Manually Curated Documentation Training Integrator Sales Training Outline On this page
Integrator Sales Training Outline Sales Training Outline
• Housekeeping - 10 min
• System Design and Quoting - 4 hrs
• Using BluINFO - 20 min
- Presentations
- Support Contracts
- ERP Support Docs
- MSRP Pricelist
- Datasheets
- Solutions Pages
- References List
- Client-Server vs. Cloud
- A&E Spec
- Release Notes
- Roadmap
- Presentations
- Demo Credentials
• How to Sell - 2 hrs
- Product Demo
- BluBØX Differentiators
Housekeeping - 10 min
• Take Integrator Training Team Picture with BluBØX Trainers
•Integrator Login
- BluSKY No Reply Email
- Set Up Your Password
- Requires “strong” password
- If you forget your password go to BluSKY and select “Forgot my password” and reset it
• Two Environments
- Integrator Environment
- Sandbox
- Production Systems
- Demo Environment
• BluINFØ
- MSRP Price List
- Typicals
- Ensure everyone has the latest version
- Develop in a video for this training
- Leveraging MSRP Price List on BluINFO
How to System Design and Quoting - 4 hrs
• Basic Overview
- Hardware Overview
- Licenses Overview
- Required Licenses
- Leveraging Typical Systems on BluINFØ
• Licenses
- Overview
- Required Licenses
- Supplemental Licenses
- On demand, pay as you go, pay for what we use model
- Sell this as a differentiator
- Logarithmic pricing model
- Gets cheaper per system the more you buy and integrate
- Simple
- 8-12 licenses used frequently
- 10 others used infrequently - special circumstances
- Licenses include all software upgrades and software support
- Automatic software upgrades
- No do include software support in system support
- BluBØX bills our partners monthly and one month in arears
- System Integrator should bill annually
- Quarterly if >25K/yr
- Monthly if > 100K/yr
- Only need one of each regardless of how many modules are used
- Intelligence - AI, Rules, Analytics, Notifications, Distribution Lists, System Health, 24/7 Deep Monitoring - based on percentage of all licenses
- Other database licenses
- Single Sign On
- Database integration
- Both require Professional Services
- VPN License
- Used to create a secure connection between local system and BluSKY that can be accessed by any device, anywhere, anytime
Required for
- Person Readers
- Video Systems
- Destination Dispatch Systems
- Anytime you want to establish a secure connection to a local system - doesn’t have to be BluBØX system
• Access Control
- Overview
- Licenses
- Intelligence
- Reader
- Alarm
- Optional
- Photo-ID
- Photo-ID Verify
- Power Management
- Database Integration
- Single Sign On
- Small - single location, single floor - 15 min
- 8 Reader System, 500 people
- Power Management Add
- Intelligence & System Health Add
- Photo ID Add
- Medium - single location, multi floor (3) - 10 min
- 32 Readers - (8, 16, 8) 1,000 people
- RS-485 Communication
- Network Communication
- Power Management Add
- Intelligence & System Health Add
- Photo ID Add
- Large - multi location (2), multi floor (3) -
- 64 Reader, 2,000 people
- Location 1: 32 Readers - (8, 16, 8)
- Location 2: 32 Readers - (8, 16, 8)
- Power Management Add
- Intelligence & System Health Add
- Photo ID Add
• Alarms and Intrusion
- Add to Small Access Control
- 8 alarms
- Add to Medium Access Control
- 50 alarms + 2 Keypads + Central Station
- Add to Large Access Control
- 80 alarms + 2 Keypads + Central Station
• Video
- Very Small
- 4 Cameras
- Small
- 16 Cameras
- Medium
- 64 Cameras
- Large
- 128 Cameras
• Visitor Management
- Small
- 1 Station
- Medium
- 2 Stations
- Large
- 4 Stations
• Vendor Management
- Small
- 100 vendors
- Medium
- 300 vendors
- Large
- 1000 vendors
• Destination Dispatch Elevator
- Small - Readers connected to Security system
- 4 Car, 1000 people, 19 floors, 1 reader/floor
- Medium - Readers connected to Security system
- 12 Car, 2,000 people, 29 floors, 1 reader/floor
- Large - Readers connected to DDE system
- 24 Car, 3,500 people, 44 floors, 1 readers/floor
- Alternate: 24 Car, 3,500 people, 44 floors, 2 readers/floor
• Relay Elevator
- Small
- 4 Car, 1,000 people, 16 stories, 1 reader/car
- High (L-15)
- Medium
- 12 Car, 2,000 people, 30 stories, 1 reader/car
- Low (flrs L-15), High(flrs 16-25)
- Large
- 24 Car, 3,500 people, 46 stories, 1 readers/car
- Low (flrs L-10), Mid(flrs 11-25), High(flrs 26-40)
• Wireless Locks
- Small - 50
- Mercury/Aperio
- One time $50/lock software integration fee
- Medium - 200
- Assa Abloy POE
- One time $50/lock software integration fee
- Large - 400
- Allegion BLE Wireless
- One time $50/lock software integration fee
• Mercury Takeover
- Small - single location, single floor - 15 min
- 8 Reader System, 500 people
- Power Management Add
- Intelligence & System Health Add
- Photo ID Add
- Medium - single location, multi floor (3) - 10 min
- 32 Readers - (8, 16, 8) 1,000 people
- RS-485 Communication
- Network Communication
- Power Management Add
- Intelligence & System Health Add
- Photo ID Add
- Large - multi location (2), multi floor (3)
- 64 Reader, 2,000 people
- Location 1: 32 Readers - (8, 16, 8)
- Location 2: 32 Readers - (8, 16, 8)
- Power Management Add
- Intelligence & System Health Add
- Photo ID Add
• Proprietary System Takeover
• CASI Takeover
• Software House Takeover
• Integrated System
- Access, Alarms, Video, Visitor, Vendor, DDE
- Access, Alarms, Video, Visitor, Vendor, Relay Elevator
• Vertical Systems
- Commercial Real Estate
- Small
- Medium
- Large
- Residential Multi-Tenant, Multi-Family
BluINFØ Knowledge Base Resource - 20 min
- Compensation Plan
- Presentations
- Support Contracts
- ERP support docs
- License Calculator
- List of most Common BluINFØ Links
BluBØX Differentiators and Product Demo - 2 hrs
• Log in, follow along, become an expert in 5 min...
- Use Password: BlubØx123!
• Simple Familiar Interface
- If you can use the Internet then you can use BluSKY
- Icon based - buttons with text - direct access to most important tasks
- Intuitive, clean, simple
- Follows best Internet/web practices and standards
- Limited/no training required
- Simple Navigation
- BluBØX logo
- Back to the landing page
- Favorites
- Quick access to most common tasks
- Requests
- System requests
- preauthorize a visitor or vendor, request a card, request system support
- Administration
- Every day or frequent tasks
- System administration
- Setup
- One time or infrequent tasks
- System setup and configuration
- Control
- Real time system control
- Reports
- Login from ADAWATAB
- Any Device, Anywhere, Any Time, Any Browser
- Any O/S
- 100% System Functionality
- All Web & Browser Based
- No software or mobile apps required - just a browser
- Pure HTML 5 - No 3rd party applications such as Silverlight or plug-ins
- Mobile First
-Interface is optimized for small devices
- Responsive
- Automatically scales to any size device or screen orientation
- Untethered Capabilities
- Take Photo-IDs from Anywhere - Selfies too
- Remote Control
- Visitor/Vendor Requests from Anywhere
- Open a Door/Call and Elevator with Your Smartphone
- Enroll Remote Employees
- Notify and Respond to Alarms from Anywhere
- View Video from Anywhere
- Full SOC Capabilities on the Go
- Database Architecture Graphic
- Allows you to overcome limitations of current security systems
- Allows you to provide capabilities that were not previously possible
- Cross System Example
- Load Portals - 125, 127, Acme, 1999 Harrison, Captricity
- View multiple systems on one screen at the same time - not possible in other systems
- Create an access level or intelligence rule that includes points from different systems - not possible in other systems
• Ex: Bob Hopkins (127)->People->Access
- Shows multiple access levels from different systems combined together into one access level
• Ex - Disparate systems
- Parent company w/ Individual franchise owner
- CRE Portfolios - same management but different owners
- Integrators - all customers
• Multi-Site/Multi-Facility Example
- Load Portals - 125, 127
- Choose what sites you want to see on the interface
- Manage people, access, devices across sites
- Show People (127)
- Show People (125)
- Ex - Companies with many sites
- Campuses - Corporate, Schools, Hospitals
- CRE Portfolios
- Retail Chains
- Multi-Site Corporate
- National/Global Enterprises
• Multi-Tenant Example
- Load Portals - 125, 127, 1999 Harrison, Captricity(1999), 201 Mission, Silicon Legal(201), Axioma(201)
- Load Occupants - 456 Montgomery, 1999 Harrison St, 201 Mission, 580 California, 100 California, 100 Montgomery
- Manage multiple tenants as individual entities
- Provides DIY Administration of people, photos, access, intelligence and reports by each tenant
- Each tenant can drive their own security system from the same database that is driving the base building systems
- Databases stay in sync - better security
- Eliminates double data entry by the tenant - tenant amentity
- (Screenshot)Ex: Captricity(1999)->People->Access
- shows access levels from tenant system and base bldg. system
- Examples
- CRE - Multi-Tenant
- Hospital - Departments
- Schools/University - Department/School of
- Airports - multiple tenants (airlines, services, retail...)
- Office Rent for Space - Regus, WeWork
• Permission Examples
- Show multiple iPhone screen shots of landing page for different levels of permission
- Employee
- 1 office location, multiple office locations
- Facility Manager
- 1 office location, multiple office locations
- Building Manager/System Administrator
- 1 facility, multiple facilities
- Security Officer
- 1 office location, multiple office locations, 1 facility, multiple facilities
• DIY Security and Reduced Administration
- Distribute Day to Day Administration to gain efficiency and accuracy
- Multi-Tenant CRE - Tenant Facility Managers
- Hospitals - Department Heads
- Schools - Individual Schools
- Individual Users - Record Checking/Updating and Photo-IDs
- Typical Administrative Tasks
- User Adds/Edits/Deletes
- Access Assignments
- Picture Taking
- Photo-Id Printing
- Reporting
- Provide as much or as little DIY as desired - occupant by occupant
EX:
- Large groups will want to administer their own system
- Small groups will want the building/facility manager to administer their records
- Delegation
- Simple
- Standard
- Ex: Demo 125 -> Administration->Delegate Points
- Show delegated points across various companies
- Use AI to enforce rules and compliance
- Self enrollment - choosing password
- Updating/Verifying old records
- Selfies
- Getting new pictures taken after a predefined amount of time
- Employees - every 3 years
- Vendors - every 1 year
- Inactive cards
- Notifying facility managers and system administrators of which cards have not been used for a specified period of time
- Reminders to pre-authorize visitors
- Ex: Demo 125 - Administration->Rules
• Personnel Record Administration (Demo 125)
- EX: Administration->People->View records
- Powerful View List Capabilities
- Pre-Defined Column Views
- Pre-Defined Searches and Filters
- Manipulate Column Order
- Sort Table Data
- Export Data to Print, Clipboard, Excel, CSV, PDF
- Show/Add a Person Record
- Different types of people - occupant, vendor, integrator
- Floor - for vms and life safety
- Email address - for unique login, vms, notifications, life safety
- Gender - life safety
- Login - vms preauthorization
- Login credential simplicity
- Start/End Date and Time - you may want to expire a record at particular time
-Roles
- Permission assignment
- People can have multiple roles and different permission sets
- Simplifies permission management across an enterprise with many people
- Simplifies managing a unified system
- Integrated into intelligence
- Cards
- Card validation - no duplicates
- Assign multiple cards
- Multiple start and expiration dates
- Enrollment reader or manual entry
- Biometric enrollment
- Serial number enrollment option for iclass cards
- PIN support - alarms, keypads
- Ability to assign behaviors to each card
- Access
- Delegation
- Simple
- Standard
- Floors, Portals, Schedules
- Access Level Groups
- Create Access Levels from Points from Different Systems
- Ex: Base Building and Tenant System
- Default Access Assignment
- Access Exception Handling
- UDFs
- 4 custom types of UDFs
- Unlimited UDFs
- Suspend
- BB Login
- BB Record
- Person Photos
- Picture taking w/ existing equipment, phone or tablet
- Remote enrollment with phone or tablet
- Multiple photos can be taken
- Ability to select the photo to be used for the badge
- Upload photos
- Selfies
- Badge
- Multiple templates per company
- Default template
- Person Preference
- Default Time Zone
- History
- Records every transaction
- Very useful for auditing and compliance
• One Common Reporting Engine
- Report Overview
- View List Reporting
- Canned Report
- Adjust parameters
- Export to PDF or Excel
- Reports Subscriptions - Roadmap
- Saved Reports - Roadmap
- Custom Reports - Roadmap
- Demo Predefined Reports
- Person Activity Report (ACME Smoked Fish)
- Access Denied Report (456 Montgomery - elevators)
- Who’s In Report (ACME Smoked Fish)
- Visitor Activity Report (456 Montgomery)
- Demo View List Reports - Person View List
- Views
- Search
- Moving Columns
- Exporting
• Photo ID
- Photo-ID w a Smartphone or Tablet anywhere
- Photo-ID w a web cam
- Selfies - Roadmap
• Real Time Control, Status and Events from Anywhere
- Events
- Portals
- Elevators
- Alarms
- Groups/Points
- Cameras
- Visitors
- BluSKY is a Web-Cloud Visitor Management solution
- All you need is a browser and an Internet connection and you are in business
- It runs on any hardware, requires no software, can use any browser and any peripheral with a proper driver
- You can preauthorize and admit visitors from anywhere with any device
- With a smartphone, tablet or full computer
- At a guard desk, at a loading dock, at a reception station, at a security shack, in an office or at any other location
- BluSKY Visitor Management is Unified
- Integrated out-of-the-BØX with BluSKY Access Control
- Uses the same personnel database as access control
- Visitors credentials can be given any access level in the system
- The system can also run as a standalone Visitor Access System or run alongside any other access system
- There are two steps to BluSKY visitor management
- Authorization/Invitation
- Admission
- Visitors/Vendors are preauthorized via the web
- 20 seconds to preauthorize a visitor/vendor
- 20 seconds to admit them
- Employees and administrators are granted permissions to preauthorize visitors/vendors
- Anyone not preauthorized is processed as an unannounced visitor/vendor
-Generally this is a much longer process
- Vendor companies and their employees can be preauthorized from the BluSKY vendor list
- Vendor companies have additional attributes to such as vendor and certificate of insurance (COI) status to aid in processing of vendors
- To preauthorize a visitor select the Visitor Preauthorization menu item and fill out a few simple fields
- Fill in the visitor’s name and affiliation and click save
- If you need to,
- Change the date and time of the visit
- Change the destination floor
- Include the visitor’s email if Fast Pass is available
- Add an optional message for admission processing
- Indicate if you want to be notified via email when your guest checks in
- Indicate visitor type if different than the default
- Select an access level if different than the default (only if the VMS is integrated with an access control system)
- Change the host if making a request on behalf of someone else
- Checkmark “weekend access” to permit access during weekend days
- Checkmark “Group” if the visitor is part of a group. Optionally name the group.
- Select the plus sign to add multiple visitors
- Easily import large groups of visitors from a spreadsheet
- Automatic visitor check against Watchlist before records are saved in the database
- Similar records are flagged for further scrutiny
- Notifications are sent to appropriate parties
- To preauthorize a vendor select the Vendor Preauthorization menu item and fill out a few simple fields.
- Note: If you don’t have a vendor company defined then proceed as a regular visitor preauthorization; only the vendor company name is needed in the affiliation field
- If you have a Vendor company defined, select the vendor company along with any employees and click save
If you need to,
- Change the date and time of the visit
- Change the destination floor
- Include the vendor’s email if Fast Pass is available
- Add an optional message for admission processing
- Indicate if you want to be notified via email when your vendor checks in
- Indicate vendor type if different than the default
- Select an access level if different than the default (only if the VMS is integrated with an access control system)
- Change the host if making a request on behalf of someone else
- Checkmark “weekend access” to permit access during weekend days
- Checkmark “Group” if the vendor is part of a group. Optionally name the group.
- Select the plus sign to add more vendor employees
• Admission
- Visitor Search
- License Scanning
- Smart Search
- Automatic visitor check against Watchlist
- Photo Taking
- Badge Printing
- Group Processing
- Unannounced Visitor Processing
- Access to telephone numbers of occupants
- Main numbers only
• Access Control Integration
- Access to any portal and any floor via access levels
- Multiple credential options
- Barcode/QR code
- Proximity Card
- Biometric - Person Reader
- No credential required
• Badge Design
- Create different badge templates or use standard templates provided
- Assign a different badge templates for each type of visitor
• Watch List
- Watchlist records are created and maintained by the facility and each occupant
- Any Employee, Visitor or Vendor person record can be easily copied onto the Watchlist
- Each Watchlist record includes names, photos and defining characteristics
- Each Watchlist record has an expiration time period or can be kept active indefinitely
- 3rd Party databases can be included as well
- Predator lists, etc.
• Vendors
- Create Vendor Records
- Add people to vendors
- General info, roles, cards, etc.
- Manage vendor and COI status
- Control Pts
- Monitoring Pts
- Power
- History
• Unified Security Everywhere
- All Core Security Apps, One Database, One UI, One Time Clock, All Web, Unified and Accessible Everywhere
- Purpose built from the ground up to unify Intelligence, Access, Alarms, Video, Visitor, Biometrics, Power and System Health
- No “Frankenware” - pieced/stitched together system that becomes a scary monster
- Eliminates System Silos, Integrations Costs, Ongoing Headaches, and Frailty of Integrations - software upgrades break everything
- Ex: Events
-Ex: Tabbed View
-Ex: Dashboard - Roadmap
-Ex: Reporting
• AI - Analytics, Rules and Intelligence
• Notifications and Distribution
• True Cloud
- True Cloud, not UnCloud
- Presentation - Benefits of the Cloud
- Do More
- Own Less
- Hardware/Data/Cyber/Disaster Protection
- More Software, More Often
- Unlimited Scale and Expansion
- Untethered (Mobile) Capabilities
- DIY, Efficiency, Collaboration
- Minimal, unlimited, elastic, scalable, hardware/data/cyber/disaster protected, automatically upgraded, untethered, DIY, efficient and collaborative architecture
• Automatic Software Upgrades
- No Labor Software Upgrades
- Nothing to Install
- 100% Distribution
- Fast, Continuous Product Improvements
- Ex: Release Notes
- Ex: Product Roadmap
• Person Reader
- Presentation
- Overview
- Pricing
- Typicals
- MSRP Pricing
- Architecture
- How it works
- Demo
- 1:N, 1:1
- Multi-biometric
- Multi-factor - show PIN and Card
- 3 Models - w/ and without Card Reader
-Speed and Accuracy
- Anti-Spoof
- No enrollment - Self Learning
- Tightly Integrated into BluSKY - One Database
- Applications
- Turnstiles
- Doors
- Person Identification - gym, bank
- Indoor
• Destination Dispatch Elevator Integration
- Presentation
- Destination Dispatch Elevator Security
- 2 Types
- Typicals
- Data sheet
- Single Processor
- Dual Processor
Ex: Demo Software
- Server Role List View
- Show all DDE Integrations
- Keypad Screen
- Floor Matrix Screen
• Virtual Remote Commissioning and Testing
- The Cloud makes it possible to commission a system from anywhere
- Hardware discovery is not important
- Convert systems without disrupting existing system
- Provide ongoing system configuration updates and data entry up to go live
- Test a system completely before it goes live
- Without having to be onsite
- One person job instead of two
- Using phone or tablet
- One Click System Test - Roadmap
- Test Results Reporting - Roadmap
- Set Up Demo - 125
- Hardware
- System
- Controller Configuration
- Schedules/Holidays
- Access Points
- Access Groups + Individual Access Rights
- Facilities
- Floors, Elevator Banks, Elevator Cars
- Occupancies
- Vendors
• Test Demo - 125
Controller-Door-Floor Diagnostics
User Test - Cards, Schedules, People
Door and Elevator (Floor) Test - Lock, Unlock, Release
Hardware Test - Comms, Boards
- Alarm Diagnostics
- Alarm Test
- I/O Test
- Monitoring Pt Test
- Control Pt Test
- DDE Diagnostics
- Destination Dispatch Elevator
- Power Diagnostics
- Power Test
- Server Diagnostics
- Server Test
- Camera Diagnostics
- Roadmap
- Person Reader Diagnostics
- Roadmap
- Intelligence Diagnostics
- Roadmap
• Remote Power Control and Management
- Power Diagnostics
- Power Analytics
• System Health
- xxx
• System Diagnostics and Remote Support from Anywhere
• Physical Security-as-a-Service (PSaaS)
- WIN-WIN for Integrators and End Users
- Much More for Much Less
- On Demand, Pay as You Go, Pay Only for What You Use
- Aligned with Technology and Mega Trends
- Tailor Mix Capital and Operating Costs
- 40 Cents of ARR for Every Dollar of Installed Equipment
- 4X Faster Response
- 50% Fewer Truck Rolls
- 2X Better “One Time Fix”
- Consistent Budget
- Peace of Mind
• Lower Up Front and Ongoing Costs
- Presentation - Graph
- Reduced On Premises Hardware and Software
- Typicals
• Freedom of Use
- Slide
- Demo
- Log in on phone at same time as logged in on computer
- Control both
• Enterprise for Everyone
• Non Proprietary, Open Hardware and Open Restful API
- Open Hardware
- Mercury, Milestone, ASSA ABLOY, Allegion, Salto
- In Dev - AXIS, HID Vertex, Stanley Wi-Q
- Open API
- Show API in BluINFO
• 24/7 AI Based Monitoring and Notification
• Double Layer System Support
• 6 Year Equipment Replacement Program
• On Demand, Pay as You Go, Pay For What You Use
- The more you use, the cheaper it becomes
• Multi-Factor Authentication
- Email/Password
- Each user enters their email and password to login to BluSKY
- We use Microsoft password standards
- Password requires minimum 8 characters, alphanumeric
- Password is not known or accessible in the database - it is hashed
- Resetting passwords are easy - DIY
- Your user credentials determine what you can and can’t do (Permissions) within BluSKY
- PIN
- Device
- Biometric
Operations
- How to Bill BluSKY
Executive
- Understanding the PSaaS Business Model
- How to Compensate your Sales Team