SgtAE

Selling Building automation controls, advice from transitioning from SaaS

Hi team,

I have been working for a company now for 4 months, we sell an IoT edge device hardware for legacy building automation systems

In my past role I was selling SaaS DevOps

Right now I have pipeline and contracts are coming in, I am working with other SaaS vendors in the space to help them integrate their platforms into legacy buildings.

But the traditional model of selling in our industry seems to be

Manufacturer > distributor > contractor > purchase order

Is there anyone that can guide me on resources to provide advice on best ways to learn more about this model. We don't currently have this set up as a sales channel but would like to consider it to check for feasibility with our current startup size.

🔎 Prospecting

🏠 Real Estate

9 comments

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HVACexpert

Politicker

sales engineer

Hi! I would be happy to help. I worked for a building automation manufacturer for over 3 years. How a job/project is sold/purchased depends really on the job, owner, market, manufacturer, etc. I would be happy to take this offline to try and answer any specific questions you have about the industry. Welcome to Construction!

jefe

Arsonist

🍁

You're a good man to offer this.
@SgtAE - take him up on this!

SgtAE

WR Officer

Howdy! Happy to connect. I don't have an iPhone so I can't dm? I can just drop my work email here if we allow thag on bravado?

HVACexpert

Politicker

sales engineer

Maybe @Gasty can DM it to me with your permission if he has it?? That way you don’t have to publish

Kosta_Konfucius

Politicker

Sales Rep

Bravado at its best

poweredbycaffeine

WR Lieutenant

☕️

How does Building Engines sell?

SgtAE

WR Officer

Well the end user is the building owner/operator.

Our industry is primarily localised outside sales. Rep will handle a region and drive around to the building owners have meetings.
We are a startup coming from the tech side though, we sit in this little niche of our industry that combines OT (operational technology, the mechanicals and electronics of buildings) and IT (Saas, etc)
So we've come from a different industry and different style of selling over to here.
Definitely keen to learn how this industry handles sales processes more

HVACexpert

Politicker

sales engineer

building automation has definitely entered into the SaaS and IOT realms in the past few years and you are starting to see a blend between tech and construction on that side of the business. there is the initial sale of the installation, set-up, wiring, etc. but manufacturers will then come in to work with the owner directly after initial construction to set up maintenance/service agreements and subscription services for remote monitoring, etc. It's a very robust and lucrative part of the industry. If you can get in with, say a large owner such as a hospital group or college campus, it can be major $$ for a long time.

GDO

Politicker

BDM

Getting into big groups like hospitals cannindeed be great. Also these products have quite a good lock-in.

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SgtAE

Selling Building automation controls, advice from transitioning from SaaS

9 comments

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