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TRANSCRIPT
Mark Krischer
Developing a Digital Transformation Mobility Story
EN Perfect Pitch
Topic: Wireless Everywhere
Presentation Scenario
You are attending a Cisco event where CXOs are meeting with Cisco top executives. During break time, you happened to come across your Regional Manager (RM) who is speaking with a CTO of a regional company who is currently considering key technology investment Branch Networking technology.
ASK:
You have a 15 minute window to create a strong linkage to Cisco’s Wireless Everywhere solutions and to answer questions convincing the CTO of why now is the right time for them to make strategic investment.
Judging Criteria
Knowledge of LOB challenge (40%)
Understanding of Customer business problem
Articulate Cisco’s solution
Articulate Cisco’s differentiation
Vision for the Future
Link Cisco Wireless solutions to resolve the LOB challenge: (40%)
Addressing the customer problem.
Creating a sense of urgency
Addressing likely customer concerns.
Addressing competitive tactics.
Provide comfort with cisco as a long term direction for customers.
Creativity and Delivery (20%)
Creativity of message
Creativity of solution
Creativity of delivery
We're looking for some key attributes from the winning pitch. What's most important is that you're able to
realistically articulate Cisco's Wireless Everywhere solutions to Line Of Business Managers or C-Level
executives.
15 minutes in duration and no more than 10 slides per sales pitch.
• Part 1
• Creating the Opportunity
• Digitisation and Refresh
• Part 2
• Developing the Solution
• Differentiation and Simplification
• Part 3
• Creating the Story
• Innovation and Offers
• Cisco Live Melbourne
• World of Solutions
• Hyperlocation Demonstration
Perfect Pitch Enablement
Digitisation Opens the Opportunities
Digitisation drives new ways of engagement
Customers are asking us to engage at an outcome level
Digital Transformation Is Moving IT to the Boardroom Accelerate Business Processes, Introduce New Innovative Offerings
Logistics
Tracking Data Driven Business
Intelligence
Mobile
Point of Sale
Mobile
Apps
Connected
Lighting
Digital
Sports
Outperform Your Competition by Mastering Digital
Profit 26% Revenue 9%
Cisco 2015 Virtual Networking Index
Repercussions of the Digital Business
10X Growth in Mobile
Data Traffic
(2014 – 2019)1
Higher Expectations for
Peak Network Performance
Increased Velocity for
Business Demands
Adapt Quickly for Dynamic
Changes
MORE DEVICES, MORE
APPLICATIONS
Global IP Traffic & Service Adoption Drivers
More Devices &
Connections
More Internet
Users
Faster Broadband
Speeds
More Video
Viewing
Source: Cisco VNI Global IP Traffic Forecast, 2014–2019
By 2019:
2014 2019
14.2 Billion 24.4 Billion
2014 2019
20.3 Mbps 42.5 Mbps
2014 2019
2.8 Billion 3.9 Billion
2014 2019
67% of Traffic
80% of Traffic
IP Broadband Growth Drivers
www.cisco.com/go/vni
Surge of Hotspots
Globally, there will be
341 million hotspots by 2018
• By 2018, the US leads in total number of hotspots,
followed by China and France
• Europe is the “continent of Wi-Fi” with 50% of the
world’s Wi-Fi estate in 2014. By 2018, Asia will lead.
• Today, China has 5 times more commercial Wi-Fi
hotspots than any other country
• Community Wi-Fi has been driven by Europe and
then North America, but Asia will catch up in 2018
Source: Maravedis Rethink and iPass Inc.
• Agriculture – livestock,
soil monitoring, water and
resource conservation,
temperature control for
milk tanks +
• Construction: Site and
equipment monitoring
• Emergency services and
national security
• New energy sources –
monitoring and power
generation support apps
• Smart grid and
distribution
• Micro-generation–
generation of power, by
residential, commercial
and community users on
their own property
• Mining and extraction
• Manufacturing and
processing
• Supply chain
• Warehousing and storage
• Retail goods monitoring
and payment
• Retail venue access and
control
• Slot machines, vending
machines
• Environment and public
safety – closed-circuit TV,
street lighting, waste
removal, information +
• Public space advertising
• Public transport
• Road traffic management
• Health monitors
• Assisted living – medicine dispensers +
• Clinical trials
• First responder connectivity
• Telemedicine
• Fleet management
• In-vehicle entertainment systems, emergency calling, Internet
• Vehicle diagnostics, navigation
• Stolen vehicle recovery
• Lease, rental, insurance management
• Electric vehicle charging
• Smart metering
• Office building automation
• Building security
• Office equipment – printers +
• Routers +
• Commercial appliances
• Home automation
• Building security
• Network equipment – printers +
• Network infrastructure – routers +
• White goods
• Tracking applications
• Household information devices
Connected Car Connected Work Connected Home Connected
Health Utilities
Other Energy Retail Connected
Cities
Manufacturing
&Supply Chain
Healthcare Government Manufacturing Education Financial
Digitization Impacts All Sectors
Cisco Confidential
Enterprise, Evolution of the Open Office Open Workspace
Always On,
Always Secure Get the Most Out of
Your Wi-Fi Investment
Adapts As Your
Environment Changes
Reliably Connect Employees and Devices for
Business Critical Applications Such As Wi-Fi
Calling and Video Services
High Performance Wi-Fi While Leveraging
Location-based Solutions Like CMX
Dynamically Adapting the Network to
Provide Optimal User Experience
Employee Productivity
Velti
Wi-Fi Means Growth for Mobile Advertising
Innovator
The Challenge
• Needed to ensure their business model that embraces
employees working on their mobile devices from anywhere
was secure and seamless as employees travel to multiple
locations
Digital Transformation
• Enhance business agility through quicker set-up of new
offices anywhere
• Decrease provisioning time for mobile workforce and
reduce capital expenditure
• Accelerate secure collaboration and communication within
and between offices
Business Outcomes
• Worldwide office presence almost doubles in size;
provisioning time cut by 75 percent
The Education Enabler that Allows Students to Learn Without Limits
Digital Learning Digital Campus Education Innovation
Energize students by making mobile
devices part of your lesson plan
Improve student learning, campus life and
safety with everywhere wireless
Boost success by connecting students to
educators and personalized content
Purdue University University of South
Florida Bowdoin College
Katy Independent
School System
Higher Education
Brunel University London
University Supports Growing Mobility Demands With
Next-generation Wireless
The Challenge
• Provide consistent BYOD experience
• Enforce security policies
• Need to gain visibility into Wi-Fi demands and movement
patterns
Digital Transformation
• Broad deployment of 802.11ac wireless network to
accommodate 17,000 users
• Introduced single policy enforcement, authentication, and
management system
• Foundation for location-based usage analytics
Business Outcomes
• Continuous, high-quality network access with ability to
prioritize critical applications
• Complete visibility into user activity and application
performance on network
The New Retail Experience that Builds Customer Loyalty in a Digital World
Omni Channel Experience Hyper Relevance Real-Time Analytics
The Wi-Fi that allows your customers to
shop the way they want
The right information at the right time for
the best customer experience
Visibility to better understand
what your customers want and keep
them coming back
Altarea Cogedim Mall of America Vitra INTU
Retail
Altarea Cogedim
Connecting Online and In-store
The Challenge
• Provide a more memorable and enjoyable shopping
experience
• Increase business opportunities for retailers
• Use integrated information to increase customer footfall
Digital Transformation
• Implemented high-performance Wi-Fi network and CMX to
engage with shoppers
• Use OpenField Data Management Platform for analytics
and reporting
Business Outcomes
• Shoppers now enjoy a fully-connected retail journey online
and at the mall
• Analytics are cross-checked with systems like air
conditioning and is also shared with retailers for a better
retail experience
The New Travel Experience At Your Home Away From Home
Quality Wi-Fi Guests Demand Enhanced Guest Experience Real-Time Analytics
Wireless that allows your guests to
connect to the things they love
Personalized guest engagement for the
next generation of traveler
Capture insights to understand guest
preference and make staff more efficient
Hyatt Regency
Santa Clara Fira de Barcelona
Erickson
Living
MGM Resorts
International
Hospitality
Santa Clara Hyatt
Driving Business Intelligence
The Challenge
• Identify guest location and dwell times to deliver
personalized and contextual services
Digital Transformation
• Wayfinding and location-based services for 1:1 guest
advertising
• Location and dwell-time analytics for enhanced service
delivery and revenue growth
Business Outcomes
• 20% increase in non-room revenue
• 65-point increase in customer satisfaction – raised
property from bottom 5% to top 5%
• 25% to 40% increase in lobby bar spend by offering free
Wi-Fi access
• Increase of 65% in Internet Promoter score one year after
implementation
Healthcare Seamless Across Campus
Reliable, Always-on Medical Staff Optimization Patient Satisfaction
Connect caregivers and staff to the
information they need the moment they
need it
Improve staff workflows and locate
equipment faster to deliver better care.
Centrally-managed
Network Provides Reliability tor the
Distribution of Information
Houston Methodist
Hospital
Miami Children’s
Hospital
St. George’s
Healthcare
Norway University
Hospital
Healthcare
Baylor Scott and White
Changing Healthcare for Life
The Challenge
• Provide reliable Wi-Fi for staff, patients, and medical
devices
• Proactively troubleshoot large wireless network,
immediately addressing issues
• Rapidly integrate acquired hospitals and clinics into
centrally-managed network
Digital Transformation
• Implemented high-density, high-performance Wi-Fi
network for improved capacity and performance
• Centrally-managed the network to resolve device
connectivity issues proactively
Business Outcomes
• Installation of new drug libraries on wireless infusion
pumps now 4x faster
• Insightful network management allows for identification of
hardware on network, enabling tracking for refresh cycles
New Innovations Driving Digital Change
Corporate
Environment
• BYOD/CYOD: Improves
the performance of all
devices
• In the Carpeted Space:
Optimized wireless for
productivity anywhere
• In the Warehouse:
Provides data for
analytics and process
visibility
Higher Education
• In the Campus:
Automatically adapt to best
serve the changing
environment
• In the Dorm: Support the
way students learn and live
• For Faculty: Drive
innovation to attract top
talent
Retail
• Customers: Provide a
better shopping
experience
• Retail Staff: Better
support customers and
connect to product
information anywhere
• Service: Speed
customer purchases
and adapt to increases
in foot traffic
Hospitality
• Check-In: Provide a
streamlined experience
• In the Room: Offer
higher-performance
guest Wi-Fi
• Everywhere: Deliver
enhanced services to
drive revenue growth
Healthcare
• Medical Systems:
Deliver patients
information quickly
and reliably
• Patients / Guests:
Allow them to stay
connected to family and
friends
• Staff: Allow them to
view patient, medical
information and
collaborate anywhere
Refresh Creates the Opportunities
Addressing Growth 802.11ac Wave 2
Highest Wi-Fi
Performance Ever
Better End Device
Efficiency
For Highly Demanding Environments
Higher Data Rate Than Previous
Standard
Allows For More Wireless Data
With Wider Channels
Simultaneously Deliver Data to
Multiple Devices
Conserve End-Device Battery
Wi-Fi Connectivity Speed Timeline Gigabit Wi-Fi As Primary Access
3SS Desktops / Laptops
2SS Laptops / Tablets
1SS Tablets / Smartphones
*Assuming 80 MHz channel is available
and suitable
**Assuming 160 MHz channel is available
and suitable
802.11 802.11n 802.11b 802.11a/g
802.11ac
Wave 1
802.11ac
Wave 2
3500**
2340**
1730**
290*
= Connect Rates (Mbps)
= Spatial Streams SS
2016 2015
Gig
abit
Eth
ern
et
Uplin
k
2 G
igabit
Eth
ern
et
Uplin
ks
1 Spatial Stream
2 Spatial Stream
4 Spatial Stream
s
3 Spatial
Streams
2013 2007 2003 1999 1997
2 11 24
54 65
450
300
1300*
290*
870*
5260**
3500**
600*
Dual
5GHz
Multi-G
igabit
Uplin
ks
Better Traffic Handling 802.11ac Wave 2 with 160MHZ - Wider Channels
Wider Channels
Allows More Traffic
to Pass
20–40 MHz 80-160 MHz
Better Traffic Handling 802.11ac Wave 2 with 160MHZ - Wider Channels
20–40 MHz 80-160 MHz
Multi-User MIMO
Uses the Channel to
Max Capacity
Simultaneous Data Delivery to Many Devices
Devices Get On and Off the Network Quicker, Allowing More Devices to Be Served
Single-User MIMO (SU-MIMO)
Simultaneous Data Delivery to Many Devices
Devices Get On and Off the Network Quicker, Allowing More Devices to Be Served
Multi-User MIMO (MU-MIMO)
Better Battery Efficiencies
Speed of 802.11ac Results in Less Transmit/Receive = Improved Battery Life
Data
802.11ac
802.11n
0MB 890MB 2.1GB 3.26GB 4.68GB 4.68GB
0MB 432MB 1.08GB 1.64GB 2.13GB 2.76GB
25% 20%
15%
10% 5%
25% 20%
15%
10% 5%
Looking Beyond Wireless
Faster Wireless
Devices
Faster Wireless
Control Plane
Faster
Backbone
Faster Wireless
Offload
Production Data
Authentication /
Tunnel Faster Wireless
Connectivity
Business-
Focused
Solutions Customer Experience Workforce Experience
Business
Relevant
Applications Expense
Reporting
Print and
File Activity Collab.
Virtual
Desktop
Promotion /
Advertising Travel Loyalty
Social
Network Wayfinding Wayfinding
Copyright © 2013 Gallup, Inc. All rights reserved. The content is used with permission; however, Gallup retains all rights of republication.
Workforce Engagement Is Impactful
Cisco Confidential
1.5x higher EPS when
Engaged Employees outnumber disengaged by ~9:1
Higher
Profitability
22% 25% Lower
Turnover
41% Fewer Safety
Incidents
One disengaged employee
costs an organization
approximately
$3,400 for every
$10,000 in annual salary
How Important is Customer Experience?
In
2016 89% 66% In
2013
Of companies will compete based on customer
experience (up from 36% in 2012)**
Companies Consumers
Switched brands due to
poor customer experience*