制造行業(yè)生產(chǎn)智能化解決方案

1、制造行業(yè)生產(chǎn)智能化解決方案Easy guide for Cisco new sellers to understand manufacturing segmentAlign Cisco point of view with integrated solutions in manufacturing industryPan-Cisco team for industry service catalogue introductionEncourage our partners to engage with youExecutive summaryframeworkPOVCisco solution

2、ISV profilereferencesManufacturing frameworkframeworkPOVCisco solutionISV profilereferences從國際制造業(yè)趨勢說起Germany“Industriy 4.0”JapanGovernment incentives for manufacturerUnited StatesSouth KoreaBrazil$3.7B:Advanced Manufacturing/innovation7 manufacturing flagship areas for investmentBrazil Major (bigger

3、 Brazil)-20% payroll tax制造業(yè)是國民經(jīng)濟的靈魂中國制造20252013年1月2014年1月2015年3月制造強國戰(zhàn)略研究中國制造2025規(guī)劃中國制造2025中國工程院工信部國家質(zhì)檢總局工信部發(fā)改委科技部國資委國務(wù)院重大項目行業(yè)規(guī)劃國家戰(zhàn)略中國制造2025包括什么？四大轉(zhuǎn)變一條主線八大對策信息技術(shù)與制造技術(shù)深度融合的數(shù)字化網(wǎng)絡(luò)化智能化制造為主線要素驅(qū)動創(chuàng)新驅(qū)動。低成本競爭質(zhì)量效益競爭粗放制造綠色制造生產(chǎn)型制造服務(wù)型制造數(shù)字化網(wǎng)絡(luò)化智能化制造；提升產(chǎn)品設(shè)計能力；完善制造業(yè)技術(shù)創(chuàng)新體系；強化制造基礎(chǔ)；提升產(chǎn)品質(zhì)量；推行綠色制造；培養(yǎng)具有全球競爭力的企業(yè)群體和優(yōu)勢產(chǎn)業(yè)；發(fā)展現(xiàn)代

4、制造服務(wù)業(yè)。核心智能制造中國制造2025和Internet+兩化深度融合工業(yè)化信息化IndustryTechnologyInformationTechnology各國制造業(yè)戰(zhàn)略布局異曲同工4 級系統(tǒng) : 企業(yè)級業(yè)務(wù)系統(tǒng) 主 機5 級系統(tǒng)： 企業(yè)間業(yè)務(wù)系統(tǒng)3 級系統(tǒng): 車間級管理系統(tǒng)部門的計算機生產(chǎn)控制LAN / WAN1 級系統(tǒng) : 生產(chǎn)設(shè)備控制2 級系統(tǒng): 生產(chǎn)過程控制過程控制LAN / WANPLC可編程控制器MP 微處理器LAN / WAN美國“工業(yè)互聯(lián)網(wǎng)”德國“工業(yè)4.0”CyberPhysicalSystemIndustry InternetNetwork中國“兩化深度融合”Deep

5、 Integration Between Information Technology and IndustrializationWhat is manufacturing?Process Manufacturing 被加工對像不間斷地通過生產(chǎn)設(shè)備，通過一系列的加工裝置使原材料進行化學或物理變化，最終得到產(chǎn)品特性：因為與原料，配方高度相關(guān)，有不可逆的特性。所以需要具有高度管控及7x24的運行能力代表性行業(yè)： 石油，化工，鋼鐵， 釀酒解決方案：remote expert, video surveillance, SPC, IoT/ IoEDiscrete manufacturing產(chǎn)品的生產(chǎn)過程

6、通常被分解成很多加工任務(wù)來完成, 由多個零件經(jīng)過一系列并不連續(xù)的工序的加工最終裝配而成特性：產(chǎn)品一般結(jié)構(gòu)復(fù)雜，需要高度管理能力在研發(fā)/ 設(shè)計/ 供應(yīng)鏈的協(xié)調(diào)與調(diào)度方面代表性行業(yè)： 電子組裝業(yè)，汽車/ 飛機制造解決方案：產(chǎn)品制程回溯，在制品定位，倉儲管理, MES制造業(yè)TAM 12.9B in 2015 (CL: 6.8B/ PL: 6.1B)over 1B TAM 有 北京，上海，廣東，江蘇 4地電子制造及化工制造在COMM里面增速最快，尤其人數(shù)200-500的企業(yè)用戶3， 4 線城市增速領(lǐng)先全國 （in commercial 3rd 12.32%； 4th 9.72%)Market fact

7、sover 1B TAM 有 北京，上海，廣東，江蘇 4地電子制造及化工制造在COMM里面增速最快，尤其人數(shù)200-500的企業(yè)用戶Market factsTAM growth % in COMM territoryCisco point of viewframeworkPOVCisco solutionISV profilereferencesCisco statusRow LabelsTotalRankMFG- Hi-tech/Comp Manufacturing39,034,0721Manufacturing38,256,3232MFG- Other30,743,9083MFG- Con

8、s. Prod. Cons. Goods14,414,2674MFG- Auto/Transp Manufacturing14,038,4865MFG- Discrete Man. Machinery/Ind.11,873,1916MFG- Chem./Raw Materials/Process9,299,7027MFG- Hlth Care Pharm/Life Sciences Man.6,181,5598MFG- Materials/Process Mining3,057,8259MFG- Cons. Prod. Textiles2,357,28110MFG- Materials/Pro

9、cess Paper/Wood2,064,76311MFG- Hlth Care Medical Equip man1,879,06812MFG - Aero/Defense Manufacturing1,650,40413MFG- Discrete Man. Other1,315,22814MFG- Cons. Prod. Agri-Nature944,06315MFG- Cons. Prod. Man. Apparel520,79816MFG- Discrete Manufacturing312,51617MFG- Cons. Prod. Pers./Household Items294,

10、06218Computer Hardware125,93619Electronics54,44420Automotive11,95621MFG- Other, Miscellaneous10,14322AUTOMOTIVE/TRANSPORTATION MANUFACTURING8,16723Chemical & Petroleum78824Total (M)226,619526FY15 制造業(yè)226M vs TAM 12.9B = 1.75%68.8% in EN, 7.9% in DC, 9.4% in UC, wireless 7.6%, security 3.5%Connected f

11、actory is the only solution among IT vendors Industry TAM YoY around 8% 網(wǎng)絡(luò)思維下的制造業(yè)思科“抓手”互聯(lián)“智”造企業(yè)數(shù)據(jù)是下一個“Intel Inside”核心中的核心，未來屬于將數(shù)據(jù)轉(zhuǎn)換為產(chǎn)品的公司和人們.網(wǎng)絡(luò)互聯(lián)制造企業(yè)建設(shè)和運營的第一個信息產(chǎn)品：海量數(shù)據(jù)增強洞察能力改進決策過程在不確定的世界獲取確定的結(jié)果To expand network capability/ advantage to operation field of factoriesWireless/ connected factory; IoE/ Io

12、TLift up to higher level discussionChange the engagement rulesLeverage our ISV as our industry expertOur strategyService Catalog of ManufacturerServicesDecision Retail Store& ChannelValue ChainCollaborationIWANUnified Access MobilityACIDC solutionsLocation based servicesWireless and InfrastructureSe

13、cure Remote AccessSXPConnected FactoryConnected Supply ChainRemote ExpertCustomer Collab. SolutionsBranch-in-a-boxCisco & ECO Partner SolutionsDesign& NPISupply ChainResource PlanningOfficeWarehouse & ShippingManufacturing智造: Big Data Now Big Control NextThings and MachinesProcessing and Control控制環(huán)路

14、需要極端的確定性IoE思科的物聯(lián)網(wǎng)技術(shù)保障無論什么規(guī)模的網(wǎng)絡(luò)都可以同樣的可靠、安全和機密通過數(shù)據(jù)的收集，管理，挖掘，分析，預(yù)測以創(chuàng)造價值通過數(shù)據(jù)分析的結(jié)果來反饋到設(shè)備終端控制，形成一個“閉環(huán)”而產(chǎn)生的價值Big DataBig ControlCisco solutionsframeworkPOVCisco solutionISV profilereferences主要利益，KPI及關(guān)心點對話議題環(huán)境工廠決策鏈，影響者及關(guān)系人制造副總自動控制設(shè)施及設(shè)備工廠IT關(guān)系人PLCs, HMIs, Drives, Safety Systems, Machines I/OPlant meters, fans

15、, HVACs, lighting, etc 工廠環(huán)控AGVs, wireless tooling, BYOD, RFIDSecure LAN/WAN access, convenience ports, physical sec.Reducing downtime with network and device visibilityDesire to reduce cabinetsConverging networksReducing energy usage & peak charges with real time energy info and analytics% of energy

16、 coverageExtending wireless to production use casesReal time mobile diagnostics dataMobile ApplicationsFine control over the granting 3rd party access of your plant networkThwarting attacks such as Target breachData/ App Services AccessProduction EfficiencyIncrease OEE from 65% to 89% (Improve uptim

17、e, quality, throughput)Energy EfficiencyCost ReductionSecure Production AccessReduce energy spend 10-20%Reduce cabling cost for things that move by 95%Risk reduction (downtime, IP theft, safety)思科解決方案覆蓋工廠自動化，remote expert, 在制品管理能源管理，無線覆蓋，安全監(jiān)控，生產(chǎn)過程回溯無線覆蓋，安全監(jiān)控，位置服務(wù)，倉儲管理 UCS， 工業(yè)環(huán)境網(wǎng)絡(luò)覆蓋，資訊安全監(jiān)控，基礎(chǔ)設(shè)施，高清視頻專

18、家問診，虛擬桌面思科互聯(lián)制造企業(yè)之互聯(lián)工廠自動化通用智能無所不在的傳感器 機器到機器風險管理降低總擁有成本更快的上市速度改進資產(chǎn)利用率機器人和機器個人設(shè)備傳感器安全設(shè)備實時分析強化的移動 M2M 網(wǎng)關(guān)用戶和控制級別工廠安全適應(yīng)惡劣條件的無線 AP工業(yè)路由器和交換機業(yè)務(wù)成果解決方案 BOMIE2K、IE3K、IE3010Stratix 5700、Stratix 8000Cisco 集成平臺1552 AP、2600 AP、WLCStratix 5100 AP企業(yè)移動服務(wù)平臺IoE 現(xiàn)場調(diào)查管理 - 安全運營身份服務(wù)引擎ASA。Sourcefire819、VSM、IP 攝像頭EnergyWise (

19、JouleX)CGRIR500工廠自動化工廠無線工廠安全工廠能源主要功能工廠自動化快速故障隔離靈活制造融合網(wǎng)絡(luò)彈性（REP、DLR）易用性 (NAT)應(yīng)用程序/數(shù)據(jù)集成工廠移動性移動控制可見性無線工具作業(yè)、I/O資產(chǎn)標簽移動視頻移動應(yīng)用程序工廠安全身份服務(wù)物理安全機器/控制安全安全遠程訪問數(shù)據(jù)/應(yīng)用程序服務(wù)訪問能源管理能耗可見性、分析用于 900MHz 無線網(wǎng)狀網(wǎng)絡(luò)的 FAN（現(xiàn)場區(qū)域網(wǎng)絡(luò)）生產(chǎn)效率降低成本安全生產(chǎn) 訪問能效互聯(lián)工廠解決方案產(chǎn)品組合 互聯(lián)工廠自動化更快診斷 = 減少停機時間靈活制造 = 更高的收入融合移動、安全性、數(shù)據(jù)、視頻和無線 = 更高的生產(chǎn)效率 從接單到生產(chǎn) (BTO)

20、的周期時間可達到 10-25 倍的改進（示例：18 個月 2 周）提升 OEE（設(shè)備利用率）7-12% (1% OEE = 3-4% 利潤率）互聯(lián)工廠自動化無線安全能源管理業(yè)務(wù)成果 - 自動化 互聯(lián)工廠無線工作人員能力增強 檢索時間快 82%決策速度快 80%無線工具和資產(chǎn) 減少布線成本和設(shè)置時間連續(xù)資產(chǎn)管理7% 的產(chǎn)量提升將需要移動的機器的布線和其他成本減少 95%互聯(lián)工廠自動化無線安全能源管理業(yè)務(wù)成果 - 無線 互聯(lián)工廠安全縮短停機時間提高 MTBF 并減少 MTTR減少內(nèi)部和外部風險（制造業(yè)是面臨攻擊最多的行業(yè)）互聯(lián)工廠自動化無線安全能源管理互聯(lián)工廠的基本促成因素安全連接工廠與企業(yè)物理安

21、全網(wǎng)絡(luò)安全基于身份/角色的訪問控制安全遠程訪問 - 利用機器生產(chǎn)廠家的專業(yè)知識來減少停機時間 安全監(jiān)視和響應(yīng)網(wǎng)絡(luò)和實體意外事件業(yè)務(wù)成果 - 安全 減少可變成本（能耗是最大的可變成本）監(jiān)視機器級別的能耗需求響應(yīng) - 接收預(yù)警并采取操作來避免峰值通過將機器能源利用率與活動匹配來優(yōu)化能效（例如，空閑機器）互聯(lián)工廠自動化無線安全能源管理互聯(lián)工廠能源管理避免峰值能荷（最高為基本負荷成本的 10 倍）將能耗降低 10-20%業(yè)務(wù)成果 - 能源管理ISV profileframeworkPOVCisco solutionISV profilereferences1-37-104-6Key ISV Profi

22、le GenesisAS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileEngagement modelValue to CiscoCisco veteran in DC/ UC. G

23、ood at MES and surrounded solutionsIn house developed rich portfolio of product and solutions for Smart GridRevenue, 200M RMB http:/.tw/about_OurService.phpKey solution: MES, SPC, wireless, NW and factory solutionMain segment: semiconductor/ component/ assemblyKey word: MES, SPC, security in FabRico

24、 Wu, China GM, base Su Zhou, cover EC, SC(Rico_Wu)晉泰科技Broad range of solution offering in OT/ IT, especially in electronics fab operation processTAM 20M in 5 yearsStrong industry know-how with self development solutionsStrong UC selling skills and integration capabilitiesGood customer c

25、overage9Key ISV Profile TUTKAS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoFounder are all from ele

26、ctronics industry, and familiar with fab operationIn house developed IoT platform, integrated 100+ chips vendorRevenue, 10M RMB http:/company-profile.html物聯(lián)智慧Dedicated in IoT platform provider, specialized in various customized environmentGood go to market explorer in IoTStrong industry know-how wit

27、h self development solutionsWilling to be 1st call with CiscoKey solution: IoT platform, PLC inter design & integrationMain segment: assembly/ OEM fab operationKey word: IoT, fab integrationWillie Lin China GM, base Shen Zhen, cover SC(willie_lin)Engagement model4Key ISV Profile OSI Sof

28、tAS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoProvide an open infrastructure for real time monito

29、ring tools on operation intelligenceCross world sales operation with technical resources supportedRevenue, 7-8M USD (China) http:/Default.aspx傲時軟件Real time DB market leaderReal time monitoringGood go to market explorer in IoTCisco networking/ UCS agent embeddedSell through model Key solution: Real t

30、ime database in IoT environment (Pi system)Main segment: Energy & Utility/ manufacturingKey word: IoT in process industry施群 Regional Manager, base Bei Jing, cover all China, shiqunEngagement model7Key ISV Profile Mirle AutomationAS deliveredPartner deliveredAS involvement grew asXYZ tea

31、m led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoMajor vendor in electronics and manufacturer warehouse automation solutionLarge customer install base in TW, C

32、hinaRevenue, 200M+ RMB http:/.tw/indexs.aspx盟立Warehouse automation solution provider logistics, robot, FPD, PLCbundle UCS, wireless productsStrong industry know-how with IT selling experienceLong list of install baseKey solution: ware house management, FPD, logistics managementMain segment: assembly

33、/ electronics/ OEM/ wholesaleKey word: warehouse automation, logistics曹木凱 Regional Manager, base Su Zhou, cover EC, SCEngagement model7Key ISV Profile Transwarp AS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution de

34、liveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoBig data platform provider, specialized in Hadoop skill set50 cases in a year, mostly small to medium size projectsRevenue, 30M RMB http:/www.transwarp.io/about/introduction星環(huán)科技D

35、edicated in big data platform provider, specialized in massive data environmentClothing Cisco networking equipmentStrong industry know-how with self development solutionsUCS certified vendorKey solution: big data platform/ Hadoop developmentMain segment: SP/ Finance/ assemblyKey word: big data platf

36、orm趙頁洲 Sales VP, base Shanghai, cover all ChinaYezhou_zhaotranswarp.ioEngagement model6Key ISV Profile BaiFenDian AS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Reve

37、nue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoA big data platform focusing on result oriented consulting projectsSpecialized in auto, home appliances vendor marketing research recommendationhttp:/百分點The biggest 3rd party consumer preference data platform Clear GTM strate

38、gy, good reason to talk for LoBStrong industry know-how with self development solutionsBig data platform for customized requirementKey solution: big data platform(BRE), data information servicesMain segment: internet+/ retail/ automotive/ CPGKey word: big data, marketing suggestion梁培明 V

39、P, base Bei Jing, cover all ChinaPeiming.liangEngagement model3Key ISV Profile Hong Zhi AS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Rev

40、enue $MPartner ProfileValue to CiscoFounders are from Haier, familiar with home appliance operationFocus on on field solutions in factory (MES, SCADA, SPC, AnDon)Revenue, 50M RMB http:/弘智電子Dedicated in factory automation, and operation excellenceConnected factory partnerClothing hardware and system

41、integrationStrong industry know-how with self development solutionsKey solution: MES, SCADA, SPC, AnDon, wireless, NWMain segment: assembly/ home appliance/ OEMKey word: MES, big data in Fab孫瑞正 VP, base Qin Dao, cover NCsunrzEngagement model7Key ISV Profile Foxconn AS deliveredPartner d

42、eliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoSplit from Foxconn IT, IT infrastructure expert.Sell and do capability is

43、 strongFew GTM resourceshttp:/about.html智聯(lián)云網(wǎng)Senior system integrator with factory application integrationCisco Premier - Golden Familiar with Cisco solutionsStrong industry know-how with self development solutionsKey solution: Coll, MES, connected factory solutionMain segment: OEM/ assemblyKey word:

44、 connected factory, collaboration General Manager Wang Jin, base Shen Zhen, cover EC, SCwesleywjEngagement model6Key ISV Profile Baison AS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KPro

45、duct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoOver 100 customer reference in ChinaMajor vendor in apparels segmentRevenue, 50M RMB/百勝軟件Major vendor in apparels segmentCloud service to his new customerStrong industry know-how with various solutions in textile/ ap

46、parels segmentKey solution: POS, eCommerce platform, BIMain segment: Textile/ apparelsKey word: apparels, POS, eCommerceMax Chen sales director, base Shanghai, cover all ChinaHaojun.chenEngagement model6Key ISV Profile IBM AS deliveredPartner deliveredAS involvement grew asXYZ team led

47、the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoOver 10000 employees in ChinaTo Cisco rev in 2014 is less than 2M (including MNC)Revenue, 4- 6B USD /cn-zh/IBM China

48、Major vendor in manufacturing segment at hardware, software and servicesConsulting capability recognized by customersLots of sales force in ChinaComplex deal engagementStrong industry know-how with various solutions in manufacturing segmentKey solution: MES, infrastructure end to end servicesMain se

49、gment: manufacturing/ FIN/ MNCKey word: MNC, complex dealHelen Luo Alliance Manager, base Bei Jing, cover all ChinaluohelenEngagement model3Key IoT Partners Profile Rockwell AutomationAS deliveredPartner deliveredAS involvement grew asXYZ team led the engagement and deliveredFirst phase

50、 of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileValue to CiscoCommitted to Cisco, Quarterly meeting with John Chambers/Chuck RobinsBelieve in using TCP/IP (Ethernet/IP) to connect automation systemJoint/OEM Products:

51、IE Switches, 819 Routers, ISA3000 FW, AP, UCSRevenue: FY14 global: $6.62B, APJC: $884M/zh_CN/overview.page?羅克韋爾自動化Rockwell Automation, the worlds largest company dedicated to industrial automation and information. Throughout the world, the flagship Allen-Bradley and Rockwell Software product brands

52、are recognized for innovation and excellence.Annual global revenue to Cisco 40M a yearKnow OT, established in 1903Architecture & SoftwareRockwell Automation control and information platforms, software applications and automation components.Control Products & SolutionsMotor control products, solution

53、s and services.Key solution: PLC, MES, ConsultingMain segment: Discrete Manufacturing, CPG, Offshore Oil RigsGeorge Qiao, China sales head, base Shanghai, cover all China (xfqiao)Engagement model7Key IoT Partners Profile Emerson Process ManagementAS deliveredPartner deliveredAS involvement grew asXY

54、Z team led the engagement and deliveredFirst phase of the XYZ solution deliveredXYZ opportunityAS Revenue $KProduct Revenue $MAS Revenue $KExpected Product Revenue $MPartner ProfileEngagement modelValue to CiscoPartner of Hirschmann in the past, gradually converting to CiscoBelieve in wireless (Wire

55、lessHART and Wifi) as the media for field networkJoint Products: CAP 1552WURevenue: FY14 Emerson Group global: $24.5B, http:/en-us/business/Pages/process-management.aspxKey solution: DCS, Wireless Field NetworkMain segment: Power Generation, Oil & Gas, ChemicalTracy Qu, Director of Wire

56、less, base Shanghai (Tracy.Qu) cover all China 艾默生流程管理Precision instruments for measuring pressure, level, temperature, flow, or composition of gases and liquids. Systems and software for precise plant process control, safety, reliability, and operations management.Annual global revenue to Cisco 25M

57、 a yearKnow OT, established in 1890Key solutions:Ovation : Power Generation DCSDelta: Oil & Gas Refineries DCS7Manufacturing Team Support ResourceSales team BDMCSE/TSAEC&SC ENTDerek HsuAndy ChienNC ENTTracy ChenDerek HsuJun LingMNC/ GETDerek HsuJin WangNew SP (CMG)Arthur WangJiang Xing/ Brook ZhangC

58、ommercialDerek HsuJin WangMarketingWilliam WuWeiwei YanCrossKaiser Cheon (global partner)Architecture FocusTSACollaborationDa XuACIXie JunAPIC EMCai ShengXiangWirelessEthan ZhouOpenStackXie JunBig DataXie JunIoE/IoTBilly FungCooperation ModelIdentifyWorkshop with sales teamConfirm short list to focu

59、s onArrange customer callsValidate1st call to share Cisco perspective with customer LoBRetire short list and update new oneInvite specialized ISV to work onEngagementAccount workshop with ISV/ AM/ SE/ CSE for potential customer interestsPrepare discussion paper to visit customer LoB Project initiati

60、ng or retireISV Install base introductionCall for ActionsSales team Accounts Actions/ solutions EC&SC ENTGree/ Midea/ CSOT/ MindrayMES/ Connected factory/ WIP managementNC ENTOil/ Chemical/ AutoMES/ SPC/ IoT, MNCFlextronics/ Jabil/ Cisco OEMConnected factory/ security/ collaborationTransformation (C