What to highlight when selling smart building solutions

What to highlight when selling smart building solutions
The benefits of IoT-based smart building solutions are undisputed. However, despite this, not all end users are willing to go the extra mile to implement them. From a systems integrator’s point of view, convincing end customers of the advantages that smart building solutions bring to their operations is critical.

Hence, effectively conveying the reasons to adopt smart building solutions to customers is important to SIs. In a report, tech giant Intel listed certain major factors in this regard. Here we take a brief look at some of them.

1. IoT solutions can be retrofitted

One of the major concerns that end users often have is that upgrading to IoT-based systems would require new infrastructure. However, this need not be so. Many solutions can be retrofitted to work seamlessly with existing systems.

“Even if your assets and systems weren’t originally designed to connect to the internet and share data, they still can,” Intel said in its report. “By attaching intelligent gateways to existing assets, you can collect data from these previously untapped resources. So, implementing an IoT solution doesn’t mean starting from scratch. Your legacy things have plenty to say; you just have to give them a voice.”

2. Information to improve efficiency

With the use of things like sensors and cameras, IoT solutions can connect devices and collect information that can prove valuable to the customer. According to Intel, in some cases, these data can be processed right at the device and used to direct system actions.

“Either way, you gain new streams of information that you can use to maximize safety, efficiency, asset value, and occupant satisfaction; minimize maintenance and repair costs; reduce energy usage and environmental impact, and enable transformative new services and capabilities,” the report noted.

3. Lower costs

One of the major advantages of IoT-enabled solutions is the reduction in costs they bring in. With the right information in hand, devices can be optimized to conserve energy and even ensure predictive maintenance.

“Perform predictive maintenance to reduce repair costs and equipment downtime,” Intel notes. “Empty recycle bins or clean facilities only when needed. Resolve issues remotely and automate dispatch and other processes. You’ll have the hard data, insight, and control you need to lower costs, realize new efficiencies, and respond more quickly to both issues and opportunities.”

4. More revenue opportunities

The connected devices and the control they bring can potentially open up a plethora of new revenue streams for the customers. The newfound connectivity, manageability, and efficiency provided by the IoT can lead to new offerings, Intel said.

“Are there new services or capabilities you can offer?” the report read. “Can you improve tenant satisfaction by combining data streams and delivering actionable safety, traffic, or weather information to mobile devices? Or enable them to unlock doors or manage lighting or HVAC from their smartphones? Is there a data stream that you can monetize? You’ll see your building through entirely new eyes.”

5. Boosting innovation

By adopting smart building technologies and IoT-enabled solutions, customers support innovation in the field. According to Intel, it’s estimated that by 2020, there will be as many as 50 billion connected devices, generating trillions of dollars of value. The smart office market alone is expected to reach US$ 43.31 billion. End users who adopt smart solutions will be at the forefront of technology and will benefit from it.

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