Feb 2010 Centrally Managed Access Control Opportunities
Agenda Market Opportunity WIN-PAK Pro Central Station System Benefits End User Case Study Revenue Models Typical Users CS S/W Integration Key Issues for our Partners How do we find new customers How do we win more business? How do we keep the business we have? 2
Is there a Market? 75% of New Access Control Installations are small But customers lack skill/interest/staff to run access systems So significant opportunity for solutions New option - WPPCS 3
How does WIN-PAK Pro Central Station work? WPPCS designed to handle remote managed access control Central Server communicates with sites Access hardware only on site End User access via web browser Seamless video integration for verification 4 WIN-PAK Pro Central Station
What does the System provide? WPPCS designed to allow Installer/CS to manage multiple accounts Remote Management from Central Station Customized Reporting End User Web Browser Interface Photo-ID Badging Management 5 WIN-PAK Pro Central Station
What are the benefits? Installer can offer simpler, cheaper, faster installation Allows installers to be more competitive/win more business Reduced service issues/problem calls Removes all computer related or S/W issues at site End user gets easy no worries solution Monthly maintenance payments (Easy funding option) Large savings versus manned guarding (Easy ROI case) 6 WIN-PAK Pro Central Station
How is it used in practice? Cost effective replacement of static guards at Water Utility Data held off site in secure location Avoids local PC/software issues Avoids local tinkering with access control structures Outsource card production saving costs Automated email reporting Controlled/monitored in line with British Standards Add on to intruder/video monitoring service 7
How will this make us more money? UK Installer Managing 200+ small accounts on WPPCS Many won through cost effective install Installation fee plus Recurring Monthly Revenues 25-30 per month management fee ( 300-360 pa) 5-10 charge per card issued: Card Bureau service xx Optional web browser fee & charging for daily/weekly/monthly reports 200 systems generate 80,000-150,000 pa recurring revenue Generates RMR through maintenance/card/reporting services Little cost to service 8
What is the payback for the end user? Another Installer charges clients far more (x10) Maintenance fee: 800 2500 per connected site pa Monitoring fee: 800 2500 per connected site pa Fully monitored service to replace manned guarding Property Developer client using systems for Building Envelope Pays installation cost Pays 3,500-4,500 pa for monitoring access Replaces manned guard (6pm to 7am) costing 70,000 pa Payback for end user is 2-3 months Clear ROI as replacement for manned guarding/keyholding services Installer also nominated by Developer to all new tenants 9
How will this make us more money? Generates incremental sales Larger installers can target entry level market effectively Replace existing WIN-PAK/NetAXS systems where poor local management Can expand further into natural add-on services (video monitoring) Clear ROI as replacement for manned guarding/keyholding services Major potential to generate new Recurring Monthly Revenues Monthly management fee Photo-id Card Bureau services Optional web browser, report fees End user gets no worries solution Locks end users into the installer Secures ongoing business No real alternative in the market 10
Is anyone else doing it? Proven capability/robustness UK Installer 200+ sites 50,000 card holders UK Installer with Central Station 8 accounts 52 sites 16,500 card holders National 4 accounts 200 sites 182,500 card holders System Integrator 30+ sites Property Developer Envelope business UK Installer with Central Station 40 sites 14,000 card holders US 21 customers Largest has 500 accounts on system 2 others: 300 accounts 180 accounts Major national starting Target 400 accounts per month Option to link via API to full central station software platforms 11
WIN-PAK Pro Central Station with CS S/W Sureview immix WIN-PAK PRO CS API Alarm and Event Information Card Data and Event Transactions User Events and Information Remote System Controls WPPCS Sureview Immix Integration WPPCS Supported Features Photo-ID Badge Management Digital Video Integration Floor-Plan Graphics Guard Tour Web Browser Interface All system events managed through Immix Additional features through WPPCS 12
WPPCS Access Control support through Sureview Immix 1. Honeywell Win-Pak alert automatically forwarded to immix to be handled 13
WPPCS Access Control support through Sureview Immix 1. 3. 2. 4. Alarm CCTV loop automatically captured as event is generated Alarm details collated on the site Live CCTV video of situation on site Map showing exactly where the event is taking place within the site 14
WPPCS Access Control support through Sureview Immix Information on valid site staff available and immediately to hand 15
1. WPPCS Access Control support through Sureview Immix 2. Full two way audio to enable operator to interact with site Operator scripting enforced ensuring a consistent response to all alarms 16
WPPCS Access Control support through Sureview Immix Every alarm event is assigned an outcome Full audit trail of every operator action taken during event 17
WPPCS Support Playbooks Sales Support Marketing materials Benefits of managed access control Cost Savings Managed Access Control Productivity Scalability Security 18
WPPCS Staffing requirements Eats up little staff time 7 hours/month for 15 accounts 19
Honeywell Find, Win, Keep Support Key Issues How do we find new customers How do we win more business? How do we keep the business we have? WIN-PAK Pro Central Station Opens up low end & remotely managed access markets More competitive through lower cost install Clear ROI argument v manned guarding New RMR model helps tie in end users Reduced S/W issues/support costs removes major cause of customer problems 20