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