7Waysto DevelopandGrow. Bringyourbusinesscloserto theinternetofthings

Transkript

1 7Waysto DevelopandGrow aniotbusiness Bringyourbusinesscloserto theinternetofthings

2 TheInternetofThings (IoT). IoTreferstothe interconnectionofuniquely identi ableembedded computing-likedeviceswithin theexistinginternet infrastructure.typicaly,iotis expectedtoo eradvanced connectivityofdevices, systems,andservicesthat goesbeyond machine-to-machine communications(m2m)and coversavarietyofprotocols, domains,andapplications. 1 BetheIoT Information Expert Knowledgeispower soutilizeyouriotinsighttoaccessthe growingiotmarket.you recloserthanyoumightthink! The InternetofThings (IoT)istheinteligentconnectivityof physicaldevicesdrivingmassivegainsine ciency,business growthandqualityoflife.mostcustomersandprospectsareaware ofiot butaretypicalyunsureofhow tocapitalizeonittoimprove theirbusiness. YourcustomersandprospectsarethirstingforIoTguidanceand expertise. Usethatinherentcuriosityasanatural opener toengage customersandprospectsinadiscussion.givethem asenseof whatiotisandhow theycanleverageittofurthertheirbusiness. Letthem know thatyoubringthatexpertise. Thatdiscussionwiltypicalyleadtomoreconversationscentered oncustomerandprospectbusinessobjectives. 1

3 2 Know Your New ITBuyers OperationTechnology(OT)Director&LOBleader Today stechnologyinvestmentstendtobemorecloselyalignedtobusinessobjectives andarenotalways de nedorcontroledbytraditionalinformationtechnology(it)decisionmakers. Asaresult,OTandLineofBusiness(LOB)leaderstendtocontrolmorebudgetandthedecision-makingauthority fornew technologyinitiatives.otandlobtendtobringtraditionalitintothefoldoncetheinitiativeisunderway tohelpwithimplementationandmanagement. BecauseIoTcandelivermassivegainsine ciency,it'sverycompelingtootleaderswhofocusonpriorities suchasproductivityandsafety.butdon'toverlooklobopportunitieswithiot.byinteligentlyconnectingsmart devices,iotcanalsodrivebusinessgrowthandimprovethequalityoflife,soit'sequalyappealingtolob leaders;it'ssimplyamaterofconnectingthelobprioritieswithiotsolutions. TheleadersofOTandLOBareresponsibleformeetingtheneedsofthebusinessandarekeenlyinterestedin tangiblylinkingtechnologyinvestmentstobusinessresults.theseleadersneedtocreateanexpanded,adaptable networkinfrastructurethatcangrow alongwithevolvingconnectivitydemandsfrom insideandoutsidethe organization.inaddition,ot mustensurethatthevulnerabilitiesinherentinthismorecomplex,interconnected infrastructurearesecured. TheKeyforPartnersistobridgethegapbetweenITandOT.ThisprocessincludesengagingwithOTtode ne thebusinesschalengesandhardbusinessoutcomes,recommendingviablesolutionsthatdeliverresults,and talkingitthroughimplementation,managementandmaintenance. ReachouttoOTleaderstodaytostartthediscussion. 2

4 3 UtilizeExecutive Brie ngs InviteyourcustomersandprospectstoExecutiveBrie ngs. Getthem talkingaboutthefutureoftheirbusiness.facilitate adiscussioncenteredontheirforward-thinkingdreamsand possibilities andthenshow them how youcanhelpthem realizethoseoutcomesnow vs.inthefuture. Usethisbusinesssetingtoshow customershow IoTcan helpthem maketheirproductsorservicesmoreaccessible andvisibleforcustomers.talkabouthow IoTenables widespreaddatatobeprocessedandcorelatedwithother inputstoproducerelevantinformation inreal-time to makeactionableandpro tablebusinessdecisions. 3

5 4 Build&Leverage IoTMarketing Assets IdentifyanddevelopIoTmarketingassetstotelyourIoT Storyandtoshow customersandprospectshow IoTwil bene ttheirbusinessintheshortandlong-term. Casestudiesarealwaysvaluable.Showingcustomersand prospectshow youhelpedacustomerrealizeabusiness objectivedemonstratesexpertiseanddevelopstrust. Butcasestudiesalonearenotenough.Developassetsthat arecenteredonroi.identifythecostsvs.theamountsaved duetoimprovedautomationorbeter,andmorerapid, decision-making. 4

6 5 LeverageYour Customer Relationships You recloserthanyouthinktotakingfuladvantageofiot! Throughtheengagementswithyourcurentcustomer base,youhavegainedexperienceandknowledge and haveforgedtherightrelationships.utilizethisinsightto secureintroductionstotheotsideoftheaccount.your customershaveotexpertise,buttheywiltypicalyneed youritexpertisetohelpautomateandscale. LeveragetheresourcesandknowledgeofCisco siotteam tomakeanysolutionsimpleforyourcustomers andtotie theiotinitiativetohardbusinessoutcomes(roi). So,askforOTintroductionsfrom yourexistingaccount relationships.leveragetheknowledgeandresourcesofthe CiscoIoTteam.Andstartclosinglargerdeals. 5

7 6 Becomean IoTSpecialized Partner TodeliveronthepromisesofIoT,companiesneedapartnertheycantrust. CiscoisaglobalyrenownedBrand,withareputationfordeliveringqualityproducts,solutionsand businesresultsforitscustomers. WithaglobalnetworktotapintoasanIoTSpecializedPartner,yourbusineswilgainimmediate credibilityinthisnewandgrowingcategory.inaddition,yourbusineswilentertheiotmarket withmomentum viatheciscovalueaddpartnerprogram Ciscoalsoprovidessupportviatheirecosystem ofiotpartners andthatmeansthatyour customerscanmovetoaniotconnectednetworkwithoutanentirelynewinfrastructure. AcomponentoftheIoTSpecializationincludestheCiscoIndustrialNetworkingSpecialist certi cation.thisisforitandotprofesionalsinthemanufacturing,procescontrol,andoiland gasindustrieswhoinstal,maintain,andtroubleshootindustrialnetworksystems.the convergenceofitandotontheindustrialplant oorcreateddemandforskiledprofesionalswho understandthree-wayinteractionsamongit,networkingandtraditionalcontrolsystems. 6

8 7 StartBuilding YourIoTO ering AsanIoTSpecializedPartner,youwilbeanestablishedandstrategicplayer inthe$80.3biotmarket.byfolowingthreeeasysteps,youwilbereadyto o ervaluableiotsolutionstoyourexistingandfuturecustomers. First,conductaself-assessmentofyourbusiness,focusedonyourinstaled baseofcustomers.de nethedi erentverticalsthatyourcustomersfalinto andthentargetthetop1-2verticals.next,establishtherightsalesand technicalleadsforyourioto ering andstarteducatingyourselfonthe verticalmarketsyouselectedbyvisitingcisco sresourcepage. Second,identifythehorizontaltechnologiesthatapplytoIoTtoseehow they mayapplytoyourexistingcustomerbase.forexample,let slookatmobility. InmostIoTverticals,thereare eetopportunities.asaniotspecialized Partner,youcano eryourcustomersawiderangeofsolutionsspanning trains,buses,emergencyresponseandindustrialvehicles.thenthereis Security.Cybersafetyandsecurityareimportanttoyourcustomersandare inherenttoanyiotsolutiono ering.youshouldalsoconsiderdata Center/Cloud.Becausedataanalyticsiskeytothestoryteleronthevalueof IoT,youshouldleverageyourstrongDataCenter/Cloudpracticeacrossyour IoTsolutionsandservices. Lastly,engageyourPartnerAccountManager.Discussyourideasandplans andmakesureyouhaveaconsistentiotstorytotelyourcustomersand prospects. 7