NiagaraAX Selling Concepts
Your company Name Here
Agenda
• Introductions
• What You Should Know About NiagaraAX
• One Customer, Many Stake Holders
• Finding the Value Proposition
• Project Example
• Tools
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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
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Value in Integration
Administration
Security
Energy
Finance
Lighting
MODBUS
XML SQL
HTTP HTML
Facility/Plant
Management
ODBC SNMP
JDBC
FTP
LEGACY
Fire
SMTP
WAP
HVAC
Maintenance
And More
From boiler room to board room – NiagaraAX brings value to your operation
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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
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Typical Niagara Architecture
Utility
DR Server
Web Supervisor
Energy Suite
Web Browsers
LAN, WAN VPN
WEBs-AX
Controller
WEBs-AX
Controller
LON
WEBs-AX Security
Controller
Remote Reader
Wireless Protocols
Remote I/O
Modbus RS-485
Ethernet Protocols
MSTP
RS-485
LON Devices MSTP Devices Modbus Devices
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Modbus TCP, OPC and others
IP Controllers
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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
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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
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Control and Energy Engine
• Real Time Control Engine
–
–
–
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Performs Control Logic
PID Loops
Local I/O
Central Plants, AHUs, Rain Water
Harvesting, Air Washers
• Embedded Energy
Management
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Scheduling
Demand Control
Demand Response, OpenADR
Optimum Start/Start
Lighting & Irrigation Control
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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
•
•
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•
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Printer
Browser
Cell phone
SMS text
Twitter
• Reporting
– Automated reports
– Emailed automatically
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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
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–
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Archon
MS SQL
MySQL
Oracle
DB2
• No MS in Embedded JACE
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Web Server
• Local Browser Based User
Interface
– Unlimited Users
• Integral Web Server
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–
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Graphics
Charting
Alarm Management
Scheduling
• Dynamically Generated
Navigation
• Integral Web Based Engineering
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Graphics
Logic
Integration
Wizards
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Security, Access, Video
Security,
Access, Video
• Built on Tridium’s JACE 2/6 Product Design
•
•
•
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Built on Tridium’s JACE 2/6 product design
•Web-Based
Web-Based
Video Support
• –Video
Support
Video drives
BAS functions
Video
drives
BAS
functions
– - BAS
drives
Video
functions
- BAS drives Video functions
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WEBs-AX Integrated Architecture
WEB Browser
System Software
Internet
Ethernet / LAN
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WEBsStation-AX
http, BACnet, oBIX, SNMP, XML, Fox
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WEBs-AX Supervisor
WEBs-AX Enterprise Security
WEBs-AX Energy Analytics
Integrated Building Automation, Security, Video
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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
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Third Party Applications
• Only NiagaraAX has an open API
• Community of Developers Creating
– Drivers
– Dashboards
– Graphics Libraries
– Energy Analysis
– FDDS
– Industry Specific Applications
– Appliances
•
•
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Delphi
WebVision
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Selling The Value of NiagaraAX
Adding Value
• Benefits are not real unless the customer can find a
value proposition
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One Customer, Many Stake Holders, Many Roles
Title
Customer Role
•
•
•
•
•
•
•
•
•
•
• Problem/Issue Owner
Maintenance
Engineering & Projects
Facility Manager(s)
Safety Director
IT Director
Energy Manager
VP Facilities
CTO
CFO
CEO
• Solution Provider
• Budget Holder
• Technology Influence
• Sponsor
• Decision Voter
• Possible Negative
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Value (Pain) Points
• 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
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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.
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Presenting a Solution
• 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 .
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One Customer, Many Stake Holders
CEO
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
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COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
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Energy Manger
Electrical
Maintenance
Pain Points
CEO
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
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COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
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Energy Manger
Electrical
Maintenance
Who is the internal Solution Provider?
CEO
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
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COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
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Energy Manger
Electrical
Maintenance
Who owns the Budget
CEO
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
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COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
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Energy Manger
Electrical
Maintenance
Decision Influence
Sponsor
Technology
CEO
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
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The Wrench
Voter
COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
HONEYWELL - CONFIDENTIAL
Energy Manger
Electrical
Maintenance
Project Example
•
•
•
•
•
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
Voter
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
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The Wrench
CEO
COO
Pain Owner
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
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Energy Manger
Electrical
Maintenance
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
•
•
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Site visits
On line project demos
– How others use the system
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,
HONEYWELL - CONFIDENTIAL
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
Tools
• Energy Analysis Demo
• Energy Applications in NiagaraAX
• On line project demos
• Web pages with costing data
– Dashboards with energy and cost data
•
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Site Visits
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
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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
Tools
• NiagaraAX IT Managers Guide
• Detailed Technology Demos
• Online project demos
• Other IT References
• oBIX Open Toolkit
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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
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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
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
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- 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
HONEYWELL - CONFIDENTIAL
Value Proposition – CFO
Issues/Pain
• Operations Cost
• Budget Constraints
• Budget Planning
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”
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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
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Project Sales Matrix
Problem
Owner
Pain
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Solution
Provider
Budget
Owner
Tech
Influence
Risk
Potentia
l
Maintenance
Ease of
use
Remote
Access
Alarm
Routing
Engineering
Bidding,
Consistent
Projects
Quality
Diagnostic
s
Design
and Spec
Cost
Estimate
Wants
only open
protocols
Energy
Manager
Needs
Energy
Tools
Sub
Metering
Provide
input to
engineerin
g
Yes
200K for
Metering
Likes
JACE 2
as Meter
Interface
Facilities Dir
Opr Cost
Reduction
s
Integrated
GUI
Yes
500K
Integratio
n
Very
Technical
Facilities VP
Data
Connectio
n to SQL
Yes
Neutral
700K for
HONEYWELL
- CONFIDENTIAL
project
+
Sponso
r
Vote
Feature
s
Yes
1
Browser
demo
Alarm
Service
HX, PX
1
Drivers
Open
Access
to
product
Charting
Yes
2
VES
Jace 2
with
meter
I/O
Working
3
Likes
JCI
Neutral
1
Assign
Action
Diagnostic questions developed from analyzing
pain, and features that provide a solution
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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
HONEYWELL - CONFIDENTIAL
Tools
• 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
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Questions
www.honeywell.com
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