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“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 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
Title 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 One Customer, Many Stake Holders, Many Roles
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 COO IT Director VP Facilities Engineering/Projects Safety Director Facility Manager Energy Manger Outside Service Mechanical Maintenance Electrical Maintenance
Pain Points CEO CTO CFO COO IT Director VP Facilities Engineering/Projects Safety Director Facility Manager Energy Manger Outside Service Mechanical Maintenance Electrical Maintenance
Who is the internal Solution Provider CEO CTO CFO COO IT Director VP Facilities Engineering/Projects Safety Director Facility Manager Energy Manager Outside Service Mechanical Maintenance Electrical Maintenance
Who owns the Budget CEO CTO CFO COO IT Director VP Facilities Engineering/Projects Safety Director Facility Manager Energy Manager Outside Service Mechanical Maintenance Electrical Maintenance
Decision Influence Sponsor Technology The Wrench CEO Voter CTO CFO COO IT Director VP Facilities Engineering/Projects Safety Director Facility Manager Energy Manager Outside Service Mechanical Maintenance Electrical Maintenance
Project Example Sponsor Technology • Metering Project • Niagara and VES • Good Energy Sponsor • IT on board with technology • Need to add influence or Sponsor • Engineering • VP Facilities The Wrench CEO Voter CTO CFO COO IT Director VP Facilities Engineering/Projects Safety Director Facility Manager Energy Manager Outside Service Mechanical Maintenance Electrical Maintenance
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, Value Proposition – Maintenance Engineer Tools • Technical Demo • Proof it • 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 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 Value Proposition – Energy Manager Tools • VES Demo • Energy Applications in Niagara • On line project demos • Site Visits
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 Value Proposition – IT Director Tools • Niagara IT Mangers Guide • Detailed Technology Demos • On line project demos • Other IT References • oBIX Open Toolkit
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 Value Proposition – Facilities Director Tools • Case Studies • VES Demo • On line project demos • Site Visits • Enterprise Integration Capabilities • Web pages with costing data
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 Value Proposition – CFO 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 Merwin Marc Petock Scott Muench