Download Airport AM Presentation

Cisco Mobile Office—
On the Road
Making Airport Public Spaces More
Valuable to Mobile Professionals
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
1
Agenda
• Introducing Cisco Mobile Office—On the
Road
• Cisco vision for mobility
• Mobility trends
• Cisco Mobile Office—On the Road program
• Technologies and architecture
• Example deployment
• Why Cisco
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
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Introducing
Cisco Mobile Office—On the Road
• Cisco Mobile Office—On the Road offers the
opportunity for you to:
Build air traveler loyalty
Increase passenger satisfaction
Create new sources of revenue
Provide a platform to deploy new applications
• How?
Provide value-added network services that enable secure
remote access to corporate resources, travel services, and
other sources of information
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
3
Cisco Vision for Mobility
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
4
Forces Driving Mobility
• Economics—
productivity/efficiency
More with less
Cost of office space
• Customer—rising expectations
24x7 service and access
Faster response time
Know more about my needs
• Workforce—quality of life
Don’t want to commute
Some want to work part-time
Want home location decision to be
independent of office location
• Competition—globalization
New and old competitors
Taking advantage of all assets
Cisco Mobile Office
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5
Business Traveler Contribution
• The business
traveler is
commercial aviation
• 45 million mobile
professionals (IDC)
Revenues in $Millions
120,000
Revenues fro m B usiness P assengers
Revenues fro m Leisure P assengers
100,000
80,000
60,000
60,275
56,641
51,296
40,000
20,000
19,948
23,135
25,832
1996
1998
2000
-
Figure 1 – U.S. Commercial Airline Passenger Revenue: Leisure
and Business Travelers (Sources: Air Transport Association,
USDOT and Andersen)
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
6
The Pain of Wasting Time at the Airport
• Time wasted
In the U.S., over 450,000 airline delays were reported in 2000, an increase of
47% over 1998 and an all-time U.S. record.
• Effect of time waiting
Airline delays cost corporations $800M in lost time in 2000 (National
Business Travel Association).
63% of business travelers polled by the IDC said the hassles and delays of
business travel were making them less effective on the job (IDC).
• Effect of September 11
20%-40% decrease in flights
Direct revenue loss to airports in landing fees
Demand for high security
• Result
Lost productivity for the business traveler while in airports
New focus on implementation of security systems
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
7
Cisco Mobile Office—On the Road Program
On the Road
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
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Cisco Mobile Office—On the Road Program
Hotels
Airports/
Airline
Lounges
Convention
Centers
Customer
Sites
On the
Road
Other
Venues
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
9
Cisco Mobile Office—On the Road
High-Speed Network Access for Air Travelers
• Internet and
corporate VPN
access
• Access from airline
lounge, boarding
gate, and/or airport
restaurant
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
Need picture of air
traveler here
10
Cisco Mobile Office—On the Road
High-Speed Network Access for the Enterprise
• Virtual private network
(VPN)
• Minimize expenses
• Increase productivity
• Leverage existing
network infrastructure
• Scalable
• Future-proof
• Access to hotspots
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
11
VPN Penetration Demonstrates the
Mandate for High Speed Access
Virtual Private Networking is
Airport Broadband’s First
“Killer App”
80
70
Percentage
of mobile
workers with
VPN access
60
50
40
30
20
10
0
2000
2001
2002
Source: Infonetics Research, 2000
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
12
Requirements for Mobile Professionals
• Secure
• Fast
• Available
• Access to business
applications
• Video and voice
integrated with data
• Convenient access
and accounting
Cisco Mobile Office
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© 2002, Cisco Systems, Inc. All rights reserved.
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Cisco Addresses the
Requirements for Mobility
Mobility Requirement
Cisco Addresses the Requirement
Secure connections
•
•
•
•
•
Fast, instant access to
Internet/intranet
• Standards-based, reliable
broadband infrastructure
Available any time,
anywhere, to any device
• Wired and wireless access solutions
Easy access to data, voice,
and video applications
• AVVID
• Content optimization
Consistent user experience
• Virtual networking
• IP domain management
• Mobile IP
Cisco Mobile Office
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© 2002, Cisco Systems, Inc. All rights reserved.
VPN security
Firewall
VLANs
802.1x
EAP/LEAP
14
Cisco Mobile Office—On the Road Program
A global program promoting secure, high-speed Internet access in
public venues for mobile professionals—delivered by industryleading public venues, service providers, and integrator partners
• Infrastructure build out– VPN,
LAN/WAN, wireless
• Drives VPN deployments into
the enterprise
• Generates demand for secure,
standards-based broadband
Internet access in the enterprise
• Partner development
• HotSpot Locator tool and
resource portal
Cisco Mobile Office
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© 2002, Cisco Systems, Inc. All rights reserved.
15
Cisco Powered Mobile Office Mark
• For the exclusive use of partners
who meet the criteria outlined in
the Cisco Mobile Office program
guidelines
• Provides an opportunity to
communicate that your service is
based on a Cisco network, which
provides the highest level of
quality, security, and reliability
• It is used to:
1) Identify a specific physical location
that offers high-speed network and
Internet access in compliance with
the requirements set forth in the
Cisco Mobile Office program
2) Support the promotion of your Cisco
Powered Mobile Office service
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
16
Cisco Mobile Office—On the Road
Requirements and Benefits for the Venue Partner
Requirements
for Venue Partner
• Deploy wired and/or
wireless Cisco architecture or
work with a Cisco partner
• Display/promote the Cisco
Powered Mobile Office mark
• Allow IPSec traffic egress
through the venue firewall
• Provide 24x7 technical
support
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
Benefits from Cisco
• Brand awareness
• Enterprise demand generation
• Inclusion in Cisco Mobile
Office—On the Road HotSpot
database
17
Cisco Is Creating the Wave
Cisco Creates
Value
For:
By
Providing:
End-to-End
Infrastructure
Venue Partner
Service Provider
Makes venue more
valuable to travelers
Enterprise
Increases relevance
of corporate network
Enables new revenue-generating services
Demand
Generation
Market
Leadership
HotSpot Locator
Cisco sales teams
Web marketing
Events/shows
Public relations
Executive platform
Cisco brand
World-class solutions
Increases confidence
in solution
And Cisco as an enterprise customer for mobile office services validates the market!
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
18
Global HotSpots
www.cisco.com/go/hotspots
Cisco Mobile Office
Channel AM Airport Venue
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Cisco Mobile Office—
On the Road Partner Community
Provide services to
venues
Integrators
Resellers
Settlement
Providers
CPN Service
Providers
Development
Partners
OEMs
Train
Stations
Airports/
Airlines
Hotels
Enterprise
Venue
Partners
Convention
Centers
Create Demand for
Access and Brand
Cisco Mobile Office
Channel AM Airport Venue
PC
Visitor-Based
Networks
© 2002, Cisco Systems, Inc. All rights reserved.
Other
Partners
ASPs
Content
Providers
Provide hardware
and applications
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Cisco Mobile Office—On the Road
Mobility from Public Access Facilities
Third-party
broadband
roaming/
settlement/
billing service
Cisco VPN Client
on Laptops
Airport
Enterprise
Router
T1/E1
BBSM
Wireless
access points
Internet
Coffee
Shop
Terminal
fiber run
Hotel
Aggregator
switch
Wireless
access point
In-line
powered
switch
Wiring Closet
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
Centricom VPN
Client on PDAs
21
Cisco Mobile Office—On the Road
Mobility from Public Access Facilities
Third-party
broadband
roaming/
settlement/
billing service
Cisco VPN Client
on Laptops
Airport
Enterprise
Cisco 2600 Series
router and firewall
T1/E1
BBSM
Internet
Coffee
Shop
Hotel
Cisco Aironet ®
1200 wireless
access points
Terminal
fiber run
®
Catalyst 3500
Series
aggregator
switch
Catalyst 3524-PWR XL
in-line powered switch
Wiring Closet
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
Centricom VPN
Client on PDAs
22
Network Options for Any Public Space
Wireless LANs for concourses, airline lounges,
concession, ticket counter, and baggage claim areas
Long-reach Ethernet for areas with category 1/2/3 wiring
and/or long runs
10/100/1000 high-speed Ethernet switching for areas with
Category 5 wiring
Cisco Building Broadband Services Manager (BBSM)
Routers for enterprise-class multi-service solutions
and managed services
Cisco Mobile Office
Channel AM Airport Venue
Service Selection Gateway (SSG) – menu-based
service selection and billing for individual services
© 2002, Cisco Systems, Inc. All rights reserved.
23
Deployment—
Minneapolis/St. Paul Airport
• Wireless access points throughout the airport terminal in almost all
gate areas provide public access to an 802.11b wireless network.
• Deployment:
February - pilot (network already implemented)
March - live public access
• Solutions
BBSM and wireless access points (first phase)
• Products
Cisco Aironet 350 access points
Cisco Broadband Service Manager (BBSM)
• Partners
Concourse Communications
EDS - Cisco products
iPass - service provider
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
24
Example Deployment—Tier 1 Airport
• Wireless access points throughout the airport:
188 gates
6 concourses
6 airline lounges
4 concession areas
10 ticket counter areas
4 baggage claim areas
• For public access to an 802.11b wireless network
• Products for the solution
Cisco Aironet 1200 access points
Cisco Broadband Service Manager (BBSM)
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
25
Mobility—Cisco Advantage
• End-to-end solution
From enterprise to venue
End-to-end security
Tailored to airports
• Demand generation
For venue partner
For service provider
• Market leadership
Cisco brand
World-class solution
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
26
Get Started Now
Engage in the Cisco Mobile Office—
On the Road program
On the Road
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
27
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
28
Information for Account Managers
• The following material is not to be
presented to the customer
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
29
Information for Account Managers—
Agenda
• Why Sell Cisco Mobile Office—On the Road?
• Mobility market
• Prospecting
Airport ownership models
Relationship owners
Finding the funding
Decision makers
• Winning the business
Key messages
Business qualifying questions
• Assistance in signing up a venue partner
• Tools to help you sell Cisco Mobile Office—On the Road
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
30
Why Sell Cisco Mobile Office—On the Road?
• Strong demand
• High-speed access in buildings and public
spaces is becoming a competitive requirement
• New revenue opportunity
• First step toward multiple broadband application
(and sales) opportunities
VoIP, video, and vertical market applications
• Cisco offers complete solutions
• Cross-selling opportunities in airports– wireless
and security
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
31
Mobility Market
• Dynamics:
45 million mobile professionals
280 million business trips every year
20% of enterprise workers are mobile today
Expected to double by 2003
• Costs:
Airline delays cost corporations $800 million in lost time
(National Business Travel Association 2000)
63% of business travelers less productive when traveling (IDC)
• Usage:
75% use laptops
14% access from airports
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
32
Mobility Market Forecast—
Worldwide Venue Locations
2002
Locations
by vertical
market
segment
2005
Other
Convention 58 Airports
82
centers
Airport
51
lounges
256
Other
Convention 431 Airports
322 Airport
centers
397
lounges
612
Cafes
1531
Cafes
3470
ROW
79
Locations by
geographical
theater
APAC
534
North
America
910
Europe
455
ROW
366
North
America
2250
APAC
1256
Europe
1360
Source: Cahners In-Stat Group, December 2001
Cisco Mobile Office
Channel AM Airport Venue
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33
Mobility Market Forecast—
Worldwide Hardware Revenue
2002
Hardware
revenue by
vertical
market
segment ($K)
Hardware
revenue by
theater ($K)
2005
Other
Convention 8335
centers
19,466
Other
Convention 1488
centers
2917
Cafes
5098
Airports
12,519
Cafes
8424
Airports
42,147
Airport lounges
2280
Airport lounges
1225
ROW
2790
North
America
7904
APAC
5812
Europe
6741
North
America
30,648
ROW
10,485
APAC
17,743
Europe
21,776
Source: Cahners In-Stat Group, December 2001
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
34
Mobility Market Forecast—
Worldwide Service Revenue and Subscribers
2002
Service
revenue by
theater ($K)
North
America
14,544
2005
ROW
582
Worldwide
total
28,881
Subscribers
by theater
North
America
61,000
APAC
3636
Europe
10,119
ROW
5000
APAC
20,000
Worldwide
Europe
total
26,000
112,000
Source: Cahners In-Stat Group, December 2001
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
North
America
120,329
ROW
4345
Worldwide
total
224,749
North
America
501,000
Worldwide
total
865,000
APAC
25,069
Europe
75,005
ROW
36,000
APAC
139,000
Europe
189,000
35
Airport Ownership Models
County- or municipally-owned airports are the predominant
ownership form of public-use commercial airports.
• Private
• Public-private partnership
• Local government
• State government
• Inter-governmental agreements
• Authorities
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
36
Airport Relationship Owners
• Identify the “relationship owners” for each of the
following services:
Voice
Data
Network services
Wireless
Integration services
• Examples
Quest – Denver International
Bell Canada – Toronto
Concourse – Newark, Detroit, and several others
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
37
Finding the Funding
• Potential sources of capital expenditure (CAPex)
funding:
Local
Federal
FHA AIP program
• What funding has the venue requested/received
commitment?
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
38
Decision Makers
Typical structure
Title of decision maker
Port authority
An IT group makes
decisions for all transit
networks
Port Authority Director of
IT, CIO…
City
Many airports are owned
and operated by the local
city government
City Director of IT, CIO…
Airport IT
Most Tier 1 and some
Tier 2 airports have their
own IT departments that
make their own decisions
Airport Director of IT or
IT Manager
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
39
Winning the Business
• Target the right airport venues
Competitive requirement
Size, clientele to enable most profitable results
• Position properly with business and
technical buyers
Understand their business model
• Sell the complete Cisco solution
• Offer value-added services beyond the
network infrastructure
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
40
Key Messages for Selling
Cisco Mobile Office—On the Road
• High-speed networks are critical to core
business
• Customers view the network as a utility—
ensure you have a solution that will
support future business needs
• Cisco offers a complete solution
• Drives demand for airports
• Seamless integration with existing
infrastructure
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
41
Business Qualifying Questions
• Does the airport serve primarily business travelers,
or leisure travelers?
• What proportion of the air travelers passing through
the airport are business travelers?
• If the airport serves primarily leisure travelers, what
proportion of them are luxury travelers?
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
42
Cisco Mobile Office—On the Road
Assistance in Signing up a Venue Partner
Note to resellers: for assistance in signing up a venue partner, contact:
[email protected]
Requirements
for Venue Partner
• Deploy wired and/or
wireless Cisco architecture or
work with a Cisco partner
• Display/promote the Cisco
Powered Mobile Office mark
• Allow IPSec traffic egress
through the venue firewall
• Provide 24x7 technical
support
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
Benefits from Cisco
• Brand awareness
• Enterprise demand generation
• Inclusion in Cisco Mobile
Office—On the Road HotSpot
database
43
Cisco Mobile Office—On the Road
Tools for Successful Selling
• Web site www.cisco.com/go/mobileoffice
White papers
Contacts
Presentations
Case studies
Partners
HotSpot Locator
• Resources for resellers
Cisco packaged services
Partner and reseller communications
Partner and Reseller Helpline
Sales Tools Central
Networking Products MarketPlace for Resellers
Cisco Resource Network for Resellers
Partner and reseller training
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
44
Cisco Packaged Services
• SMARTnet ™
• SMARTnet Onsite
• Cisco Advanced Replacement
• Total Implementation Solutions
• Cisco Extended Warranty
For more information:
http://www.cisco.com/warp/public/779/smbiz/service/smartnet/
For information on Total Implementation Solutions:
http://www.cisco.com/go/tis
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
45
Partner and Reseller Communications
• Cisco Channel News - receive email messages about new
products and programs
• View on line or sign up for this and others:
www.cisco.com/warp/public/765/communications
• Partner and Reseller Presales Helpline:
800 553-6387 (within U.S. — English only)
408 526-7208 (outside U.S. — English only)
• Email: [email protected]
www.cisco.com/go/presaleshelp
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
46
Sales Tools Central
www.cisco.com/go/tools
• Product Central
• Tool Central
• Tech Central
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
47
Networking Products MarketPlace for
Resellers
cisco.com/go/partner/bizcentral
• Easy-to-use site for resellers to
select, compare, and validate
channel configurations
• Submit configured orders to
distributors or route/email your
shopping list to your purchasing
departments
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
48
Cisco Resource Network for Resellers
cisco.com/partner/smb/crn
• Reseller members of the Cisco Resource Network:
Gain access to a comprehensive suite of sales, marketing,
and support programs
Tailored to help you penetrate the fastest-growing market
segments for networking products—the small and mediumsized business market
• Including:
Whole multi-vendor solutions
Sales leads for qualified resellers*
*Program benefits may vary by sales region. See sales lead
program details section after you register.
Cisco Mobile Office
Channel AM Airport Venue
© 2002, Cisco Systems, Inc. All rights reserved.
49