1. NiagaraAX Selling Concepts
Your company Name Here

2. Agenda Introductions What You Should Know About NiagaraAX
One Customer, Many Stake Holders
Finding the Value Proposition
Project Example
Tools

3. 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. Value in Integration Administration Finance Energy Lighting Security
XML SQL
HTTP HTML
WAP
ODBC SNMP
JDBC
FTP
SMTP
MODBUS
LEGACY
Fire
Facility/Plant
Management
HVAC
And More
Maintenance
From boiler room to board room – NiagaraAX brings value to your operation

5. NiagaraAX Components WEBs-AX Controller AX Supervisor WorkPlace AX
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. Typical Niagara Architecture
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

7. Architecture WEBs- AX Controller Embedded Distributed Server
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. 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. 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. 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. Multiple Database Support
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. Local Browser Based User Interface
Web Server
Local Browser Based User Interface
Unlimited Users
Integral Web Server
Graphics
Charting
Alarm Management
Scheduling
Dynamically Generated Navigation
Integral Web Based Engineering
Logic
Integration
Wizards

13. Security, Access, Video Security, Access, Video
Built on Tridium’s JACE 2/6 Product Design
Web-Based
Video Support
Video drives BAS functions
BAS drives Video functions
Built on Tridium’s JACE 2/6 product design
Web-Based
Video Support
Video drives BAS functions
BAS drives Video functions

14. 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. Integrated Building Automation, Security, Video

16. 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. 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

18. Selling The Value of NiagaraAX

19. Adding Value
Benefits are not real unless the customer can find a value proposition

20. One Customer, Many Stake Holders, Many Roles
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

21. Value (Pain) Points val·ue Each customer role sees value differently
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

22. Discover Pain Points and Value
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.

23. Presenting a Solution How? Who? Why? 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 .

24. One Customer, Many Stake Holders
CEO
CTO
CFO
COO
IT Director
VP Facilities
Engineering/Projects
Safety Director
Facility Manager
Energy Manger
Outside
Service
Mechanical
Maintenance
Electrical
Maintenance

25. Pain Points CEO CTO CFO COO IT Director VP Facilities
Engineering/Projects
Safety Director
Facility Manager
Energy Manger
Outside
Service
Mechanical
Maintenance
Electrical
Maintenance

26. Who is the internal Solution Provider?
CEO
CTO
CFO
COO
IT Director
VP Facilities
Engineering/Projects
Safety Director
Facility Manager
Energy Manger
Outside
Service
Mechanical
Maintenance
Electrical
Maintenance

27. Who owns the Budget CEO CTO CFO COO IT Director VP Facilities
Engineering/Projects
Safety Director
Facility Manager
Energy Manger
Outside
Service
Mechanical
Maintenance
Electrical
Maintenance

28. Decision Influence Sponsor Technology The Wrench Voter CEO CTO CFO COO
IT Director
VP Facilities
Engineering/Projects
Safety Director
Facility Manager
Energy Manger
Outside
Service
Mechanical
Maintenance
Electrical
Maintenance

29. Project Example Metering Project NiagaraAX and Energy Analysis
Internal Solution
Provider
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
Sponsor
Technology
CEO
The Wrench
Voter
CTO
CFO
COO
Pain Owner
IT Director
VP Facilities
Engineering/Projects
Safety Director
Facility Manager
Energy Manger
Outside
Service
Mechanical
Maintenance
Electrical
Maintenance

30. 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
Site visits
On line project demos
How others use the system

31. 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
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

32. Value Proposition – IT Director
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
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
Tools
NiagaraAX IT Managers Guide
Detailed Technology Demos
Online project demos
Other IT References
oBIX Open Toolkit

33. 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
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

34. 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. Project Sales Matrix 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
Drivers
Open Access to product
Charting
Energy Manager
Needs Energy Tools
Sub Metering
Provide input to engineering
200K for Metering
Likes JACE 2 as Meter Interface 2
VES
Jace 2 with meter I/O
Facilities Dir
Opr Cost Reductions
Integrated GUI
500K Integration
Very Technical
Neutral
Working 3
Facilities VP
Data Connection to SQL
700K for project + 50 for SQL integration
IT Director
IT Security
Likes Java
Security Concerns
IT compatibility
CFO
Pricing Competitive Bidding
Reduced Opr Costs
Final sign off over 500K

36. Features/Pain/Solution
Features/Capabilities: Usage Scenarios
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
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?

37. 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? <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 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?
Recap
Confirm Solution

38. AX Overview Presentations Axdemo.tridium.com Customer demo sites
Tools
Playbooks
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

39. Questions