1. QBR Review
BEMs Project
March 10, 2011

2. 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

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

4. “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

5. 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

6. 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

7. 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

8. 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

9. 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???

10. 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

11. 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

12. SharePoint

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

14. Opportunities – Developing Tracking Process

15. 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)

16. 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

17. 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

18. 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

19. 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

20. 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

21. 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

22. 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

23. 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

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