Strategy: Trane Ingersoll Rand Practical Case Study


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Strategy: Trane Ingersoll Rand Practical Case Study

  1. 1. BACKGROUND & OPPORTUNITY (2011)Trane designs, services and manufacturers HVAC solutions for commercial buildings thatimproves the life of the building and lives inside it.  Building systems serve various stakeholders with differing needs  The role of a building operator is changing and often covers multiple buildings  Building system integration is increasing (deep and broad - HVAC, lighting, security, etc.)Smartphones are pervasive, and perceived as leading edge toolsCustomer expectations rising - “don’t you have an app for that?”  Expect remote access  Expect Ethernet experience not dial-up  Expect LAN reliability on mobileCompetitive opportunity to lead vs. follow  Differentiated building system offering  Increase customer tether – in the palm of your hand  Reinforce our image as a technology leaderTechnology ready & proven in other markets
  2. 2. TRANE ECOSYSTEM Mobile App Remote Operator Web PC Operator Web PC Remote or Local Cellular or WiFi Connectivity WAN/LAN Wired or Wireless Ethernet BACnet/IP Mobile App data Firewall Internet BACnet System Tracer SC TM Building Automation System
  3. 3. INITIAL QUESTIONS (2011)What does the market need & value? – “can we sell it?” What problems are we solving? What can we do with a phone and why?Are building system applications designed for mobile? How do we leverage today’s platform to create the best mobile experience for customers?Technically what are we getting into & what will it cost? Can we replicate the functionality of our current UI? Does mobile enable new functionality? What is the total lifecycle cost and how do we optimize?How do we know what we don’t know? How do we learn quickly? Accelerate Learning – Find a Partner
  4. 4. PARTNER SELECTION PROCESSDefined Criteria: Mobile expertise, talent and focus to keep up with rapidly changing landscape Proven track record, and process capability – “show me the apps” Demonstrated ability to work with us rather than for us  App will be part of an existing SW ecosystem  Trane has a mature user experience process and UI standards Collaboration capability to ensure success  Looked globally before selecting locally Total lifecycle costRFP’s from multiple suppliersProof of concept challenge with top 2
  5. 5. STRATEGY & ARCHITECTUREMarket strategy/roadmap - Recognized this is a journey  Starting with the most common operator use casesTechnology strategy/roadmap – Recognize this is a journey  Minimize work associated with a variety of changing mobile OS’s  Minimize the impact on underlying building system  Support look and feel of a native mobile app (access to device hardware/sensors)  Needs to be reliable, maintainable, and reusable to support the journeyArchitecture – to framework or not to framework?  Minimize code changes to support multiple OS – reusable core framework  Leverage UI SW framework that encapsulates communication and business rules  Leverage 3rd party libraries for native look & feel with various mobile OS’s  Framework supports future development roadmap Used Hybrid Architecture for Optimal Multi-Platform Solution
  6. 6. APPROACHCustomer facing approach – defining the problem Trane’s user experience model to understand customer use cases Combined with MentorMate’s mobile UI design expertiseAgile approach – designing the solution Building on MentorMate’s agile process Combine with Trane’s HVAC domain knowledge Frequent usability and sprint testing Collaborate to learn and adapt quickly (in new space)Field trial with customers to ensure quality Voila! Tracer BAS Operator Suite
  7. 7. COLD CALL EXAMPLEA call comes in that it’s too coldin a classroom.  You open the Trane app.  Choose the Building  Login  App goes to the spaces page  Choose the space of interest  Rotate for more information  Recognize the issue  Override to occupied Let there be heat 
  8. 8. LESSONS LEARNEDStrategy: Recognize the journey and need for exploration Recognize what you don’t know and partner to accelerate learningMarket: Start by defining a common use case to address (focus) Get early customer feedback to course correct Think through distribution – Consistency is a challenge for big companies with many businessesTechnology: Small device does not mean small development effort  Overcome perception that a kid in his basement can do an app after school  Quick low cost prototype (app challenge) – learned a lot about partners capability  Just like “real applications”- usability tested, defect free, extensible code is significant effort Difficult to simplify complex systems for mobile Backend systems knowledge just as key as app knowledge (can’t source it all) Android support is a challenge  Plethora of devices, many screen sizes and manufacturer specific device drivers
  9. 9. FUTURE PLANSProduct Launch in January (iOS & Android devices)Listen to our customers for more feedback  Build on experience to refine roadmap  Expand use case coverage for other stake holdersKeep an eye on competitive offeringsLook for the next big thing  Device sensors + devices motion = applications not possible in traditional productsBuild on partnerships & internal expertise to advance the state of the art in building systems