Internet of Things Sales Engineer Workshop – Utilities Vertical (IOTSE-UTL)

Module 1: IoT Account Team – Utilities Workshop

Objective: Understanding the current landscape and industry insights within the Utilities Vertical

• Explore the current Landscape within the Utilities Vertical
  • Existing approaches in Infrastructure Zones (Generation, Transmission, Substation and Distribution)
  • Existing approaches in consumer zones (Home, Building, Data Centers and Distributed Generation and Storage)
  • Current Challenges within Utilities (Energy delivery, customer engagement, asset life-cycle management & optimization)
• Business goals and Functional requirements aligned to IT/OT Convergence initiatives
  • NERC-CIP Regulatory Mandates
  • Automation
  • Network Management
  • Billing
  • Contact Centers
  • Metering
  • Data Analytics
• Key care-abouts and Business Outcomes regarding the Utilities Vertical
• Industry Trends leading to IT/OT Convergence, the next evolution of the Smart Grid
• Industry drivers of IT/OT Convergence
• Understand the opportunity that IT/OT Convergence creates
• Workshop Exercise: mapping business outcomes to initiatives around IT/OT Convergence

Module 2: Explore Cisco IoT Portfolio of Solutions for Utilities

Objective: Understand the Cisco Portfolio of IoT Solutions and their use cases within the Utilities Vertical

• Portfolio of Solutions Overview and Road Map
  • Field Area Networks
  • Distribution / Automation
  • Connected Field Workforce
  • Substation Automation
  • Big Data Analytics and Fog Computing
• Business Outcomes:
  • Safety and Injury Free Environments
  • Customer Satisfaction
  • Reliable Transmission and Distribution
  • Protecting the Environment
  • Workforce Engagement
  • Operating Efficiency and Cost Reductions
• Functional and non-Functional Requirements Gathering
• Cisco IoT Use Cases and References
• Deep Dive into Cisco GridBlocks Architectural Model and other Reference Models
• Facilitated Application Workshop: Prepare presentation on how a Cisco IoT Solution can meet a Utilities Use Case
• Workshop Exercise: Whiteboarding a Cisco IoT Utilities Solution
• Workshop Exercise: Traceability of Requirements to Cisco IoT Solution Design

Module 3: Implementation of the IoT Sales Model for Utilities

Module Objective: Articulate and align Cisco’s IoT Portfolio of Solutions to relevant use cases using the IoT Utilities Sales Model

• Overview of the traditional OT Utilities Sales Process
  • Traditional RFP, RFI and RFQ Procurement channels
• Understand the Business Outcomes Approach (BOA) for IoT Utilities Sales
  • Customer Discovery
  • Identify and Design
  • Proof of Value
  • Offer and Accept
  • Realize Customer Value
• Understand the value of the SE Technical Account Review Tool
  • Readiness Assessment
  • Priority of Needs
  • Technology Maturity Level
  • Practice Development
• Align BOA to Proposal Development and RFP Response processes in Utilities
• Align BOA to Requirements Gathering and Traceability processes in Utilities
• Understand Lifecycle Service Delivery Approach for Cisco’s IoT Utility Portfolio of Solutions
• Facilitated Application Workshops:
  • Group Activity: Customer Role-play— highlighting relevant Cisco IoT solutions and the business benefit to the customer; articulating the technical and business value of the Cisco IoT Solutions
• Self-Directed Activity: Proposal Building Exercises using IoT Sales Model

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