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

sridesik@cisco.com

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*