“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
– [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]
Ed MerwinScott Muench Marc Petock