09 IoT Sales Training CXPM Professional Services Overview

IoT Sales Training:
Cisco’s IoT Professional Services Overview

Learning Objectives
By the end of this topic, you will be able to:
• Identify how CX IoT offers are aligned with

Cisco’s IoT strategy and go-to-market
• Facilitate the adoption and expansion of IoT
Products using CX Professional Services
• Support and drive customer success by teaming

with CX IoT Professional Services
© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
• Summarize the CX IoT Professional
Services approach
Topic Agenda • Define CX IoT offerings
• Identify how to engage with the CX
IoT Team
Summarize the
CX IoT Professional Services
Approach
IoT CXPM Objectives
Combining people talent and process to Cisco
technology to drive business outcomes
1
Cisco IoT Aligned
with CVDs and
Technologies 3
Support partner
success
2
Facilitate the 4
adoption and Emphasis on recurring
expansion of IoT offers
products
Custom Software and solution, Homegrown Platforms, Competing Services, one off solution
Keys to Success With IoT
Technology People
A passionate team bringing value to our customers, partners and
Cisco by solving business problems.
• Highly experienced Cisco network engineers and architects
• Industry experience (O&G, Manufacturing, Utilities,
Transportation
Process
A framework designed around the customer lifecycle to help
Evaluate, Select, Implement, Optimize, and Expand Cisco IoT
products and solutions.
Technology
People Process Aligned with Cisco’s Industry-leading networking, edge, and
security capabilities specially designed for the environmental
demands found in IoT applications.
Journey Categories for CX IoT Services
1 Advisory 2 Implement 3 Optimize 4 Support
A set of service offers to help CX delivery methodology Ongoing optimization & Multiple flavors of support to
customers plan and kick start to ensure successful services to assure product drive customers towards
their IoT projects deployments and delighted usage, maximize faster resolution of issues and
customers & partners performance and identify maintain reliability.
expansion opportunities
•• Sales
Sales Acceleration
Acceleration •• Deployment
Deployment Acceleration
Acceleration •• Facilitate
Facilitate expansion
expansion •• Ensure
Ensure customer
customer satisfaction
satisfaction
•• Expose
Expose customer
customer to
to Cisco
Cisco •• Best
Best Practices
Practices •• Maximize
Maximize ROI
ROI •• Deliver
Deliver Technical
Technical assistance
assistance
technology
technology
Defining CX IoT Professional Service
Offers
CX IoT Portfolio Alignment
IoT BU
Portfolio Network Connectivity
Edge Intelligence OT Security
connectivity management
Professional Industrial FAN Connected Cyber Vision

Services Networking Services Roadways Services
Cisco Cyber Vision Services – Overview
Cisco Cyber Vision Advisory Services
DESCRIPTION
Advisory service designed to help customers begin their Cyber
Security journey and sellers quickly engage new opportunities.
BENEFIT TO CUSTOMER
Deliverables include asset inventory, communication flow map, and
vulnerabilities their industrial control network. Helps bring IT and
OT together and evaluate the need for cyber security.
BENEFIT TO CISCO SALES AND PARTNER

Simple, fixed price offer to enable sales to position Cyber Vision to
customers. Provides new conversation for existing customers, and
the final report serves as a roadmap of additional Cisco products.
REACH OUT TO CX IoT PM:

cxpmiot@cisco.com
MORE INFORMATION:
https://salesconnect.cisco.com/#/program/PAGE-11982
Cisco Cyber Vision Services
DESCRIPTION
Pre-defined solution sizing based on standardized scope, service
components and deliverables. Simple LOE Model with templates for
commercial proposal and SOW to enable sales help sales teams spend
less time writing and more time selling.
BENEFIT TO CUSTOMER
Best practice playbooks assure that projects are executed quickly and
effectively. Easy to determine budget.

Simplified selling, save time and close deals faster. Practice playbooks
and training make is easier to deliver and scale.

cxpmiot@cisco.com
MORE INFORMATION:
https://salesconnect.cisco.com/#/program/PAGE-11982
Overview of Industrial Networking Services
Advisory services around key project milestones
Design Reviews Testing & Validation Outdoor Wireless Planning Outdoor Wireless Tuning
& Design & Optimization
Predictive Modeling +
Cisco will help validate FAT, SAT, SIT and UAT
Wireless Design Optimize RF deployment
your designs Advisory
Document Development
Enable Cisco Partners in Model of True Partnership
Broad Alignment to Cisco Validated Designs
Industrial Automation Transportation Connected Communities Extended Enterprise
IA - Mining Connected Rail Smart Cities Extended Enterprise

IA – Oil & Gas Connected Roadways
IA - Networking & Security Mass Transit
IA – Manufacturing
Partner focuses on implementation execution CX Services provide alignment to best practices
Industrial Networking Services
Industrial Networking Autonomous Mining
Primer Service Vehicle (EFT) Service
DESCRIPTION
DESCRIPTION
Advisory service to help customers analyze their network from a holistic
Demonstrates Cisco’s ability to support autonomous or remote-control
view to ensure they have a robust and scalable network architecture that can
operations over a secured convergent infrastructure.
meet their long-term business requirements.
BENEFIT TO CUSTOMER
The goal of this services is to first evaluate the existing network
Demonstrates value through an early field trial that can scale to a full
architecture, identify gaps, help the customer understand the current gap
deployment with immediate value on production assets.
analysis, and then develop a future-state roadmap they can execute on.

cxpmiot@cisco.com
Industrial Networking Services
Industrial Networking Industrial Networking
PDI Service Services for Partners
DESCRIPTION DESCRIPTION
Full suite of design, testing, implementation, training, support and Suite of advisory services that offer System Integrators an array of design,
consulting services. testing and other consulting services to support their existing projects.
BENEFIT TO CUSTOMER
Help customers develop an IT/OT secure, integrated, standardized and BENEFIT TO CISCO SALES AND PARTNER
compliant architecture for connecting industrial automation and control Goal is to de-risk the project and ensure a successful deployment.
systems.

cxpmiot@cisco.com
Cisco FAN Integrated Headend
• Automated deployment of a software and hardware bundle that
What is it? contains IoT Field Network Director (FND) and the related
communication and security infrastructure
• Zero-touch deployment + secure commissioning, provisioning and

What does it Provide?
management
• Sensor connectivity + gateway management across verticals (utility,

Who is it for? street lighting, city management, industrial)
• Standardized way to deploy/maintain a large number of IoT devices
Common Solutions Enabled by the Cisco FAN
Integrated Headend
Distribution Automation Remote and Mobile Assets Transportation Connected Communities Industrial Automation
Distribution Automation Remote and Mobile Assets Connected Roadways Connected Communities IA - Oil & Gas
Secondary Substation (RaMA) Infrastructure (CCI) IA - Manufacturing
Advanced Metering Smart Street Lighting
Infrastructure
CVD serves as the foundation for the network FAN HE provides Commissioning, Monitoring
architecture within each vertical and Provisioning of devices
FAN Integrated Headend Services
DESCRIPTION
The Cisco FAN Integrated Headend Services guide customers through
Master Planning & Lab validation
the lifecycle of evaluation, implementation, optimization and
Plan, design, and build out of a Cisco FAN Integrated Headend in a lab
environment. Then test, analyze, and document results. This service
operations of the Cisco FAN Integrated Headend solution.
provides customers with full feature functionality in both the test and
production environment.
BENEFIT TO CUSTOMER
The Cisco FAN Integrated Headend reduces the cost and complexity
Field Pilot Services
of device management to accelerate time to value.
Field Pilot Services allow customers to test full functionality of the headend
in a limited scope field area.

Production FAN Headed The FAN Integrated headend greatly reduces deployment and
Implementation of Headend to support production deployment of field device provisioning complexity to lower cost, drive solution adoption and
accelerate product sales.
Day 2 Business Critical Services (BCS)

Our suite of day 2 services provides the Lifecyle services for helping the PRICING AND MORE INFO - REACH OUT TO CX IoT PM:
customer onboard, use, engage, adopt and optimize production FAN use cases
to support their business outcomes. cxpmiot@cisco.com
Engaging with the
IoT Customer Experience Team
How to Engage with the CX Team
Reach out For
• Level of Effort Scoping • Pre-Sales (Technical)

• Statement of Work Template • Business alignment
• Proposals Template • Discovery mentoring
• Customer Engagement for Strategic • Deployment guidance and
Opportunities Sales Connect mentoring
Mailer List: cxpmiot@cisco.com
Sharepoint
Three Step Proposal Process
Step Process Estimated Time

Provide customer specifics to CX Product Management
Contact CX IoT Team 30 minute call
Email: Ask-CX-Industrial-Networking@cisco.com
Level of Effort (LoE) Templatized LOE provided directly after call Same day price quote
Sales team to submit LOE for proposal creation

Proposal Creation 1-2 days
Service SKU: AS-IN-CNSLT
The statement of work has been templatized and can be provided within 2 business days
For more
information:
• CX Professional Services
Contact:
cxpmiot@cisco.com
• CX Program Engagement:
https://salesconnect.cisco.com/#/
program/PAGE-862
Topic Summary
This topic showed you how to:
• Identify how CX IoT offers are aligned with

Cisco’s IoT strategy and go-to-market
• Facilitate the adoption and expansion of IoT
Products using CX Professional Services
• Support and drive customer success by teaming

with CX IoT Professional Services
Thank you!

09 IoT Sales Training CXPM Professional Services Overview

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IoT Sales Training:

Cisco’s IoT Professional Services Overview

• Identify how CX IoT offers are aligned with

• Support and drive customer success by teaming

1 Advisory 2 Implement 3 Optimize 4 Support

Professional Industrial FAN Connected Cyber Vision

BENEFIT TO CISCO SALES AND PARTNER

REACH OUT TO CX IoT PM:

BENEFIT TO CISCO SALES AND PARTNER

REACH OUT TO CX IoT PM:

Enable Cisco Partners in Model of True Partnership

Industrial Automation Transportation Connected Communities Extended Enterprise

IA - Mining Connected Rail Smart Cities Extended Enterprise

Partner focuses on implementation execution CX Services provide alignment to best practices

REACH OUT TO CX IoT PM:

REACH OUT TO CX IoT PM:

• Zero-touch deployment + secure commissioning, provisioning and

• Sensor connectivity + gateway management across verticals (utility,

Distribution Automation Remote and Mobile Assets Transportation Connected Communities Industrial Automation

BENEFIT TO CISCO SALES AND PARTNER

Day 2 Business Critical Services (BCS)

• Level of Effort Scoping • Pre-Sales (Technical)

Step Process Estimated Time

Sales team to submit LOE for proposal creation

• Identify how CX IoT offers are aligned with

• Support and drive customer success by teaming

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