BTL Mark: Resolve interoperability issues & increase buyer confidence
EMAIL INTERVIEW – Nicolas Waern and Ken Sinclair
Nicolas Waern, CEO, Go-IoT
"The Building Whisperer" - Making
buildings talk to people
So, Building Whisperer, what is this I hear that you are quitting
building automation? Any truth to that? I thought you just got started?!
Definitely fake news. But I understand where it’s coming from. The
truth is that Go-IoT are seeing some great uptake right now with our
products and I believe our future is bigger than our past. I will
remain in the company but take a more strategic role, focus on Key
Accounts, closing deals, using my global network as it was intended, as
well as pursuing some other hands-on initiatives.
You got me worried there… I’m guessing you can tell us more about the
Well, what do
you know Ken, I am going to do just that! There are two main
opportunities that I’m looking at.
I might have found a way to possibly augment BACnet and the likes to create a real-time messaging system that works in parallel with existing systems, turning legacy systems into microservices. Basically, making slow networks fast. It takes the cutting edge from Industry 4.0 and possibly makes it applicable to the BAS industry. After all, a building is a building, and factories are pretty interesting too!
And I am also about to go neck deep into
a cost-saving investigation for one of our customers, proving that
connectivity makes sense from a real estate owner-business standpoint.
Sounds intriguing! Especially about making slow networks fast. How do
you find these opportunities?
I’ll try to make
Opportunity 1 –
Cost Reduction Investigation.
At the beginning of June, a customer of ours needed help in understanding how they could digitize their portfolio in the best way possible. But they wanted to see how he could cut costs, and not focusing so much on the tech itself, as the benefits derived from it. The cost reduction investigation, CRI, went hand in hand with the fact that the business still needs to prove a linear connection between investing in tech, and proven ROI for the 3/30/300/(3000) rule.
So that’s partly my focus for the future as well. We’ve had a successful workshop, opening up the books, with the intent of slashing costs by up to 20% across the board. It’s not easy, but someone has to do it!
Opportunity 2 –
Real-time messaging platform
A week after I had signed up for the CRI, I was approached by someone in my Linkedin network the second week of June. He had helped one of the largest automotive manufacturers in connecting their factories. What he did have was knowledge on how to make slow systems fast, and he had been headhunted for some truly impressive initiatives. He already had the demand, but not the supply, nor the business acumen of starting something real. And that’s why he did what any sane person would. He asked for help.
Now, 1.5 week later, we have eight advisors on board, two additional people in the core team, a pretty solid go to market strategy, creating a new company this week, with several contracts in the pipeline. Exciting times, to say the least!
Sinclair: Wow! That sounds exciting! The CRI sounds interesting, can you tell us more about it? What is it that you are doing?
Sure! In short,
they want to use a digital twin as the single point of information
source when managing their buildings/portfolio.
It all started last year when I had a
workshop with the customer where I was giving the whole smart building
talk, for the first half, and then just a Q&A after lunch. What the
customer really wanted, was what I discussed here, which actually is quite similar to what the
VW Group is after as well in their new push. They are after productivity
improvements and optimization of processes, as well as creating an open
industry platform to include other companies.
It went from a technology first
discussion to a more benefit driven approach. Which is why, right now,
we are not only looking at costs associated with the assets. But also,
how people are working with the assets, and how much cost savings we
can cut out when working with a digital twin.
Do you have any examples for our readers?
I thought you’d
never ask! The below points are only some of the things that came up
after the first workshop, and they revolve mainly around their largest
asset, which is a huge mall. We are digging into some other metrics as
well, where we are looking at their largest operating expenses. But
this list is pretty fun, and it’s basically the customer itself that
came up with these things. It’s up to me to vet them and find a
strategy that works.
Group 1 (rental /
marketing / management)
Simply put, better information management - all tasks must match in all places. Then we can launch a complete stand-alone platform taking control of the past and the future.
Group 3 (technology / external management / customer service)
That was… a handful! And you say that these are only some of the issues
at hand? Incredible. I suppose by getting more overview, and metrics
around these in real time, there’s potential for huge cost savings!
CRI cost reduction initiative as well as
an Industry 4.0 stance. This sounds like very exciting times. Anything
else for last words?
Well, it’s all
about getting to that 2020 vision and doing it fast. I predict that
there will be a massive demand for smart buildings very soon and the
ones that plan, or most importantly, act, will get a tremendous return
It’s not so much about technology as it is about harvesting data and
helping customers make sense of it, and capitalize on it. In order to
reach a 2020 vision, you need an ecosystems approach and a focus on the
benefits that you want from it. It’s a collaborating act if I ever saw
one. Getting inspiration from other industries is a must, and I can see
that the industrial realm is moving much faster than the building
automation market. Taking the cutting edge from that realm, and moving
it into BAS side of things will leapfrog most initiatives that are out
The Digital Twin will be more in focus in the next decade than ever before; I see that more clearly now than ever. And for final words, don’t just talk about it, go out there and do something!
And as always, to everyone reading this,
don’t hesitate to reach out to me if there’s anything you need.
Thanks, Ken, you are the best!
/The building Whisperer
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