Transcript PowerPoint Template - Thermo King - Trane Lynxspring Portal

Required Printouts
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Price Sheet
Office Business Plan
Estimating Work sheets
Integrations you office has done worksheet
Business card or handout listing next steps and
contact information
Sales Training on
New Integration Platform
Agenda
1. Introductions and Tracer
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8.
Update
Lynxspring/Trane
Relationship
Where does Lynxspring
solution fit within Trane
Product Introduction
System Architecture
Overview
Products
Databases
Key Sales Points
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15.
Legacy Solutions
Solution Examples
Price Sheet Review
Estimating Projects
Support and Resources
Next Steps
Terminology Review/Terminology
Equivalents
16. Discussions
Session 1
Introductions and Tracer Controls
Update
Introductions – In 30 Seconds or less
Who are you?
What do you do?
What Office?
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
Session 2
Trane – Lynxspring Relationship
For a New Integration Platform
Objective of the Integration Sales Training
Provide information necessary for sales
personnel to successfully present and sell the
new integration platform
• The new integration platform
• The applications and fit with Tracer
• How to leverage capabilities for
incremental business
• The business process
Background and Vision for the Integration Platform
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
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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!
Product Overview
Bob Mealey
Vice President – Marketing and Sales
Previously
TAC Partners
OEM Sales
Federal Sales
JENEsys™ Integration Platform
JENEsys™ PC 1000
JENEsys™ PC 6000
JENEsys™ ProBuilder
JENEsys™ Communications Options
Standard Protocols
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BACnet
Modbus
oBIX
SNMP
 LonWorks
 Modem
 OPC
 Zigbee
2nd RJ45 Ethernet Connection
(BACnet IP/BACnet Ethernet, TCP/IP)
Existing 3rd Legacy Drivers
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Andover 256, Infinity
American Automatrix
Invensys Network 8000
Niagara™/ Fox
 JCI N2
 CSI INET
 Titus
1st RJ45 Ethernet Connection
(TCP/IP or Any Browser Interface)
Earth Ground
Communication Module
(LON, Modem, Zigbee)
RS485 Connection
(BACnet MS/TP, Modbus)
Data Integration Options
• Export using:
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– .pdf
– .csv
– .txt
SQL queries
Oracle queries
Java
Email
SNMP
Web Services
HTML
XML
OPC
Target Application
Legacy Integration
Legacy Integration Projects
Andover
CSI
Tracer Summit
Honeywell
JCI
A Complement to Tracer
• Add
– Ability to integrate existing (competitive) systems
– Ability to integrate non-HVAC building systems
• Accelerate
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Ability to penetrate existing buildings
Ability to develop protocol drivers
Data acquisition for intelligent services
Data gathering capabilities
• Strengthen:
– Backward compatibility
JENEsys
Integration Platform
Siemens
JCI
Honeywell
Lighting
Security
Other
Gather Information
Leveraging Legacy Integration
Developing Opportunities
Marketing Approaches
• The Red Coats and the Open Field Attack
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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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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!”
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
Kansas City
Kansas City
October 20th
November 3rd
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
Getting Involved
Talk To Your Territory ICSL
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Jim Beam
Mark Faucher (interim)
Mike Mumma
Scott Frechette
Carlos Soberon
Northeast
Southeast
Central
West
LAR
Independent Offices
• Contact Lynxspring directly
– Bob Mealey, Vice President of Sales & Marketing
Email: [email protected]
Telephone: (913) 901-1004
• Next Steps
– Negotiate LBP Agreement with Lynxspring
– Inform your territory ICSL
Office Readiness Assessment
• Review capabilities and readiness
• Identify local office champion for
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sales and fulfillment
Document success selling and installing
Tracer controls projects
Review controls service capabilities
Update estimating resources
Create integration business plan
Overview Summary
Summary
• Lynxspring’s JENEsys™ product line is our
new integration platform to complement
Tracer controls
• The primary opportunity is penetrating existing buildings through
integration to competitive building automation systems
• Legacy integration is a “different” element of the controls
business and requires a deliberate business decision to get
involved
• You can leverage legacy integration to sell more traditional Trane
systems, solutions and service
• Understand the current and planned the capabilities of your office
with regard to legacy integration
Discussion
Your best guess at 2 opportunities for integrations
Questions: Section 2
Session 3 Where Does Lynxspring Fit
Definitions
Target Application
Related Applications
Exception
Gateways vs. normalized 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
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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)
Normalized Data…
• Is like Microsoft’s Windows Operating System that
provides rules to application developers specifying
“look and feel” and terminology (e.g. File, Edit, Insert
etc) that enable users to intuitively navigate new
applications.
• JENEsys normalization provides a similar structure
and rules enabling building automation integrators to
intuitively navigate and interact with disparate control
systems.
• Integrators appreciate that all information is presented
in the same format with same look and feel.
Normalized Data
Normalized Data
Takeaways on Normalized Data
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Provides more robust interface
Easier data handling for integrators
More flexibility in providing interfaces
One to anything capability
Less prone to re-visioning issues
Target Application
• Integrating 3rd Party Control Systems into Summit
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Allow Trane to take over accounts
Integrate existing systems into Trane networks
Customer investment in other controls is not lost
Trane can install its controls downstream
Target – Variation 1 - Campus
Tracer Summit
TCP/IP
Legacy
Controllers
Building 1
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Trane
Controllers
Building 2
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Target – Variation 2 - Building
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Legacy 1
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Summit
Legacy 2
Trane
Target – Variation 3 – UI Takeover
Router/
Network Panel
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Router/
Network Panel
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Router/
Network Panel
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Summit
Related Applications
• Niagara specified projects, (interim solution).
– New Tracer SC communicating with oBIX.
• Non – HVAC Integrations
• Purpose:
– Extend reach of Trane products into non-Trane specs
– “Nose under the tent” for penetration into competitor’s
projects
– High value total building solutions
Related - Niagara Specified Projects –
Campus or Building
Existing
Niagara AX
Web
Supervisor
Head End
TCP/IP
Niagara
Compatible
Controllers
Buildings 1
through “n”
C
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Trane
Controllers
Building “n”+1
C
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C
Related – Non-HVAC Integrations
Section 3 Takeaways
• Target application is JENEsys™ used as an
integration platform for legacy systems
• Related applications include Niagara specified
projects, (interim), and Non – HVAC
Integrations.
Questions: Section 3