Niagara AX Selling Concepts Your company Name Here

Niagara. AX Selling Concepts Your company Name Here

Agenda • Introductions • What You Should Know About Niagara. AX • One Customer, Many Stake Holders • Finding the Value Proposition • Project Example • Tools 2 HONEYWELL - CONFIDENTIAL

Universal Building Automation Software • Niagara. AX - A powerful building automation software that connects to: - Multiple Vendors w Honeywell, JCI, Siemens, TAC, Andover, and many others - Multiple Protocols w LON, BACnet, Modbus, OPC, and many others - Multiple Systems w HVAC, Energy, Security, Laboratory, Lighting, Electrical Monitoring, Plumbing, Irrigation • Integrates them into one common platform for daily operation, maintenance, and engineering - Common web-based graphic interface - Accessible from anywhere 3 HONEYWELL - CONFIDENTIAL

Value in Integration Administration Security Energy Finance Lighting MODBUS XML SQL HTTP HTML Facility/Plant Management ODBC SNMP JDBC FTP LEGACY Fire SMTP WAP HVAC Maintenance And More From boiler room to board room – Niagara. AX brings value to your operation 4 HONEYWELL - CONFIDENTIAL

Niagara. AX Components • WEBs-AX Controller - Also Called a JACE – Java Application Control Engine) - Network Area Controller w Provides server and internet power at the building level w Integrates open & legacy protocols w Simple browser interface for unlimited users w Energy, Automation, and Security applications • AX Supervisor - Central Server w Archives data & alarms w Alarms console w Engineering station • Work. Place AX - Engineering over the Internet 5 HONEYWELL - CONFIDENTIAL

Typical Niagara Architecture Utility DR Server Web Supervisor Energy Suite Web Browsers LAN, WAN VPN WEBs-AX Controller LON WEBs-AX Security Controller Remote Reader Wireless Protocols Remote I/O Modbus RS-485 Ethernet Protocols MSTP RS-485 LON Devices MSTP Devices Modbus Devices 6 IP Controllers HONEYWELL - CONFIDENTIAL Modbus TCP, OPC and others

Architecture • WEBs- AX Controller - Resides on Ethernet LAN, WAN, VPN - Also can use Dial-Up - GPRS Cellular Modem • Embedded Distributed Server • QNX Real Time Operating System (RTOS) - The OS for your car • No MS Windows required - Less prone to viruses and hackers • Built in UPS/Battery Backup • Dual Ethernet Ports • LON, RS-232, 485, wireless 7 HONEYWELL - CONFIDENTIAL

Integration Engine • Supports Multiple Protocols • Client and Server - LON - BACnet Ethernet, IP, MSTP - MODBUS RTU, TCP - OPC - SNMP - o. BIX - Legacy Protocols • Allows multiple protocols to interact with each other - A LON sensor can provide input to a BACnet controller and control a MODBUS VFD. • A JACE can serve up various protocols and make itself look like a BACnet, OBIX, Modbus, or LON device 8 HONEYWELL - CONFIDENTIAL

Control and Energy Engine • Real Time Control Engine – – Performs Control Logic PID Loops Local I/O Central Plants, AHUs, Rain Water Harvesting, Air Washers • Embedded Energy Management – – – 9 Scheduling Demand Control Demand Response, Open. ADR Optimum Start/Start Lighting & Irrigation Control HONEYWELL - CONFIDENTIAL

Data Management and Routing Engine • Trending – Monitors and Stores Trend Data Locally – Analog data, runtimes, alarms, user activity • Alarm Monitoring and Annunciation – Triggers alarm notification to various recipients • • • Printer Browser Cell phone SMS text Twitter • Reporting – Automated reports – Emailed automatically 10 HONEYWELL - CONFIDENTIAL

IT Friendly • Supports IT Protocols – SNMP, o. BIX, XML. Custom Web Services – IT messages to Facilities – Facilities Alarms to IT • Dual Ethernet Ports – Keeps Non Standard IT protocols of Corporate LAN • Multiple Database Support – – – Archon MS SQL My. SQL Oracle DB 2 • No MS in Embedded JACE 11 HONEYWELL - CONFIDENTIAL

Web Server • Local Browser Based User Interface – Unlimited Users • Integral Web Server – – Graphics Charting Alarm Management Scheduling • Dynamically Generated Navigation • Integral Web Based Engineering – – 12 Graphics Logic Integration Wizards HONEYWELL - CONFIDENTIAL

Security, Access, Video • Built on Tridium’s JACE 2/6 Product Design • • • 13 Built on Tridium’s JACE 2/6 product design • Web-Based Video Support • –Video Support Video drives BAS functions – - BAS drives Video functions HONEYWELL - CONFIDENTIAL

WEBs-AX Integrated Architecture WEB Browser System Software Internet Ethernet / LAN 14 WEBs. Station-AX http, BACnet, o. BIX, SNMP, XML, Fox HONEYWELL - CONFIDENTIAL WEBs-AX Supervisor WEBs-AX Enterprise Security WEBs-AX Energy Analytics

Integrated Building Automation, Security, Video 15 HONEYWELL - CONFIDENTIAL

AX Supervisor • Provides Interface to Enterprise Applications • Provides database administration for the object database and relational database in all JACES - Provisioning - Robots • Alarm & Data Archiving • Alarm Management • Manages global control functions - Time, scheduling, energy management, demand response coordination, tenant billing, alarms, data collection and trending • Includes Work. Place AX Engineering Tool • Automated Reporting • Auto Configuration in 3. 5 16 HONEYWELL - CONFIDENTIAL

Third Party Applications • Only Niagara. AX has an open API • Community of Developers Creating – Drivers – Dashboards – Graphics Libraries – Energy Analysis – FDDS – Industry Specific Applications – Appliances • • 17 Delphi Web. Vision HONEYWELL - CONFIDENTIAL

Selling The Value of Niagara. AX

Adding Value • Benefits are not real unless the customer can find a value proposition 19 HONEYWELL - CONFIDENTIAL

One Customer, Many Stake Holders, Many Roles Title Customer Role • • • Problem/Issue Owner Maintenance Engineering & Projects Facility Manager(s) Safety Director IT Director Energy Manager VP Facilities CTO CFO CEO • Solution Provider • Budget Holder • Technology Influence • Sponsor • Decision Voter • Possible Negative 20 HONEYWELL - CONFIDENTIAL

Value (Pain) Points • val·ue - Worth in usefulness or importance to the possessor • Each customer role sees value differently • Daily business and technical issues cause corporate pain • Owners see value in relieving pain • Create a solution that adds value and relives pain for all stake holders 21 HONEYWELL - CONFIDENTIAL

Discover Pain Points and Value • How? - By Listening more than talking • Who? - All key stake holders • Why? - To form a custom solution that meets the needs of the customer and shows them the value of the solution vs. the price. 22 HONEYWELL - CONFIDENTIAL

Presenting a Solution • How? - Show don’t Tell w Use live demos • Have a few favorites that show all key features w Case studies w Customers want to see how others have solved similar problem sets w Minimize the Power Point • 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 - Show them how your solution meets the overall needs of the organization and individual goals of the stake holders. 23 HONEYWELL - CONFIDENTIAL

One Customer, Many Stake Holders CEO CTO CFO IT Director Engineering/Projects Outside Service 24 COO VP Facilities Safety Director Facility Manager Mechanical Maintenance HONEYWELL - CONFIDENTIAL Energy Manger Electrical Maintenance

Pain Points CEO CTO CFO IT Director Engineering/Projects Outside Service 25 COO VP Facilities Safety Director Facility Manager Mechanical Maintenance HONEYWELL - CONFIDENTIAL Energy Manger Electrical Maintenance

Who is the internal Solution Provider? CEO CTO CFO IT Director Engineering/Projects Outside Service 26 COO VP Facilities Safety Director Facility Manager Mechanical Maintenance HONEYWELL - CONFIDENTIAL Energy Manger Electrical Maintenance

Who owns the Budget CEO CTO CFO IT Director Engineering/Projects Outside Service 27 COO VP Facilities Safety Director Facility Manager Mechanical Maintenance HONEYWELL - CONFIDENTIAL Energy Manger Electrical Maintenance

Decision Influence Sponsor Technology CEO CTO CFO IT Director Engineering/Projects Outside Service 28 The Wrench Voter COO VP Facilities Safety Director Facility Manager Mechanical Maintenance HONEYWELL - CONFIDENTIAL Energy Manger Electrical Maintenance

Project Example • • • Internal Solution Provider Metering Project Niagara. AX and Energy Analysis Good Energy Sponsor IT on board with technology Need to add influence or Sponsor Technology - Engineering - VP Facilities Voter • Outside service vendor is threatened CTO CFO IT Director Engineering/Projects Outside Service 29 The Wrench CEO COO Pain Owner VP Facilities Safety Director Facility Manager Mechanical Maintenance HONEYWELL - CONFIDENTIAL Energy Manger 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 • • 30 Site visits On line project demos – How others use the system 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, HONEYWELL - CONFIDENTIAL

Value Proposition – Energy Manager Issues/Pain Value/Features • Must identify and allocate energy usage • Energy data and reporting • • • with billing data - Web access Must deal with multiple rate structures - Meter Interfaces regardless of and utilities protocol Required to develop energy strategy - Jace I/O for pulse & analog and recommendations with limited tools meters and info • Energy Reduction Probably using a big spreadsheet - Energy management and May have been assigned this position in scheduling in the Jace addition to an existing role - Real time pricing interface to Must reduce energy usage and costs the utility Tools • Energy Analysis Demo • Energy Applications in Niagara. AX • On line project demos • Web pages with costing data – Dashboards with energy and cost data • 31 Site Visits • Energy Analysis - E 2 Profiler and Cost Profiler - Third Party Applications - Dashboards • May not care about programming tools or other technical details or non energy related issues HONEYWELL - CONFIDENTIAL

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 • Has a lot of auxilliary equipment such as chillers, CRACs etc that his system relies on for operation but does not have real time interface Tools • Niagara. AX IT Managers Guide • Detailed Technology Demos • Online project demos • Other IT References • o. BIX Open Toolkit 32 Value/Features • Security - Embedded Jaces with no Windows - Ability to set Ports - LDAP interface - Niagara. AX 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 w IT alarms to Facilities w Facility alarms to IT • Enterprise Connectivity - Multiple DB support - Oracle, DB 2, SQL, My. SQL - o. BIX HONEYWELL - CONFIDENTIAL

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 Tools • Case Studies • Energy Demo • On line project demos • Site Visits • Enterprise Integration Capabilities • Web pages with costing data – Dashboards with energy and cost data 33 - Multiple sources for product and - services for competitive bidding Protocol agnostic • Energy Savings - Enterprise Energy Applications • Tenant Satisfaction - NAV Files - Custom Tenant UI w Reveal w IPHONEYWELL - CONFIDENTIAL

Value Proposition – CFO Issues/Pain • Operations Cost • Budget Constraints • Budget Planning Tools • Case Studies • Niagara. AX Community and open access to products • On line project demos • Web pages/Dashboard with costing data • Excel spreadsheet interface to Niagara. AX using “web query” 34 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 HONEYWELL - CONFIDENTIAL

Project Sales Matrix Problem Owner Pain 35 Solution Provider Budget Owner Tech Influence Risk Potential Maintenance Ease of use Remote Access Alarm Routing Engineering Bidding, Consistent Projects Quality Diagnostic s Design and Spec Cost Estimate Wants only open protocols Energy Manager Needs Energy Tools Sub Metering Provide input to engineerin g Yes 200 K for Metering Likes JACE 2 as Meter Interface Facilities Dir Opr Cost Reduction s Integrated GUI Yes 500 K Integratio n Very Technical Facilities VP Data Connectio n to SQL Yes Neutral 700 K for HONEYWELL - CONFIDENTIAL project + Sponsor Vote Features Yes 1 Browser demo Alarm Service HX, PX 1 Drivers Open Access to product Charting Yes 2 VES Jace 2 with meter I/O Working 3 Likes JCI Neutral 1 Assign Action

Diagnostic questions developed from analyzing pain, and features that provide a solution 37 Maximizing Existing Investment What is the impact on your building systems when you add space? Renovate space? Do you expect to have to replace your existing systems? <If no>, will you be able to get competitive proposals? Lead to a significant investment? Do you feel you got the right return on that original investment? E: When renovating or installing new space Q: would it help if P: You and your staff A: could maximize the value of your existing controls system investment by reusing it, while upgrading with new technology? Energy Costs Are energy costs a major part of your operating budget? Have you ever had to pay penalties for excessive peaks? How much? Have you ever had equipment run when it shouldn’t have? Example? How did you find out? When? E: On an ongoing basis Q: would it help if P: your controls system A: could monitor energy consumption in real-time, then automatically adjust electrical loads and set-points to reduce utility costs? Identify Inefficiencies/Allocate Resources How do you track energy data? Across multiple facilities? Do you have any metrics to rate building performance? Do you have the right information to determine how to allocate capital expenditures? Resources? E: At any time Q: would it be helpful if P: You and your team A: could easily identify your worst performing buildings by running a report on your browser, which compares the data collected from all your facilities? Operational Efficiency How do you deploy your maintenance resources across facilities? Do you have to duplicate skill sets at each facility? Can you leverage your best talent? Even if they are remote? What is your typical response time? Are you and your tenants satisfied with that? Do you pay overtime or on-call charges for employees or contractors to come to the facility at off hours to respond to problems? How often, how much. Does it present any problems? E: When you need to monitor your building systems, respond to alarms, or make changes to your controls system, Q: would it help if P: any authorized personnel A: could access and diagnose all systems with one common user-interface, via a web-browser, from anywhere at anytime? Recap Confirm Solution HONEYWELL - CONFIDENTIAL

Tools • Playbooks • www. google. com • www. niagara-central. com • AX Overview Presentations • Axdemo. tridium. com • Customer demo sites • Niagara. AX Sales Training - Honeywell Golden Valley Learning Center, MN - Tridium, Richmond, VA - Regional • Niagara. AX Sales Support 38 HONEYWELL - CONFIDENTIAL

Questions

www. honeywell. com 40 HONEYWELL - CONFIDENTIAL