“Selling Niagara – The Value Proposition”

February 2007

Scott Muench - Technical Sales ManagerEd Merwin - Channel Sales DirectorMarc 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 RolesTitle• 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

CTO CFO

VP FacilitiesIT Director

Safety Director

COO

Facility Manager Energy MangerEngineering/Projects

MechanicalMaintenance

ElectricalMaintenance

Outside Service

Pain Points

CEO

CTO CFO

VP FacilitiesIT Director

Safety Director

COO

Facility Manager Energy MangerEngineering/Projects

MechanicalMaintenance

ElectricalMaintenance

Outside Service

Who is the internal Solution Provider

CEO

CTO CFO

VP FacilitiesIT Director

Safety Director

COO

Facility Manager Energy ManagerEngineering/Projects

MechanicalMaintenance

ElectricalMaintenance

Outside Service

Who owns the Budget

CEO

CTO CFO

VP FacilitiesIT Director

Safety Director

COO

Facility Manager Energy ManagerEngineering/Projects

MechanicalMaintenance

ElectricalMaintenance

Outside Service

Decision Influence

CEO

CTO CFO

VP FacilitiesIT Director

Safety Director

COO

Facility Manager Energy ManagerEngineering/Projects

MechanicalMaintenance

ElectricalMaintenance

Outside Service

Technology

The Wrench

Sponsor

Voter

Project Example

CEO

CTO CFO

VP FacilitiesIT Director

Safety Director

COO

Facility Manager Energy ManagerEngineering/Projects

MechanicalMaintenance

ElectricalMaintenance

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 – CFOIssues/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”

Tools and Resources• Tridium Web Site

– www.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.

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 MerwinScott Muench Marc Petock