Wireless Solution Trainingfor the (Enterprise) Carpeted Office

February 2004

Tina Herrera

tinah@cisco.com

Objective

• Enable the sales team to position and sell the business value proposition at the CXO level for broad “carpeted office” deployments of wireless networks.

The “Carpeted Office” Problems, Impacts, Wireless Solutions, and

Benefits

Part 1

Industry Needs

• “Carpeted office” is different because it targets a broad adoption of wireless LAN across an office environment

• Thus, key “industry” needs are general business needs:– Ubiquitous network/resource access– Increase responsiveness & improve productivity– Gain competitive advantage– React and adapt to changing business dynamics faster– Collaborate more effectively

• The Fear Factor:– Rogue deployments creating security problem– Get ahead of it

Drivers for WLAN

• It is already there (unauthorized)

• Shift from desktop to laptops in corporate environment

• Laptop manufacturers are embedding 802.11

• End-users are demanding mobility

The Business Impact

• Mobility, a necessity for all workers • Enabling workforce mobility can

directly impact the top & bottom line:– Top line: increases revenue

opportunity and creates competitive advantage through increased responsiveness, ability to adapt to quickly changing market conditions

– Bottom line: decreases costs through increased productivity and reduction of adds/moves/changes

• Guest access enhances collaboration and saves time

• Proactive planning will make better use of assets and save time and resources

Wireless Solutions Help our Customers Business

Applications for WLAN in the carpeted office:• Enabling worker mobility (insertion)• Guest networking (sell through BBSM)

– extends the network to visitors and contractors to accomplish business critical tasks without sacrificing security

• Voice services via IP phones – e.g. Softphone and 7920– All of the advantages of IP phones - now truly mobile (office anywhere)

• Mobile video conferencing, instant messaging– improve collaboration with partners, customers and other employees

with mobile communication tools• New wireless devices

– wireless printers for hard to wire places and easy redeployment• Between buildings - wireless bridging for cost-effective

alternative to T-1 lines

Key Partners that Help Provide the Total Solution

Cisco Compatible Extension (CCX) Partners - the key to “carpeted office”

Enterprises, much like Cisco, will buy laptops with embedded wireless – IBM, Toshiba, Dell: laptops– HP: laptops, printers, PDAs

AVVID Partners• Funk, InterlinkOther Solution Partners• Airprism: remote device management• Airmagnet: for site surveySTI• Intermec

Customer Benefits

Increased responsiveness and productivity through extended connectivity: Wireless LANs enable end users to be connected an additional three and one half hours per day, which translates into a 27% productivity gain per person.

• Increases customer responsiveness• Decreased costs• Measurable impact on profitability• Average annual ROI of $14,000 per employee based on

cost savings and productivity gains• Wireless networking allows for greater accuracy in

everyday tasks• Improves employee satisfaction-wireless is addictive

Case Study

• Customer problem: Barilla America, How to upgrade the network cost effectively to add new functionality and cut costs.

• Impact of problem: New building had difficult to wire areas and large collaboration rooms. It would be difficult for employees to run to their desks to access data when in these meeting rooms. Network access to visitors was also desired

• Total Cisco solution: IP telephony, foundation technology, and wireless LANs

• Benefit: Improved communications, increased efficiency, employee satisfaction, increased customer responsiveness, and decreased expenses

• http://www.cisco.com/go/aironet/profiles

The Selling Approach for the “Carpeted Office”

Part 2

Key Decision Makers

• Business Decision Maker (CXO) – must be shown the ROI (measurable & soft) and business-criticality of wireless applications which enhance productivity, customer responsiveness, and collaboration

• Technical Decision Maker (CTO, CIO, IT Dir) – must demonstrate security leadership, ease of implementation & management, and a solution which has minimal resource impact

High Impact Questions

• Business Decision Maker Questions:– What is the value of

increasing your workforce’s ability to access resources & people real-time?

– If you can increase each employee’s productivity by 27%, how would that change your business?

– How can guest networking help reduce your bottom line?

High Impact Questions

• Technical Decision Maker Questions:

– How do you handle potential rogue wireless LAN deployments?

– How do you plan to implement a secure WLAN?

– How important is reducing your ongoing management & operations costs for a wireless network?

– Would you like a wireless solution that allows you to leverage the networking tools and skills you already have?

Value Proposition

Enabling mobility allows companies to increase their top line revenue and reduce their expenses

Cisco wireless solutions enable companies of all sizes to increase productivity, workgroup collaboration and responsiveness, by leveraging existing network infrastructure and securely extending access to employees whether they are at work, at home or on the road.

Tools You Can Use

• Cisco Wireless Bridge ROI Calculator:www.ciscowebtools.com/wbridge_roi/

• WLAN Productivity ROI toolswww.cisco.com/go/wireless/roi

• Customer Winswwwin.cisco.com/eag/wnbu/selling_resources/#customer

• Product Toolkitwww.cisco.com/go/resellertoolkit

• Cisco AVVID Solutions Partnerswww.cisco.com/go/avvid

• Progams and Promotions:wwwin.cisco.com/eag/wnbu/selling_resources/#programs

• Wireless Integrated Networking Solutions (WINS) Lab:wwwin.cisco.com/eag/wins/

• Wireless Competitive matrixwwwin.cisco.com/eag/wnbu/selling_resources/comp_mkt_rsrch/competitive/

Ecosystem

• http://wwwin.cisco.com/eag/wnbu/solutions/3rd_party/

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