Delivering business value through transformative networking 20012011

Delivering Business Value Through
Cisco Transformative Networking

Robert Saxe Senior Management Consultant

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1

Robert Saxe

Senior Management Consultant
Office: +1 (630) 444-0544
Mobile: +1 (630) 399-3653
rsaxe@consultcascade.com / rosaxe@cisco.com
Web: http://www.consultcascade.com


Forward Looking Statements

Many of the products and features
described herein remain in varying
stages of development and will be
offered on a when-and-if-available
basis. This roadmap is subject to
change at the sole discretion of
Cisco, and Cisco will have no liability
for delay in the delivery or failure to
deliver any of the products or
features set forth in this document.


Agenda……

Introduction

Market Transitions and Borderless Strategy

Transformative Networking – Enabled by IBLM

Borderless Experience – Security

Borderless Experience - Mobility

Borderless Energy Management (BEM)

Business Video


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Partner sales/Presales tarining: Delivering Business Relevance with IBLM Network Transformation

Optimize IBLM Evolution towards:
• Business Relevant Network Transformation
• Full Customer Engagement Through Lifecycle Management Medianet and
Business Video
Understand Borderless Network Architecture:
• Market Transitions and Drivers
• Compelling Events and Customer Opportunities
• Cisco Solution Vision and Current Capabilities
Business Energy
Management

Apply Architecture
• Target Customer Profiles
• Business Needs Assessment Borderless
• Relevant Network Assessments Experience
• Architecture Roadmap and Solution Development


Calls To Action

1. Apply the Transformative Networking Sales engagement model
to all opportunities in order to identify and drive business
2. Build a sales plan to drive incremental business
a. Profile your installed base for the Borderless Solutions we will discuss
b. Interlock with Cisco AM‘s for strategic account planning
c. Using the Business Needs Assessment Tool, engage strategically to
identify and solve relevant customer business problems
d. Develop the relevant network assessment capabilities
e. Close by applying the relevant Borderless Architecture Solutions
3. Deploy the Borderless Solutions within your firm and develop
your own internal and customer use cases
4. Expand your Borderless Architecture solution capabilities over
time


Agenda……

Introduction






Business Video


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Your Business is getting more complex…

Business model shift Requires a new approach

 Web-based, collaborative, personalized  IT innovation as a ―competitive advantage‖
 Higher user expectation  Align People, Processes, Technology
 Global markets & competition  Common goals for CEO & CIO

Cost Customer
Increased
Efficiency Acquisition &
competitiveness
Retention

Increased New Revenue
Productivity Streams
Innovation

IT Spending Priorities – The opportunity

Source: Forrester. 2011 Budget Planning Guide for CIOs. Customer Survey


Why is Architecture Important?

Lack of Architecture Results in

IT – Business disconnect

Silos

Increased cost, duplication

Unclear view

Lack of synergy


Cisco IBLM is evolving

Introducing

CISCO TRANSFORMATIVE NETWORKING
Enabled by IBLM


Agenda……

Introduction






Business Video


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Enabled by IBLM

What is our vision?
To help you have more relevant, profitable and high
impact sales conversations with customers by driving
real technology and business alignment.



Enabled by IBLM

Why is technology alignment important?
In an fast moving global economy, the ability to create and
execute new services and business capabilities at speed gives
your customers real competitive advantage. Aligning their IT
and business strategies enables them to prioritise investment
decisions, matching solutions to strategic goals.


A powerful three-phased sales engagement model

PREPARATION DISCOVERY PROPOSAL
Position yourself strongly at Gain essential customer Turn a transactional
the start of an engagement. infrastructure information. engagement into a
continuous, strategic one.

How? How? How?
By using our bespoke tools By using powerful tools such as By providing specific
to gain a clear Network Discovery to report on recommendations for how a
understanding of your the current state of the customer‘s current
customer‘s business customer‘s infrastructure. infrastructures could better
objectives and how they link support their business
to Cisco architectures. objectives – through a long-
term architecture roadmap –
while also revealing short-
and medium-term
opportunities.

Customer Commitment to
Architecture Roadmap

Opportunity Capture


A powerful three-phased sales engagement model

PREPARATION DISCOVERY PROPOSAL

TOOLS & SUPPORT TOOLS & SUPPORT TOOLS & SUPPORT
Network Architecture Vision Features and reporting Unique Customer
Workshop. enhancements through Cisco Architecture Roadmap.
Presentation of Architecture Discovery Services (CDS). Smart Business Architecture
Framework Template. 360° Health Check. Blueprint and Cisco
Business Needs A broader choice of Discovery Validated Designs.
Assessment Tool. tools. Proposal Templates
including Service Wrap.
Sales/Presales Training Partner Technical Discovery Enhanced Partner
“Delivering Business Value Workshop Incentives.
through IBLM Network Attractive Transformative
Transformation”. Networking services
incentives.
Lifecycle Financing from
Cisco Capital.

Customer Commitment to
Architecture Roadmap

Opportunity Capture


Grow your ambitions with Cisco Transformative Networking
Driving business & technology alignment (across architectures)

X-architecture
Network
Transformation

Driving business & technology alignment (in the network) Level 4

BN Network • X-architecture
transformation business needs
qualification
Level 3 • Understand UC/
Driving new services
DC assessment
• BN Business roadmap and deliver
X-sell and
needs qualification • X-architecture
Baseline Services
• Understand adv. roadmap positioning
Operational excellence Assessment • X-architecture
Level 2
roadmap and deliver Professional
• BN Architecture Services & consulting
Baseline EoX • Cisco baseline
and Services roadmap positioning • Cost optimization
discovery
• Professional assessments
• Complete network
Level 1 services & consulting
Customer Value

map
• Solution selling + 100-250% deal 3X deal size
• Operational Risk size •Long-term strategic
assessment + PS opportunities engagement
• Product selling Continous •Value differentiation
+ 30% deal size engagement •Competitive
• Baseline Services + Customer loyalty Trusted advisor advantage
• Discovery or status
customer inventory

Opportunity Capture


What does this mean to you?

EoX Recent and Covered
• Operational Risk for Customer! • Recent equipment, covered
with service contract
• Start conversation with
customer/partner • Build Architecture roadmap

EoX

Recent
and
Recent Covered
not
Recent not Covered = Opportunity Covered
• Risk mitigation for customer
• Incremental business for partner
and Cisco
• Special service incentives when
attaching service – 25% / 50%
additional discount


Partner Testimonial

Enabled by IBLM

In the first 12 months or so of the [IBLM] practice, BTiNet
conducted around 100 audits, which generated
incremental revenues of £3.7 million and created a
pipeline approaching another £5 million.
―Setting up the practice was an act of faith. We were
expecting a return on investment of around 30 to 1,
but the actual return has been far greater.‖
Phil Read, Sales Director, BTiNet


Partner Testimonial

Enabled by IBLM
Customer Profile: ―Instead of having to do a hard sell
Financial Services we were able to present the hard
Business Issues: facts. It was no longer a case of Cisco
Improve operating efficiency and collaboration and the partner saying ‗you need to
between branch offices and contact centers in renew your network‘; now the
order to maintain high customer satisfaction customer was able to see the gaps
levels and target new opportunities to cross- between their existing infrastructure
sell banking, insurance and investment and future requirements,‖
products
Impending merger impacting budget Cisco Account Manager
Technology Issues:
Network assessment determined network
could not support the integration of critical
business applications needed to realize their
business objectives
Solution:
$2.5 Million LAN Refresh


Desired Outcome

Preparation

…identify customer business needs and how they relate to
Cisco Borderless Networks and gain commitment from
Customer to Engagement

Discovery

…Identify current state of the network and get a clear
view of capability to deliver on customer business
objective

Proposal

…Unique Architecture Roadmap and Proposal and/or
opportunity Capture

There Are Two Markets in Each Customer
Account … And You Need to Engage With Both!
Potential $ Drivers Decisions Time
Technology Driven
Opportunities
Spend = Replace Tech + Sales Cycle
1–2% & Finance 30-60-90
of Revenues Improve Decision Days

Markets

Spend = Enable Multiple 6 Months
Business 6 – 10 % Ideas & Business Could be
Driven of Revenues Revenues Areas 1-3 Years
Opportunities

More dollars are spent by the business–
but the investment takes longer to deliver

Changing the Conversation - BDMs vs. TDMs

Business Decision Maker Technical Decision Maker
(BDM) Perspective (TDM) Perspective

 BDMs pain-points and  TDMs purchase technology to
objectives vary significantly fulfill BDM requirements
by vertical
 TDMs often have functional
 BDMs buy applications to responsibility over a given
drive business value technology (i.e., voice, data,
servers, applications, etc.)
 BDMs have broad
responsibilities and own or  TDMs manage the budget they
manage P/L are assigned, and are often
charged with reducing their
 BDMs influence Technical spend
Decision Makers


Getting In Front of the Business Decision Makers

• A Five-Step Process For AMs
1. Research the state of the business, industry trends, key
initiatives
2. Engage with current contacts to determine:
a) Key line of business (LOB) priorities
b) Sponsorship strategy for key executive contacts and LOB
stakeholders
3. Map target solutions that can address these priorities
4. Develop value and positioning statements for each
stakeholder
a) Apply use cases to demonstrate credible value
5. Engage with an Architecture Workshop
a) Demonstrate knowledge of their business issues
b) Quantify drivers in terms of financial impacts
c) Position the relevant network assessment

262010 Cisco and/or its affiliates. All rights reserved.
© Cisco Confidential 26

Positioning Your Relevancy and Value To BDMs

State of Customer‘s Business, Industry Trends:
1.) Strong competition and newer niche players arising
2.) Slight decrease in market share and profitability as a result of
competitive scenario
3.) New industry compliance requirements are evolving

Key Customer Imperatives: Strategic and Tactical:
1.) 10% top-line growth and 7% increase in market share
2.) Align to and exceed industry compliance recommendations and utilize
as competitive advantage
3.) Increase profits by 15% through tighter expense controls

LOB Business Priorities and Business Initiatives:
1.) Increase sales performance and efficiency through larger territory
coverage (15%/AM)
2.) Deploy consistent security policy in alignment with industry guidelines
2.) Reduce OpEx by 15% at branch locations

Target Solution Value and Positioning:
We can help you realize your objectives of improved sales force
performance and efficiency, addressing security compliance
initiatives, and reducing your operating expenses. The first step in the
process our process is to further assess your needs through a
Architecture Workshop. Would you sponsor this with your team?

272010 Cisco and/or its affiliates. All rights reserved.
© Cisco Confidential 27

Three phases of the Network Architecture Vision Workshop

Phase 1 Phase 2 Phase 3

Pre-workshop Workshop Post-
workshop
Achieve customer Discussion and Create a Business
internal sponsorship. capture of key Architecture value
business priorities. proposition.

Give an overview of Customer updates on Consolidate the key
architectural current and future points and work with
relevance, workshop business priorities. the tech team and
deliverables. Technical Solutions
Cisco or Partner Architect to create the
Identify critical should present the proposition.
customer attendees elevator pitch on
and gain a commitment Borderless Present this back
that they will attend. Networking. to the sponsor to gain
a commitment for a
Open discussion on how Network Assessment.
this meets the customer
challenges.


Business Needs Assessment tool

A tool to guide the AMs of our partners through a meaningful discussion on
customer business needs linking directly to Cisco BN solutions.

• 10 questions in 2 categories (BDM and IT DM).
• Obtain sponsorship.
• Recomendation to customer based on customer response and input.
• Clear call to action for partner and cusotmer.
• Understanding of what to look for going into the assessment phase.


Business Needs Assessment Tool

LIVE
DEMO

Handling Objections

Why do I need a network assessment?
It is the only way to really see how well your network can support
your business needs.
What happens to my data?
It is securely and confidentially evaluated to determine the status
of your network and its ability to support your objectives
We already have a network architecture!
Excellent! Let‘s ensure your architecture is optimized and aligned
with your business objectives in order to realize tangible business
value.
We already do lifecycle management!
Did you know IT Lifecycle Management is often siloed? Given
how central a role the network plays, let‘s evaluate your ITLM
framework to ensure it includes network lifecycle management as
well as aligns to your business goals.


Cisco‘s Borderless Network Opportunity

Borderless
Networks

The Network is the Platform

The Opportunity is Real! Business Drivers Lead To Market Transitions

• Market Transitions Drive Business Requirements

Workplace
Mobility Video
Experience
 1.3 Billion new  Blurring the borders:  65% of all Cisco
networked mobile network traffic today is
Consumer ↔ Workforce
devices in next video
three years Employee ↔ Partner
Mobile Devices Anyone, Anything,
Anywhere, Anytime

IT Resources
My IT
budget is
STRETCH
ED already. Our time to
I need CLOSER I‘m worried about We are MISSING
market is OPPORTUNITIES!
TOO SLOW! RELATIONSHIPS CUSTOMER
with my partners. SATISFACTION.


What do customers gain?

Workplace
Mobility Video
Experience
1.3 Billion new networked Blurring the borders: Changing Way We Work:
mobile devices in the next
Consumer ↔ Workforce; 65% of all Cisco network
three years.
traffic today is video.
Employee ↔ Partner.
Video projected to quadruple
IP traffic by 2014 to 767
Mobile Devices exabytes

IT Resources


Enable a business focused delivery of a borderless experience with Cisco Transformative Networking


• 29.7 % of workers
telecommute
• Mobility enables productivity

• 14 Million Millennial
telecommuters
69 % report they use whatever
device they want regardless of
company policy

• Companies must adapt to
attract/retain talent and drive
innovation

Source: Gartner Dataquest: Mobile Workforce


Customers Want Business without Borders

Policy
Corporate Border Platform Infrastructure
Applications as a Service as a Service
Software X
and Data as a Service
as a Service

Corporate Office

Branch Office

Home Office
Airport

Mobile Coffee
User Attackers Partners Customers Shop


The Result: Changing Environment and Shifting Borders

Mobile
Worker
Location
Border

IT Consumerization

External-Facing
Applications Internal Device
Applications Device Border
Border

Video / Cloud

Application
Border
IaaS,SaaS


Same Challenges Increasing Complexity

Location
Scalability
Device
Availability

Performance
Scalability, Availability,
Performance, Security,
Security and Manageability
Across Non-IT-Controlled
Manageability Environments

Application

Then: Linear Now: Multi-Dimensional

Agenda……

Introduction






Business Video


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New Normal Border Diversity

• Complex workforce – employees,
guests, contractors, partners

• Employees demand mobility
and device choice
Users

• Consumerization of
External
Apps Devices
access devices
Internal
Apps
• Purpose-built devices
becoming network enabled
Applications

• Increased use
XaaS, SaaS
of virtualization
• Move to cloud-based
access and services

Security Challenge; Identity

Who? Identify users and provide differentiated
access in a dynamic, borderless
environment

What? Enforcing compliance for proliferating
consumer and network capable purpose-
built devices

Where? Traditional borders are blurred. Access is
possible from anywhere

How? Establish, monitor, and enforce consistent
global access policies


Customer Challenges: Building a Borderless Access Policy

Common Questions Organizations Ask

Authorized Access Guest Access Non-User Devices
 How can I restrict access to  Can I allow guests Internet-  How do I discover
my network? only access? non-user devices?
 Can I manage the risk of  How do I manage guest  Can I determine what
using personal PCs? access they are?
 Common access rights  Can this work in wireless  Can I control their access?
when on-prem, at home, and wired?
 Are they being spoofed?
on the road?
 How do I monitor guest
 Endpoints are healthy? activities?


Cisco Borderless Security Vision: Always On Security and Protection

Cisco Borderless Network Security

Protected


Cisco TrustSec : Identity Solution for a Borderless World

Enables Secure Strengthens Supports
Collaboration Security Compliance

Dynamically Enforce consistent Provides real-time
authenticate and security policy, access visibility and
assign access based ensure endpoint audit trails for
on user and device health, deliver a monitoring, auditing
role and location secure network and reporting
fabric


TrustSec: How It Works

Identity Other Authorization
Information Conditions (Controlling Access)
NAC Appliances 802.1x/ Infrastructure

Vicky Sanchez
Group: Broad Access
Employee, Marketing
Full-Time Time and Date
Wireline
3 p.m. Employee Limited Access

Frank Lee Guest/Internet
Guest
Wireless
9 a.m.
Group:
Contractor
+ Quarantine

Posture Location
Security Camera G/W Deny Access
Agentless Asset
MAC: F5 AB 8B 65 00 D4
Group:
Guest
Francois Didier
Consultant Track Activity for
HQ—Strategy Access Type Compliance
Remote Access Device Type
6 p.m.


Customer Profiles and Targets

• All IBLM Customers!
Do you have a documented security policy?
Do you have a process to dynamically discover all devices that come onto the
network and verify compliance?
Do you have the ability to quarantine non-compliant devices?
Are you interested in reducing IT overhead while improving your information
security?
Do you currently have a consistent ability to manage non-user devices, such
as printers, cameras, and phones?



• Industry or Government Information Security Compliance
Are you subject to industry or government compliance requirements relative to
information security?
Do you have a consistent access policy for all users and devices?
Are you mandated to monitor, audit and report on your compliance?

• Collaborative Business Models (Partners, Customers, Supply Chains)
How do you manage Guest Access to the network?
What is your policy for non-user devices (phones, printers, etc.)?


Network Assessment Relevancy

• Baseline Network Assessment
What is the current network design?
Can the current network devices meet the business requirements?

• Security Policy Assessment
What is the security policy?
User
Non-User Devices
Time of day
Location
What devices are being used to access information?
Are applications behind the firewall?
Are there consistent policies?


Network Assessments Drive Opportunities

Architect network solution that aligns
Obsolete Network; Lack of
business, security management, and
Consistent
technology objectives.

Level of Customer Risk
Partner Opportunity

Network Not TrustSec Capable business, security management, and
technology objectives.

Optimize network and enable TrustSec
TrustSec Capable Devices /
configuration based on business
TrustSec Not Configured
objectives.
Optimize TrustSec to ensure it is
supporting business policy. Focus on
TrustSec Already Deployed
other Security opportunities
(AnyConnect).
Network Status Calls to Action

h
Agenda……

Introduction






Business Video


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Market Challenges: Mobile Diversity

Location More People
Working from More Places
Using More Devices
Device
Accessing More Diverse
Applications
Passing Sensitive Data

Application

Security Challenges: Complexity – The Policy Issues Remain The Same!

Acceptable Use Spam
Control

Access Threat
Control Policy Protection

Malware
Infections
Data-Loss
Prevention
Intrusions


Customer Challenges: Enabling Secure Mobility

Improved Remote Access Always-On Security and
Consumerization
Experience Protection

Unifying Extending Mandate for
In-Office and In-Office Security and User Choice in
Out-of-Office User Policy to Mobile Users Device
Experience


Vision: Full Context Awareness

Identity Application
Human
Job Sites
Resource

Instant No File
Message Transfer

Streaming
100 kbps/User
Media
Device Location
P2P All

Object Priority

Cisco AnyConnect Secure Mobility

Web Security with Next Generation Remote Access

Choice
Diverse Endpoint
Support for Greater
Flexibility

 Data Loss Prevention Acceptable Use  Security
 Threat Prevention Access Control  Rich, Granular Security
Integrated Into the network

Access Granted Experience
Always-on Intelligent
Intranet Connection for Seamless
Experience and
Corporate File Performance
Sharing


Cisco AnyConnect Secure Mobility Portfolio

• Cisco AnyConnect Secure Mobility consists of:
Cisco AnyConnect Secure Mobility client
Simplifying the VPN experience
Cisco IronPort Web Security Appliance (WSA)
Protecting the network perimeter against spyware and web-based threats
Cisco ASA Series
Firewall
Secure mobility headend

Information Sharing Between
Cisco ASA and Cisco WSA
News Email

AnyConnect AS
Cisco Web
A Security
Appliance
Corporate AD

Social Networking Enterprise SaaS


AnyConnect: How It Works - Web Application Controls

Granular Control over Application Usage

Access Control Access Control
Policy Violation

Employee in Finance
Instant Messaging File Transfer over IM

Breadth of Applications: Collaboration | Evasive | Media

AnyConnect: How It Works - SaaS Access Control

Regaining Visibility and Control Through Identity

Corporate SaaS
Office Single
Redirect @ Login Sign-On

Branch
Office Cisco
IronPort™
S-Series

Home
Office
Active Salesforce.com
Directory
SaaS
Cisco® / LDAP
Single
AnyConnect Sign-On
Secure
Mobility Client

Centralized Enforcement | Single-Source Revocation | Consolidated Reporting



• Mobile workforce
Do you have a mobile workforce?
How do you accommodate remote workers?
Can your workers access the same information/applications while remote as
they can when in the office?
How does your firm address information security relative to your mobile
workforce?
Are you able to collaborate with your customers and suppliers?
How could mobility enable your productivity?



• IT Consumerization
How is your organization incorporating new, consumer-driven innovation into
the workplace?
Do your employees utilize smart phones?
Can your team access critical business applications from any device?
Quantify the operating efficiency of improved consumer-driven innovation



• Outsourced environment
Do you outsource any of your IT systems, applications, functions, or
operations?
Are your outsourced applications/systems secure?
Could virtualization improve your operating efficiency?

• Mission critical business applications
What are your mission critical business applications?
What is the impact if your users are unable to access these applications?

Platform Infrastructure
as a Service as a Service
Software X
as a Service as a Service


Qualifying the Customer

• Executive Decision Makers and End Users
How is your organization enabling employee productivity through technology
innovation?
What types of mobile devices do your employees utilize?
Company sanctioned
On their own
Are your teams able to access critical business information whenever they may
need it? On any device? From any location?
How is your organization protecting your information assets and integrity?
Are you subject to industry or government compliance?



• Security Administrators and Technical Executives
Does your security policies account for all mobile devices that end users may
use?
Managed
Unmanaged
Is your policy enforcement comprehensive?
Contextual awareness
Pre-emptive
Are you interested in:
Simplifying your IT operations relative to managing secure access?
Improving the customer satisfaction of your end users?
Reducing your operating costs?



• Baseline
Can the current network support the organization‘s business and mobility
objectives?
What mobile devices are identified?

• Security
Policy
What is the security policy(ies) around mobile and remote access?
How can Cisco AnyConnect improve the current policy?
What is their posture relative to policy?
WSA
What types of rich web controls are in place:
Location-aware policy - Application controls
SaaS access controls



• Mobility
How well can the current network support the mobility initiatives?
What are recommended improvements?



Obsolete Network business, secure mobility, and overall
technology security policy objectives

Partner Opportunity

Customer Risk
Network NOT AnyConnect Capable business, secure mobility, and overall
security policy objectives

Optimize network and position value
Network Capable / AnyConnect and
of AnyConnect/WSA solution. Enable
WSA Not Deployed
based on business objectives.
Optimize AnyConnect/WSA config to
ensure it is supporting business policy.
AnyConnect and WSA Deployed
Focus on other secure mobility
opportunities.

h
Agenda……

Introduction






Business Video


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Market Drivers and Opportunities: Energy and Carbon Footprint

• A typical commercial building‘s IT
assets consume 25% of total power IT Equipment
usage Lighting 25%
11% Other
• The majority of IT‘s power 6%
consumption occurs outside of the data
center

• It takes twice as Heating, Cooling
much energy to and Ventilation
remove heat IT 58%
Electricity Data
generated as it takes Use Center Source: UK Energy Efficiency Best Practice
Program; Energy Consumption Guide 19:
to run the equipment Outside the Electricity Energy Use in Offices

Data Use
Center
45%
55% Source: Forrester, Enterprise And SMB Hardware
Survey, North America And Europe, Q3 2008


Market Drivers and Opportunities: Green Is Top of Mind
:

Reduce Costs Regulation Environmental

 Comply with  Reduce
 Reduce energy greenhouse gas
consumption government
directives emissions
and cost
 Increase
 Measure Return sustainability
On Investment

For most organizations, the driving motivation for green IT is to reduce
energy expenses resulting from sprawling server and storage
farms, intensive data center cooling, and distributed IT assets.


Cisco BEM Vision: Reducing Energy Costs

County-Wide Office
No Energy Management Energy Management

Am I Using My Network to Reduce My Energy Costs?

"if it can be connected to the Internet, it can be greener”


Vision: The Energy Intranet:

Convergence of IT and Facility Networks

Tenant Services and Technologies Building Services and Technologies
IP Based Non-IP

High-Speed Internet Lighting

Wireless Elevators

VPN 24/7 Monitoring

IP Telephony HVAC Sensors

Audio & Video Conferencing Fire
The Network Is
Visitor Management the Platform Video Surveillance

Interactive Media Access

Digital Signage Energy


Cisco BEM Financial Value Propositions

Eliminate standalone gateways by ~50%
Reduce installation and integration costs by ~20%

CapEx
$

OpEx
Decrease energy costs by ~20%

Reduce operations and maintenance costs by ~30%

Cisco BEM Solutions: Intelligence Powering the Energy Intranet

Energy Supply Analytics
Smart Grid Green dashboard
Demand response
Curtailed rate

Information
Building
Technology
Systems
EnergyWise Mediator

Energy Demand
© 2010 Cisco and/or its affiliates. All rights reserved.
User/Device Visibility
Cisco Confidential 76

Cisco EnergyWise Technology

• Innovative software added to Cisco Catalyst switching portfolio
• Available to customers for download now or with
technology refresh
• Enables reduction of greenhouse gas emissions—affecting
the other 98%
• Produces significant cost savings
• Network intelligence monitors, reports, and reduces
energy usage across entire infrastructure
• Open technology for greater partnering

Collaborative Cross-Industry Effort


Cisco EnergyWise Solution Portfolio

CiscoWorks Cisco EnergyWise IBM Tivoli SolarWinds Other Ecosystem
Network LMS Orchestrator partners
Management
applications

EnergyWise
Domain
Protocol
(for legacy building Translator
equipment) / Mediator

EnergyWise Toolkit SDK

Building
Facility
End-points IP enabled Devices Non-IP Devices


Reducing Bank Branch Carbon Footprint

EnergyWise Application Asks to
Turn Off Power at 7 PM
• Operation 9 to 5

• Power off phones after hours Policy Added to Network
and power on phones next day
• Legacy phone and switch Policy Communicated
Across Switches

Branch Office
Time Is 7 PM Switch Identities
Call Phones Executes Policy
Manager

Switch Turns Off Port Power
WAN
EnergyWise
Management
Application
Time is 7 AM Switch Executes Policy
EnergyWise Enabled PSTN

Switch Turns On Port Power


Cisco EnergyWise – The Impact

Watts Savings
15.4W x 5,000 off hrs x (5,000 IP phones + 500 APs) =
423,500kW savings per year

Cost Savings
15.4W x 5,000 off hrs x $.12/kWhr x (5,000 IP phones + 500 APs) =
$50,820 savings per year

GhG Savings

kW savings per year x 0.15 kgCO2e/kWh x EB1 =
194,024 trees saved per year
12,498 mid-size automobile annual emissions removed
Based on 5000 color IP phones, 5K employees, 10 employees/AP,
1 kgCO2e reductions = 3.0542986425334 trees (Environmental Benefit factor 1 = EBF1),
1 kgCO2e reductions = remove 0.1967435549525 mid-size automobile (Environmental Benefit factor 2 = EBF2)


Customer Profiling

• Public Green Strategy
Website, trade publications, filings
25% of respondents state they have a Green Action
Plan
34% say they are thinking about it

• Employee/Officer Response for Green Policy
and Initiatives
• Green Actions
Recycling
Visual power management, water conservation
Use of Green IT


Vertical Profiling

Vertical Opportunity Drivers
Education High Evenings, weekends, vacations
Retail High Many branches = big savings
Public Sector High Largely fixed work hours
Hospitality High Unoccupied hotel rooms
Connected Real High Value-added element in building management
Estate
Finance High After hours cost reductions for banking,
insurance…
Health Care Medium 24x7 nature of hospitals may lessen opportunities,
still administrative possibilities/clinics
Manufacturing Medium Depends on business. 24x7 shifts
Transportation Medium Depends on business. Airports e.g. would be
24x7x365

― EnergyWise is a big factor in favor of Cisco. We believe implementing this will
save us millions of dollars per year.‖
Mattias Douhan, Chief Architect, H&M Stores



• Reducing Operating Expenses (OpEx)
Do you have an energy management process today?
Do you have energy efficiency objectives and policies today?
How do you manage your energy consumption?

• Increasing Free Cash Flows
What are the top priorities or strategic initiatives can you fund if you are able to
improve your cash flows?

• Regulatory Compliance
Are your subject to regulatory requirements to reduce your GhG and/or carbon
emissions?

• Competitive Advantage

• Social Responsibility


Seeing the Impact: Carbon and $ Savings

Cisco EnergyWise Business Value Calculator

http://www.cisco.com/go/energywise/ Create a customer profile.
Correlate power usage to vertical use.
Demonstrate cross-enterprise savings in watts,
dollars, and carbon emissions.



• Baseline
Does the customer‘s network consist of:
EnergyWise-capable devices?
Obsolete devices that are not energy efficient?

• Green Architecture Assessment (Partner PS)
What are the customer‘s IT energy management policies, if any?
Is the customer‘s network:
Architected in a way that optimizes capacity, density, and power requirements relative
to the customer‘s business objectives?
Configured with EnergyWise in a way that supports the business policies?



Obsolete Network business, energy management, and
technology objectives

Upgrade IOS, if applicable. Architect
Partner Opportunity

network solution that aligns

Customer Risk
Network Not EnergyWise Capable
business, energy management, and
technology objectives

Optimize network and enable EW
EnergyWise Capable Devices / Not
configuration based on business
Configured
objectives; position Orchestrator

Optimize EnergyWise config to ensure it
EnergyWise Deployed is supporting business policy. Focus on
other Green opportunities (video)



EnergyWise Ecosystem

Cisco Developer Network

Smart Grid IT Network
Data Center CiscoWorks LMS
ISR Router
EnergyWise Module
Orchestrator Call Manager
Mobility

Desktop
Context-Aware

Wired Location

Wireless
Controller POE &
Switching
Cisco
Building
IP Telephony Mediator


h
Agenda……

Introduction






Business Video


Close

Western Europe IP Traffic Growth

36% CAGR 2009–2014
18
IP traffic will increase
16 16.2 4.6 fold from 2009–2014
EB/mo
14

12 Web video conferencing
fastest growing business app:
10 147-fold growth by 2014.

8
High-definition video will be 30% of
6
Exabytes/mo

consumer Internet video in 2014
(up from 4% in 2009).
4
3.5
2 EB/mo
It would take five months to watch
0 the amount of video that will cross
the network every second in 2014.
2009 2010 2011 2012 2013 2014
Source: Cisco Visual Networking Index (VNI) Global Forecast, 2009–2014


Video Adoption Trends

- Forrester Research


Why Video

1Kandola,Pearn ―The Psychology of Effective Business Communications in Geographically Dispersed
Teams”, Cisco Systems, September 2006
2Vision Group Research, FMRIB, University of Oxford, UK

Real-time Collaboration Challenges

Managing Video Prioritizing Business Seamless User
Deployments Communications Experience

 Multiple video applications  Network set and enforce  Employees access
over same IP policies for different voice and video
infrastructure? applications, users and services through
devices? multiple disparate
 Automatically recognize
devices?
media applications?  How do you prioritize
traffic when majority of it is  Access to rich media
 Manual configuration of
Video ? services limited by
new media end points?
device type or location?


Delivering business value through transformative networking 20012011

Delivering business value through transformative networking 20012011

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