Wireless Solution Training
for 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:
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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, Interlink
Other Solution Partners
• Airprism: remote device management
• Airmagnet: for site survey
STI
• 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.
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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
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Cisco Wireless Bridge ROI Calculator:
www.ciscowebtools.com/wbridge_roi/
WLAN Productivity ROI tools
www.cisco.com/go/wireless/roi
Customer Wins
wwwin.cisco.com/eag/wnbu/selling_resources/#customer
Product Toolkit
www.cisco.com/go/resellertoolkit
Cisco AVVID Solutions Partners
www.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 matrix
wwwin.cisco.com/eag/wnbu/selling_resources/comp_mkt_rsrch/com
petitive/
Ecosystem
• http://wwwin.cisco.com/eag
/wnbu/solutions/3rd_party/
Presentation_ID
© 2003, Cisco Systems, Inc. All rights reserved.
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