IoT Sales Training:

Extended Enterprise Solutions and Sales Plays

Learning Objectives

By the end of this topic, you will be able to:

• Identify new IoT opportunities using Intent-

Based Networking
• Use Extended Enterprise Sales Plays to help
close more deals
• Drive customer success using Cisco products

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 • Define the Extended Enterprise
sales play
• Identify the Extended Enterprise
Topic Agenda opportunities
• Review the competitive benefits
of each solution

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Defining Extended Enterprise
Solutions and Sales Play

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Every Account is an IoT Opportunity

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Developing IoT Opportunities with Three Paths

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 Customer Care-Abouts for Extended Enterprise

Connectivity Automation Security and Visibility Performance

In Rugged environments Across IT/OT Identify, Locate and Set Policy

Designed for Rugged Centralized Management Simplified Security Highly availability and
Environments Reliability

Headquarters Campuses Extended

Enterprise

Security and access policies High MTBF

Centralized management
Fan-less self cooled operation for IoT devices Resilient operations
Scalable and repeatable operations
Shock and Vibration Greater visibility into Meet Standards and compliance
across the Entire Enterprise
Size, weight and form-factor diverse IoT device
© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Analytics and insights
Identifying Extended
Enterprise Opportunities

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Warehouse Connectivity Areas of Warehouses to Connect

• IP Cameras, emergency phones

• Sensors, automated receivers, sorters, conveyors
• Wireless APs for Wi-Fi connectivity for hand-held devices

Benefits

 IE3400 / IE 4000 and IE4010 series – secure

ruggedized connectivity with Gigabit PoE connecting • Improved safety and productivity of staff
automated receiving, sorters, conveyors, IP cameras, • Reliable network operation without air-conditioning costs
Wi-Fi connectivity, voice • Increased operational efficiency delivered through real-time process
visibility
 IW3700 series – secure Wi-Fi connectivity for laptops,
• Improved shelf utilization and inventory management
sensors, and mobile phones
© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Confidential • Integrate supply chain into business application suite
 Distribution Center Connectivity
IW3700
IE3400
ISA3000 Areas of Distribution Centers to
Connect
IE3400
• Systems and peripherals supporting picking,
packing, staging, and shipping
• Safety and security system
PLC IW3700
• Wireless devices and phones
HMI IE4010
• Connect conveyors, controllers , receivers, and
sorters

 The IE3400 / IE4000 provides ruggedized Gigabit Ethernet with Benefits

secure, robust and reliable connectivity for automated receiving,
sorters, conveyors and refrigeration controllers
• Better asset/inventory and machinery/equipment tracking
 The ISA3000 provides industrial protocol deep-packet inspection, • Security and video surveillance
application visibility, security control enforcement, IoT threat • Increased operational efficiency delivered through system
protection, and Network Address Translation connectivity and process visibility
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• Integration of supply chain into business application suite
 Switch “runs hot” — no cabinets or AC required
 Outdoor Connectivity
Areas of Outdoor Spaces and
Parking Lots to Connect
Catalyst® 9000
SD-Access • IP Cameras, emergency phones
• Digital signage, sensors
• Mobile devices – laptops, tablets, phones
IE
33
00

IE 3300 IE 3400 Benefits

 Cisco DNA — Centralized automated policy enforcement for • Improved safety and customer experience for customers
extended enterprise • Theft prevention with surveillance systems
 IE3300 / IE3400 / IE4000 series — secure ruggedized connectivity • Efficient parking lot space management
with Gigabit PoE connecting IP cameras, Wi-Fi connectivity, digital • Secure connectivity for ticketing kiosks, automated
signage etc. entry/exit control
 IW3700 series — secure Wi-Fi access for operations integrating real- • Wireless connectivity for staff and customers
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time communications for customers and staff
 Port Connectivity
Areas of Ports to Connect
5500 WLC Operations
Center
• Port assets and crane system for offloading data
including health and coordinates
• Video Surveillance Cameras
IE4000 IE4000
• Wireless APs

• Auxiliary power systems

IW3700 IW3700

 Ruggedized IE3400 / IE4000s provide connectivity and High Benefits

Density PoE/PoE+ without the need for additional cabling
 Industrial grade, secure Wi-Fi network with IW3702 for vehicle
Operational efficiency and Productivity through:
logistics and asset monitoring
• Fast and efficient data offloading from port side assets like
 Switch “runs hot” – no cabinets or AC required cranes
 Support for Video Cameras to provide physical security and process • Faster port side operations with Wi-Fi for workers devices
improvement • Seamless communications from crew
 Highly reliable, high bandwidth, secure connectivity
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 Airport Connectivity
IE5000 Aggregating IE4000 on the Passenger Areas of Airports to Connect
All IE4000s Boarding Bridges

• Video Surveillance Cameras, IP Phones

• Wireless APs for baggage scanning system
• Auxiliary power system

IE5000 IW3702

5500 WLC
Benefits
IE4000
Airport Control Center

Operational efficiency and enhanced passenger

 Ruggedized IE3300 / IE3400 / IE4000s provide connectivity and
experience through:
High Density PoE/PoE+ without the need for additional cabling
• Reduced lost/ delayed luggage
 Industrial grade, secure Wi-Fi network with IW3702 for jetway • Faster flight operations
operations such as baggage handling and tracking and offloading
• Improved turn-cycle for planes
flight trip data
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• Seamless communications through airport operations
 Roadways Connectivity Areas of Roadways to Connect
Operations
Center • Toll systems

SD Access
IE4000 • Digital signage
• Roadside cameras
• Sprinkler systems
• Environmental sensors
Toll Sprinkler Roadside
Systems System Cameras

Env. Sensors Traffic Monitoring

Benefits

• Provide emergency services for stranded vehicles

 Cisco DNA – Centralized automated policy enforcement
• Monitor highway activity for safety
 IE3300 / IE3400 / IE4000 provides a secure, reliable, redundant and high • Smooth and efficient flow of traffic
bandwidth Gigabit Ethernet connectivity with Ring architecture • Improve customer experience with automated
tolling and lane entry/exit control
 Fiber
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Cisco and/or its affiliates. center
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 ATM/Kiosk Connectivity ATM/Kiosk Connectivity

vManage
DC • ATMs/Kiosks
• Video surveillance cameras

SDWAN
N
WA
SD

ATMs ATMs

Benefits

IR1101 IR1101 • Enhanced security for the machines

• Enhanced privacy of client transactions/data

 IR1101 extend WAN connectivity to ATMs in harsh, remote locations • Theft detection and prevention
 Add intelligent SD-WAN, security, nonstop redundant and high-speed • Less expensive cellular links
connectivity, and edge computing • Automated cash management
 Enable simple cloud gateway management with operational visibility • Reduced complexity
(GPS, alerts, and notifications)
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Reviewing 
Competitive Benefits

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Extended Enterprise Competitive Strengths

Centralize and implement security policies across the

enterprise for all devices with role-based access (SDA)

Extend smart network management tools to entire network—

both carpeted and non-temperature controlled, ruggedized
spaces

Automate and manage at scale

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Extended Enterprise Takeaways

Extended Expand Extended Increase wallet

Enterprise footprint Enterprise share by
is a huge leveraging your helps you to 10-25%
opportunity networking skills bridge the
$5B+ TAM and IT IT-OT Gap
relationships

“What are you doing for your outdoor connectivity?”

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Topic Summary

This topic showed you how to:

• Identify new IoT opportunities using Intent-

Based Networking
• Use Extended Enterprise Sales Plays to help
close more deals
• Drive customer success using Cisco products

© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Thank you!