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COMING SOON: Smart Building and Smart Spaces (SMRT-B)

 

Course Overview

The Smart Buildings & Smart Spaces (SMRT-B) course is a four-day course that's part of the Practice Builder program with role-based training targeted at Cisco Channel Partner organizations and their key roles of Practice Lead, Sales and Solution Design that play roles in a successful new line of business or practice. This course defines ‘what’ a Smart Building practice for Channel Partners could be, ‘why’ it is a driver for business growth, and ‘how’ the organization could implement its practice. The program is focused on two primary Partner outcomes:

  • Building a new Smart Buildings and Spaces practice or enhancing an existing practice leveraging Cisco Architectures.
  • Identifying sales acceleration strategies to enable Cisco’s Channel Partners to close opportunities within this new horizontal.

This 4-day course is divided into three events aimed at different learner personas for Cisco Channel Partners:

  • Days 1 & 2- Practice Builder Workshop (2 days)
  • Day 3- Sales Acceleration Workshop (1 day)
  • Day 4- Solution Design Workshop (1 day)

Who should attend

The 4-day course is divided into three events aimed at different training audiences:

Practice Builder Workshop (2 days):

  • Audience: Leadership, Practice Builders, Practice Directors, & Service Delivery Managers

Sales Acceleration Workshop (1 day):

  • Audience: Partner Sales teams including Account Managers, Account Executives, Customer Success Managers, Solution Architects & Presales Professionals

Solution Design Session (1 day):

  • Audience: Partner Sales & Service delivery teams including Solution Architects, Technical Architects, Systems Engineers, Solution Designers, Presales Professionals & Service delivery Professionals

Course Objectives

Days 1 & 2- Practice Builder Workshop (2 days) Objectives:

  • Describe Cisco’s Smart Building and Smart Spaces landscape, industry, and marketplace and how the Cisco architectures support this practice.
  • Identify the Channel Partner’s Smart Building and Spaces practice vision and both a short-term (fast path) and long-term strategy to success.
  • Define the business justification and key success criteria for creating a Smart Building and Spaces practice.
  • Assess the Channel Partner’s current state regarding its Smart Building and Spaces Practice against the seven Practice Dimensions.
  • Compete Partner Smart Building Practice plan and identify key metrics and levels of success to track progress. Establish goals and revenue projections governing Practice success across several timelines (1-3-6-12 month horizons).
  • Determine the staffing learning plan to support Smart Building and Smart Spaces practice plan implementation.

Day 3- Sales Acceleration Workshop (1 day) Objectives:

  • Describe Cisco’s Smart Building and Spaces landscape, industry, and marketplace and how the Cisco architectures support this practice.
  • Build Sales team buy-in to the Partner’s Smart Building and Smart Spaces vision and value proposition
  • Define strategies to address the sales opportunities and the monetization possibilities for Cisco Partners in Smart Buildings and Smart Spaces (SMRT-B)
  • Describe the Buyer Personas important to a Partner’s Smart Building and Spaces practice and their key performance metrics
  • List best practices and key insights to close Smart Building and Spaces opportunities faster.
  • Discuss proven sales strategies to book meetings and build new pipeline opportunities for Smart Building and Smart Spaces sales opportunities.

Day 4- Solution Design Workshop (1 day) Objectives:

  • Identify the requirements of a Smart Buildings and Smart Spaces opportunity using Channel Partner’s customer scenario documentation or a case study.
  • Discuss the design guiding principles to establish a solution for the various customer outcomes around Space Utilization, Space Management, Tenant Improvements, and Core and Shell of a Smart Buildings and Smart Spaces Opportunity.
  • For the Channel Partner’s customer scenario or a case study determine how a Smart Buildings and Smart Spaces solution transitions the Partner from Point-solutions for Space Utilization & Management to Tenant improvement and finally to a holistic model encompassing the whole space, building, or environments in Core and Shell.
  • Identify technical references, resources, and solution architecture artifacts available to Channel Partners to craft a solution.

Outline: Smart Building and Smart Spaces (SMRT-B)

Day 1 & 2: Digital Intelligence for Building and Smart Spaces and Practice Builder Workshop

  • Understand the drivers and potential future state of a Smart Building and Spaces Practice (SMRT-B)
  • Explore SMRT-B use cases and identify SMRT-B practice vision and fast path to success for the partnership
  • Define the differences in the sales approach for a SMRT-B practice and identify the key buyer persona relationships required
  • Throughout the 2 days, a Partner will leverage a Practice Plan workbook which will create a personalized view of their SMRT-B Practice; its current state, an analysis of gaps and plan to establish a viable Future state which will eventually scale their nascent SMRT-B practice.

Day 3: Sales Acceleration Workshop

  • 4-hour Workshop: Digital Intelligence for Smart Buildings
  • 4-hour Workshop: Prospecting SMRT-B Opportunities

Day 4: Solution Design Session

  • Whiteboarding: Articulate the design guiding principles for outcomes around Space Utilization, Space Management, Tenant Improvements and Core and Shell (4th Utility) of a SMRT-B Opportunity.
  • Provide an awareness of how a SMRT-B solution evolves in its maturity for Space Utilization & Management to Tenant improvement and to a holistic model encompassing the whole space, building or environments in Core and Shell.
  • Discuss resources, and solution architecture artifacts available to Channel Partners to craft a solution.
  • Workshop exercises and forum-style discussions
Online Training

Duration 4 days

Classroom Training

Duration 4 days

 
Schedule

Currently there are no training dates scheduled for this course.  Request a date