IOTU-WS Workshop – IoT Account Teams (Utilities Vertical)


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Upcoming Dates

Dec 21, 2021
09:00 - 17:00

Jan 17, 2022
09:00 - 17:00

  Feb 17, 2022
09:00 - 17:00

IOTU-WS Workshop – IoT Account Teams (Utilities Vertical)
1 days  (Instructor Led Online)  |  IoT IT Partner Enablement

Course Details

The IOTU-WS Workshop for IoT Account Teams is a one-day program, to jumpstart the whole team into account planning targeting IoT & industrial networking opportunities in the Energy & Utilities industry sector. This workshop allows Partner IoT teams to get a lay of the Utilities Vertical, and a deeper understanding of the key stakeholders in the market. This workshop includes team-building exercises that help establish the roles, responsibilities, and processes that support a business outcome-based IoT Sales Model.

Utilities today are not only focused on just ‘keeping the lights on’—their operating mandate has expanded to broadly encompass the reliable and economical delivery of high quality, sustainable energy while maintaining ongoing augmentation endeavors within four key areas: Energy delivery, customer engagement, asset life-cycle management & optimization. The above vision has resulted in expanding the Smart Grid initiative in Utilities to include the adoption of Information Technology (IT) and Operational Technology (OT) Convergence (IT/OT Convergence), and a need for applicable architectures and solutions.


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Upon completion of the IoT Account Teams Workshop, participants will have a baseline understanding of the Utilities Vertical market with respect to IT/OT convergence. IoT Account Teams roles will be defined and explored in the context of account planning. It also includes:

  • Review current utility industry insights and existing landscape
  • Understand the Utility Industry’s major business, functional and regulatory requirements
  • Practice customer conversations on designing IoT Solutions for Utility customers


IoT Account Team – Utilities Workshop

Objective: Understanding the current landscape and industry insights within the Utilities Vertical, and apply it to account team planning.

  • IoT and the Utilities Vertical Landscape
    • Existing approaches in Infrastructure Zones (Generation, Transmission, Substation and Distribution)
    • Existing approaches in consumer zones (Home, Building, Data Centers and Distributed Generation and Storage)
    • Current Challenges within Utilities (Energy delivery, customer engagement, asset life-cycle management & optimization)
  • Business Goals and Functional Requirements for IT/OT Convergence initiatives
    • NERC-CIP Regulatory Mandates
    • Automation
    • Network Management
    • Billing
    • Contact Centers
    • Metering
    • Data Analytics
  • Business Outcomes desired in the Utilities Vertical
    • Industry Trends leading to IT/OT Convergence, the next evolution of the Smart Grid
    • Industry drivers of IT/OT Convergence
    • Understand the opportunity that IT/OT Convergence creates
  • Workshop Exercise: mapping business outcomes to initiatives around IT/OT Convergence


Before attending IOTU-WS Workshop – IoT Account Teams, participants should have a high-level understanding of the Cisco Internet of Things Portfolio for Utilities.

Completion of the ICS Fundamentals for Network Engineers (ICINS) E-Learning is recommended.