Detailed Course Outline
Course Agenda:
0900 – Introduction, Course objectices and attendee objectives
0930 – Setting the scene, IoT in Digital Transformation
1000 – Creating business relevance of Cisco’s IoT solutions
- IoT Solution Evolution Model, Where’s the value?
- Overview of the Enterprise IoT solution stack, with a bottom up approach from device layer, core platform services, analytics, cognitive services and solutions.
1130 – Break
1130 - Cisco’s positioning within the Enterprise IoT stack and its surrounding IoT ecosystem.
We will show where the major vendors fit in to the the IoT eco-system including Cisco, Realyr, Davra, GE, Actility, Thingworx, SAP, Microsoft, Bosch, Intel.
The Cisco IoT roadmap and vision:
- Cisco’s focus within the Enterprise IoT stack.
- Partners within the broader IoT ecosystem.
1230 – Exercise, (group exercise)
Refer to the IoT solution evolution model and work with your group to identify a use case for manufacturing in each of the 3 stages. Be ready to discuss your ideas with the whole class.
1300 - Lunch
1400 - Cisco and its IoT ecosystem partners positioning within a case study
During this session, we will look at the key business drivers, use case and the solution for a recent manufacturing case Study. We will lead you through sales journey from identification, qualification, closing the sale and the business outcomes. As a result of this you will be able to see how IoT solutions map in to the Enterprise IoT stack and be able to identify the business relevancy for Cisco and its eco-system partners.
We will discuss: -
- The vertical-specific selling strategies and buying centers for Manufacturing
- The vertical-specific discovery process for sellers in Manufacturing
- The sales proposition and the sales engagement process
1530 - Break
1545 IoT Sales Workshop
Working in your groups, you will be given a manufacturing business scenario. Work through the stages of solution value and the IoT stack and build a proposition that will deliver tangibale business outcomes. The proposition must identify; the buying centre, the key stakeholders, the business requirement, the solution, the eco-systems partners and the target business outcome. Be ready to present your proposal to the class.
1645 – Next steps, resources and references
1700 - Close