1. © 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
shobday@cisco.com

2. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
 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

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Information Technology (IT) Operational Technology (OT)
Internet of Things (IoT)
Campus Branch Plant FieldData Center
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3

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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

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Manufacturing
PaaS, JouleX, Connected Operations
Energy/UtilityOil and GasCity 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
Router1552
Rugged
Wireless
CGR 2000
Transportation Mining

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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

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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)

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 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

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 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.

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Connected ManufacturingConnected Energy / Utility Connected Transportation
IoT Electives:
(must complete 1)
Cisco Traditional Partners OT Industry Partners
IoT Specialization IoT Solution ProviderPartnering 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)

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STI;
Corporate Teams
Alliance Teams
Joint Investment
Industry Relationships

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Manufacturing
Track
Energyand
UtilitiesTrack
Transportation
Track
IndustryExpert
Track
Connected
Safetyand
SecurityTrack
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 FY15tba tba

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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.

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• 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

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here

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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

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Thank you.