Presentation on theme: "“Selling Niagara – The Value Proposition” February 2007 Scott Muench - Technical Sales Manager Ed Merwin - Channel Sales Director Marc Petock – Marketing."— Presentation transcript:
“Selling Niagara – The Value Proposition” February 2007 Scott Muench - Technical Sales Manager Ed Merwin - Channel Sales Director Marc Petock – Marketing Director
Welcome! The goal of TridiumTalk is to share with the Niagara community timely content on sales, products and technical topics. Each session will last between 45-60 minutes and will be a mix of presentation, demonstrations and Q&A. This session and past sessions will be posted on our community web site at www.Niagara-Central.com (more details to come) The content presented here is representative of Tridium’s Niagara technology and products in general, please contact your channel partner for specific details and pricing. As a courtesy to others in the conference, please place your phone on mute until the Q&A portion of the program
Selling Niagara- The Value Proposition This session is designed for a broad audience ranging from partners responsible for sales and marketing, to customers who want to learn more about value of the Niagara Framework and how it may impact other members of their organization. We will dive into the many stake holders and roles in a typical customer organization, and will look at the features of Niagara that can solve specific issues through the use of examples and demonstrations.
Agenda One Customer, Many Stake Holders Finding the Value, Solving the Pain Key Concepts in Selling the Niagara Framework Tools and Resources Live Demonstrations More Information Question and Answer Session
One Customer, Many Stake Holders, Many Roles Title Maintenance Engineering & Projects Facility Manager(s) Safety Director IT Director Energy Manager VP Facilities CTO CFO Customer Role Problem/Issue Owner Solution Provider Budget Holder Technology Influence Sponsor Decision Voter Possible Negative
Value (Pain) Points val·ue –The worth in usefulness or importance, to the possessor Each customer role sees value differently Daily business and technical issues cause corporate pain Owners and stake holders see value in relieving pain The goal is to create a solution that adds value, and relives pain for all stake holders
Discover the Value and Solve the Pain Points How? –By listening more than talking Who? –All key stake holders Why? –To form a custom solution that meets the needs of the organization and shows them the value of the solution.
Presenting a Solution How? –Show, don’t Tell Use demos and case studies Customers want to see how others have solved similar problem sets Minimize the Power Point, maximize real life examples 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 and show them how your solution meets the overall needs of the organization and individual goals of the stake holders.
One Customer, Many Stake Holders CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy MangerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service
Pain Points CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy MangerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service
Who is the internal Solution Provider CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy ManagerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service
Who owns the Budget CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy ManagerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service
Decision Influence CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy ManagerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service Technology The Wrench Sponsor Voter
Project Example CEO CTOCFO VP FacilitiesIT Director Safety Director COO Facility ManagerEnergy ManagerEngineering/Projects Mechanical Maintenance Electrical Maintenance Outside Service Technology The Wrench Sponsor Voter Metering Project Niagara and VES Good Energy Sponsor IT on board with technology Need to add influence or Sponsor –Engineering –VP Facilities
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 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, Tools Technical Demo –Proof it Site visits On line project demos –How others use the system
Value Proposition – Energy Manager 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 May have been assigned this position in addition to an existing role 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 –VES E2 Profiler and Cost Profiler May not care about programming tools or other technical details or non energy related issues Tools VES Demo Energy Applications in Niagara On line project demos Site Visits
Value Proposition – IT Director Value/Features Security –Embedded Jaces with no Windows –Ability to set Ports –LDAP interface –Niagara’s 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 –oBIX Issues/Pain Must protect data operations at all costs BAS is another problem to deal with BACnet, Modbus etc are foreign Probably using a big spreadsheet Has a lot of auxiliary equipment such as chillers, CRACs etc that his system relies on for operation but does not have real time interface Must reduce energy usage and costs Tools Niagara IT Mangers Guide Detailed Technology Demos On line project demos Other IT References oBIX Open Toolkit
Value Proposition – Facilities Director 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 Tools Case Studies VES Demo On line project demos Site Visits Enterprise Integration Capabilities Web pages with costing data
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 Community and open access to products On line project demos Web pages with costing data Excel spreadsheet interface to Niagara using “web query”
Project Sales Matrix Problem Owner Pain Solution Provider Budget Owner Tech Influence Risk Potential SponsorVoteFeaturesAssign Action MaintenanceEase of use Remote Access Alarm Routing Yes1Browser demo Alarm Service HX, PX EngineeringBidding, Consistent Projects Quality Diagnostics Design and SpecCost EstimateWants only open protocols Likes JCI1Drivers Open Access to product Charting Energy ManagerNeeds Energy Tools Sub Metering Provide input to engineering Yes 200K for Metering Likes JACE 2 as Meter Interface Yes2VES Jace 2 with meter I/O Facilities DirOpr Cost Reductions Integrated GUI Yes 500K Integration Very TechnicalNeutralWorking3 Facilities VPData Connection to SQL Yes 700K for project + 50 for SQL integration Neutral1 IT DirectorIT SecurityLikes Java Security Concerns 0IT compatibility CFOPricing Competitive Bidding Reduced Opr Costs Final sign off over 500K 0
Features/Pain/Solution 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 Don’t know where to invest time or money Don’t 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
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 shouldn’t 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
Tools and Resources Tridium Web Site –www.tridium.comwww.tridium.com –Brand new site – went live this week! Building Automation Demo Site –axdemo.tridium.com Energy Analysis Demo Site –ves.tridium.com Security Demo Site –security.tridium.com
Live Demonstrations Tridium Web Site Resources –Markets and Applications –Projects lists –Case Studies Tridium Demo Sites Workbench Tool Demo
More Information Tridium Sales Support –SalesSupport@tridium.com –804-747-4771 Press option 3 New Sales Presentations and TridiumTALKs –Public site, Secure Site or call sales support to help Tridium Sales Training (for partners) –Richmond, VA –Regional sessions
Question and Answer Session Select the Q&A icon in the Netspoke menu bar to type your questions Feel free to speak up for further discussion Please introduce yourself, company name, and where you are calling from.
Frequently Asked Questions How do I sell against a competitor? –Focus on your company not your competition but….. –Know your competitor’s product Visit the web site Download sakes presentations, tech manuals if available (many are). Know competitive strengths and weaknesses –Use Positive Selling Sell your own products and service value –Highlight strengths that may be a competitors weakness Negative selling of a competitor rarely works –Don’t bash your competitor. Spend the time focusing on your value
Thank you! We would like your feedback on today’s TridiumTalk Please take a moment to answer our short survey If you have any further questions, comments or topic suggestions, please email them to SalesSupport@tridium.com Ed Merwin Scott Muench Marc Petock