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the uncertainty customers feel about the challenges riences. Hear from Navigant Research, Intelligent
in embarking on a smart buildings journey. Buildings LLC, Anixter, and UL on how the right partner
will guide customers through their smart buildings
Integrators, technology providers, and consulting journey. Help us brainstorm ideas around training,
partners can take the perceived barriers and trans- developing a smart building certification scheme, and
late them into opportunities for new customer strategies to minimize cybersecurity risks and maximize
engagement around smart building strategy and cross-cutting business benefits from investment.
execution with the following recommendations:
Casey Talon is a principal research analyst with
1. Refine and promote your sales pitch around Navigant Research, contributing to the Building
the business justifications that matter to buy- Innovations program. With a background in
ers. Help customers navigate the vast influx of economics, environmental science, and policy,
information they are receiving by focusing on the she has deep experience as an analyst and
business benefits of smart building solutions. consultant in the building technology sector. Prior to joining
Help them understand how their investment will Navigant, Casey worked with both public and private sector
change the day-to-day tasks for their operations clients as an analyst and consultant focused on energy
teams, the security of connected systems for their efficiency, building technologies, sustainability and climate
IT teams, and the experience of their staff and change. For further information: casey.talon@navigant.com.
customers.

2. Compile case studies, data, and customer
endorsements to help decision makers under-
stand the solutions to perceived barriers. As
we discovered in this survey, there are a host of
obstacles potential customers face when explor-
ing smart building investment options. Let them
know you understand the challenges and offer
real-world examples of how your customers have
overcome the hurdles to investment. Tell the story
for the full spectrum of decision makers and influ-
encers, from the occupants to the C-Suite.

3. Be pragmatic. Showcase projects that highlight
the promise of smart buildings, but understand
incremental investments that improve existing
buildings will bring the market forward. It is
important to recognize many potential custom-
ers still find the smart buildings market over-
whelming and unclear. They need to understand
where to start, how to tackle legacy building sys-
tems and old facilities, and how they can make • Uses Cases & Roadmaps
incremental investments that will improve their • Technology Evaluation & Prioritization
bottom line—both in the clear-cut benefits of cost • Cybersecurity Site Assessments
savings and the more nuanced enhancements to
their brand. C ONSULTING ON OVER  BILLION IN NEW DEVEL OPMENT
CUS T OMERS WITH OVER  BILLION SQU ARE FEET
Join us at IBcon to hear more about the research
findings regarding the near-term outlook for smart 704.759.2700 | Learn more atintelligentbuildings.com
commercial spaces and share your recent expe-

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