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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. 2 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 Channel AM Airport Venue © 2002, Cisco Systems, Inc. All rights reserved. 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. 8 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 Channel AM Airport Venue © 2002, Cisco Systems, Inc. All rights reserved. 13 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 Channel AM Airport Venue © 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 Channel AM Airport Venue © 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 © 2002, Cisco Systems, Inc. All rights reserved. 19 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 20 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 $800 million in lost time (National Business Travel Association 2000) 63% of business travelers less productive when traveling (IDC) • Usage: 75% use laptops 14% access from airports Cisco Mobile Office Channel AM Airport Venue © 2002, Cisco Systems, Inc. All rights reserved. 32 Mobility Market Forecast— Worldwide Venue Locations 2002 Locations by vertical market segment 2005 Other Convention 58 Airports 82 centers Airport 51 lounges 256 Other Convention 431 Airports 322 Airport centers 397 lounges 612 Cafes 1531 Cafes 3470 ROW 79 Locations by geographical theater APAC 534 North America 910 Europe 455 ROW 366 North America 2250 APAC 1256 Europe 1360 Source: Cahners In-Stat Group, December 2001 Cisco Mobile Office Channel AM Airport Venue © 2002, Cisco Systems, Inc. All rights reserved. 33 Mobility Market Forecast— Worldwide Hardware Revenue 2002 Hardware revenue by vertical market segment ($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