“SOLAR” Solutions Processes / Tools Update Processes and Tools Team Celeste Cuffie Keith Evans Benny Neff Mark Glomstead Guest Speakers Bill Burke.

“SOLAR”Solutions Processes / Tools Update

Processes and Tools TeamCeleste CuffieKeith EvansBenny NeffMark Glomstead

Guest SpeakersBill Burke

Agenda

Business Management / Best Practices Solutions Application Manager (SAM) Playbook

Core “Solutioning” Tools / Fusion Field Survey Customer Solution Modeler (FACTS) Performance Management (Value Trak) Energy Management (Calcs)

Red/White/Blue Opportunity Calculator (ARRA) Futures

3

Business Management Tools

Solutions Application Manager (SAM)

5

New centralized launch point for Solutions Applications

Current Release v2.1 – support for Sales Solutions Dashboard Solutions File Manager (Sales Version)

Next Release v2.2 – January 2010 Solutions Architect – Projects Tab Solutions File Manager (Move and Delete Version) New Account / Package / Opportunity search feature

Future Build v2.3 – March 2010 Inclusion of Playbook with revised functionality

Fusion 2009/2010

SAM – Solutions Application Manager

What is it?

6

DEMO !

South

South East

North East

West

Mid Atla

ntic

East Centra

l 0%

10%

20%

30%

40%

50%

60%

31%

44%

32%

52%

42%

47%

*Note Northwest was part of pilot Central and Canada regions in process

SAM – Sales Training

SAM v2.1 Training for Sales AE, Sales Manager training November 2009 (1 hr teleconf) Percent trained approaches 50%Your support needed: Add Sales and PM employees to Team in SA Encourage others to use SAM Use SA / SAM File Manager yourself

Percent Sales Trained

7

Best Practices / Customer Value Chain

Playbook Update

8

About 25% of Design, but only 5% of Build and Performance Manage docs were updated in 2009.

Most changes were minor. Relatively few documents were added in 2009.

Performance Management contains 18 documents, tools, templates.

Playbook is your source for shared tools and best practices – please contribute.

9

Documents / Tools / Templates changed from January 1, 2009 through October 31, 2009

Playbook Content Adds / Changes 2009

Completed June 2009, a comprehensive computer-based training program.

About 6 to 8 learner hours

“Thanks” to more than two-dozen Solutions subject matter experts who contributed.

30+ employees have completed all 5 modules – most from West region.

10

Screen shot from Onboarding CBT – Design section, Verify phase

Playbook Training - Onboarding / CBT Program

Playbook Tool – Planned Changes

Inclusion into Solutions Application Manager (SAM) Improved support for Project Managers Support for Federal Process Enhanced Descriptions for Phases / Steps / Tasks Additional Descriptions for Files New Roles and Responsibilities Viewer Links to JCI support websites

Legal Procurement Diversity Learning & Development, etc.

Usage Tracking

Program Features

11

Core “Solutioning” Tools / Fusion

Field Survey Tool – An Update

12

Survey Redesign• Update existing

survey• Integrate with

solution modeler and Facts replacement

Facts Replacement• Reengineer and

upgrade financial modeling tool

• Enhance solution modeling capabilities

Calcs Upgrade• Standardize and

integrate straight-line calculation model

• “The value of the BIM”

Value Track Replacement• Replace Value

Track tool with web-based solution

• “Guarantee Risk Manager”

13

Fusion Initiative - 2009 / 2010

Lead: Keith Evans Lead: Benny Neff Lead: Bill Burke Lead: Benny Neff

Forward focus - “Solutioning” Tools & “Fusion”

13

Fusion 2009/2010

Field Survey Tool

Prioritize and qualify 21 requested features Review Asset and BIM structure and Detail Align Asset and BIM structure to Customer Solutions Modeler Continue Evaluation of new Technology

Mobile Frame Livescribe Pen Eye-Fi Picture Transfer card and software Tazer Axon – Video Capture Device Apple Tablet (Conceptual)

Release Target FY2010

Project Plan:

14

Please indicate your level of awareness with the SA Field Survey Tool:

Aware of it

Familia

r with

...

Have

used on 2...

My t

ool-of-c

ho...

0% 0%0%0%

15

1. Aware of it2. Familiar with it3. Have used on 2+

projects4. My tool-of-choice

for all projects

10

How do you currently conduct field surveys...?

Paper Only

Picture

Only

Audio Only

Paper and Pict

...

Paper, Pict

ure...

SA Fi

eld Surve...

Oth

er

0% 0% 0% 0%0%0%0%

16

1. Paper Only 2. Picture Only3. Audio Only4. Paper and Pictures5. Paper, Picture and

Audio6. SA Field Survey Tool7. Other 10

Your belief - the most effective field solution for a world-class ESCO should utilize...

Paper O

nly

Picture

Only

Audio Only

Paper a

nd Pict...

Paper, P

icture.

..

SA Fi

eld Surve..

.

SA Fi

eld Surve..

.

Other

0% 0% 0% 0%0%0%0%0%

1. Paper Only 2. Picture Only3. Audio Only4. Paper and Pictures5. Paper, Picture and

Audio6. SA Field Survey Tool7. SA Field Survey Tool

improved8. Other

17

10

If a resources was in place to transcribe field survey data, How would you like to conduct field

surveys...?

Paper O

nly

Picture

Only

Audio Only

Paper a

nd Pict...

Paper, P

icture.

..

SA Fi

eld Surve..

.

SA Fi

eld Surve..

.

Other

0% 0% 0% 0%0%0%0%0%

18

1. Paper Only 2. Picture Only3. Audio Only4. Paper and Pictures5. Paper, Picture and

Audio6. SA Field Survey Tool7. SA Field Survey Tool

improved8. Other 10

If you DO NOT use SA Field Survey tool on projects what is your primary reason?

Computer W

eigh...

Battery Li

fe

No Computer C

a...

Tool is

diffic..

.

Can not fi

nd c...

Can not g

et da..

.

Have not b

een ...

I’m an old dog..

.

0% 0% 0% 0%0%0%0%0%

19

1. Computer Weight2. Battery Life3. No Computer Case4. Tool is difficult to use5. Can not find camera to

work with tool6. Can not get data out of tool

once it has been added7. Have not been trained8. I’m an old dog and can not

be taught new tricks 10

If you DO you use SA Field Survey Tool on projects what is your primary reason?

Easy

to use

Captures P

ictu...

Well o

rgan

ized

Is a diff

erent..

.

Saves ti

me

Use

it beca

use...

Oth

er

0% 0% 0% 0%0%0%0%

20

1. Easy to use2. Captures Pictures Tied

to Assets3. Well organized4. Is a differentiator5. Saves time6. Use it because it’s the

“standard”7. Other 10

Core “Solutioning” Tools

Customer Solution Modeler – Project and Financial Modeling (FACTS)

21

Your guess - how many unique financial models (“JC Facts”) are in use today in Solutions,

Americas?

0%

0%

0%

0% 1. About 32. More than 53. More than 154. More than 20

22

10

Financial Modeling Project – “Facts”Fusion 2009/2010Current environment:

Multiple versions (no standardization) Tools lack focused support and QA Lacks integration with other tools No leveraging of tool best practicesTools require local “Excel Experts” to support Large projects cause high probability of formula errors Un-necessary hours spent checking formulas No sharing of data entry across other Solutions Tools Lacks “Customer Friendly” features

23

Financial Modeling Project – “Facts”Fusion 2009/2010

Research/Analysis Business Requirements / Drivers Field Council Involvement Vendor research Prototype Development Model Testing NW Region Pilot Testing of “Customer Solution Modeler”

Project progress / history:• Analysis• Prototyping Now

• Design• DeployNext

24

Financial Modeling Project – “Facts”Fusion 2009/2010

Multi-dimensional business case modeling tool Integrated subsidiary models for energy savings, costing and customer financing Solutions Architect database integration Tool scalability that addresses varying project sizes and scopes Flexible data input yet standardized formulas / calculations Customizable interface for customer demonstration and reporting

Features - “Customer Solution Modeler”

25

Financial Modeling Project – “Facts”Fusion 2009/2010

Increased modeling power via more features / flexibility Flexible input and reduced re-keying means fewer errors due to tool integration (Fusion) Standardized calculations yet scalableStandardized approach reducing support and training costs Greater precision reducing variances and shortfalls due to calculation errors A differentiator in the marketplace

Benefits - “Customer Solution Modeler”

26DEMO !

“Solutioning” Tools

Guarantee Risk Manager – “Value Trak”

27

Guarantee Risk Manager / Value TrakFusion 2009/2010Current environment:

Value Trak – an outdated tool lacking support No data integration – an island of data Roll-ups are labor intensive Lack of consistency across regions Lacks “Customer Reference” features Shortfall reporting features not consistent with Operations

AGINGMAN-

RISK

28

Guarantee Risk Manager / Value TrakFusion 2009/2010

Field Council Involvement Business Requirement Drivers SAM compatibility Screen Shot and Specification Development

Project progress / history:

29

Guarantee Risk Manager / Value TrakFusion 2009/2010Features:

Integration (data) from Solutions Architect / SAM Shortfall Management consistent with Operations Customer References reporting capability

Benefits: Project Development /

Performance Assurance Alignment File / document management strategy reducing risk

30

Energy Modeling Update

CALCS

31

CALCs Working Group Kick Off

• Charter– Evaluate the centralized inventory of CALCs that are published as part of the playbook and catalogue

repositories.• Create functional or asset related groups of calcs with the purpose of evaluating what is missing.

Queston #1 – is our current portfolio of Calc tools sufficient / where are the holes ?

– Select groups of CALCs that represent some measure of quantifiable value to the business as targets for “improvement”, where such improvement can be in a form that will support the widest application basis across the regions, and can be ‘standardized’ in a form that will not require ‘customization’.• Prioritize those targeted groups in a manner that reflects either ease of standardization or those groups

that will yield significant business benefit from ‘gap’ filling within the group.Question #2 – where should we focus the upgrade effort ?

– Evaluate the data requirements for the ‘targeted groups’ with the intent to automate the calculation process based on referenced data links to Sol/Ar.• As part of the standardization initiative, not only will we want to address the math calculations, but also

enhance data integrity features for both input variables (source data) as well as output parameters (savings) . Question #3 – how do we ‘automate’ what is now a ‘manual’ process ?

– Create a development timeline and forecast budget requirement to improve, expand, standardize and integrate the CALCs tool into the FUSION initiative.• Must reflects the needs and interest of the REGIONS and be supported by a business case establishing

the associated risk, performance and value metrics. Question #4 - what gets done, when and how much will it cost ?

Early Phase FIM Focus

Early Phase FIM Focus

Calcs Working GroupRoster

• Scott M Harris CAN Survey / Calcs• Blaine R Banks E-C Survey / Calcs• Eddie Decker M-A Calcs• John W MacKay SE Survey / Calcs• Karen L Smith SE Calcs• Richard D Didier CAN Survey / Calcs• Rusty W McLellan S Survey / Calcs • Bradford G Estadt E-C (k12) Survey / Calcs• Nancy M Ashman SE (K12) Facts / Calcs• Mark R Reinbold HC(v) Facts / Calcs• Matthew E Bruce NW Facts / Calcs• Domenic Armano NE Facts / Calcs

Red/White/Blue Opportunity Calculator

American Reinvestment and Recovery Act (ARRA)

37

Red White & Blue Opportunity Calculator (ARRA)

Purpose Initial sales consultation tool Used by Account Execs and Sales Managers Establish credibility of JCI on ARRA Encourage customer to undertake project.Outputs Approximate energy savings Estimated project size Potential funding sources Estimated impact on environment and economy38

Futures / Wrap-up

Where to from here?

39

Future focus

Business Management• Dashboard• File and Team

Management• Reporting• Risk

Management

Core Solutioning• Field Survey Tool• Financial

Modeling• Energy Modeling• Costing• Water Modeling

Customer Collaboration• Customer• Subcontractor• Others

Business Analytics• Benchmarking –

Energy and Cost

• Solution yield analysis

40

Increasing strategic focus: Customer, Growth, Profitability

Thanks

Thank you for attending ! Visit our booth at the show !

Your thoughts and feedback always welcome…

Contact us: [email protected] [email protected] [email protected] [email protected]

41

“SOLAR”Solutions Processes / ToolsUpdate

Processes and Tools TeamCeleste CuffieKeith EvansBenny NeffMark Glomstead

Session Evaluation

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