ISV Partner Profiles:
Industrial Automation
ISV Partner Summary
Emerson Ovation: Distributed Control System
Partner Profile
Sales Engagement
Emerson Power and Water is the leading supplier of control
systems for the power-generation and water and waste-water
industries. The Ovation Process Control System provides
management and control for Layers 0–2 of the industrial
automation shop-floor process. Many consider Ovation to be
the most functional and feature-enabled system on the market.
Power and Water Solutions (PWS) also provides controls for
nonfossil fuel energy development sites such as wind and solar.
Key Stakeholders
• VP of operations, VP controls, plant management, and
engineering
Solution to Sell
• Cisco equipment is embedded in the Ovation product and
credited to the account manager
• Joint selling and support for the Emerson team generally
expands the sale to new technologies including wireless and
Cisco Unified Computing System™ (Cisco UCS®)
• Ovation runs only on a Cisco Routing and Switching
infrastructure
• Cisco account manager provides support for the Emerson
sales team
Top Value Propositions to Cisco
• The solution is proven and respected for the shop floor
• Ovation provides the account manager the opportunity to
affect the customer’s business and establish a beachhead on
the shop floor at each of these accounts
• Ovation is tested on Cisco only for infrastructure, and Cisco
UCS testing is underway. Cisco Sourcefire® software is the
security intrusion-prevention-system (IPS) solution for Ovation
• Sales range from US$100K to US$1M+
Critical Drivers
• Ethernet standardization
• Security demand and compliance
• Plant efficiencies: The need for tighter control
• New forms of energy (solar and wind)
• Software-defined networking (SDN)
Targets to Look For
• Power generation: Both fossil and nonfossil
• Water and waste-water plants in each community
Questions to Ask
• Is Ethernet becoming a standard on the shop floor?
• Are you looking at new ways to analyze shop-floor data?
• Are wireless controls of interest to you?
• Do you have new applications in the industrial chain?
• Any security question answered positively relative to
compliance.
Partner Overview
Company Information
• Established in 1890
Market(s)
• Commercial
Call to Action
For more information or sales support:
• 132,000 employees
• Enterprise
• US$24B in worldwide sales
• Public sector
• Worldwide sales and support capability
Aligned Vertical(s)
• Power generation (fossil and nonfossil)
Key Contact(s)
Cisco
Tim Davis
412.237.6256
tidavis@cisco.com
Aligned Cisco Architecture(s)
• Data center
• Water and waste water
• Enterprise networking
• Grid
• Wireless
Certifications/Status
• Cisco® Reference Architecture
• Security
Integrates/Influence Sales of
• Cisco UCS
• Solution Technology Integrators (STIs)
• Security
Territory
• Worldwide
• Wireless
• Switches and routers
Emerson
Carl Staab
Carl.Staab@emerson.com
Website listing: www.emerson.com
• Independent Software Vendors (ISVs)
© 2014 Cisco and/or its affiliates. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco
trademarks, go to this URL: www.cisco.com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership
relationship between Cisco and any other company. (1110R)
© 2014 Emerson. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
C02-731810-00 05/14
ISV Partner Summary
Honeywell Aerospace: A Leading Supplier
of Aircraft Parts and Solutions
Partner Profile
Sales Engagement
Honeywell Aerospace is a Phoenix-based division of Honeywell
International that provides many components, including landing
gear, cockpit components, engines, and total aircraft controls.
Aerospace is building an infrastructure that collects data from
all components in the plan to provide critical flight information
for safety as well as in-cabin entertainment and access for
passengers.
Key Stakeholders
• CEO, CFO, LOB VP, plant management and engineering, and
passengers
Solution to Sell
• Airplane, Airport, and Ground Cisco Infrastructure (Routing
and Switching)
• Airplane Wireless Infrastructure
• Ground- Air Security (Cisco and SourceFire)
• Routing and Switching Network Services
Top Value Propositions to Cisco
• It represents new opportunities to sell into the airlines, aircraft
manufacturers, airports, and ground control
• It means new nose-to-tail applications for aircraft control and
passenger information access
• Aerospace is partnering with Cisco for all infrastructure
• All opportunities are incremental business to Cisco. Onboard
computing, wireless, security, and infrastructure mean large
opportunities at airports and airlines. Ground networks through
satellite communications expand the sale
Critical Drivers
• Airline safety
• Changing needs of the passenger
• Consolidation of the controls and management of aircraft data
• Easing of government controls and mandates
Targets to Look For
• Oil and gas outdoor mesh applications
• Security opportunities
• Aircraft and airline
• New buildings
Questions to Ask
• Are you trying to change the flight experience for your frequent
fliers?
• How is government easing of restrictions affecting your
product?
• How are you trying to make aircraft and airports safer?
• Is cybersecurity a priority for you right now?
• Would clearer and more concise data management help with
your business?
Partner Overview
Company Information
• Established in 1885
Market(s)
• Commercial
Call to Action
For more information or sales support:
• 132,000 employees
• Enterprise
• US$39B in sales
• Public sector
• Worldwide sales and support
capability
Aligned Vertical(s)
• Aerospace industry: Airlines
Aligned Cisco Architecture(s)
• Data center
• Aircraft manufacturing
Key Contact(s)
Cisco
Tim Davis
412.237.6256
tidavis@cisco.com
• Enterprise networking
• Oil and gas
• Wireless
• Security
Integrates/Influence Sales of
• Routers and switches
• Cisco Unified Computing System™
(Cisco UCS®)
• Security
• Wireless
• Airports and government
• Mining
Certifications/Status
• Cisco® Reference Architecture
Honeywell
Greg Turner
Greg.turner@honeywell.com
Website listing: www.honeywell.com
• Intel Virtualization Technology (IVT)
• Solution Technology Integrators (STIs)
Territory
• Worldwide
© 2014 Cisco and/or its affiliates. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco
trademarks, go to this URL: www.cisco.com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership
relationship between Cisco and any other company. (1110R)
© 2014 Honeywell Aerospace. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
C02-731810-00 05/14
ISV Partner Summary
Johnson Controls: Building Automation
Partner Profile
Cisco and Johnson Controls Inc. (JCI) have a strategic alliance
based on JCI’s leadership in the building efficiency industry
and Cisco’s leadership in networking equipment and network
management for the Internet. Together Johnson Controls
and Cisco develop global business solutions targeted at the
convergence of the Internet, building, and energy efficiency
across a broad range of industries.
Solution to Sell
• JCI Metasys BMS integrated with Cisco EnergyWise™
technology and Joulex
• Modular data centers
• Cisco Video Surveillance Manager integrated on JCI P2000
Access Control System
• Muni Wi-Fi and wired solutions
Top Value Propositions to Cisco
• We gain an early entry into opportunities
• Cisco bundles will be expanded
• JCI is a Master Integrator with deep knowledge of the
construction industry and processes.
• The connection to general contractor
Sales Engagement
Key Stakeholders
• CIO, CEO, CMO, CFO, CTO, general contractor, and architect
Critical Drivers
• Intelligent buildings
• Sustainability and energy management
• The need to lower costs in buildings and data centers
• Building management and Cisco® Smart + Connected
Communities (S+CC)
• Government performance contracting
Targets to Look For
• LEED certification, Smart + Connected, and converged
buildings
• Data center capacity or power concerns
• Consolidation, operational total cost of ownership (TCO), and
capital expenditures (CapEx) and operating expenses (OpEx)
budget matters
• Complex healthcare environments
Questions to Ask
• What steps are you taking to address energy efficiency and
sustainability in your facilities?
• How are you addressing operational performance of your
facilities? Safety?
• How are you ensuring transparent incorporation of future
technologies in both IT and facilities?
Partner Overview
Company Information
• More than 115 years of experience
Market(s)
• Commercial select
Call to Action
For more information or sales support:
• 140,000 employees
• Enterprise
• US$46B company revenue
• Public sector
• Worldwide sales and support
capability
Aligned Vertical(s)
• All with an emphasis on:
Healthcare, public sector, and
transportation
Key Contact(s)
Cisco
David Robertson
408.895.3558
davidro2@cisco.com
Aligned Cisco Architecture(s)
• Data center
• Enterprise networking
• Collaboration
Certifications/Status
• Cisco® Reference Architecture
• Physical security
• Intel Virtualization Technology (IVT)
Integrates/Influence Sales of
• Cisco Unified Computing System™
(Cisco UCS®)
• Switches and routers
• Physical security
• Solution Technology Integrator (STI)
• Cisco Discovery Network
Territory
• Worldwide
Johnson Controls
Rick Martin
615.337.7295
richard.j.martin@johnsoncontrols.com
Website listing: www.johnsoncontrols.com
IWE Listing:
http://iwe.cisco.com/web/partnership-with-johnson-controls
• Video
• Voice
© 2014 Cisco and/or its affiliates. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco
trademarks, go to this URL: www.cisco.com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership
relationship between Cisco and any other company. (1110R)
© 2014 Johnson Controls. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
C02-731810-00 05/14
ISV Partner Summary
Rockwell Automation: Distributed Control Systems
Partner Profile
Sales Engagement
Rockwell Automation is a leading supplier of integrated control
and automation systems for process manufacturing and other
industrial automation industries. Rockwell provides Allen Bradley
Programmable Logic Controllers and various software packages
to manage, control, and maintain the processes on the shop floor.
PlantPax is a software control system that manages the level
0-2 controls on a shop floor. Control Logix is the package that
manages each machine in any manufacturing line and literally
provides directions to complete the manufacturing process.
Key Stakeholders
• VP operations, VP manufacturing, plant manager, and line-ofbusiness executive and management
Solution to Sell
• Rockwell provides the Industrial Data Center (IDC) that
includes all Cisco Unified Computing System™ (Cisco UCS®),
security, wireless, and routers and switches in a single,
hardened enclosure
• All on-premises equipment—sell the entire distributed control
system (DCS)
• A setup with all Cisco based network on the shop floor allows
for selling of new technologies, applications, and architectures
throughout the organization
Targets to Look For
• Water and waste-water facility: List the customer situation and
environment that describes the perfect end user to target with
your solution
• Manufacturing: That includes adding new lines or new plant or
retrofitting a brownfield, specifically food and beverages
• Shop floor: Consolidate protocols on the shop floor, and
standardize on Ethernet
Top Value Propositions to Cisco
• Rockwell is committed to Cisco for all infrastructure business
• Rockwell infrastructure is all Cisco with the Rockwell Stratix
switch (IE-3000 and 2000) credited to the Cisco sales team
• All opportunities are incremental to Cisco and extend our
presence to the shop floor for new architecture sales
• Basic sales are around $250,000, but joint selling has seen
multimillion-dollar sales
• A water and waste-water sale in Florida expanded to more
than $2M in Cisco business
Partner Overview
Company Information
• Established in 1903
• 22,000 employees
• US$6.35B in sales
• Worldwide sales and support capability
Aligned Cisco Architecture(s)
• Data center
• Enterprise networking
• Collaboration
• Security
Integrates/Influence Sales of
• Cisco UCS
• Switches and routers
• Wireless
• Security
Critical Drivers
• Ethernet to the shop floor
• Security compliance (especially water)
• Manufacturing efficiencies
• Production cost
Questions to Ask
• Is Ethernet becoming more pervasive across the shop floor?
• Are IT and manufacturing roles and responsibilities merging or
becoming more “gray”?
• Are security compliance or security concerns becoming a
priority for the organization?
• How important are new applications and the speed of which
they can be implemented?
• How do you use the information from your Supervisory Control
and Data Acquisition (SCADA) and manufacturing shop floor
system?
Market(s)
• Commercial
• Enterprise
• Public sector
• Service provider
Aligned Vertical(s)
• Manufacturing
• Food and beverage
• Water and waste water
• Oil and gas
• Utilities
Certifications/Status
• Cisco® Reference Architecture
• Intel Virtualization Technology (IVT)
• Original Equipment Manufacturer (OEM)
• Solution Technology Integrators (STIs)
Call to Action
For more information or sales support:
Key Contact(s)
Cisco
Tim Davis
412.237.6256
tidavis@cisco.com
Rockwell
Suzanne Kerner
snkerner@ra.rockwell.com
Website listing: www.rockwellautomation.com
Territory
• Worldwide
© 2014 Cisco and/or its affiliates. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco
trademarks, go to this URL: www.cisco.com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership
relationship between Cisco and any other company. (1110R)
© 2014 Rockwell Automation. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
C02-731810-00 05/14
ISV Partner Summary
Schneider Electric: Infrastructure for Data Centers
Partner Profile
Sales Engagement
Schneider Electric is a France-based company that specializes
in automation management and building and energy controls.
Schneider provides industrial automation products to control the
factory floor in numerous industries including oil and gas, power
generation, manufacturing, mining etc. Schneider also has a
complete building management software solution controlling
environment, energy, and security aspects.
Key Stakeholders
• CTO, line-of-business (LOB) management, and plant
management
Solution to Sell
• Sell the control system and business-management-system
(BMS) solutions
• Sell Schneider infrastructure and incremental Cisco gear on
the shop floor
• Sell collaboration solutions (Cisco Remote Expert and video
maintenance). Security can be bundled with the solution
• Base solutions include routing, switching, wireless, and soon,
data center
• Cisco is positioned as a resource to Schneider, with the ability
to upsell Cisco product
Top Value Propositions to Cisco
• Most sales promote incremental Cisco product
• Increase Cisco dollars—the average is US$250K–US$2M in
Cisco products
• Cisco can work with all decision makers at the customer site
• Cisco’s support within all of Schneider Electric’s architectures
is critical to the success
• Cisco can sell outside the IT department and open new
opportunities
• Virtually every sale is a greenfield opportunity for Cisco
Critical Drivers
• Security is becoming paramount in power-generation and
energy-related business
• Businesses are upgrading and improving the shop floor
to manage energy needs, stay competitive, and reduce
production costs
• Information from the shop floor is critical to optimizing the plant
• Overseas competition is accelerating change in U.S. industrial
automation
Targets to Look For
• New plants opening
• New buildings and stadia being erected
• Security needed in power and water facilities
• Business trends, particularly in industries; power (fossil and
nonfossil)
Questions to Ask
• Any question related to security compliance or requirements
• What new applications are being developed on the shop floor?
• Are any new greenfield sites or buildings being retrofitted?
• How are you using information from the shop floor to optimize
the business?
Partner Overview
Company Information
• Established in 1836
Market(s)
• Commercial
Call to Action
For more information or sales support:
• Thousands of customers
• Enterprise
• Worldwide sales and support capability
• Public sector
• Based in France
• Service provider
Aligned Cisco Architecture(s)
• Data center
Aligned Vertical(s)
• Mining
Key Contact(s)
Cisco
Tim Davis
412.889.2389
tidavis@cisco.com
• Enterprise networking
• Oil and gas
• Collaboration
• Power generation
• Security
• Building: Healthcare
Integrates/Influence Sales of
• Data center and Cisco Unified
Computing System™ (Cisco UCS®)
• Education
• Switches and routers
• Solution technology integrations (STIs)
• Wireless
• Security
Schneider Electric
William White
william.a.white.iii@schneider-electric.com
Website listing: www.schneider-electric.com
Certifications/Status
• Cisco® Reference Architecture
Territory
• Worldwide
© 2014 Cisco and/or its affiliates. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco
trademarks, go to this URL: www.cisco.com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership
relationship between Cisco and any other company. (1110R)
© 2014 Schneider Electric. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
C02-731810-00 05/14