Predictive Maintenance

1. © 2015 Cisco and/or its affiliates. All rights reserved. This document is Cisco Public. Page 1 of 3
Case Study
EXECUTIVE SUMMARY
ABOUT PRESIDIO
● Technology solutions
● New York, NY
● 2,000+ employees
BUSINESS CHALLENGE
● Seize new opportunities to drive new
revenue and drive business growth.
● Help customers build secure,
connected environments.
● Extend market leadership and influence.
PARTNER PROGRAM
● Cisco Internet of Things (IoT) portfolio
complements Presidio solutions
and development.
● Collaboration with Cisco supports
industry best practices and thought
leadership initiatives.
● Access to use cases and validated
architectures from Cisco enhances
deployment and optimization.
BUSINESS RESULTS
● Customized multimillion dollar solutions
for utilities and other industries to accelerate
Presidio’s sales and revenue.
● Close collaboration with technology partners
helps Presidio develop solutions that help
customers optimize operational efficiency and
reduce costs.
● Pull through from IoT solutions drives two to
four times revenue for every deal.
Presidio Builds $20 Million Internet of Things
Solution for Major Utility
Innovative solution connects 22,000 endpoints for improved uptime and
proactive troubleshooting
Business Challenge
The Internet of Things (IoT) is not a new concept for Presidio.
This leading provider of advanced IT solutions has been helping
customers build more connected businesses for years. What is new is
how the IoT is changing the way Presidio’s clients think about
technology. As the Internet takes on a more strategic role, today’s
businesses are looking beyond IT alone and are considering how the
network will drive business outcomes.
“We’re seeing more integration of technology initiatives with the actual
business stakeholders,” says Shawn Rahn, vice president of Internet of
Things at Presidio. “Previously, 85 to 90 percent of a sales discussion was
handled by the IT staff of an organization. As the transition to the IoT moves
forward, business stakeholders are becoming more involved in
our discussions.”
Presidio serves customers across a wide variety of industries. With local
offices across the United States, the Cisco
®
partner delivers purpose-built
solutions for commercial and public-sector clients, and offers a complete
suite of professional, managed, and hosted services. Presidio’s customers
span a diverse array of industries, yet they are all looking for better ways to
use technology to become more competitive and connected.

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Partner Program
Presidio and Cisco have a deep history working together, building end-to-end network solutions. Both companies
have developed a strong relationship that builds on Cisco technology and Presidio’s intimate understanding of
customer needs.
“Cisco has been a longtime partner of ours,” says Rahn. “We know how to work with them from an integration
standpoint and from an IoT standpoint, and we have been doing this for two decades. We have had a very good
track record of collaborating with Cisco and a community of partners.”
As the IoT continues to mature, it’s creating more opportunities for Presidio and Cisco to complement one
another’s strengths and deliver more strategic benefits for customers.
“Traditionally, our customers have had a fragmented approach to adopting technology, with operational technology
and IT teams focusing on separate areas,” says Rahn. “The IoT is bringing these two silos together.”
“Line-of-business organizations are increasingly driving the technology discussion,” adds Ryan Jordan, vice
president of Internet of Things Sales at Presidio. “Business stakeholders are looking to the IoT to help them drive
outcomes like enhanced revenue, improved efficiency, and better interaction with their customers.”
Presidio has been an industry leader on advanced integration and custom product development for 20 years—
exactly what’s required for a successful IoT solution.
“Developing IoT applications puts us closer to the operational, value-driving level of a customer’s business,” says
Rahn. “We understand how to fully integrate standard off-the-shelf products to build complete, tailored solutions.
We can fill in feature gaps and focus on the operational aspects of a customer’s business.
Business Results
Cisco’s end-to-end IoT solutions align closely with the needs of Presidio’s customers and help put the partner in a
strong position to succeed.
“Depending on the solution, there’s usually a pull through of two to four times the value of the IoT application itself,”
says Rahn.
Example: Utility Solution Drives Multimillion Dollar Revenue
Presidio’s $20 million solution for a major utility company is a vivid example of the revenue potential of the IoT.
Presidio teamed with Cisco to develop an end-to-end solution for a leading U.S. producer of clean and safe
electricity. The customer owns electric utilities in four states and needed a better way to connect 22,000 remote
and mobile assets installed in vehicles, utility poles, and substations.
“The utility needed to integrate these disparate assets onto its network, then use Cisco technology to drive real-
time analytics based on their data,” says Rahn. “Although the connectivity platforms were similar, they were all
deployed in different ways.”
The customer was using its own network and communications frequency, so Presidio had to provide consistent,
transparent communication between different devices and platforms.
“We had to build in support for this unique network as part of our platform,” says Rahn. “We also had to
accommodate a variety of different enclosures and mounting styles for the endpoints, and accommodate a variety
of power sources.”

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Working closely with Cisco and analytics partners, Presidio developed an end-to-end solution based on Cisco
Connected Grid Routers and Industrial Ethernet products. The solution combines a variety of different
technologies, including serial, non-IP–based control systems and other components.
“All of these components and technologies are tied into the utility’s analytics system,” says Rahn. “Information can
be analyzed in real time and creates thresholds for performance to institute action. For example, if a transformer
malfunctions, this system could issue an alert and provide a history of what led up to the incident. The utility can
get a repair crew out to the site faster and remediate the issue more quickly.”
With its complete IoT solution in place, Presidio’s customer gained consistent network infrastructure and
management across a diverse network. With real-time network insight, the utility can perform more proactive
maintenance and troubleshooting, while its end customers enjoy improved availability and faster response
to problems.
In addition to robust technology, Cisco also offers a powerful set of resources to facilitate building and selling
the right solution.
“Cisco is doing a great job driving use cases and industry demand, and recognizing that partners like Presidio have
put together all the products and services required to deliver on the solution,” says Jordan. “Having access to
tangible use cases and reference architectures is a great value add.”
With solutions like its end-to-end utilities network, Presidio is driving new sales, expanding its market opportunities,
and strengthening its position as an industry leader. More importantly, the firm is making a difference for the people
it serves.
For More Information
To learn more about how Cisco can help you unlock new opportunities and revenue in the Internet of Things
market, visit www.cisco.com/go/iot.
“The IoT revolution goes well beyond our ability to impact our
customers’ business. We’re excited because the Internet of Everything
gives us an opportunity to have a positive impact on people— our
friends and neighbors in the communities in which we live.”
— Shawn Rahn, Vice President of Internet of Things, Presidio
— Ted Baker, Vice President, Presidio Healthcare Solutions
Printed in USA Presidio Case Study 08/15