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IOTSE-UTL – Internet of Things Sales Engineer Workshop – Utilities Vertical


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Course Schedule

  • 5 Days Course
    IoT IT Partner Enablement

    Classroom + Online

    Course Details


    Utilities today are not only focused on just ‘keeping the lights on’—their operating mandate has expanded to broadly encompass the reliable and economical delivery of high quality, sustainable energy while maintaining ongoing augmentation endeavors within four key areas: Energy delivery, customer engagement, asset life-cycle management & optimization. The above vision has resulted in expanding the Smart Grid initiative in Utilities to include the adoption of Information Technology (IT) and Operational Technology (OT) Convergence (IT/OT Convergence), and a need for applicable architectures and solutions.

    Fast Lane’s Internet of Things Sales Engineer Workshop – Utilities Vertical is an immersive five-day program for Cisco’s valued partners to gain the ability to articulate and align Cisco’s Internet of Things (IoT) Portfolio of Solutions to relevant use cases that are foundational to the business outcomes pertaining to the IT/OT convergence theme within Utilities. Participants will gain an in-depth overview of the Utilities IT and OT ecosystems, a deep understanding of Cisco’s IoT Portfolio and its relevant use cases, and the ability to align it to a business outcomes-focused IoT sales model.


    • Review current utility industry insights and existing landscape
    • Understand the Utility Industry’s major business, functional and regulatory requirements
    • Understand the desired Business Outcomes that align to the relevant Cisco IoT Portfolio of solutions
    • Apply the Business Outcomes Sales model in pre-sales engagements with Utility customers
    • Explore Architecture/Service Delivery model to actualize business outcomes for Utility customers
    • Practice customer conversations on designing IoT Solutions for Utility customers
    • Whiteboard a Cisco IoT Utilities Solution
    • Develop traceability requirements for Cisco IoT Solution Designs
    • Build a Proposal using the IoT Sales Model for a utilities customer


    Module 1: IoT Account Team – Utilities Workshop

    Objective: Understanding the current landscape and industry insights within the Utilities Vertical

    • Explore the current Landscape within the Utilities Vertical
      • Existing approaches in Infrastructure Zones (Generation, Transmission, Substation and Distribution)
      • Existing approaches in consumer zones (Home, Building, Data Centers and Distributed Generation and Storage)
      • Current Challenges within Utilities (Energy delivery, customer engagement, asset life-cycle management & optimization)
    • Business goals and Functional requirements aligned to IT/OT Convergence initiatives
      • NERC-CIP Regulatory Mandates
      • Automation
      • Network Management
      • Billing
      • Contact Centers
      • Metering
      • Data Analytics
    • Key care-abouts and Business Outcomes regarding the Utilities Vertical
    • Industry Trends leading to IT/OT Convergence, the next evolution of the Smart Grid
    • Industry drivers of IT/OT Convergence
    • Understand the opportunity that IT/OT Convergence creates
    • Workshop Exercise: mapping business outcomes to initiatives around IT/OT Convergence

    Module 2: Explore Cisco IoT Portfolio of Solutions for Utilities

    Objective: Understand the Cisco Portfolio of IoT Solutions and their use cases within the Utilities Vertical

    • Portfolio of Solutions Overview and Road Map
      • Field Area Networks
      • Distribution / Automation
      • Connected Field Workforce
      • Substation Automation
      • Big Data Analytics and Fog Computing
    • Business Outcomes:
      • Safety and Injury Free Environments
      • Customer Satisfaction
      • Reliable Transmission and Distribution
      • Protecting the Environment
      • Workforce Engagement
      • Operating Efficiency and Cost Reductions
    • Functional and non-Functional Requirements Gathering
    • Cisco IoT Use Cases and References
    • Deep Dive into Cisco GridBlocks Architectural Model and other Reference Models
    • Facilitated Application Workshop: Prepare presentation on how a Cisco IoT Solution can meet a Utilities Use Case
    • Workshop Exercise: Whiteboarding a Cisco IoT Utilities Solution
    • Workshop Exercise: Traceability of Requirements to Cisco IoT Solution Design

    Module 3: Implementation of the IoT Sales Model for Utilities

    Module Objective: Articulate and align Cisco’s IoT Portfolio of Solutions to relevant use cases using the IoT Utilities Sales Model

    • Overview of the traditional OT Utilities Sales Process
      • Traditional RFP, RFI and RFQ Procurement channels
    • Understand the Business Outcomes Approach (BOA) for IoT Utilities Sales
      • Customer Discovery
      • Identify and Design
      • Proof of Value
      • Offer and Accept
      • Realize Customer Value
    • Understand the value of the SE Technical Account Review Tool
      • Readiness Assessment
      • Priority of Needs
      • Technology Maturity Level
      • Practice Development
    • Align BOA to Proposal Development and RFP Response processes in Utilities
    • Align BOA to Requirements Gathering and Traceability processes in Utilities
    • Understand Lifecycle Service Delivery Approach for Cisco’s IoT Utility Portfolio of Solutions
    • Facilitated Application Workshops:
      • Group Activity: Customer Role-play— highlighting relevant Cisco IoT solutions and the business benefit to the customer; articulating the technical and business value of the Cisco IoT Solutions
    • Self-Directed Activity: Proposal Building Exercises using IoT Sales Model

    Target Audience

    Upon completion of Fast Lane’s Internet of Things Sales Engineer Workshop – Utilities Vertical, participants will have a broad understanding of the relevant use cases that are aligned to Cisco’s IoT Solutions. The course includes deep dive into a business outcomes IoT focused sales model that will articulate and register customers the value proposition of Cisco’s IoT Solutions on delivering the business outcomes for IT/OT Convergence.


    • Participants should have a technical understanding of Cisco Internet of Things Portfolio for Utilities.
    • Complete the Industrial Control Systems Fundamentals for Network Engineers (ICINS) E-Learning.