Selling Indoor IoT with Cisco DNA Spaces (SIICDNA) – Outline

Detailed Course Outline

WHY DNA Spaces for Indoor IoT

  • Review indoor IoT landscape and related market opportunities
  • Landscape and opportunity
  • IT and OT convergence.

Understand the challenges customers are facing and Why DNA Spaces

  • Delivering efficiencies by collapsing the infrastructure, to lower indoor IoT costs in factories, facilities, healthcare, education, hospitality, and retail sectors;
  • Enriching experience and creating Trusted Workplaces: e.g. connected smart boards, intelligent lighting, climate control, and smart building services;
  • With connected products, delivering demonstrable cost efficiencies through automation, orchestration and AI;
  • Relating business outcomes to specific use-case examples:
    • Healthcare;
    • Retail;
    • Carpeted Spaces;
    • Employee safety;
    • Environmental monitoring;
    • Work in Progress tracking

WHAT is DNA Spaces - A high-level exploration of Indoor IoT

  • DNA Spaces for Indoor IoT architectural overview
  • IoT protocols considered: Wi-Fi RFID; BLE, Z-Wave, Zigbee/Thread;
  • DNA Spaces Connector functions;
  • Catalyst 9100 Wi-Fi 6 Access-Point (AP) BLE gateways functions (Base and Advanced);
  • Catalyst 9800 Wireless Lan Controller functions;
  • Cisco DNA Spaces Firehose API;
  • Cisco DNA Spaces ACT license;
  • Compatibility Matrix.

Considering the entire lifecycle

  • IoT Device Marketplace for asset tags, environmental sensors, and beacons
  • Cisco DNA Spaces App Centre and the related business outcomes
  • Wi-Fi 6 APs with dynamic gateways
  • Cloud-based device management.

HOW to position Cisco DNA Spaces for Indoor IoT

  • Brief overview of DNA Spaces technical advantages
  • Speed; Performance; Scale; and Cost advantages;
  • Deploy, manage and configure at scale;
  • Identifying meaningful data;
  • Device and application monitoring reduce downtime;
  • Streaming telemetry to enterprise and third-party applications;
  • Future-proofed.

Business value propositions examined

  • Productivity, Engagement & Governance
  • Connected products delivers increasing automation and cost efficiencies
  • Collapsing the infrastructure delivers real cost reduction

Position the solution

  • Three key sales motions:
    • 1. Customers have projects but cannot easily see the ROI – partners need to help customers to visualise the ROI and to make the business case
    • 2. Selling the architecture to deliver the use-case
    • 3. Partners need to discover and qualify in new opportunities.
  • The key customer stakeholders (IT, LoB’s, C-Suite) and aligning the messaging

Session conclusion

  • Sales Resources: SalesConnect, dCloud, etc.;
  • Knowledge check quiz;
  • Call to Action and introduction to Sales-Plays.