Internet of things

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1

Cisco’s Internet of Things: Partner Enablement and Promotions Sean Hobday Business Development Manager, Cisco Systems [email protected]


New buying centers with

large budgets outside of IT.

The OT side of business is

going through a major

market transition.

$2.3B Cisco EMEAR IoT

TAM in FY15


Information Technology (IT) Operational Technology (OT)

Internet of Things (IoT)

Campus Branch Plant Field Data Center



UTILITIES: Grid modernization and workforce optimization

PROCESS MANUFACTURING: Proactive maintenance and safety/security in remote operations, logistics

TRANSPORTATION + LOGISTICS: Maintenance and fleet tracking and new customer experiences

DISCRETE MANUFACTURING: Comprehensive security, better asset utilization, faster reaction times

GOVERNMENT/DEFENSE: Response to security threats, natural disasters, secure operations and safety

IoT Business Opportunities

AUTOMOTIVE: Driver safety and decision making

RETAIL: Secure operations, new customer experiences

HEALTHCARE: Patient monitoring, tracking equipment


Manufacturing

PaaS, JouleX, Connected Operations

Energy/Utility Oil and Gas City Defense SP/M2M

Network Management (SDN) and IoT Security

Fog Computing (IOx)

Stratix CGS 1000 CGS 2500

5915 Embedded Services Router

3200

ESS2000

Video Surveillance

Manager and

IP Cameras

IPICS .

Physical Access

Manager

Plant Switching Plant Routing Embedded Networks

CGR 1000

Field Network Connected Safety and Security

819H M2M ISR Gateway Router 1552

Rugged Wireless

CGR 2000

Transportation Mining


Copyright © 2010 Rockwell Automation, Inc. All rights reserved.

• Manufacturing Framework

• IT & ICS Network Convergence

• Hierarchical Segmentation – Scalability

– Resiliency

– Traffic Management

– Policy Enforcement

• Security Policies – Defense in Depth

• Secure Remote Access

DIO

Gbps Link for Failover Detection

Firewall (Active)

Firewall (Standby)

Drive

Controller

Controller

Drive HMI

Controller

Drive

HMI

DIO DIO

Levels 0–2

HMI

Cell/Area #1 (Redundant Star Topology) (Flex Links Resiliency)

Cell/Area #2 (Ring Topology) (Resilient Ethernet Protocol - REP)

Cell/Area #3 (Bus/Star Topology)

Cell/Area Zones

Demilitarized Zone (DMZ)

Demilitarized Zone (DMZ)

Enterprise Zone Levels 4 and 5

FactoryTalk Application Servers • View • Historian • AssetCentre • Transaction Manager

FactoryTalk Services Platform • Directory • Security

Data Servers

Rockwell Automation Stratix 8000

Layer 2 Access Switch

Cisco ASA 5500

Cisco Catalyst Switch

Manufacturing Zone Site Manufacturing

Operations and Control Level 3

Remote Access Server

Catalyst 6500/4500

Catalyst 3750 StackWise

Switch Stack

Patch Management Terminal Services Application Mirror AV Server

ERP, Email,

Wide Area Network (WAN)

DIO

Network Services •DNS, DHCP, syslog server • Network and security management


End Customer

Cisco

Cisco Distributor

amd T1 reseller

Cisco T2 reseller

Automation Vendor eg Rockwell

Automation

Distributor

Machine Builder

OT System Integrator

STI Agreement (Cisco branded

products)

IT dept Automation dept

Depends on size

of end customer

OEM Agreement (branded products)


no.1 Vendor in Networking, Data Center and

Unified Communications (per Canalys Vendor Benchmark).

Innovation is in our DNA (annual $5B portfolio

investments in networking, data center…)

Engineered to work together Ruggedized

Networks, Security (cyber and physical),

Embedded Systems and Managed. We have

over 700 IoT SKUs to sell now.

We deployed a $250M investment fund to drive

IoE innovation in the industry. Cisco Center of

Innovation will open in Nov/Dec 2014.

We have a partner-centric business model (90%

of Cisco business goes through our Partners and

it’s a proof of strong commitment, experience and

investment on effective partnerships)

Internet of Everything at the core of our Strategy

and built a InterCloud offer that Partner can

leverage.

Our wide portfolio of partner enablement allows

partners to differentiate themselves in the different

market places.

Over $600M annually invested directly into

Partner Profitability just in EMEAR


Visit the many resources already available

(www.cisco.com/go/iot ).

Think at your own current customers with new lenses

and be ready to offer IoT solutions (Energy

Management, Supply chain Agility, Smart Factory

solutions. Many more can be offered today).

Potentially partner with exciting OT Partner that has a

specific focus and expertise

Request a call with Cisco IoE team to understand

more about Cisco’s IoT GTM and gain advises.

http://www.cisco.com/go/iot


Connected Manufacturing Connected Energy / Utility Connected Transportation

IoT Electives:

(must complete 1)

Cisco Traditional Partners OT Industry Partners

IoT Specialization IoT Solution Provider Partnering Incentive

CCNA – Route Switch (migrate to Network

Access FY15)

Industrial Networking Specialist (x2)

IOT Sales Proficiency

Customers and references

Industry Experience

Industrial Networking Specialist

Solution Portfolio

IOT Sales Proficiency

Partner Programs to Close the Skills Gap (coming with FY15 start)


STI;

Corporate Teams

Alliance Teams

Joint Investment

Industry Relationships


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rack

Sales in Manufacturing

(ELT; 2hrs)

Manufacturing Track

Industrial Networking

Specialist

(ILT; 40 hrs)

CCNA Route/Switch

IoT Sales Fundamentals

(ELT; 6 hrs)

Manufacturing

Networking

(TBA)

Pre-Req

SE/FE

AM

$4000

$0

$0

TBA

Q1 FY15 Q1 FY15 Q1 FY15 tba tba


http://www.cisco.com/web/learning/certifications/specialist/industrial/spec_industrial.html#~Exam

This exam tests a candidate's knowledge of the OSI layers of IP networks,

as well as networking devices like routers and switches, and cabling approaches;

specific industrial devices such as drives, PLCs, sensors, and substation equipment;

relevant industrial standards and models such as TIA, the Purdue model, and environmental standards;

and various safety protocols important in an industrial zone.

• 5 days

• Hands on Labs

• Instructor Led

• Designed for IT and operations technology professionals who are

responsible for the implementation, operation and support of networked industrial infrastructure.


• Build a strategic approach in the SKU’s we rebate on

• Reward Physical Security ATP Partners for CSS sales as they transition to the IoT Specialization (CSS Track) (launch Q1FY15)

• Reward new OT Partners who complete the IoT Specialization (launch Q1FY15)

• Continue to incent and reward our existing Cisco partners

• Show Partners that Cisco is investing in IoT by giving substantial rebates

• Message that Cisco is supporting our Partners investment in IoT Practices thru VIP


here

https://www.ciscodistributioncentral.com/programs-and-promotions/promotion/fast-track-iot-internet-things


IoT Sales Fundamentals: http://tools.cisco.com/pecx/login?URL=searchCourse%3Fkeyword=Sales_Fundamentals

Connected Safety and Security Sales Fundamentals: http://tools.cisco.com/pecx/login?URL=searchCourse%3Fkeyword=Connected_Security_Safety

Industrial Networking Specialist: http://www.cisco.com/web/learning/certifications/specialist/industrial/spec_industrial.html

Control System Fundamentals for Industrial Networking: https://learningnetworkstore.cisco.com/internet-of-things-iot/control-systems-fundamentals-for-industrial-

networking-icins-elt-icins-v1-0-021145

Networking Fundamentals for Industrial Control Systems https://learningnetworkstore.cisco.com/internet-of-things-iot/networking-fundamentals-for-industrial-control-

systems-inics-elt-inics-v1-0-021144

Main IOT Partner Page

http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/

specializations/iot-specialization.html

http://tools.cisco.com/pecx/login?URL=searchCourse?keyword=Sales_Fundamentals

http://tools.cisco.com/pecx/login?URL=searchCourse?keyword=Connected_Security_Safety

http://www.cisco.com/web/learning/certifications/specialist/industrial/spec_industrial.html

http://tools.cisco.com/pecx/login?URL=searchCourse?keyword=Sales_Fundamentals

https://learningnetworkstore.cisco.com/internet-of-things-iot/control-systems-fundamentals-for-industrial-networking-icins-elt-icins-v1-0-021145
































Thank you.

Internet of things

Engineering

Transcript of Internet of things