The document discusses how smart IoT retrofits can improve energy efficiency in intelligent buildings. It notes that buildings account for a large portion of energy usage and outlines benefits of connecting physical assets to remotely manage maintenance and repairs. The document advocates that manufacturers of smart building equipment deploy integrated retrofits, build analytics capabilities to enhance ecosystems, and think strategically about responding to IoT trends to ensure competitive success.

1. IMPROVING ENERGY EFFICIENCY
OF INTELLIGENT BUILDINGS WITH
SMART IoT RETROFITS
Mark Benson, CTO, Exosite

2. THE WORLD
IS TURNING
DIGITAL

3. AND ANALYSTS ARE
PREDICTING BIG THINGS
30 billion IoT devices in service by 2020 - IDC, 2015
50 percent of new business products and services with IoT elements by 2020 - Gartner, 2016
$11 trillion of economic impact via IoT technologies by 2025 - McKinsey, 2015

4. BUT IoT IS NOT A TRENDING INDUSTRY

5. IoT IS A MACRO-ECONOMIC TREND
AFFECTING ALL INDUSTRIES
Monetization Optimization Extension Control

6. Facilities-CentricBUILDINGS ARE BECOMING SMARTER
SMART BUILDING CAPABILITIESCUSTOMER NEEDS
Adapts to me
Find what I need
Ease of access
Space utilization
Facility management
Energy management
Equipment management
People-Centric
TOP (LEVEL 3)
Ambient intelligence
MIDDLE (LEVEL 2)
Egress, signage, security, location
BASE (LEVEL 1)
Power, air, water, data

7. Heating, 8.00, 21%
Lighting, 4.35, 11%
Cooling, 3.84, 10%
Water Heating, 3.54, 9%
Refrigeration, 2.55, 7%
Other (Electric), 2.50, 6%
Electronics, 2.35, 6%
Street Lights, 2.31, 6%
Other (All Fuels), 2.28, 6%
Ventilation, 1.61, 4%
Other Appliances, 0.71, 2%
Drying, 0.68, 2%
Water Distribution, 0.67, 2%
Cooking, 0.57, 1%
Kitchen Ventilation, Furnace
Fans, Dishwashers, Ceiling Fans,
Pumps, Etc., 2.55, 7%
Other, 16.23, 42%
* Source: Energy Use for Residential/Commercial Buildings (2014 Quads, Percentages), Department of Energy, Increasing Efficiency of Building
Systems and Technologies, September 2015; Quad = quadrillion Btu; Btu = British thermal unit
US ELECTRICITY USAGE BUILDING ENERGY USAGE “OTHER” SOURCES
Buildings, 76%
Other, 24%
BUILDINGS ARE BECOMING MORE DIVERSE

8. LEADING TO HIGH LEVELS OF
DECISION COMPLEXITY
72
?
??
?

9. HOW DO MANUFACTURERS OF SMART BUILDING
EQUIPMENT COMPETE?
INDUSTRY
RIVALRY
BARGAINING POWER
OF SUPPLIERS
BARGAINING POWER
OF BUYERS
THREAT OF NEW
ENTRANTS
THREAT OF
SUBSTITUTES

10. BMS
CGI/FlexProperty
Honeywell/Tridium
Siemens
KMC Controls
Advantech
Johnson Controls
Alerton
System Integrators
Accenture
CBRE
CGI
Schneider Electric
Johnson Controls
Rowisys
Real Estate Developers and
Owners
CBRE
JLL
Trillium
JDC
FURNITURE, FIXTURES, AND EQUIPMENT
SENSORS
BUILDING MANAGEMENT SYSTEMS AND CONTROLLERS (BMS)
PRESENTATION AND VISUALIZATION
BUILDING AUTOMATION AND ANALYSIS SYSTEMS (BAS)
DEVICES
ANALYTICS
SYSTEM INTEGRATORS
ARCHITECTURE AND DESIGN
REAL ESTATE DEVELOPMENT AND MANAGEMENT
FACILITIES MANAGEMENT
TENANTS
FF&E
Honeywell
Johnson Controls
Siemens
Carrier
Trane
Steelcase
Building Automation
Iconics
Johnson Controls
CBRE
KGS Buildings
Ecorithm
Blue Pillar
OSI Soft
Facilities Management
CBRE
United Technologies
Schneider Electric
McDonald Miller
U&S Services
Cushman & Wakefield
DEPLOY INTEGRATED RETROFITS THAT
ADD VALUE TO EXISTING ECOSYSTEMS

11. BUILD AN ANALYTICS COMPETENCY THAT
ENHANCES THE SMART BUILDING ECOSYSTEM
Master Division Location Information
Master Employee Information
Master Product Information
Master Supplier Information
Master Customer Information
Supply Chain Quality
Human Capital
Management
Administration
& Compliance
Sales &
Marketing
Engineering
Manufacturing
Accounting &
Finance
Business Systems Portfolio
INTELLIGENT BUILDING
SMART EQUIPMENT
CORPORATE IT
OPERATIONAL
TECHNOLOGY
INFORMATION
TECHNOLOGY
ENTERPRISE IOT
ENABLEMENT PLATFORM
ON-PREMISE CLOUD INFRASTRUCTURE

12. BENEFITS OF INTELLIGENT ANALYTICS FOR
MANUFACTURERS OF SMART BUILDING EQUIPMENT
1. Remotely connect to and manage physical assets
2.Transform devices into engaging data-driven experiences
3.Intelligently tune maintenance schedules and repairs
4.Improve average fix time and rate of first fix
5.Build a roadmap for selling service-driven outcomes

13. IoT IS A
STRATEGIC
DECISION

14. THINK BIG
START SMALL

15. THE WAY ORGANIZATIONS RESPOND TO
THE IoT TREND WILL DEFINE THEIR
COMPETITIVE SUCCESS OVER THE
NEXT DECADE

16. THANK YOU
Mark Benson
https://twitter.com/markbenson
https://www.linkedin.com/in/markbenson
http://exosite.com/ http://markbenson.io/
https://twitter.com/exosite
https://www.linkedin.com/company/exosite