Transcript PowerPoint Template - Thermo King

Trane’s New Integration Platform
Lynxspring’s JENEsys™
Bob Mealey
Lynxspring
Vice President – Marketing and Sales
Previously
TAC
Partners
OEM Sales
Federal Sales
OnSite
Circon Partner
Infonet Software
OSIware Inc
Background and Vision for the Integration Platform
Adding an Integration Platform
Tracer Summit
Tracer ES
Industry Specific
IT Standards
TCP/IP (HTTP/XML)
BACnet/IP
Integration
Platform
Tracer
SC
Tracer
BCU
BACnet
LonTalk
ModbusComm 3
Comm 4
LonTalk
Siemens
JCI
Honeywell
Lighting
Security
Other
Background
Trane
• A new construction oriented controls provider
• Controls sold primarily with equipment
• Strategy is leveraging depth of knowledge
in HVAC applications
• Provide open, standard systems (protocols)
– LonWorks, BACnet and Modbus
• Promote integrated systems and solutions
Current Integration Capability
• Open system oriented
–
–
–
–
BACnet at the system level
LonTalk at the field controller level
Investing in new, open standards
Effective for newer systems and future installations
• Minimal capability to integrate proprietary systems
– Varying methods
– Replace rather than integrate - expensive.
• Investment required to develop software and drivers
for Trane designed integration platform (Tracer SC)
– Time
– Schedule
Integration Vision
• Renewed focus on retrofit
• Ability to provide system solutions
• To the customer...
“Yes, we can work with your current system”
“Yes, we can provide an integrated solution”
• Trane controls product portfolio includes an
integration platform
• Integration platform facilitates more
Trane controls, contracting and
service sales in existing buildings
• Integration platform extends Tracer
ability to expand Trane retrofit
capability
New Integration Platform
Lynxspring JENEsys™
Lynxspring
Lynxspring is now a Trane
Integrated Solutions Partner
Trane is now a Lynxspring
Business Partner (LBP)
“...a tremendous opportunity to grow
your BAS business!”
Mike Mumma, Controls Sales Leader
Some Definitions in the Tridium World
• Niagara Framework – Owned by Tridium
– Windows
• Vykon Products – Division of Tridium
– Excel
– Word
– Personal Computer etc.
Who is Lynxspring?
• Control manufacturer, developer,
value added reseller
– Core product is a hardware/software suite - JENEsys™
– Specialize in Internet technologies and interoperability
– Focus is distribution channel and service
– Use software and technology instead of
head count where possible
• Employees
– Engineers, software developers, technicians,
sales professionals
– Backgrounds include consulting engineers, controls contracting,
software designers, service providers
Why Did Trane go with Lynxspring?
•
•
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•
•
•
•
•
Speed to market
Established training and support program
Custom development capabilities
Available software components to simplify integration
Licensed to build their own hardware (JENE)
Based on a widely accepted platform
No competitive service organization
We have momentum
– Independent Trane offices are successfully
using this integration platform
What Does Lynxspring Do?
• Manufactures the JENEsys product line
• JENEsys includes hardware and software
• JENEsys uses Tridium NiagaraAX operating system
• Brings offerings through sales channels
– Lynxspring Business Partners
– Software Development
– National Accounts
– Original Equipment Manufacturing (OEM)
What Does Lynxspring Do?
Under the new Trane agreement
• Lynxspring Business Partners
– Controls sales/support
– Training services
– Professional services
• Software Development
– Communication drivers
– Management software
– Drivers and Niagara appliances
How Can Lynxspring Help Trane?
• JENEsys products complement Trane controls
– Adds an integration platform
• Integration platform brings additional protocol capability
• Integrate beyond HVAC (lighting, security, etc.)
• Additional protocol capability enhances Trane’s
position as an integrated solutions provider
– More information to deliver comfort, energy savings,
safety, serviceability, sustainability
Embrace… if you can’t replace!
Trane is Working with Lynxspring, Why?
• Speed to market
• Established training and support program
• Custom development capabilities
• Available software components to simplify integration
• Build’s their own hardware (JENE)
– Based on a widely accepted Niagara AX platform
• “Best of Breed” strategy
JENEsys™ Powered by Niagara
- a ubiquitous technology
• Designed to unify diverse devices, protocols and data
• Built-in Internet standards take advantage of the web
• Embedded and scalable solution – same software up
and down
• Connects real time data from field devices to
enterprise
• Integrated tools sets – for fast development
• Connects disparate devices peer to peer without
independent of central server
The Niagara OEM Community
What Integration Means for Trane’s Clients
• Renewed focus on providing solutions to your current environment
• Ability to provide you with system solutions
• Allow us to say:
“Yes, we can work with your current system”
“Yes, we can provide an integrated solution”
• A “best of breed” integration platform to complement Trane controls
product portfolio
• Integration platform extends Tracer’s
ability to provide a total building automation solution
Product Overview
JENEsys™ Internet Integration Platform
- flexible, scalable…
JENEsys™ PC 1000 (64MB & 128MB)
JENEsys™ PC 6000 (128 MB & 256MB)
JENEsys™ Web Server Software
JENE PC 1000
• Fully Programmable
• 64 or 128 MB of RAM, 64 MB Flash Drive
• 1-1000 points
• Communicates 20-40 Nodes (LON or BACnet controllers)
• Add features as you need them, (Lon, Bacnet I/P, Bacnet MSTP,
Modbus, Modem, etc.)
• Add Web UI (graphics) for stand alone front end.
• Add Niagara™ Network Driver for peer to peer communication, to
be part of a larger system.
JENE PC 6000
• Embedded PowerPC 524MHz Processor
• 128 or 256 MB RAM; 128 MB Flash Drive
• Large Bus Network Controller 41-120 Nodes
• 1001-2000 points
• Same I/O and Communication options as the JENE PC 1000.
JENEsys™ Web Supervisor
• Use Supervisor primarily as a DB application
• Network Server for multiple JENE’s
• Single point of access
• Utilize large memory and disk space for data
• Includes the programming tool
• May be purchased as a BACnet interface to BCU for data
collection and transfer applications
JENEsys™ Built-in Communications
2nd RJ45 Ethernet Connection
(BACnet IP/BACnet Ethernet, TCP/IP)
1st RJ45 Ethernet Connection
(TCP/IP or Any Browser Interface)
Earth Ground
Communication Module
(LON, Modem, Zigbee)
RS485 Connection
(BACnet MS/TP, Modbus)
RS232 Port for Serial Connections
Target Application
Legacy Integration
Leveraging Legacy Integration
Developing Opportunities
Marketing Approaches
• The Red Coats and the Open Field Attack
–
–
–
–
Trade Shows
Specification Writing
Broad Sweeping Marketing Programs
Puts in playing field with mom and pop shop
• Guerilla Tactics – Trane and Lynxspring Preferred Method
– Direct Sales Channel
– Service Sales Channel
– Ambush Tactics
Getting Into Legacy Integration
• It’s a different business model
– Presents many opportunities
– Involves non-Trane systems and
components
• It requires different resources
– Design, engineering, estimating
– In-house product knowledge
– Technicians brought in from other controls companies
– Competitive subcontractor relationships at times
Opportunities
• Non-Trane systems in existing buildings
–
–
–
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Service customers with competitive control systems
Comprehensive solutions customers
Turnkey retrofit projects
Multi-site owners
 Facility and campus expansions
 NiagaraAX-based (Tridium) school districts
• Plan and spec jobs with competitive front end
• Other building system solutions
– Legacy Security
– Legacy Power Management
– Legacy Lighting
• Prepackaged Integrated Solutions
Expand relationship with institutional customers!
Targeting Opportunities
• Local market assessment
– Competitor relationships
– Competitors’ market share and service records
– Open architecture vs. legacy protocols
• Local resources
– Competitive systems service
capability
– Integration experience
• Customer pain
– Technical pain
– Relationship pain
– Financial pain
Qualifying Opportunities
1. Identify legacy systems
Identify and understand the use of legacy
systems in customer facilities
2. Acquire system knowledge
Acquire knowledge about the design, operation and programming
of relevant competitive automation systems
3. Develop an integration and migration path
Develop overall (initial and ongoing) integration and migration
path for system improvement and customer satisfaction
Utilize a simple project development process!
Developing Opportunities
• Consider legacy system impact on contracting
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–
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Clear scope with regard to integration
Comprehensive network design and documentation
Intelligent estimates
Qualified subcontractors
• Understand funding mechanisms
– Planned upgrades (capital projects)
– Operations / maintenance (expense projects)
– Energy savings / efficiencies (cost reductions)
• Apply legacy-system-specific resources
– Qualified control system technicians
– Networking (IT) expertise
– Correct tools and training
Leverage Opportunities
Deepen your relationship with customers
disgruntled with competition who don’t feel
they can afford to replace all existing controls
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Gain access to sell service contracts
Use data to feed intelligent services
Pull through Trane controls
Pull through Trane equipment
Increase scope of performance contracts
Pull through turnkey contracting
“Embrace, if you can’t replace!”
Eliminate the Integration “Gotchas”
• Integration team requires someone with specific knowledge of
the target control system. This can be a client employee,
integration team member or a third party
• Integration may require 3rd party devices be installed in the
target system
• The end client needs to provide Integration team with a list of
points in the target system that require integration and the list
needs to clearly indentify monitor points (read) and control points
(read/write).
• End client needs to provide the integration team with access to
the system during the life of the integration project – including
any maintenance period
Legacy Integration Projects
Andover
CSI
Tracer Summit
Honeywell
JCI
JENE-PC6000
Add
to Existing Control System
Add Web Services
Use a Standard Browser
BCU
Tracer Summit Software
Trane Lon Network
RS-485, RS-232, Modbus,
Legacy, Etc. Network
BACnet MSTP
Network
Our Solution “Normalizes” Data
• JENEsys™ is an integration platform
• JENEsys™ “normalizes” integration data
• JENEsys™ is not a gateway
Gateway
• Translates protocols – typically using a matrix type
equivalency table – N to N relationship
• Very specific to revision level on both sides
– Difficult to upgrade either side without causing a
problem
• Requires extensive support from vendor at the
corporate level to implement.
• Must be cooperation between parties involved.
• Cost will vary from expensive to very expensive
Gateway Matrix Example
Item
BACnet
Registry
BACnet
Instance
SNVT Name
SNVT Type
Supply Air
Analog
AV 00
nvoDischAirTemp
temp_p / 105
Outside Air
Analog
AV 01
nvoOutsideTemp
temp_p / 105
Fan Status
Boolean
BV 00
nvoUnitState
state / 83
Space Temp
Analog
AV 10
nvoSpaceTemp
temp_p / 105
Fan
Start/Stop
Boolean
BV 00
nvoUnitState
state / 83
Compressor
Start/Stop
Boolean
BV 16
nvoCompState
state / 83
Gateway – N to N Example
Normalized Data
•
•
•
•
•
•
Is a relational database function
Brings all data into the platform
Has higher data integrity
Provides a uniform view of device data
Is less subject to “versioning” issues
Allows the data to be output into multiple formats (e.g.
one to anything conversion)
• Provides common “look and feel” to all systems
– Similar to FILE EDIT VIEW TOOLS in Microsoft
Normalized Data
Normalized Data
Takeaways on Normalized Data
• JENEsys™ provides normalized data
• This means:
–
–
–
–
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A more robust interface
Easier data handling for integrators
More flexibility in providing interfaces
One to anything capability
Less prone to re-visioning issues
Client Vs. Server Architecture
N2 Integration Examples
CLIENT TYPE
SERVER TYPE
Ethernet LAN
N2 Manager
Standard Browser
PDA/Cell
N2
System
Bus
JENE Manages N2 Devices
This is a “Client” Type License
N2
System
Bus
JENE is Managed by N2 Master
This is a “Server” Type License
Open Client Drivers
Driver
Description
BACnet IP Client
BACnet IP Client over Ethernet
BACnet MS/TP
BACnet MS/TP over RS-232 or RS-485
LON
LON over twisted pair, FTT-10 Port (client and server)
iLON
iLON over Ethernet (client and server)
Modbus RTU
Modbus RTU over RS-232 or RS-485
Modbus TCP
Modbus TCP over Ethernet
M-Bus
M-bus serial and IP
oBIX Client
oBIX Client over Ethernet
OPC Client
OPC Client over Ethernet
SMS
SMS over Ethernet
SNMP
SNMP over Ethernet
Z-Wave
Z-Wave via ACT RS232 to wireless interface
Open Server Drivers
Driver
Description
BACnet IP Server
BACnet IP Server over Ethernet
Modbus RTU Slave
Modbus RTU Slave over RS-232 or RS-485
Modbus TCP Slave
Modbus TCP Slave over Ethernet
oBIX Server
oBIX Server over Ethernet
OPC Server
OPC Server over Ethernet
Legacy Client Drivers
Driver
Description
AAM PHP
American Automatix PHP over RS-232 or RS-485
AAM PUP
American Automatix PUP over RS-232 or RS-485
Andover AC256
Andover AC256 over RS-232 or RS-485
Andover Infinity/Continuum
Andover Infinity/Continuum
Barber Coleman GCM
Network 8000 RS232 driver
Barber Coleman GCM
Network 8000 RS232 driver
Barber Coleman ASD
Network 8000 ASD RS485 Driver
Clipsal
Cgate Server Driver
Dynalite
Dynalite
E-Mon Meters
Class 300, 500, and IDRs
Global Cache
Global Cache over Ethernet
Helvar
Helvar via RS232 to DALI interface
Honeywell C-BUS
AX interface to Softyon C-Bus OPC Server
Honeywell C-BUS
OPC interface to Softyon C-Bus OPC Server
Honeywell Security
Vista
Honeywell Hometronic
Hometronic via RS232 to wireless interface
Horstmann Mainscomm
Hortsmann powerline via RS232 interface module
Legacy Client Drivers
Driver
Description
Johnson Controls
N2
Josam Grease Trap Sensor
Josam Grease Trap Sensor
Lang Oven
Lang Oven over RS-232 or RS-485
Motion Control Engineering
Motion Control Elevator Controller Interface over Ethernet
OMRON
FINS Ethernet Protocol
Resol
Resol via RS232 port
Siebe, Robertshaw
Microsmart
Siemens System 600/Apogee
RS-232 to MMI port
Sonance/IPORT
IPOD docking station
TCS/BASYS
RS-485 driver
Trend Serial
IQ Serial Driver
Trend Ethernet
IQ Ethernet Driver
Ubiwave
Ubiwave
Veeder Root
VeederRoot over RS-232 or RS-485
Wattstopper Miro
Control of Miro wireless lighting devices
Adding an Integration Platform
Tracer Summit
Industry Specific
BACnet/IP
Tracer
BCU
Comm 3
Comm 4
LonTalk
JENEsys
Integration
Platform
Siemens
JCI
Honeywell
Lighting
Security
Other
Niagara Legacy
• Niagara R2 is the original O/S supported by Tridium
– Stopped development in 2005
– Continue to sell and support this O/S
 Vykon contractors
 TAC Invensys dealers
 Staefa dealers
• JENEsys™ O/S is AX
• Method to communicate R2 to AX is through the oBIX driver
• If an opportunity is specified “Niagara”, be sure to determine if it
is R2 or AX
• Call Lynxspring for clarification if necessary
NiCS - NIagara Compatibility Statement
• Licensing model for Niagara OEMs to define levels
and types of interoperability
• Two primary interactions
– Sharing of data between stations (application)
– Ability of the programming tool to engineer the station
• Limits are for security or competitive reasons
• JENEsys™ and tools are completely open
– Any Niagara-certified technician can work on the
system
• Customers can always get the stations and
programming tools (by others) opened up for Trane
Implications: Service of the system
Complements Trane’s Future Plans
Tracer Summit
Tracer ES
Industry Specific
IT Standards
TCP/IP (HTTP/XML)
BACnet/IP
Tracer
SC
Tracer
BCU
Comm 3
Comm 4
LonTalk
BACnet
LonTalk
Modbus
JENEsys
Integration
Platform
Siemens
JCI
Honeywell
Lighting
Security
Other
Target Applications
• Integrating 3rd Party Control Systems into Summit
• Purpose:
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Save you money by deferring product change outs
Integrate existing systems into a Trane networks
Customer investment in other controls is not lost
Provide you with a migration path for replacing older
systems
Variation 1 - Campus
Tracer Summit
TCP/IP
Legacy
Controllers
Building 1
C
C
C
C
C
C
C
C
C
C
C
C
Trane
Controllers
Building 2
C
C
Variation 2 - Building
C
C
C
C
Legacy 1
C
C
C
C
C
C
C
C
Summit
Legacy 2
Trane
Variation 3 – Summit HMI
Router/
Network Panel
C
C
C
C
Router/
Network Panel
C
C
C
C
Router/
Network Panel
C
C
C
C
Summit
Variation 4: Niagara Specified Projects –
Campus or Building
Existing
Niagara AX
Web
Supervisor
Head End
TCP/IP
Niagara
Compatible
Controllers
Buildings 1
through “n”
C
C
C
C
C
C
C
C
C
C
Trane
Controllers
Building “n”+1
C
C
C
C
Variation 5: Non-HVAC Integrations
Variation 6: Database Integrations
Export using:
Corporate
DB
Niagara AX Web
Supervisor
Trane
Summit
Network
.pdf
.csv
.txt
SQL queries
Oracle queries
Java
Email
SNMP
Web Services
HTML
XML
OPC
Legacy
Network
KEY
Data Flow Direct
Data Flow Using Supervisor
Service Platform Remotely
Trane and/or Lynxspring Technical People will access the JENEsys™ integration
platform via ProBuilder over the Internet, Intranet or a direct connection
Tracer Summit
PC with ProBuilder
Industry Specific
BACnet/IP
Tracer
BCU
Comm 3
Comm 4
LonTalk
JENEsys
Integration
Platform
Siemens
JCI
Honeywell
Lighting
Security
Other
Benefits
• Preserves your investment in legacy systems
– Extend the life of existing control systems
• Saves you money by deferring product replacement
• Makes legacy systems and new Trane systems part of an
integrated BAS network - “Embrace not Replace”….
• Legacy driver applications allow sharing of data from one system
to another, allows greater flexibility for you when choosing
equipment or services
Benefits
• Future proof technology – can “morph” over time
• You own the intellectual property and tools
• Multi-tier enterprise level system allows you to extend
the BAS beyond HVAC control. (Lighting, Security,
Energy Modeling, etc)
• Highly Scalable. Stand alone small building to multiple
instances all communicating together
Future Proof Benefits
– Open APIs: invoked to run programs – Trane can add value
without touching source code - allows independently developed
products and applications to work togethers
– Scalable– same software can be used in small low cost
devices and at enterprise app level
– Internet, TCP/IP, Web Services: value from 1000’s of
developers and companies
– JAVA: non proprietary programming language allows easy
access to technical experts
– Embedded Technology: Pay for what you use
Freedom of choice for you
• Manufacturer of choice
• Protocol of choice - BACnet, LonTalk, Modbus, and
many legacy systems.
• Contractor independence
• Choice to select add-on applications and devices from
third party suppliers
• Choice to extend the capabilities of the system
through standard software interfaces
Discussion Issues
•
•
•
•
It is not a “plug and play” solutions
We will need your help
We need to understand the legacy system
We will need resources – some of which you may
have
–
–
–
–
Tools
Software
Technical Expertise
Site specific expertise
Working as a Team
• Can you provide:
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–
–
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Fluency in legacy system
A “native guide”
Access to tools for legacy system
A map of building
 Current layout
 What are the system’s actual functions?
 Where are key functions “stashed”?
| 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings |
Working as a Team
• Trane provides:
– Integration platform and protocol translators
 JENE
 Appropriate drivers
– Applications knowledge
 HVAC systems
 IT
– Integration services
 Making the integration work
We need to understand:
• Points required for integration
– Read
– Read/Write
• Your expectations
–
–
–
–
Speed
Fidelity
Connectivity
Simplicity
• Your staff’s tolerance for change
– Look and feel issues
– We have one client but many customers:
 Board Room to Boiler Room
 Thermostat and Time Clock “habits”
| 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings |
Defining a Point
BCU
Tracer Summit Software
Legacy VAV Link
12 Physical Points
8 Logical Points
12 Physical Points
8 Logical Points
12 Physical Points
8 Logical Points
12 Physical Points
8 Logical Points
Summary: Defining a Point
• The Role of a JENE
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–
–
–
Discover devices/points on legacy network
Select desired points
“Map” desired points to BACnet
Only “mapped” points count towards sizing
Summary: Defining a Point, Cont.
• The Role of a BCU
– Graphics
 Discover “mapped” points as “non-Trane device”
 Tracer Summit graphics don’t require additional BCU capacity to
display/control “mapped points”
– Trends
 Trending “mapped” points does not require additional BCU points (but
you do need additional storage for the trends)
– Alarming
 BCU Points must be created if alarming required
– Programming
 CPL that references the “mapped” points does not require BCU points
– Scheduling
 BCU scheduling that references the “mapped” points does not require
BCU points
ProBuilder
Trane can access the JENEsys™ integration platform via ProBuilder
over the Internet, Intranet or a direct connection for on-going support
Tracer Summit
PC with ProBuilder
Industry Specific
BACnet/IP
Tracer
BCU
Comm 3
Comm 4
LonTalk
JENEsys
Integration
Platform
Siemens
JCI
Honeywell
Lighting
Security
Other
Understand Our Labor Components
• Deploying JENE
– Install hardware
– Configure hardware parameters (IP Address, etc)
– Station Setup (Drivers, Programming, etc)
 Install and configure client driver (legacy field bus)
 Install and configure BACnet driver (for export to Tracer)
– Discover legacy points
 Select points needed based on requirements
– Map selected legacy points to BACnet points
Integration Labor Components, Cont.
• Will you require System Level or Field Bus Level Integration?
• Depends on your requirements and driver capabilities
• Integration at System Level
 Add to graphics
– Will we add graphics for status/control
 Add to programming
– Adding additional control not previously available
• Integration at Field Bus Level
 Duplicate removed system level control routines in Tracer system
 Duplicate removed system level graphics in Tracer system
 Supplement graphics/programming as required
Other Issues to Discuss
• Does your application require additional BCU capacity?
• Do we need to acquire legacy tools or do you have them?
– Configuration
– Programming
– Servicing
• Subcontracting
– Is there a “guide”?
– Legacy protocol technician capabilities
• What are your requirements for warrantees and service?
End Result: Total Integrated Building Solutions
HVAC /
Controls
Enterprise Data
CFO
SQL
Facility Management
Lighting
smtp
Maintenance
snmp
Security
Energy/Metering
Interface to Fire System
Solution Examples
Testimonials
Using JENEsys™ we can sell more Trane controls, not less. And
we have just touched the surface of the potential that can be
reached by combining the JENEsys™ solution with standard
Trane controls. The JENEsys product opens up more options.
For example, we have the option of better integration to
competitors' systems. This opens up opportunities for more Trane
controls to be sold, and helps connect us with new customers to
broaden our base of potential service contracts.
…Steve Brimeyer of Trane Des Moines
Testimonials
Lynxspring products have increased both our controls
and equipment business by allowing us to integrate
into other people’s systems. This has resulted in both
increased equipment and service business. We now
are able to talk to customers that we couldn’t talk to in
the past. We are doing a job right now with a school
district that has four Johnson schools and one
Honeywell. Before Lynxspring we would not have
been considered. With Lynxspring, we have the job.
…Kevin Hauser at Harshaw Trane
Testimonials
The Lynxspring product has helped us secure new business as
well as expand our horizons on existing or new Summit. The
product has made it possible for us to respond to requests from
customers to integrate other competitive systems into our Summit
Workstation. Recently, Lynxspring assisted us with integration
information from Network8000 through Lynxspring to Summit and
we have responded favorably to the customer. We have also
used it to expand from our Summit system on a campus of one of
the Energy Industry customers to pick up two JCI buildings and
integrate the information through our Summit workstation.
…From Al Connelly at the Hunton Group
(Houston Trane)
Testimonials
Lynxspring has “top graded” our capabilities by
providing Trane Arkansas with a larger tool set and
more flexibility. As a result our people got better. We
were also better able to focus on retrofit and service
opportunities. Also, we had lost out to Niagara™ on
some campus and government contracts and
Lynxspring let us come back to compete for those
jobs.
…Frank Mayfield of Trane Arkansas
Arkansas Trane’s Frank Mayfield’s
Case Study
Tactic #1: Target Competitive Controls
Systems as Service Opportunities
• Use knowledge of competitive controls to expand share of
service customers
• Meet the owner’s need for comfort, reliability, efficiency
• Start with maintaining the incumbent system
• Leverage the lament: “It’s not working now and it’s never
worked!”
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Tactic #2: Map the Migration Path
• System Migration is going from proprietary to open
• System Migration is site specific
• Plan for spare parts through integration to become independent
of the incumbent
• Promote an open vision
– Web enabled
– Competitive bidding for expansion and service
– Single seat operation
– Virtual services
• Sell the vision
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Tactic #3: Make the building work better
• Selectively apply systems knowledge to enhance
building operation
• Define your performance with the building stake
holders
• Some items to consider for fast improvement:
– Throttling ranges of VAV controller
– Reset setpoints to relax the system
– Nail humidity problems
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Tactic #4: Overthrow the incumbent
• System crash issues
• Central Plant Efficiency
• System Obsolescence
– Parts not available, not reasonable about $
– Workstation operating system (OS/2, win95)
• Single source for controls and equipment
• Is there hostility towards the incumbent?
• Plant the flag, Install the integration platform
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Chenal Country Club
• 800 point Siemens' System 600
• Long standing equipment relationship
• Took advantage of poor performance of the
incumbent to get the control service contract.
• Sold integration with JENE prior to major expansion
and upgrade of facility
• Siemens to JENE to Summit (BACnet)
• Spec read “connect to existing Summit system”
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Cypress Plaza
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Longstanding equipment relationship
Andover OS/2 front end crashed
Andover bid $15,000 to replace
We cut their number and wound up paying some tuition
There is still an orange box on the wall
Building has renewed 3 times since Integration
Mediocre relationship between owner and Andover went sour
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Andover
• RS232 interface, dependent upon their building
level panel for data
• Long update times, takes patience to operate
• Tough to support, have to reload data in segments
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Siemens
• Ditto from Andover, low fidelity integration
• Be careful of taking on a new hospital with Div 17
integrations
• Comfortable with SCU’s and MBC’s
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
TAC Vista
• 2 communications link configurations
– Classic (LonWorks)
– Lon (LonMark)
• Once you touch a classic network with a 3rd party
tool the network is in jeopardy
• TAC LonMark is very well behaved
• Easy tunneling through JENE and ProBuilder with
Menta engineering software
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Johnson Controls
• JENE has both N2 Server and Client
• Our initial jobs were using FX 40, “Johnson JACE”,
N2 driver and everything else Niagara
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Other AX Drivers
• BC Network 8000
• CSI INET
• BACnet MSTP – Alerton, Delta, Reliable, KMC, etc.
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Niagara Framework
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Distech
Carrier One
Staeffa
Invensys
Honeywell
Vykon
Know the rules of access for other Niagara based
systems
• Know the vendor specific tools
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Caveat Integrator
• Must have a “native guide”
• Tools for set up and programming legacy unit controllers need
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to evaluated and maintained
Integrations occur at different levels within competitive system
architectures, understand the “where and how”
Know the pitfalls, manage customer expectations
Andover, CSI, JCI, Siemens Div 17 elements raise the bar
Avoid one offs & don’t get spread too thin
Know what’s important: schedules and setpoints carry large
weight for everyday operators
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Caveat Vendor
• Know the facts that threaten the credibility of the
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incumbent
Clients sometimes will “keep dancing with the one
that brought us”
Most of Trane Arkansas’ JENE installations have a
Summit front end
Compliment the ICS story
Step into the role of “best of breed” solutions
provider
| 2008 WEBINAR on SYSTEM INTEGRATION with a TRANE Focus |
Arkansas Trane History with System
Integration
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Andover
Alerton
Echelon (Distech, Viconics, HVAC equipment)
Johnson
KMC
Siemens
| 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings |
The Untouchables
• Novar
• TAC classic network
| 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings |
Summary of Essential Information
• Fluency in legacy system, “native guide”
• Tools for legacy system
• Integration platform and protocol translators
– JENE
– Appropriate drivers
• Map of the job
– Current layout
– What are the system’s actual functions?
– Where are they stashed?
• Applications knowledge
– HVAC systems
– IT
| 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings |
The Intangible Ingredients
• Customer Expectations
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Speed
Fidelity
Connectivity
Simplicity
• Customer Tolerance for Change
– One Client
– Many Customers: Board Room to Boiler Room
– Thermostat and Time Clock “habits”
| 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings |
Relationship Progression
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Repair
Maintenance
Enhancement
Displace legacy OEM
Listen and Discover
Develop and Advocate a System Migration strategy
| 2008 Lynxspring Partner Conference | Paradigm Return to Energy Savings |
Business Information
Working With Lynxspring
Lynxspring Business Partner
• Trane appointed as a buyer for the purpose of
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resale and servicing of Lynxspring products on a
worldwide and non-exclusive basis
Authorized JENEsys™ installer
Certified NiagaraAX integrator
Access to Lynxspring support program
Competitive pricing
Member of the LBP
network
Business Processes
• Ordering
– Order directly from Lynxspring in writing using
provided order entry form
– Online order entry coming!
• Warranty
– 18 months from date of shipment or 12 months
from date of installation
• Pricing
– Parity for company-owned and independent offices
– Reference Lynxspring JENEsys™ Price List
– Multiplier is .24
More Business Processes
• Shipping
– Product is shipped FOB from Leawood, KS
or from the Lynxspring supplier
– Shipping expenses are the responsibility of Trane office
• Cancellation and Restocking
– Requires prior approval from Lynxspring
– Restocking Charges
 Within 60 days – 20% ($100 minimum)
 60-90 days – 30% ($200 minimum)
 90+ days – 50% ($300 minimum
• Return Material Authorization (RMA)
– Contact Lynxspring and obtain a RMA
Technical Training
• Lynxspring TCP training (Niagara
AX
certification training)
– REQUIRED
– Each participating District must have at
least one certified technician
– Full five-day class
– Trane scheduled classes
• Tentative dates and locations
Location
Planned Week
Kansas City
December 8th
Trane Support
• Trane Product Support (1-877-78TRANE)
– Pre-sale marketing support
– First line technical support for integration between
JENEsys products and Trane controls
• Centralized Services
– Support for offices that need
contracted resources
Lynxspring Support
• Help desk support for JENEsys products
and higher-level integration support
• Lynxspring University
• Trane secure website
• LBP Group Support
– Project support
• Central Engineering Services
• Documentation
In accordance with Lynxspring Partner Sales
Technical Support Published Operating Procedures
December 12, 2005 Version 1.1
Be Aware
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Not plug and play
Easy to over commit
Understand legacy system
Associated resources required
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Tools
Software
Technicians
Drivers
• Different business/project model
– Estimating
– Support
Resources
• Lynxspring website: http://www.lynxspring.com/Trane
• Lynxspring forum: http://forum.lynxspring.com
– General Lynxspring Forum
– Trane Specific Forum
• iTrane (Portal)
– Presence within the Integrated Solutions pages
• ICSLs
Copies of Training Material
www.lyxnspring.com/Trane
Go to forum.lynxspring.com and click the “Register” link,
you will be presented with this:
Fill out the information and we approve it, and associate
them with the groups they can see including Trane forum.
http://forum.lynxspring.com
Questions and Discussions