PowerLogic PowerView Software Restricted to Schneider Personnel. POWERLOGIC PowerView Power Monitoring Software Version 2.

Transcription

1 POWERLOGIC PowerView Power Monitoring Software Version 2.0 Launch Document June

2 Contents 1. INTRODUCTION PRODUCT PRESENTATION PRODUCT FEATURES AND BENEFITS MARKETING OBJECTIVES PRODUCT POSITIONING CUSTOMER TARGET APPLICATION GUIDE CHANNEL TO MARKET ACCOUNTING PRICE POSITIONING AND REFERENCE NUMBERS LOGISTICS COMMERCIAL TOOLS SCHEDULE (AVAILABILITY) TRAINING STARTUP /COMMISSIONING / SERVICES SELLING AGAINST THE COMPETITION

3 1. Introduction 1.1 Why a new product (version 1.0)? The need for an entry level power monitoring software is clear. Since the PowerLogic offer first offered a Power Meter, customers have requested a software offer with a feature set appropriate for the Power Meters. Users with small systems of Power Meters did not want to purchase high-end software. To further highlight the need for this product, multiple Schneider country organizations created their own software to fill the product gap. A review of the customer and country needs revealed the following major requirements: Low priced Simple, basic functionality Easy to use, support and sell Translatable With the introduction of the PowerLogic PowerView software these requirements have been met. 1.2 What is new in Version 2.0? Highlights of version 2.0 include: Support for Windows Vista operating system SQL Express support, with database management to maintain the database to less than 4 GB in size. Device support for: Enercept meters Compact NSX circuit breaker control units, type A & E Micrologic type A control units (Types P & H are existing) PM870 + PM8 I/O modules New PowerView Device Installer Tool (PDI) to add additional Modbus communicating devices to a system or as a standard device in the country software. In addition, in version 2.0, the device detection tool used for setup has been refined to reduce the device discovery time. 2. Product presentation PowerLogic PowerView software is an entry range power and energy monitoring software. The functionality includes: Viewing real time data in a tabular format Data logging Create a variety of reports, and trend plots, using Microsoft Excel as the report publisher Meter setup is not included as a function in PowerView, but a new version of the PowerLogic Meter Configuration Utility (PMCU) will be packaged with PowerView. The standard devices supported in PowerView include the following, including both the Merlin Gerin and Square D versions (where available): PM9 PM210 PM500 PM710, 750 ION6200 PM810, 820, 850 Micrologic P and H Toro MC08, 09, 18 Version 2.0 adds the following devices: Enercept meters 3

4 Compact NSX circuit breaker control units, type A & E Micrologic type A control units PM870 + PM8 I/O modules Version 2.0 will also include a means to add additional Modbus compatible devices to the system using the PowerView Device Installer (PDI) tool. The PDI will allow for the addition of a custom device for a particular system. In addition, the PDI can be used if the country wants to add additional devices to their master file for distribution to all customers. Product Management in PMC LaVergne will work with the country organizations to create the device type support needed for these new devices. The software will support up to 32 devices. To simplify system setup, the configuration tool can automatically detect devices on the network for inclusion into the system. The software supports Modbus RS485 and Modbus TCP/IP Ethernet. The Report Builder function queries the MSDE database using standard reports and uses Microsoft EXCEL as the engine to publish the report. The standard reports include: General reports (trend and tabular reports) Energies by day Energies by hour THD quantities Time Of Use (TOU) reports The software is available from PMC in 3 different versions: English, Spanish, and French. The English version will be first, followed by Spanish and then French. A 1 month interval is expected between the release of each language. 3. Product Features and Benefits Features Standard prefigured real time displays, Summary displays (multiple meters /limited quantities) and device detail displays (single device / comprehensive list of quantities) Benefits No need to program tags for every meter quantity, saving time and money. Quickly view system data Quickly compare multiple circuits or detailed data per device Auto-detect system configuration tool Easy to add devices to create the system, and minimize system start-up. Intuitive to use, no training required 1 screen 6 step process to create reports Easy, intuitive process to create reports minimal training required Supplied with a variety of standard reports Good variety of the most wanted power monitoring reports Powerful, flexible Time of Use (TOU) setup Produce more accurate cost allocation reports 4

5 Export data to Excel Allows customer to have total flexibility of the way the data is used Upload on-board device data logs from PM8 Avoid potential gaps in information Provide incentive to upgrade to a more powerful system Log data from remote devices Gather data for historical trend analysis from devices lacking on-board data logs Avoids having to read each meter locally Being a entry range power monitoring software, it does not include the option of adding an additional Modbus compatible device type as a standard customer feature. With the creation of the PowerView Device Installer Tool (PDI) it will be possible for additional devices to be added to the software. It will be possible to add the device to a particular installation, as a Schneider Services offer. Also, if the country wants to add new devices to the standard software they supply to all of their customers, the device support can be included prior to replicating the CD for distribution. To implement the creation of a new device type, the country will need to contact PMC Product Management at LaVergne. The actual device type will be created in LaVergne, and then supplied to the country to be incorporated into the local software. Once the device has been added, it will be viewed as an original native device type supported in PowerView. 4. Marketing objectives It is important to realize that PowerLogic PowerView software is not a standalone product. It is sold as part of a power monitoring system that includes metering devices, communications, and software. While PowerView can provide Schneider with an addition source of revenue, the primary goal is to sell more power meters. System sales objectives Increase margins, and avoid price erosion of "core" ED offer. Differentiation of the offer justifies premium prices, protects against competitive price pressures. Individual component prices are less sensitive when selling a system. Profitable product sales: Power Meters, LV breakers, EGX Ethernet Gateway, PowerView software Provide an entry level power monitoring offer for customers that can t justify or do not need a full featured power monitoring system Strategic objectives Develop strong end-user relationships. Essential for the future, and presents opportunity for continuing sales, not just on new construction. As buying influences change, and purchasing power shifts to the end-user, we will be in a strong position. Create competitive barriers. Create customer loyalty, increase switching costs. Supports Schneider Energy Efficiency Initiative Since the software compliments basic power meters, it will not require a high level of power monitoring expertise to sell, thus making the PowerLogic product offer more accessible to the general Schneider sales force. 5. Product Positioning 5.1 Customer target Characteristics of customers who are most likely to purchase a PowerLogic system with PowerView software: 5

6 Small to medium size energy users Use less than US$500k of electricity per year. Electrical system is typically less than 2 MVA, low voltage only Have potential to save money by determining where electricity and other energy consumption is going Typically does not have a full time plant engineer or plant electrical engineer Wants to monitor a single facility with a small number of circuits Needs basic energy reports for cost allocation Compare this to the typical SMS/ ION-E customer: Medium to large size energy users Uses more than US$500k of electricity per year. Electrical system is typically larger than 2 MVA, low and medium voltage Understanding energy costs and usage patterns may be very important, but in many cases is secondary to the continuity of service Typically has a full time plant engineer or plant electrical engineer Installations can range from single large facilities to multi-building and multi-site configurations Understanding the impact of poor power quality on equipment and processes may be important The electrical installation is an investment to manage PowerView provides a nice upgrade for Transparent Ready (TR) customers using an EGX400. The PowerView reporting capabilities, combined with the additional logging capacity, makes the software a logical next step for customers wanting more power monitoring information, but not needing the full functionality of SMS or ION-E. It also provides a means to expand or create a power monitoring system that consists of multiple, isolated TR installations within a facility. Likewise, when a TR customer wants to install additional power meters, which can not be added to the TR network, PowerView provides the means to view the data from one location and have unified reporting. PowerView Typical Target customers PowerLogic PowerView is targeted at the commercial and small industrial customers. The customers are in the Buildings and Industrial market segments. They include retail and commercial buildings, schools, light industry, and office complexes. The typical customer is a single user at a single facility. He has a very small budget for power monitoring, less than $15,000 total budget for meters and software. He needs very basic energy information and reporting. He wants real time readings and historical data for simple analysis. He is being requested to provide simple energy usage reports, TOU and cost calculations. The data collected may be used in other applications for detailed analysis such as forecasting costs. His electrical monitoring needs can be met using a power meter. Customers that are very concerned about power quality, such as being able to perform harmonic analysis or detecting voltage disturbances would not be a good customer for PowerView as it does not support the high level PQ meters such as CM3 and CM4 circuit monitors or ION75/7650 or the 8000 series meters. Likewise, if the customer is concerned about system down time and reliability, PowerView will not be a good fit since alarming is typically a critical feature for these customers and that is not provided with this software. 5.2 Application guide Energy Efficiency & Cost Savings Reduce Utility Costs Monitor and display instantaneous readings in engineering units Automatically upload onboard data from devices to avoid data gaps Run cost allocation, consumption, trends and other reports to base purchasing decisions on actual load profiles and negotiate better utility rates 6

7 Energy Availability & Reliability Optimize Equipment Utilization Determine equipment capacity vs device ratings with min/max readings to maximize your equipment investments Identify where equipment is being over-stressed, and balance loads on panels and other power distribution equipment, to help extend the life of the equipment Using THD readings, verify if equipment performs properly when power applied within manufacturer withstand ratings Compare facility energy usage and analyze loading with trend reports Instantly view the state of your power sources and equipment status Improve Power System Reliability View device status and metered quantities for rapid indication of real time status Use trend plots to detect unexpected increased loading on circuits indicating potential future overloads or maintenance issues 5.3 Channel to markets Since the software is easy to use and to install, it will provide an opportunity for the Schneider general sale force and distributors to sell power monitoring. Since PowerView is a stand alone, single PC application, it inherently is less complicated than SMS or ION-E to install and configure. The three basic screens of PowerView make it much easier to understand and use, and therefore less training is needed to be able to sell it. It is not necessary to be a power monitoring expert to sell it. The target customer is the commercial account or the small industrial user, as previously discussed. If a country organization has been focusing its power meter sales efforts toward the panel builder, the country will have to expand its efforts to include end users to take advantage of the PowerView offer. While there are always exceptions, in general, panel builders are more concerned about purchasing competitively priced metering for their panels to meet a specification, then selling power monitoring. Therefore they seldom are interested in promoting and selling software. The Schneider country organization will need to make sure that Schneider has a sales channel to the end users to assure success with PowerView. Energy Efficiency is a strategic Schneider initiative. Power monitoring is an integral part of the initiative, because you must measure and monitor energy consumption to effectively manage it. The use of PowerLogic PowerView with power meters provides a basic solution for that need. Consulting engineers are a channel of influence to generate sales. With the push for energy efficiency, there is a bigger demand for more basic power monitoring to help manage electrical consumption. Suggested specifications describing PowerView have been developed for this channel. When selling a solution with PowerView, a review of the customer s long term needs and growth potential should be made. Care should be taken to avoid providing a solution that fits the current needs, but could be inadequate in a few years. A typical concern is the possibility of wanting to have more than 32 devices on the system in the future. Another possibility is the future desire for more powerful metering, such as wanting voltage sag detection and the ability to view waveform captures. Although the PowerView database is similar to SMSPE, there is no standard upgrade product planned to either SMSPE or ION Enterprise. Qualified Schneider personnel, such as Schneider Services, will be needed to perform the upgrade. 5.4 Accounting In the Schneider product pyramid used to allocate sales, the GDP number is the same as for the PowerLogic SMS software products, which is 300BQE. Sales are allocated to BT004. 7

8 5.5 Price positioning and Reference Numbers PowerView software will be sold to the country organizations for US$ This includes the software, the translation utility, the Local Adaptation Guide, PowerLogic Meter Setup Utility (PMCU), and CD label graphics, etc. Once the country has completed the translation process, the country will verify the accuracy of the translation and send a master copy to LaVergne. The country will then produce the software CDs for sale and distribution within their county. PowerLogic PowerView Software Reference# Description 2008 Intl. Net Price PLVDEVKITENG PowerLogic PowerView software, master version, complete with translation utility and US$2500. production kit English language PLVDEVKITFRA PowerLogic PowerView software, master version, complete with translation utility and US$2500. production kit French language PLVDEVKITESP PowerLogic PowerView software, master version, complete with translation utility and production kit Spanish language US$2500. The above price is a one time charge to the country, until a new significant release is made. A significant release could include major new functionality, or new Operating System support, such as Windows Vista. The change from version 1.0 to version 2.0 is considered to be a significant release, so there will be a charge for the countries for the v2.0. Service updates will be no additional charge. Once the country has purchased the initial copy of software, they will then be allowed to produce copies as needed for their country. The pricing to the country s customers will be set by the country organization. The countries will set the pricing of the software based on their local market conditions. Research the local market to determine the pricing of other similar offers. If none are found, then consideration toward not launching the product should be made, as it may be possible to service the market using SMS or ION-E. If the decision is taken to launch PowerView in the country without competitive references, but the country is presently selling SMSDL, a suggested price level is about 50% of the existing SMSDL or 75% of the existing ION-E + 5 device licenses price level. Note that in some cases, the market level price of SMSDL may have been set low as compared to SMSSE, due to the absence of an entry range software offer. In those cases, the launch of PowerView should also facilitate a general review of software price positioning, with the possible result being an increase in the price level of SMSDL. Some countries will not want to charge for PowerView software. As mentioned earlier, pricing is a country decision. From a PMC perspective, free software is strongly discouraged. When a product is provided free, it is perceived to have no value, and clearly PowerView has value. It provides functionality beyond what individual meters can provide. Instead of just data from meters, the customer can receive power system information. Not charging for PowerView, effectively also deflates the value of the other PMC power monitoring software. Before the decision is made to provide free software, a careful review of the market is needed. The competitor s software must be evaluated to insure the free software approach is justified. In the global community, pricing established for one country, often finds its way into other countries. For that reason, countries will NOT be allowed to distribute/ publish price lists showing free software, and they should NOT advertise free software. This is to prevent such pricing from negatively impacting other countries pricing. Countries providing free software MUST publish/distribute price lists showing a market price for the software. If a free software strategy is desired, then it must be handled in such a way as to prevent it from impacting sales efforts else where, and in a way that still recognizes the value of the software. The term free should be avoided in the promotional materials. The approach should be a system or 8

9 package approach. An example is to have a special promotional program that bundles the software with power meters when 5 or more PM750 meters are purchased. Neither the software nor the meters are free, but instead are promoted together as a package or bundled offer. Another opportunity is to promote a quick start kit consisting of one or more PM850 meters, with an EGX100, combined with the software. The following chart provides a general product position comparison between PowerView, ION Enterprise, and System Manager software v4. ION Enterprise SMS Version 4.0 Price & Functionality Basic Intermediate Advanced ION Enterprise +PMCU+ about 75 device licenses ION Enterprise +PMCU+ About 50 device licenses ION Enterprise +PMCU+ 32 device licenses ION Enterprise +PMCU+ 16 device licenses PowerView SMSPE SMSSE SMSDL + SMSWEBXTR + SMSDL32U SMSDL PowerView Transparent Ready Transparent Ready The PowerView software should be positioned below the System Manager or ION-E software. It is not intended cannibalize those software sales. Those offers are full function, powerful power monitoring software. They provide more functionality including alarming, basic control, a wider variety of compatible devices, larger systems, more reporting options, interactive graphics, larger data bases, and web interfaces for multiple user connectivity. It is suggested that PowerView be positioned at 50 % of the SMSDL price level and 75% of the ION-E + 5 licenses price level. 5.6 Logistics The countries will order the PowerLogic PowerView Developer Kit from LaVergne, TN, USA. The order point is the International Orders Services located in Florence, KY, USA. As previously indicated, the reproduction and distribution of the customer version will be handled by each country organization. All countries, including those selling English, French, or Spanish, will need to produce the CDs for local distribution. The developer kits part numbers are as follows: Developer Kit Base Language English French Developer Kit Catalog Number (ordered from PMC) PLVDEVKITENG PLVDEVKITFRA 9

10 Spanish PLVDEVKITESP PowerView orders shipped after the release of version 2.0 will automatically be filled with version 2.0 software. There is no change in the catalog number. As a part of the CD creation process, catalog numbers will be needed by the country organizations for sales to their customers. Here are the default catalog numbers: Language English French Spanish Catalog Number (sold by Schneider Countries) PLVENG PLVFRA PLVESP There are no plans for PLVENG, PLVFRA, or PLVESP to be available for direct order by the country organizations from PMC. By producing the CDs locally, the countries have complete control over the availability and distribution of the software. It is recognized that as countries create local versions of the software, they will need unique catalog numbers. These numbers will be developed in coordination with PMC to avoid the possible duplication of numbers. For example, if the USA creates a version for it s market, that part number would be PLVENGUSA, and if Mexico creates a version, that part number would be PLVESPMEX, and if Russia creates a version, it would be PLVENGRUS. All of the translation work performed for PowerView v1.0 can be reused with v2.0powerview, though some additional translations are needed for v2.0 software. 5.7 Commercial tools The following tools are available. Launch guide including price list.doc English Pl@net available Launch guide including price list.doc French Pl@net Aug 08 Customer presentation.ppt English Pl@net June 08 Customer presentation.ppt French Pl@net Aug 08 Handout sheet #PLSED106036EN paper English Evreux June 08 Handout sheet #PLSED106036FR paper French Evreux Aug 08 Handout sheet #PLSED106036EN.pdf English Pl@net June 08 Handout sheet #PLSED106036FR.pdf French Pl@net Aug 08 Guideform specs.doc English Pl@net June 08 Guideform specs.doc French Pl@net Aug 08 Flash training/ sales demo English Pl@net July 08 Demonstrating the software is a very powerful sales tool. This can be done 2 ways. First is by having the software installed on your PC and connecting to one or more of the PowerLogic demo cases (PM8, PM7, Transparent Ready: EGX + PM8 + PM7.) Software for demo purposes will be handled by the country organizations. If the country organization needs to order any demo cases, contact your country marketing support person. Please note that PowerView can not be loaded onto the same PC that has SMS already installed. A virtual machine version of the software has been created to be used with VMWare software. For cases when a live demo is not practicable, a flash demo based on version 1.0 is available, in English. This provides a good demonstration of the software. A new demo is being developed that will be translatable for local adaptation. It is currently scheduled for completion by December In addition there will be a sales presentation that will incorporate a number of product screen captures to provide a view of the software. 10

11 A demo version of PowerView is not available for distribution. Countries may distribute copies of the actual software to sales people as needed. The software is installed on a PC in LaVergne for country organizations to access, to see a live, working copy of the software. This is not a web-based demo and therefore is only accessible via the Schneider network. Also, the demo can only be accessed by a single user at a time. To access the demo use Remote Desktop Connection (this application should be in the same folder as NetMeeting on your PC). IP address is: username: test admin password: tester When using the demo, to save a report, please do so to the folder provided on the desktop, so they may be tracked and located easily. If any problems are encountered with the demo, please contact Mike Luczak in LaVergne 6. Schedule (availability) PowerLogic PowerView software will be released in a staged release process starting in September, The first version to be released will be in English (#PLVDEVKITENG). The Spanish version (#PLVDEVKITESP) and the French versions (#PLVDEVKITFRA) will be released in October. The actual release in the countries will be dependent on the time needed for translations and making the arrangements to produce the software CDs. 7. Training As this software is intended to be easy to install and use, it is hoped that only a minimal amount of training will be needed. PMC Product Management will provide training collaterial for marketing, sales and tech support as part of the launch. PMC Training can be leveraged for sales training. Training materials for customers is also being developed. The approach is for customers to use these materials and train themselves. 8. Startup / Commissioning / Service The software is intended to be easy to install. It is a single CD with a single re-boot required. With the auto-detect communications feature for adding devices to the system, it is intended to be easy for the customer to configure. The user interface is intuitive and therefore commissioning and start-up by Schneider should not normally be required. The Technical Support people responsible for PMC products in each country need to review the flash demo and be familiar with the software to handle questions that may arise. Likewise it is recommended for the local Services organization be trained on the software and its installation, in case their services are needed. The Schneider country personnel that will handle the translation of the software may require some assistance, so the PMC Tech Support Teams will be trained in both the software operation and the translation utility. PowerView will offer some limited service opportunities. Trained Schneider personnel could add additional Modbus compatible device support, using the PDI with the device type created by LaVergne. Service personnel could be used to migrate the PowerView system up to SMSPE, but that procedure has not been developed. 9. Selling Against the Competition There are generally several types of software that we need to recognize as potentially competing against PowerView. To compete against them requires understanding the differences in the software offers. 11

12 The first type is setup software. This typically is free software. Its primary purpose is to configure meters. It typically does not have full power monitoring capabilities, such as alarming, being able to generate multiple types of reports and trend plots, communicate with multiple meters and multiple meter types, interactive graphics. An example of this is the Multilin PQMPC software. ION Setup and the PowerLogic Meter Configuration Utility (PMCU) are PMC software offers that are in this category. Please note that PMCU is supplied with PowerView software. PowerView is a basic power monitoring software. It provides data for a customer to understand his electrical installation, while setup software does not. Another type of software is billing software. This software is focused on generating bills. It typically can handle from simple to complex billing structures. Various local software developers have created this type of software and customized it to specific country or utility needs. Billing software allows the rates to be added as well as the time of use structure to generate the bills. Some of these packages a web interface for on-line viewing. These applications typically can handle hundreds of meters or more. They often do not include real time metering readings and may not be designed to connect directly to the meters to gather the data. EPO falls into this category of software. PowerView is not as powerful as these packages as far as billing is concerned. It does not generate bills. It is limited to 32 devices and produces energy usage reports with some TOU functionality, but the customer uses Excel to add the rate schedules to create his own costing reports. PowerView comes with a variety of power monitoring reports which go beyond billing, such as the trend reports. Generally PowerView is not expected to compete against a full function billing software. Next is factory automation, SCADA, or building automation software. These are usually comprehensive software packages, but are not designed for power monitoring and therefore do not ship from the factory with full power monitoring functionality enabled. Typically, tags have to be configured to read each of the values from a meter. For example, to read the voltage of phase A in a meter, the user has to program the tag to read the particular register, at the particular device address, and format, scale, and identify that value. In PowerView, our device types do all of that for the customer for all of the available values from the meters. This can save a significant amount of time and programming expense. But again, PowerView is not expected to compete against this type of software. It has many features that are not found in PowerView, such is alarming, a wider range of device type support and a larger number of devices. This type of software is typically much more expensive than PowerView. An example of this type of software is Wonderware. It is expected that for PowerView would co-exist with factory or building automation software, as it provides some functionality out of the box that these software packages do not. With the Schneider acquisition of Citect, Schneider has additional capabilities in the factory automation / SCADA software market. Furthermore, PMC is developing a PowerLogic SCADA offer to provide a dedicated power monitoring and control software, as is needed for SCADA applications. It is important to recognize that PowerLogic SCADA is not a competitor of PowerView, since PowerView is very basic, entry range software. It does not have any of the control functionality or system reliability (such as dual servers) that will be found in the PowerLogic SCADA. Finally there are the full functional power monitoring software packages. These include ION-E and SMS. They offer the ability to monitor a large number of devices, including other intelligent devices on the electrical system. Full alarming, data logging, reporting, power quality, interactive graphics, and meter setup are all included. Other competitors include RS EnergyMetrix software from Rockwell Automation and Electro Industries. This type of software is at the level above PowerView. Additional details about competitors and selling strategies will be provided separately. 12