QBR Review BEMs Project March 10, 2011

Agenda Building Energy Management Solution BEMs Blast!!! Accomplishments Current Status and Action Plan Resources Selling Strategy Opportunities Example Selling Approach Army Corps/GSA Summary – Solution Creation Cycle

Building Energy Management Solution BEMs Brings BAM!!! Back into Buildings

“Quotable Quotes” “By the way, people *love* SE when they see the demo (just as I did in Jan), congratulations!” Luca Coppadoro “I think we have the team pretty much ready to go on our end. We are all pushing for this project to succeed, both John & Jim are excited because they know this is the future for DPS.” Ken Elder – DPS “As soon as we can get our hands on the new package we will start installing.” Kevin Wiggins – Global Scene

Customer Reaction – My Favorite “You mean to tell me you can deploy a fully functioning enterprise metering solution, with analytics, in 1 hour for less than $4000/site? We spent 2 years and $11 Million doing two sites. You gotta be s**ting me!” – Calibre Army Corps Project - ~18000 meters $50 Million contract to Calibre 5 year duration, 3 years left = $10-16 Million Echelon Opportunity – we’ll get to that later

Accomplishments Technical Training Rapid Deployment Bundle – 1 image (FPM), 2 Wizards Target install time per site – 20 min SmartServer Image complete – released to System Test Wizards nearing completion (today!) Support for more meters then on original plan Demo account access given to sales team Training First pass training modules completed Videos in process Coordination with Serious Energy

Accomplishments Sales Webinars held for internal team and Solution Partners Pricing model complete ROI model complete EMEA/Americas Project Review – last week Asia Project Review – last week Sales team provided all material via new SharePoint portal

Accomplishments Marketing New presentation completed New case studies posted First Brochure completed AHR Expo launch completed – successful! EcoBuild European introduction – successful! SharePoint System Docs implemented Press release, Media alerts AHR Expo EcoBuild ISH

Status GOAL - FCS early April 2011 Beta Program Start – Monday 3/13 DPS, TENG, Serious Materials Building Technical Wizards to be released to System Test March 11 Release to Ops/OA March 31 Target Marketing Promotion plan requested from worldwide sales team for balance of 2011 Review, budget, engage Website updates, webinars, conferences, trade shows, seminars… Press release(s) on first big wins – Sales SPIFF Competition???

Status Sales New quoting tool – in development Coordinate opportunities with field Define territory promotion planning with marketing Support sales/customer calls Webinars, trainings, demonstrations, videos Real projects being uncovered Filling the funnel – see matrix here Solution Partners Qualifying and Signing – See list here

Selling Tools and Resources Building Energy Management Solution (BEMs) presentation V1.3.pptx Building Energy Management Solution Short Project Planner and FAQ Play Book Meter List Sales Demonstration Video Case Studies

SharePoint

Selling Strategy Direct/Corporate Echelon Field Sales Solution Partner Integrator Distributor Meter Partner

Opportunities – Developing Tracking Process

Risks and Issues English language only (for now) US Tech Support only (US hours) Imperial Units only (for now) – No SI units Security access – no XMPP…yet Need for Power Management Unit (Electrical Panel ) (PMU) – 8 and 9 channel units in evaluation Functionality Enhancements Gas meter support Water meter support Meters for broader market (Asia/EMEA) Serious pricing issues Serious competition issues (CISCO)

Selling Process Example US Army Corps Energy Metering Project ~18000 meters $50 Million contract to Calibre 5 year duration, 3 years left Spent $11 Million Delivered 2 pilot sites Significant challenges in rolling their own Potential $10-16 Million Echelon Opportunity

Data Storage & Reporting USACE Calibre Pilot Data Storage & Reporting Server Virtual Network UMCS SQL/CSV Server No standard data formatting Compliance issues from UMCS vendors Significant custom engineering effort Non-sustainable E E E E Modbus LON MBus Pulse Count

Data Storage & Reporting Locations with no UMCS Data Storage & Reporting Server Virtual Network Server SmartServer to local building server Get SmartServer to be DIACAP approved SmartServer FTP LOGS E E E E Modbus LON MBus Pulse Count

Data Storage & Reporting Hybrid Approach Data Storage & Reporting Server Virtual Network UMCS SQL/CSV Server UMCS where supported SmartServer for non-supported sites or no UMCS SmartServer FTP LOGS E E E E Modbus LON MBus Pulse Count

Echelon BEM Solution Remove local server DIACAP SmartServer Analytics App Reporting App Server Virtual Network O&M App UMCS Alarming App Remote GUIs/Apps Remove local server DIACAP SmartServer Standard data format via XML/SOAP LonMark Standard Profile and Web Service XML/SOAP Apps SmartServer FTP/CSV Apps LON-IP Apps Apps Local GUIs/Apps E E E E E W G Modbus LON MBus Pulse Count PMU Pulse Count Pulse Count

Echelon BEM Solution Remove local server DIACAP SmartServer Analytics App Reporting App Server Virtual Network O&M App UMCS Alarming App Remote GUIs/Apps Remove local server DIACAP SmartServer Standard data format via XML/SOAP LonMark Standard Profile and Web Service XML/SOAP Apps SmartServer FTP/CSV Apps LON-IP Apps Apps Local GUIs/Apps E E E E E W G Modbus LON MBus Pulse Count PMU Pulse Count Pulse Count

Energy Data Exchange Profile XML Schema Profile Type Device Data Type – (ie: Energy, Gas, Water, Other) Name Text Index Location Global index (GPS – Lat/Long/Alt) 3D info – Building specific info (X,Y,Z) Time Stamp Time – global Meter Data Meter info Meter name/brand Meter type Meter index Meter Calibration Metering Profile KWh KW Phase Power factor Current Line voltage etc Common Site Information Meter Specific Information LonMark Energy Meter Profile

Potential Final Approach Analytics App Reporting App Server Virtual Network O&M App UMCS Alarming App XML/SOAP Server Entire system DIACAP approved All parties adopt open model Fully adopted standards approach XML/SOAP Server SQL/CSV LON-IP E E E E E W G Modbus LON MBus Pulse Count PMU Pulse Count Pulse Count

Building Energy Management Best of Breed Solution Enthusiasm Excitement Preparation Planning Solid Partnerships Achieve Success Summary Revenue