Previously on Power Training.
We have to think innovatively about
how to get this ball onto the green.
You have to talk about innovation
as a means to help the customer
future proof their network
and also save money in the longer term.
The third area when it gets really tough with the customer
that I talk about innovation is with cisco energy networks,
it’s our JouleX acquision.
This is where we really start to show the customer
it’s not just about the price of the products;
it’s about the cost to operate the network
from a power point of view.
Do you know how much energy was consumed
across the globe by IT hardware in 2014?
More than 1500 terawatt hours.
In fact, that IT energy consumption
cost more than 120 billion US dollars
of company expenditure.
There’s a real opportunity for companies
to achieve 30 percent savings
on that spend
by simply adopting a better energy management system.
Welcome to Power Training.
In this module
we will talk about one of the hottest topics
around the world today:
Energy consumption and Energy Management.
As you can see
we’re filming today
in front of an iconic power station in London,
Battersea Power Station.
When it was commissioned,
it was designed to supply Greater London’s energy needs.
But the pollution it created,
both to the atmosphere and the River Thames,
forced London to cease its operations in 1983.
Since then other power supplies
have helped London meet the vast
and growing energy demands it has.
The energy industry has continued to
focus on developing more sustainable,
greener technologies that reduce carbon emissions
and create smarter power networks.
So what’s all this got to do with Cisco?
Well, interestingly enough,
in the business world, most companies,
even the most innovative ones,
do not emulate the sort of innovation
we see in the energy industry.
On the contrary
they‘re continuing to increase their consumption
as the number of devices connected to their networks
and operations grows daily.
However, things are changing.
Energy Management is gaining
an important focus of corporate strategy.
Companies with more than 250 employees -
across all industries -
want to control their energy spending.
79 percent of the businesses in a recent study
viewed reducing electricity costs
as essential to creating and maintaining
competitive advantage.
Companies as diverse as Nike, BT Group,
Nestle and IKEA have all pledged
to source 100% of their electricity
from renewable energy to cut CO2 emissions
and seize business benefits.
So, there’s a huge opportunity here
for Cisco to help our customers
meet this business objective
and we have a great solution for this.
Cisco’s Energy Management software
optimizes energy consumption
for any IP connected device.
Cisco Energy Management is available
as on premise or cloud based software solution,
and delivers a triple benefit for our customers:
First,
our customers can save up to 30 percent
on energy expenditure for IT hardware.
This is HUGE!
When you review this over a period of three to five years,
you can showcase to your customer
that the savings they make
are not only positively impacting their energy bills,
but it also freeing up opex
that they can reinvest back to their business.
This is a true win-win situation!
Here’s an example how this happens.
When you include the Energy Management bundle
for 5 years in a one million dollar hardware deal,
you will have potentially a 20 percent increase
in the deal size.
But, your customer will save about
one point two five million dollars over 5 years –
paying for the entire deal
and generating new revenue streams
giving you the opportunity
to upsell more licenses and services for Cisco.
Secondly,
Cisco Energy Management can support
our customers to meet their green agenda goals
by helping them to cut down
on their energy consumption.
It enables them to comply with corporate sustainability
and government mandates to improve energy usage
and limit their carbon footprint.
This is a really smart way to manage power!
There’s one more key selling point.
Asset management.
Cisco Energy Management is an application
that provides visibility to all devices
that are connected to the customer’s network.
It can integrate with Building Management Systems
to provide a complete view of
a customer’s energy consumption.
It also allows you to open a conversation
with your customer around the Internet of Things
as more and more devices
are joining the IT network every day,
from security cameras to water coolers.
We can help our customers monitor
and manage all of these devices more effectively.
I’m in the middle of a crowded London street today.
You can’t walk down the street
without seeing scores of coffee shops,
snack shops or fast food outlets,
often sitting right next to one another.
So in a crowded marketplace
you might imagine that
Cisco Energy Management is not the only
energy management application available.
So why is our proposition at Cisco different
and why should you include it in every deal you do?
Firstly,
there actually aren’t many Energy management applications today
that can run across the Campus,
Data Centres, and even facilities or buildings
and scale to the same number of devices
that Cisco Energy Management does.
This is a big advantage
that you should always mention to your customers.
You can also expand the conversation beyond IT
and into other lines of business
as it works across any IP enabled device.
This is an easy way
to increase your initial deal size.
If you think selling software is hard to do
and has a small profit, think again!
The second reason is that
Cisco Energy Management creates
a strong competitive advantage
with the rapid return on investment it brings.
Whether your discussion is about datacentre,
enterprise networks or security,
attaching the software to your deal
will see your customer enjoying the cash return
as quickly as between six months and one year!
When your customer has to choose
between Cisco’s solution and an HP or Juniper solution,
price is bound to be part of the discussion.
But let’s stop the conversation here on price
and let’s focus on the value of the outcome.
Be confident that your customer
will be more interested in saving money
and having a greener footprint in the long run,
than paying a little less for the deal now.
With Cisco Energy Management
the customer will actually see a long term
return on investment with savings outweighing
the cost of the hardware.
In practice this is a self–funding refresh
or upgrades opportunity.
Can HP or Juniper offer that…?
So how do you get through the door
to talk about sustainable energy management?
How can you grab the attention of the buyers?
Here’s John Clifford,
to give a short and concise elevator pitch
that will help you position it to your customers.
John, over to you…
Energy is likely to be your second largest operating expense
after your people and
in reality a lot of this is wasted.
Technology and IT accounts
for a good proportion of this wastage
from the office to the datacentre.
Cisco’s Energy Management solution
can help you save cost in his area.
It sits within the network,
it monitors every device irrespective
of make, model or age,
and not only tells you the energy consumed
and the carbon emissions from that technology
but it uses automatic policies
to turn those devices off when they are not in use
and save you this cost.
And this cost saving can be huge,
it can help you part
or fully fund a hardware refresh
or a technology investment and
what’s more the fact that you are saving carbon
means that you can demonstrate your green credentials.
Thanks John.
John is a subject matter
expert on Cisco Energy Management –
there are SMEs in every region to support your deal.
Leverage these valuable resources
at the later stages of your customer engagement.
Cisco Energy Management is one of
the most versatile products
and can be bundled with
any other Cisco offering across all technologies.
It is a single sku
you need to add into the bill of materials.
It is also included in a number of Cisco One packages.
Make sure to activate the installation service
in the solution
and let your customers profit from the benefits.
Expand the coverage with Cisco One
by upselling to other parts of the network.
Cisco Energy Management can also be
bundled with non-Cisco products
or it can be sold as a standalone software Service.
Once you have established the benefits of this application
it’s very easy to convince your customers.
Here’s Darren Mann from
the UK Public Sector sales team,
who is going to tell us
how he successfully sold
Cisco Energy Management to his customer.
One of my customer’s key business objectives
was energy reduction
which obviously had a very large
overall energy savings target to meet.
Following a meeting with the Deputy Chief Executive,
I gained sponsorship to open up a conversation
with other lines of business and IT
to better understand
and explore how our energy management solution
could positively contribute
to their overall savings objectives.
We were about to lose a $700,000
public wireless project to HP.
Whilst we managed to make it more competitive,
adding energy management to the access points,
made this now a sustainable wireless project.
We won the deal whilst still being more expensive than HP.
We continued our conversation with
an advanced services engagement
to review the wider estate.
Following the discovery phase,
we demonstrated the savings in their ROI metrics
for the business case.
The customer had evaluated other solutions
which included agents on desktops
and which could only work with certain device types.
Our solution was agentless, vendor agnostic,
it could reach all the device types,
provided a detailed asset database,
it could report on power usage
and savings and was cost effective.
They soon realised that
no other manufacturers could match this.
Personally
I see this as complimentary to the account plan
I already had.
It allowed me to have a different conversation
with other lines of business
and these decisions were being made
outside of IT for a change.
Also, engaging the Energy management team
helped me understand other solutions out there
and their limitations
and getting them to see the dashboard was so key.
I’ve also realised that nothing really
moves forward unless the customer invests
in a discovery.
I’m looking at new opportunities
whether it be standalone energy management deal,
an asset management deal
or complimentary to a solution
to differentiate and perhaps using energy savings
with Cisco Capital could make it self-funding.
It just giving me more options to
have a different conversation that
our competitors cannot match.
Thank you Darren.
When this video was recorded
the customer had already expanded
the number of licenses they bought from us,
realising more benefits from the software
and demonstrating the potential it has.
Here’s now Garrett Heraty,
Account Manager from Dubai
to give us his success story
with Cisco Energy Management.
Thanks, Garrett.
It’s great to see such sales examples
from areas where energy
costs are in fact very low.
How do you qualify an opportunity
to attach Cisco Energy Management to your deals?
Here’s a simple rule to keep in mind.
Think of the person you’re talking to.
When you discuss with a CFO
always make sure you ask them:
“How much do you spend on energy bills?”
if the answer is “Too much!”
then you have a good point to start with.
If it is an IT director, ask them:
“do you have IP visibility of all devices
across the company and your data centres?”
Then you can leverage the asset management features
of this application.
Finally, if you‘re talking with a Line of business manager
such as in strategy and planning or facilities,
then you can ask:
“What is the company’s green goals for the next year?
Does the company need to comply
with any mandates for controlled carbon emission?”
Then start the discussion on the green benefits
that Cisco Energy Management provides.
Once your initial approach is successful
and you get your customer interested
to know more about Cisco Energy Management
then reach out to the subject matter experts
in your region.
They can point you in the direction
of ROI calculators,
bespoke reports based on your customer’s Icebreaker Report
or join forces with you
in further customer engagement.
We are also hosting regular customer webinars,
so encourage your customers to register
and find out more.
There’s a great opportunity ahead of you
with Cisco Energy Management and
you can have a very positive impact
on your customers’ business.
Before we close today’s session
we have a few key takeaways.
Practice the elevator pitch
you will find in the Power Pack.
It’s easy to learn
and has been successfully tested.
Attach Cisco Energy Management
in your next deal.
A little extra effort now
will bring you longer and higher returns.
Leverage the ROI calculator
and all the battle cards available in the Power Pack.
For customers who purchase Cisco One
add the installation SKU
for Cisco Energy Management
so your customer can get the benefits immediately.
You will also find relevant websites
and email addresses of people who can help you
included in the Power Pack.
Thank you for watching
and good selling with Cisco Energy Management.
Taxi.