Transcript TridiumTALK Selling Concepts

“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 NiagaraThe 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
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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
Customer Role
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Problem/Issue Owner
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Solution Provider
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Budget Holder
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Technology Influence
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Sponsor
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Decision Voter
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Possible Negative
Maintenance
Engineering & Projects
Facility Manager(s)
Safety Director
IT Director
Energy Manager
VP Facilities
CTO
CFO
Value (Pain) Points
• val·ue
– The worth in usefulness or importance, to the possessor
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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
IT Director
Engineering/Projects
Outside
Service
COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
Energy Manger
Electrical
Maintenance
Pain Points
CEO
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
Energy Manger
Electrical
Maintenance
Who is the internal Solution Provider
CEO
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
Energy Manager
Electrical
Maintenance
Who owns the Budget
CEO
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
Energy Manager
Electrical
Maintenance
Decision Influence
Sponsor
Technology
The Wrench
CEO
Voter
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
Energy Manager
Electrical
Maintenance
Project Example
Sponsor
Technology
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Metering Project
Niagara and VES
Good Energy Sponsor
IT on board with technology
Need to add influence or Sponsor
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Engineering
VP Facilities
Voter
CTO
CFO
IT Director
Engineering/Projects
Outside
Service
The Wrench
CEO
COO
VP Facilities
Safety Director
Facility Manager
Mechanical
Maintenance
Energy Manager
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 it
• Site visits
• On line project demos
– How others use the system
Value Features
• Embedded Jace in the Mechanical Room
• Ease of Use
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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 –
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
Tools
• VES Demo
• Energy Applications in Niagara
• On line project demos
• 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
– VES E2 Profiler and Cost Profiler
• May not care about programming tools or other
technical details or non energy related issues
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
• 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/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
Value Proposition –
Facilities Director
Issues/Pain
• Operations Cost
• Quality of Service
• Budget Constraints
• Department Integration
• Enterprise Integration
Tools
• Case Studies
• VES Demo
• On line project demos
• Site Visits
• Enterprise Integration Capabilities
• Web pages with costing data
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
Value Proposition – CFO
Issues/Pain
• Operations Cost
• Budget Constraints
• Budget Planning
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”
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 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
– [email protected]
– 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 [email protected]
Scott Muench
Ed Merwin
Marc Petock