’t get spread too thin Know what’s important: schedules and setpoints carry large weight for everyday operators

98 | 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus | Caveat Vendor Know the facts that threaten the credibility of the incumbent Clients sometimes will “keep dancing with the one that brought us” Most of Trane Arkansas’ JENE installations have a Summit front end Compliment the ICS story Step into the role of “best of breed” solutions provider

99 | 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings | Arkansas Trane History with System Integration Andover Alerton Echelon (Distech, Viconics, HVAC equipment) Johnson KMC Siemens

100 | 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings | The Untouchables Novar TAC classic network

101 | 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings | Summary of Essential Information Fluency in legacy system, “native guide” Tools for legacy system Integration platform and protocol translators – JENE – Appropriate drivers Map of the job – Current layout – What are the system’s actual functions? – Where are they stashed? Applications knowledge – HVAC systems – IT

102 | 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings | The Intangible Ingredients Customer Expectations – Speed – Fidelity – Connectivity – Simplicity Customer Tolerance for Change – One Client – Many Customers: Board Room to Boiler Room – Thermostat and Time Clock “habits”

103 | 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings | Relationship Progression Repair Maintenance Enhancement Displace legacy OEM Listen and Discover Develop and Advocate a System Migration strategy

104 Business Information Working With Lynxspring

105 Lynxspring Business Partner Trane appointed as a buyer for the purpose of resale and servicing of Lynxspring products on a worldwide and non-exclusive basis Authorized JENEsys™ installer Certified Niagara AX integrator Access to Lynxspring support program Competitive pricing Member of the LBP network

106 Business Processes Ordering – Order directly from Lynxspring in writing using provided order entry form – Online order entry coming! Warranty – 18 months from date of shipment or 12 months from date of installation Pricing – Parity for company-owned and independent offices – Reference Lynxspring JENEsys™ Price List – Multiplier is.24

107 More Business Processes Shipping – Product is shipped FOB from Leawood, KS or from the Lynxspring supplier – Shipping expenses are the responsibility of Trane office Cancellation and Restocking – Requires prior approval from Lynxspring – Restocking Charges  Within 60 days – 20% ($100 minimum)  60-90 days – 30% ($200 minimum)  90+ days – 50% ($300 minimum Return Material Authorization (RMA) – Contact Lynxspring and obtain a RMA

108 Technical Training Lynxspring TCP training (Niagara AX certification training) – REQUIRED – Each participating District must have at least one certified technician – Full five-day class – Trane scheduled classes Tentative dates and locations LocationPlanned Week Kansas CityDecember 8 th

109 Trane Support Trane Product Support (1-877-78TRANE) – Pre-sale marketing support – First line technical support for integration between JENEsys products and Trane controls Centralized Services – Support for offices that need contracted resources

110 Lynxspring Support Help desk support for JENEsys products and higher-level integration support Lynxspring University Trane secure website LBP Group Support – Project support Central Engineering Services Documentation In accordance with Lynxspring Partner Sales Technical Support Published Operating Procedures December 12, 2005 Version 1.1

111 Be Aware Not plug and play Easy to over commit Understand legacy system Associated resources required – Tools – Software – Technicians – Drivers Different business/project model – Estimating – Support

112 Resources Lynxspring website: http://www.lynxspring.com/Tranehttp://www.lynxspring.com Lynxspring forum: http://forum.lynxspring.comhttp://forum.lynxspring.com – General Lynxspring Forum – Trane Specific Forum iTrane (Portal) – Presence within the Integrated Solutions pages ICSLs

113 Copies of Training Material www.lyxnspring.com/Trane

114 Go to forum.lynxspring.com and click the “Register” link, you will be presented with this:

115 Fill out the information and we approve it, and associate them with the groups they can see including Trane forum.

116 http://forum.lynxspring.com

117 Questions and Discussions


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