The challenge of knowing what is happening in a physical space is now being addressed with your customer’s existing wireless infrastructure and the availability of location analytics. Location analytics provides real-time location knowledge with new and interesting use cases. Implementing location analytics in physical environments takes a combination of partners to plan, provide services, and integrate solutions for customers.
In this second blog of our Global Partner Organization EN strategy series, I talked with Leel Peesapati, who leads the Cisco DNA Spaces GTM strategy, about the top things Partners should consider when building out a location analytics practice.
According to Leel, “Physical places use different sensor technologies (Wi-Fi, BLE, RFID, ZigBee) with a plethora of endpoint devices that may be in use in Partners’ customer’s networks. Their customers need expert advice on technology, processes, and services that produce precise location data.
What Partner’s need to provide their customer with is a structural approach that produces relevant location-based insights. That structure comes in the form of a platform – Cisco DNA Spaces. DNA Spaces is a comprehensive platform that alleviates sensor & endpoint complexity and cleanses network data into useable business insights. Partners can consult with customers on how to use these data sets integrated into their enterprise applications and gain even more powerful location-based insights. Overall, Partners can trust Cisco to continue to invest, research, and provide the best Wi-Fi infrastructure solutions.”
Next, I asked Leel, since this is a new practice area for some Partners, how can they get started? “Any revision of the network produces an opportunity for Partners to review their customer’s wireless infrastructure and ensure peak performance at the network’s edge for both IT and LOB requirements. At that point, even if they are only beginning to test the waters of location-based services, trying to mitigate risks, or in some cases, they’re ready to move to advanced solutions. In essence, Cisco is a one-stop shop for visibility and physical space digitization. Cisco has worked with key ISV’s to extend the DNA Spaces platform into industry-specific use cases – wayfinding, asset tracking, geofencing, and several others. Ultimately, this extends the Partners’ profitability opportunity into services far beyond simple resale motions.”
Leel and the Cisco DNA Spaces GTM team have truly structured a new opportunity area for many Partner practices. From my standpoint, the best part is many customers are already licensed for DNA Spaces as it’s packaged into wireless products they’ve already purchased! If this is a net new customer, then Partners have a great sales conversation starter leveraging the free DNA Spaces 90-day trial offer.
And, in situations where the competition attempts to undercut wireless pricing with inaccurate access point designs, Partners have the ability to work with Cisco’s Global Competitive War Room who will provide a “no-touch” wireless predictive site survey to help them compete effectively (click War Room Manager Assistance to get started).
Understanding DNA Spaces and potential wireless infrastructure opportunities is a path to new service revenue opportunities. Find out all the information you need by exploring Cisco DNA Spaces in the Enterprise Networking information hub, including a complete ordering guide.
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