Niagara AX Selling Concepts Your company Name Here.

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


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


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


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


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


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


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


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


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


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


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


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


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


Integrated Building Automation, Security, Video


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


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


Adding Value

• Benefits are not real unless the customer can find a value proposition


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


• 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


• 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


• 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


CEO

CTO CFO

VP FacilitiesIT Director

Safety Director

COO

Facility Manager Energy MangerEngineering/Projects

MechanicalMaintenance

ElectricalMaintenance

Outside Service

One Customer, Many Stake Holders


CEO

CTO CFO


Safety Director

COO




Outside Service

Pain Points


CEO

CTO CFO


Safety Director

COO




Outside Service

Who is the internal Solution Provider?


CEO

CTO CFO


Safety Director

COO




Outside Service

Who owns the Budget


CEO

CTO CFO


Safety Director

COO




Outside Service

Technology

The Wrench

Sponsor

Voter

Decision Influence


CEO

CTO CFO


Safety Director

COO




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


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


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


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


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


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”


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


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


• 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


www.honeywell.com

Date post:	26-Mar-2015
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Niagara AX Selling Concepts Your company Name Here.

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