> > > IOTSE-UTL Detailed outline

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

Course Description Schedule Course Outline

Detailed Course Outline

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



Accessing our website tells us you are happy to receive all our cookies. However you can change your cookie settings at any time. Find out more.   Got it!