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BluINFO

Integrator Sales Training Outline

Sales Training Outline

• Housekeeping – 10 min

• Quoting Tool – 20 min

• System Design and Quoting – 4 hrs

• Using BluINFO – 20 min

- Presentations
- Support Contracts
- ERP Support Docs
- MSRP Pricelist 
- Datasheets
- Contact List
- 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

• Quoting Tool

- Ensure everyone has the latest version

 

Quoting Tool – 45 min

- Develop in a video for this training 
- Quoting Tool Overview and mechanics

- 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
- Must/should use our tool for calculating licenses
- 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
- Platform and Intelligence are two required licenses for every system
- Only need one of each regardless of how many modules are used
- Platform – Database – based on active users
- 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
- Platform
- 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
- Pricing Tool
- License Calculator
- List of most Common BluINFØ Links
- BluBØX Contact List

 

BluBØX Differentiators and Product Demo – 2 hrs

• Log in, follow along, become an expert in 5 min…
- Use Email: cb@aso.com
- 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
- Preconfigured and ad-hoc reports

 

• True Mobile Security - Security for the Way We Live and Work

- 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
 

• Cross System, Multi-Site, Multi-Tenant Database Architecture

- 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

- Move responsibility and liability of system administration to where it belongs – in the hands of the people with the information
- 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
- Verification of information periodically
- 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
- General Information
- Different types of people – occupant, vendor, integrator
- Floor – for vms and life safety
- Email address - for unique login, vms, notifications, life safety
- Phone – sms, vms, contact
- 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

- Badge design tool
- 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
- BluSKY VMS is an open HW/SW platform
- 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
- The preauthorization of visitors/vendors is the fastest and most secure way to admit a visitor/vendor into a facility.  It prevents visitor lines from forming in a lobby and provides a better guest experience.
- 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.  
- Common information about the group visit is shared across all visitors in 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.  
- Common information about the group visit is shared across all vendor employees in 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 record includes a list of people to contact in the event there is a match found
- 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.
- When a Watchlist match is encountered during any part of a process, the contacts from the Watchlist record are notified via email and/or SMS
 

• Vendors

- Create Vendor Records
- Add people to vendors
- General info, roles, cards, etc.
- Manage vendor and COI status
- Manage vendor types and services performed
- 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
- Futures – Intercom, Video Camera, Outdoor/Weatherproof
- 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
- Configure entire system without hardware
- Hardware discovery is not important
- Convert systems without disrupting existing system
- Allow tenants to provide data input
- 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
- Input-Output Diagnostics
- 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

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