Education Industry Partner Guide:

A Detailed Landscape of the Education Market

Use this partner industry guide as a reference to:

● Gain an understanding of current industry-level trends and influencing factors
● Determine industry size and IT spending
● Map messages to a specific industry buying center
● Understand industry solutions that solve our customers’ business imperatives
● Integrate industry messages into key technology, solution, and architecture
(collaboration, virtualization, and borderless networks) programs and plays

®
Cisco Industry Marketing would like to thank all who participated in the creation of these industry guides, including Cisco Industry
Solutions Marketing and Technology Solutions Marketing. These industry guides cover the Education, Financial Services,
Government, Healthcare, Manufacturing, and Retail markets.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 1
 Table of Contents—Education Industry Partner Guide

Industry Overview .............................................................................................................................. 3 

Education Trends ............................................................................................................................ 3 
Industry Structure and Segments.................................................................................................... 8 
Business Functions and Decision Makers ...................................................................................... 8 
Education Market Size .................................................................................................................. 10 
Cisco Partner Resources .............................................................................................................. 10 
Additional Resources .................................................................................................................... 11 

Cisco Education Portfolios, Solutions, and Messaging ............................................................... 12 

Schools ......................................................................................................................................... 12 
Higher Education .......................................................................................................................... 14 
Smart+Connected Learning Messaging ........................................................................................ 15 
Education Value Proposition ......................................................................................................... 17 
Education Case Studies ................................................................................................................ 18 

Industry Business Relevancy—Collaboration .............................................................................. 18 

Industry Business Relevancy—Virtualization ............................................................................... 19 

Industry Business Relevancy—Borderless Networks .................................................................. 20 

Mobility and Wireless .................................................................................................................... 20 
Network Systems .......................................................................................................................... 21 
Security ......................................................................................................................................... 22 

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 2
 Industry Overview
Education Trends
Today, schools, colleges, and universities are being squeezed from two directions: lower budgets and higher
expectations for educating the 21st-century workforce. The 21st century has also brought new challenges for
educational institutions. The current generation of learners has grown up with video sharing, social networking, and
other Web 2.0 technologies, and engages best when these capabilities are used in the classroom. Employers
competing in a global economy need a workforce equipped with 21st-century skills, such as collaborative problem
solving and media literacy. Constrained budgets have underscored the importance of administrative, operational, and
energy efficiency. And the safety and security of people, property, and information rank as top concerns for
educational leaders and parents alike.

Trends in Schools
● Collaboration is the new work group. Courses and projects are based on Web 2.0 technologies.
● Learning without boundaries gives students access to anytime, anywhere learning.
● Mobility enables teaching and learning beyond the classroom and network access, indoors and outdoors, at
any time.
● Safety and security are critical for both the physical environment and network security.
● Edutainment helps to create more engaging learning environments by combining education and learning.

Trends in Higher Education

● Globalization is fueling demand for international experience from both companies and students.
● Informational vs. technical literacy: As technology is being used for academic purposes, critical thinking skills
are imperative to judge the viability of information.
● Pedagogical centers and innovative campus commons: Traditional study spaces are being repurposed and
used to showcase and explore technology.
● Mobility enables college students to be constantly online and requires 24-hour mobile access to
network resources.
● Safety and security in “always on” environments make network security a top IT issue.
● Teaching and learning evolution focuses on both faculty and students adopting new technologies. For
example, online content encourages student interaction with course materials.
● Web 2.0 and interactive teaching/collaboration enables faculty to provide students with more interactive
experiences, such as podcasting of lectures, blogs by experts in the field, and wikis where students pool their
knowledge and learn by teaching each other.
● Edutainment helps create a more engaging learning environment through simulations and avatar-based
virtual classrooms.
● Green initiatives save time and money and create a positive impact on the environment.

Major Education Imperatives

● Administrative, operational, and energy efficiency: Enabling streamlined administrative and
operational processes
● Safety and security: Ensuring safe and secure learning environments
● Next-generation learning: Preparing the next-generation workforce

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 3
 Messaging Matrix
Table 1 shows the business imperatives and sales messages for key decision makers in educational institutions.

Table 1. Overall Customer Message Matrix

Target Audience Business Imperatives Message/Approach

New business buyers ● Administrative, operational, and energy efficiency Cisco is helping to create connected learning
● Safety and security environments that are safe, cost-efficient, and
● Next-generation learning engaging, promoting employability and enhancing
social equity.

New IT/technical buyers
● The right core infrastructure
● Improved collaboration and communication
● Virtualization
Cisco’s leading-edge solutions for education provide
an architectural approach to delivering the core
infrastructure, to support better collaboration and
communication and the ability to virtualize
applications.

Traditional network buyers
● Organizational alignment Cisco offers a highly secure means to provide new
● Doing more with less learning technologies and “grow as they go.” By
● Technology for the long haul using existing resources and sharing assets,
educational institutions can contain costs and create
more learning opportunities with less.

Cisco Approved External Messaging—Schools

Increase Administrative Efficiency

Administrative efficiency helps schools save time and money and improve communication with teacher and staff,
parents, and the wider community. Here are steps you can take today to increase administrative efficiency:
● Offer video-based teacher in-service programs and training: Teachers and staff in Mobile County
Public Schools, Alabama, watch in-service speakers on the Cisco Video Portal, saving the time and costs
associated with driving up to 50 miles.
● Combine paging, bells, and environmental controls: A single IP network for voice, video, data, public
address, bells, and building systems costs less to manage than separate networks. The Fort Bragg Unified
School District in California saved US$500,000 by installing a single unified network on all seven
campuses instead of separate networks for voice, data, alarms, and bells.
● Provide a phone in every classroom and a voicemail account for every teacher: In Cleveland County
Public Schools in North Carolina, teachers and staff can communicate more easily with parents and the
administration with Cisco Unity® Unified Messaging. Teachers see a list of voicemail messages in their
email inbox and just click to listen. The result is improved parent-teacher communications, an important
factor in academic success.
● Enhance communications with parents and the community: The Mobile County Public School District
uses the Cisco Digital Media System and digital signs in every school office to display a weekly video that
helps keep parents engaged and voters informed about the district’s accomplishments. The district
publishes the same videos on the web using Cisco Video Portal.
● Save time taking attendance: Teachers can use a Cisco Unified IP Phone to enter attendance,
automatically updating the attendance system. Office staff no longer need to spend time reentering
handwritten attendance logs.
● Simplify access to student records and administrative tools: Reliable wired and wireless network
access lets authorized teachers and staff easily access student information systems from anywhere
on campus.
● Support energy-saving initiatives: Using the Cisco WebEx™, Cisco Unified MeetingPlace®, or Cisco
Video Portal solution for meetings, training, and in-service sessions reduces a school’s carbon footprint.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 4
 Enhance Safety and Security
Safe and secure campuses are more conducive to learning. Schools need solutions to protect the privacy of
student records and school information, prevent infections that could damage the network, enhance physical
safety, and encourage good behavior. Campus safety solutions such as IP video surveillance, digital signage,
communications interoperability, and network access controls can save time and money as well. And they can
also help you meet legal and regulatory requirements and minimize financial risk. Here are steps you can take to
enhance safety and security:
● Integrate video surveillance, access control, and communications systems: Individual security
systems are more effective when they are integrated on the same network. For example, a door being
forced open can trigger a wired or wireless video surveillance camera to send video to a central monitoring
station and send an alert to an administrator’s phone.
● Protect the network and information: Newer physical security solutions connect to the IP network,
making it even more important for campuses to protect the network from unauthorized access, attacks, or
infections. Cisco Network Admission Control technology helps by authenticating users and giving them
appropriate access based on their role. It also confirms that the student’s or teacher’s PC is not infected
and conforms to the school’s security policies.
● Provide mass notification during emergencies: With the Cisco Digital Media System, schools can
disseminate emergency alerts and instructions on digital signs connected throughout the campus.
● Send emergency alerts from any location: In schools with a Cisco Unified Wireless Network, faculty and
staff can send emergency alerts to appropriate personnel simply by pressing an alert button on their active
RFID tag.
● Centrally monitor surveillance cameras: Moss Point School District in Mississippi monitors all hallways
and the campus perimeter in all buildings using Cisco video surveillance solutions. The junior high school
principal can get a quick overview of campus safety on a large screen containing feeds from all of the
school’s cameras.
● Remotely access video surveillance information: Security and administration personnel can use mobile
Wi-Fi devices to access video surveillance images and information from anywhere on campus.
● Centrally manage building access controls: When all building access controls are connected to the
school’s unified network, an administrator can lock or unlock individual rooms and buildings remotely.
● Reach staff by phone, anytime and anywhere: In schools with a Cisco Unified Wireless Network and
Cisco Unified Wireless IP Phones, teachers and administrators can place and receive calls from anywhere
on campus for faster awareness of emergencies and safety incidents.
● Work effectively with public safety agencies: School safety officers and local police departments often
use different radio systems that cannot communicate directly. Cisco IP Interoperability and Collaboration
System (IPICS) enables school officials to use any type of radio or telephone to join radio talk groups with
local police and fire departments.

Enable Next-Generation Learning

Student success begins with student engagement. Cisco next-generation learning solutions allow students to
interact with each other and their teachers; access multimedia content anywhere, at any time; and practice 21st-
century skills such as collaborative problem solving, innovation, and media literacy. Innovative teaching methods
and inspiring new technologies can engage students, bring renewed excitement to the classroom, and contribute
to students’ employability and social equity. Let Cisco solutions help you create next-generation learning
environments:
● Provide broadband connectivity: Bulgaria and Slovakia have connected all of their schools to
encourage knowledge sharing. Teachers in Scotland create and share educational content on Glow, a

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 5
 national intranet for education, using Cisco content delivery solutions.
● Enrich instruction with digital media: Teachers can assign videos on Cisco Video Portal, part of the
Cisco Digital Media System, to view on classroom PCs or at home. Groups of students or entire classes
can watch together on Enterprise TV, also part of the Cisco Digital Media System.
● Encourage student-produced multimedia content: Students can use commercial video production tools
to showcase their knowledge and prepare themselves for 21st-century careers. Using the Cisco MXE 3000
Media Experience Engine, students and teachers can create multimedia content and easily distribute it in
the right format for digital signs, the Cisco Video Portal, Enterprise TV, and wireless devices.
● Enable online classroom interaction: Teachers can use the Cisco WebEx or Cisco Unified
MeetingPlace solution to administer instant polls and surveys that students can take using PCs and
wireless laptops. And they engage students and provide individualized instruction using Web 2.0 tools
such as podcasts, blogs, and wikis.
● Extend special classes to other schools: Cleveland County Public Schools uses Cisco Unified
Videoconferencing to offer Advanced Placement (AP) courses to schools without enough enrollment to
justify a separate teacher. Teachers can easily control what their students see or hear from the other
connected classroom. AP scores are the same for students in both classrooms.
● Provide a mobile learning environment: Students in British Columbia School District 23 can use
wireless laptops in any classroom with a Cisco Unified Wireless Network. The district enforces access
policies with Cisco Security Agent and prevents unauthorized access and infections with Cisco Network
Admission Control.
● Teach homebound students: Broward County School District in Florida uses Cisco Unified MeetingPlace
for students who are too ill to attend school and for those in its expulsion abeyance program. Students use
any phone to dial the Cisco Unified MeetingPlace system, then participate in the voice conference and
view content from the teacher’s PC on their browser.

Cisco Approved External Messaging—Higher Education

Increase Administrative Efficiency

Efficient administration and operations saves time and money that can be invested in curriculum and services.
Here are steps you can take to increase administrative efficiency:
● Provide wired and wireless access to campus applications: Faculty and staff save time when they can
securely access departmental applications from any location on campus. They save more time when
students can submit online applications instead of paper forms that need to be entered and stored.
● Enable collaboration: At the University of North Carolina at Charlotte, staff or faculty members who need
an immediate answer to a question can look at experts’ presence information to see who is available right
now, saving the time required to call multiple people and leave voicemail. If the expert is on the phone, the
staff member can send an instant message. Adding video and web sharing to voice calls also enhances
collaboration.
● Provide video-based training: Faculty and staff can visit a desktop video portal to receive training, such
as emergency response or personnel policies, from office or home, whenever they have time. The Cisco
Digital Media System records who has taken the training.
● Reduce building operational costs: Building operational costs are second only to salaries in university
budgets. Ave Maria University in Florida saves US$600,000 annually by connecting all building systems to
the IP network instead of using separate networks for heating, ventilation, and air conditioning; energy and
power management systems; security and access control, including video surveillance; interior and

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 6
 exterior lighting control; water chiller plants; campus fire and emergency systems; and voice, video,
and data.
● Lower environmental impact: Intelligent buildings reduce energy consumption—for example, by lighting
a room only when a person is present. And distance meeting solutions such as the Cisco TelePresence
and Cisco WebEx portfolios can eliminate car and plane trips, lowering greenhouse gas emissions.

Enhance Safety and Security

High-profile incidents have prompted educational institutions to invest in technology to prepare for, prevent,
detect, assess, and respond to physical safety threats. Another aspect of security is protecting the campus
network and student information. Here are steps you can take to enhance safety and security:
● Integrate security systems: Individual security systems are more effective when they are integrated on
the same network. For example, a door being forced open can trigger a surveillance camera to send video
to a central monitoring station and send an alert to an administrator’s phone.
● Protect the network from intrusion, attacks, and infection: Cisco Network Admission Control
technology authenticates users and gives them access to applications and information appropriate to
their role. It also confirms that students’ and faculty members’ PCs are not infected and conform to
security policies.
● Provide mass notification during emergencies: With the Cisco Digital Media System, colleges or
universities can disseminate emergency alerts and display instructions on digital signs connected
throughout the campus.
● Centrally monitor surveillance cameras: Elon University in North Carolina monitors campus entrance
points, walkways, and parking lots using Cisco video surveillance solutions. The campus security
department and Town of Elon Police Department can access footage on demand to improve their
response time and review evidence.
● Centrally manage building access controls: When all building access controls are connected to the
campus’s unified network, campus safety personnel can lock or unlock individual rooms and
buildings remotely.
● Collaborate with public safety agencies: Campus police and safety organizations typically use different
radio systems than local police departments and cannot communicate directly. Bryant University in Rhode
Island uses Cisco IP Interoperability and Collaboration System (IPICS) so that campus officials and local
fire and police departments can communicate directly using any type of radio or phone. The campus public
safety director can even connect from home to talk directly to an officer at an incident scene.

Enable Next-Generation Learning

Today’s students have grown up using collaboration tools such as video, social networking, and blogging. Now
faculty members are using those same tools to make the curriculum come alive. Not only do next-generation
learning tools engage students, but they also help to impart 21st-century skills that students will need in the
workplace, such as collaborative problem solving, innovation, and media literacy.
Let Cisco solutions help you create next-generation learning environments:
● Enrich instruction with digital media: Faculty can supplement lectures by assigning videos that students
can view on the Cisco Video Portal, part of the Cisco Digital Media System. Groups of students or entire
classes can watch together on Enterprise TV in classrooms and dorms, also part of the Cisco Digital
Media System. Faculty can record lectures as podcasts or webcasts, which students can review as many
times as needed to master the material.
● Encourage student-produced multimedia content: Students can use commercial video production tools
to showcase their knowledge. Using the Cisco MXE 3000 Media Experience Engine, students and faculty

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 7
 can create multimedia content and easily distribute it in the right format for digital signs, the Cisco Video
Portal, Enterprise TV, and mobile devices that connect to the Cisco Unified Wireless Network.
● Add interactivity to the curriculum: Even large lecture classes can become interactive when professors
use the Cisco WebEx or Cisco Unified MeetingPlace solution to administer instant polls and surveys that
students can take using wireless laptops. Faculty can also add interactivity by using Web 2.0 tools such as
blogs and wikis. Blogs encourage commentary, and students learn by processing, analyzing, and
responding to information. Wikis enable students to pool their knowledge and learn by commenting on
each other’s contributions.
● Collaborate with other colleges or universities: Use the Cisco TelePresence or Cisco Unified
Videoconferencing solution to bring in guest lecturers from anywhere in the world, without the time and
expense of travel. Students can use the same solutions to collaborate with their peers anywhere in
the world.
● Increase enrollment without building new classrooms: Bapatla Engineering College in India uses
Cisco Video Portal to deliver live and recorded lectures to students in any location. The college also
streams live sessions conducted by visiting professors and subject matter experts to the classroom and
simultaneously records them for later viewing.

Industry Structure and Segments

The education market comprises more than just traditional schools. It covers a wide range of educational products
and services delivered through both traditional and technology-based channels, spanning “cradle to grave” learning,
including early childhood education, corporate training, and lifelong learning. Broadly defined, the education market
includes government-managed, not-for-profit, and for-profit education. Table 2 describes the two primary segments of
the education market.

Table 2. Education Market Segments

Schools Higher Education

The schools market includes public and private elementary, middle, and The higher education market includes community colleges, public
high schools, and also encompasses other institutions, such as language colleges and universities, and private colleges and universities. Higher
schools and test preparation programs. education also spans non-degree-granting institutions such as extension
programs and for-profit educational institutions.

Business Functions and Decision Makers

Tables 3 and 4 list key decision makers for schools and higher education.

Table 3. Key Decision Makers for Schools

Title Characteristics/Role Areas of Responsibility Challenges

School board ● Locally elected officials
● Officially manage the district,
including policy and budget,
through regular school board
meetings
Superintendent ● Hired by the school board
● Charged with all aspects of
administration of the
school district
General oversight, including: ● Student achievement
● Planning and goal setting and performance
● Maximizing impact of
● Employing and evaluating superintendent
budget expenditures
● Adopting annual budget
● Satisfying voter
● Developing and overseeing policy for the constituency
district
● Making decisions about placing levies and
bonds before voters
● Approving instructional programs
● Ratifying negotiated contracts with local
bargaining units
Focused on providing three types of ● Student achievement
leadership for the school district: and performance
● Instructional ● Student safety
● Organizational ● Budget management
● Communitywide ● Community relations

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 8
 Title Characteristics/Role Areas of Responsibility Challenges

Assistant
superintendent of
business services /
administration
● Also called CBO or COO and
has the characteristics of a CFO
● In charge of all operational
aspects of the district outside
the classroom
All fiscal services, including: ● Maximizing impact of
● Purchasing budget expenditures
● Ensuring that schools are
● Facilities
safe and in good condition
● Operations
● Streamlining operations
● Technology and increasing productivity
● Employee negotiations
● Contracts management
● Capital facilities, including new construction

Assistant
superintendent of
curriculum / instruction
● Usually has strong
teaching/classroom experience.
May have been a principal at
one time.
● In charge of all operational
aspects inside the classroom
All instructional services, including: ● Student achievement
● Curriculum and instruction and performance
● Teacher performance
● Attendance
and development
● Categorical programs
● Grants development
● Instructional technology
● Multilingual programs
● Pupil services
● Student accountability
● Student placement
● Teacher services/staff development
● Textbooks, libraries, and media services

Assistant
superintendent of
human resources
● In charge of staff
recruitment/retention and
professional development
All human resources services, including: ● Attracting and
● Certified employees retaining teachers
● Noncertified employees
● Special education employees
● Teacher service/staff development

Table 4. Key Decision Makers in Higher Education

Title Characteristics/Role Areas of Responsibility

President or chancellor
● Similar to the CEO of a large corporation
● Primarily responsible for all functions of the college
or university
● Focus has shifted in recent years from administrative to
fund-raising and serving as university spokesperson
● Focused on business of education
● Responsible for all administrative functions
● Fund-raising and friend making
● Public relations

Provost ● High-ranking university administrator that reports to
the president
● All academic departments report to the provost
CFO ● Similar to the CFO at a large corporation
● Runs the financial operations of the institution
CIO ● Similar to a corporate CIO
● Must meet technological needs of a broad mix of
constituencies, including administrators, faculty, staff,
students, alumni, donors, potential students, and parents
● Bridges gap of understanding between IT and
campus constituency
● Chief academic officer of the institution
● Oversees curriculum and faculty
● In charge of faculty and staff recruitment, relations,
promotions, and tenure
● Financial planning and budget
● Responsible for capital and operating budgets
● Maximization of net enrollment revenues
● Cost containment
● Technology resource needs and planning
● Risk identification and management
● Endowment investment
● Strategic leadership for integrating technology with
organizational and business needs
● Responsible for IT governance policies and plans

Administrators, vice
presidents and directors
of technology
● Range of administrative staff responsibilities related to IT
● Set educational technology standards and goals
● Establish policies and procedures to achieve them
● Supervise managers, support staff, and
other employees
● Administer recordkeeping, implement plans,
prepare budgets

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 Education Market Size

IT Spending Forecast by Region

According to Gartner, worldwide spending on IT in education is expected to reach US$67.8 billion by 2012. The
largest region by far continues to be North America; however, the fastest growing are Asia Pacific (5.8 percent
annually) and emerging markets (4.5 percent annually), compared to worldwide annual growth of 3.4 percent. The
North America segment, including the United States, is forecast to grow at the worldwide average of 3.4 percent, as
shown in Table 5. As shown in Table 6, higher education is forecast to account for approximately 63 percent, or $42.5
billion, of worldwide education IT spending in 2012.

Table 5. Global Education IT Spending by Region (US$M)

Compound
Annual
Region 2008 2009 2010 2011 2012 Growth Rate

Asia Pacific 11,012 11,287 12,077 12,947 13,795 5.8%

Emerging markets 8,097 8,557 8,966 9,303 9,653 4.5%

European markets 13,691 13,465 13,708 14,061 14,445 1.4%

Japan 3,234 3,232 3,256 3,282 3,292 0.4%

North America 23,307 23,420 24,438 25,575 26,661 3.4%

Global 59,341 59,961 62,444 65,168 67,847 3.4%

Source: Gartner “Forecast: IT Spending in Education, Worldwide, 2007-2012, 1Q09” (February 2009)

Table 6. Global IT Spending by Education Segment (US$M)

Compound
Annual
Segment 2008 2009 2010 2011 2012 Growth Rate

Higher education 37,328 37,829 39,364 40,972 42,508 3.3%

Schools 22,013 22,133 23,080 24,196 25,339 3.6%

Global 59,341 59,961 62,444 65,168 67,847 3.4%

Source: Gartner “Forecast: IT Spending in Education, Worldwide, 2007-2012, 1Q09” (February 2009)

Cisco Partner Resources

This brief guide provides quick access to key Cisco program resources, including education-specific content. To find
additional industry-focused guides, simply follow the below link to Cisco Partner Central:
http://www.cisco.com/web/partners/index.html
Educators around the globe, whether in higher education or at the local school level, realize the need to better
prepare students for the 21st century. The purpose of connecting students, faculty, and staff is to create new learning
opportunities. By removing communication barriers, enabling real-time interaction, and expanding access to support
employability and social equity, Cisco Smart+Connected Learning is an educational vision that provides educational
institutions with the capabilities to engage people in lifelong learning and help them thrive. Table 7 provides quick
links to partner resources that will help you rapidly identify and address the needs of the education market robustly
and efficiently.

Table 7. Quick Links to Partner Resources

Program Description Link

Partner page for education Find education-specific content for higher education www.cisco.com/web/partners/sell/industry/education/i
and schools. ndex.html

Cisco Solution Incentive Rewards partners that develop and sell solutions that www.cisco.com/web/partners/pr11/incentive/sip.html
Program (SIP) integrate proprietary or third-party business applications
and services with Cisco technology.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 10
 Program Description Link

Cisco Industry Solutions Partner A global program that brings Cisco channel partners www.cisco.com/web/partners/sell/industry/index.html
Network (ISPN) who offer network-centric technology solutions together
with business application developers and industry
experts.

Partner Enablement A suite of tools and resources dedicated to helping www.cisco.com/web/partners/sell/enablement/index.

partners become successful. html

Marketing tools Marketing resources provided by Cisco to enable www.cisco.com/web/partners/market/index.html

partners to create campaigns, generate demand, obtain www.cisco.com/go/map
marketing funds, and use the Cisco brand

Cisco Developer Network (CDN) A program designed to increase customer business www.cisco.com/go/cdn
value by enabling and uniting the comprehensive Cisco
technology portfolio with products that feature verified
interoperability.

Partner Learning Provides training on products, tools, and solutions. This www.cisco.com/web/learning/le36/learning_partner_
tool helps partners retain their Cisco partnership status e-learning_connection_tool_launch.html
by mapping out training curriculums required for career
certifications and technology specializations.

Additional Resources
Partners can draw information from a number of industry associations, publications, research firms, and global
organizations. Tables 8 and 9 provide both their names and links to their websites.

Table 8. Resources for Higher Education

Industry Associations Industry Publications Industry Research Firms Global Organizations

EDUCAUSE Chronicle of Higher Education MDR European Learning Industry Group

(eLIG)

Association for Communications Campus Technology Funds for Learning Organization for Economic Co-Operation
Technology Professionals in and Development (OECD)
Higher Education (ACUTA)

League of Innovations University Business Center for Digital Education United Nations Educational, Scientific
and Cultural Organization (UNESCO)

EDUCAUSE Review Eduventures

Gartner

IDC

Datamonitor

Table 9. Resources for Schools

Industry Associations Industry Publications Industry Research Firms Global Organizations

International Society for Technology in Education Education Week MDR European Learning Industry
Group (eLIG)

Consortium for School Networking eSchool News Organization for Economic Co-
Operation and Development
(OECD)

State Education Technology Director's T.H.E. Journal Funds for Learning United Nations Educational,
Association Scientific and Cultural
Organization (UNESCO)

Partnership for 21st Century Skills Technology & Learning Center for Digital Education
Magazine

Consortium for School Networking Edutopia Eduventures

National School Boards Association Converge Gartner

North American Council for Online Learning IDC

(NACOL)

Center for Implementing Technology in Datamonitor

Education (CITED)

Learning First Alliance

Council of Educational Facility Planners

International (CEFPI)

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 11
 Industry Associations Industry Publications Industry Research Firms Global Organizations

American Architectural Foundation

American Association of School Administrators

(AASA)

Council of Chief State School Officers (CSSO)

Education and Research Development Institute

(ERDI)

Association for Supervision and Curriculum

Development (ASCD)

European SchoolNet

Cisco Education Portfolios, Solutions, and Messaging

Smart+Connected Learning solutions facilitate the highly secure, convenient, real-time interaction that school
communities expect. They help build a safe environment, enhance administrative efficiency, and improve access to
engaging, lifelong learning opportunities. We will now take a look at the portfolios of solutions for Schools and
Higher Education

Schools

Administrative Efficiency Portfolio of Solutions

The following solutions help educational institutions manage the business of education with technologies that improve
administrative processes and day-to-day operations, and offer streamlined management and maintenance of
communications infrastructure.

Administrative Efficiency Solutions:

● Unified Communications (Partners: SchoolMessenger, singlewire, LiteScape, IPcelerate, Cistera)
Integrates data, voice, and video to cost-effectively provide Internet to classrooms and help improve access to
educational resources on or off campus while meeting technology needs, reducing complexity, and
improving reliability.
● Notifi-ED Solution (Partners: SchoolMessenger, singlewire)
Delivers a comprehensive mass notification solution to help students feel secure, informed, and fully engaged
in the learning process.
● Mobility and Wireless
Brings the world to students and gives teachers, faculty, and administrators highly secure access to resources
from any location by extending the network to locations beyond traditional wired connections, easily and cost-
effectively.
● Digital Media System (DMS)
Enables schools, colleges, and universities to deliver on-demand content and live broadcasts to digital signs
around campus, creating an effective way to communicate information to students and staff.
● Connected Real Estate
Delivers all building services over a single, centrally managed data network to help reduce costs, increase
safety and security, and support new services that enhance school and campus life.
● Physical Security for Schools
With these solutions, educational institutions can better protect their students and assets, and respond
effectively in emergencies. Using open standards and the Cisco end-to-end network as the platform, Cisco
Physical Security solutions provide excellent scalability, reliability, and availability.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 12
 Safety and Security Portfolio of Solutions
The following solutions enable educational institutions to take a holistic approach to security by integrating physical
security devices with the IT infrastructures of districts, and schools helping provide better communications and
collaboration, lower costs, and greater security.

Safety and Security Solutions:

● Physical Security for Schools
See the description in the previous Administrative Efficiency section.
● Safety and Security (Partners: SchoolMessenger, singlewire, LiteScape, IPcelerate, Cistera, LobbyGuard
Enables the offering of new services, based on the convergence of network and physical security, and to
improve communication, collaboration, and cooperation between physical safety systems, data systems, and
first responders.
● Notifi-ED Solution (Partners: SchoolMessenger, singlewire)
See the description in the previous Administrative Efficiency section.
● Cisco Cyberspace Action for Education (CAFE)
The CAFE initiative promotes Internet security awareness in the education community. CAFE arms students,
parents, and school administrators with information to help them improve online security. It also delivers a
highly effective security portfolio backed by customized Cisco SAFE Security Architectures for education.
● Unified Communications (Partner(s): SchoolMessenger, singlewire, LiteScape, IPcelerate, Cistera)
See the description in the previous Administrative Efficiency section.
● Mobility and Wireless
See the description in the previous Administrative Efficiency section.
● Digital Media System (DMS)
See the description in the previous Administrative Efficiency section.
● Connected Real Estate
See the description in the previous Administrative Efficiency section.

Next-Generation Learning Portfolio of Solutions

The following solutions help educational institutions create 21st-century learning environments to prepare the
workforce of the future.

Next-Generation Learning:
● Unified Communications (Partners: SchoolMessenger, singlewire, LiteScape, IPcelerate, Cistera)
See the description in the earlier Administrative Efficiency section.
● Mobility and Wireless
See the description in the earlier Administrative Efficiency section.
● Digital Media System (DMS)
See the description in the earlier Administrative Efficiency section.
● Virtual Classroom
Allows schools to reach students anywhere, at any time by blending fully interactive and recordable audio,
video, and web conferencing capabilities into a single solution.
● Connected Real Estate
Creates connected learning environments in which facilities, technologies, and services work together.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 13
 Higher Education

Administrative Efficiency Portfolio of Solutions

The following solutions help educational institutions manage the business of education with technologies that improve
administrative processes and day-to-day operations, and offer streamlined management and maintenance of
communications infrastructure.

Administrative Efficiency Solutions:

● Unified Communications (Partners: SchoolMessenger, singlewire, LiteScape, IPcelerate, Cistera)
Integrates data, voice, and video to cost-effectively provide Internet to classrooms and help improve access to
educational resources on or off campus while meeting technology needs, reducing complexity, and
improving reliability.
● Mobility and Wireless
Brings the world to students and gives teachers, faculty, and administrators highly secure access to resources
from any location by extending the network to locations beyond traditional wired connections, easily and
cost-effectively.
● Digital Media System (DMS)
Improves communications and facilitates learning with this comprehensive suite of digital signage and desktop
video applications.
● Connected Real Estate
Reduces costs and increases productivity by delivering building services over a single, centrally-managed
campus data network that includes energy management.
● Physical Security for Higher Education
With these solutions, educational institutions can better protect their students and assets, and respond
effectively in emergencies. Using open standards and the Cisco end-to-end network as the platform, Cisco
Physical Security solutions provide excellent scalability, reliability, and availability.

Safety and Security Portfolio of Solutions

The following solutions enable educational institutions to take a holistic approach to security by integrating physical
security devices with the IT infrastructures of districts, schools, and university campuses, helping provide better
communications and collaboration, lower costs, and greater security.

Safety and Security Solutions:

● Physical Security for Higher Education
See the description in the previous Administrative Efficiency section.
● Safety and Security (Partners: SchoolMessenger, singlewire, LiteScape, IPcelerate, Cistera, LobbyGuard)
Enables the offering of new services, based on the convergence of network and physical security, and to
improve communication, collaboration, and cooperation between physical safety systems, data systems, and
first responders.
● Cisco Cyberspace Action for Education (CAFE)
CAFE offers students, parents, faculty, and campus administrators valuable information to help them improve
cyberspace security and safeguard data. In addition, CAFE delivers a highly effective cyberspace security
portfolio, backed by customized Cisco SAFE Security Architectures for education.
● Unified Communications (Partner(s): SchoolMessenger, singlewire, LiteScape, IPcelerate, Cistera)
See the description in the previous Administrative Efficiency section.
● Mobility and Wireless
See the description in the previous Administrative Efficiency section.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 14
 ● Digital Media System (DMS)
See the description in the previous Administrative Efficiency section.
● Connected Real Estate
See the description in the previous Administrative Efficiency section.

Next-Generation Learning Portfolio of Solutions

The following solutions help education institutions create 21st-century learning environments to prepare the workforce
of the future.

Next-Generation Learning:
● Cisco TelePresence™ for Higher Education
Institutions can redefine learning, bringing teachers and students from around the world into a virtual
classroom. Research institutions can collaborate more productively. Far-flung campuses or school districts can
operate more economically.
● Unified Communications (Partners: SchoolMessenger, singlewire, LiteScape, IPcelerate, Cistera)
See the description in the earlier Administrative Efficiency section.
● Mobility and Wireless
See the description in the earlier Administrative Efficiency section.
● Digital Media System (DMS)
See the description in the earlier Administrative Efficiency section.
● Virtual Classroom
Allows schools to reach students anywhere, at any time by blending fully interactive and recordable audio,
video, and web conferencing capabilities into a single solution.

Visit the education industry website for updates and new solutions:
http://cisco.com/web/strategy/education/index.html

Smart+Connected Learning Messaging

Smart+Connected Learning messaging consists of a core education message and supporting messages that align
with the business functions of educational institutions and Cisco solution portfolios. Tables 10 and 11 list these
supporting messages and gives additional talking points.

Table 10. Supporting Messages and Additional Talking Points for Schools

Solution Area Supporting Message Additional Talking Points

Network and information Protect privacy ● Protect student information

security ● Prevent attacks via the Internet
● Centralize the enforcement of security policies
● Comply with state and federal privacy laws
● Minimize security risk and compliance issues
Unified communications Expand your human network ● Streamline business operations and processes and
increase productivity
● Monitor and protect students, faculty, and property
● Respond immediately to security incidents
● Provide mass internal and external notifications
● Create student-centric 24-hour learning environments
● Expand communication between faculty, staff, students, parents,
and the community
● Use the Cisco WebEx solution for collaboration and
distance learning
Mobility Deliver next-generation wireless access ● Improve campus operations, collaboration, and productivity
● Protect and secure the campus, assets, data, and network
● Enhance teaching and learning beyond the classroom
● Enable in-class polling and remote access to information

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 15
 Solution Area Supporting Message Additional Talking Points

Digital media systems Support the way students want to learn ● Make the most of building resources
(DMS) ● Provide mass notification of security information
● Expand classroom teaching with better access to video resources

Connected Real Estate
Centralize facilities and reduce costs
● Centrally managed building security, heating and cooling, and
lighting controls
● Eliminate the cost of separate telephone networks and services
● Run all safety and security systems over the building network
● Equip buildings for 21st-century teaching and learning

Physical security Protect people, property, and assets ● Monitor and protect students, faculty, and property
● Quickly respond to safety incidents
● Integrate physical security devices with foundation network
investments

Virtual classroom
Deliver a world of learning
● Reduce the need to expand or build classrooms
● Support collaborative classrooms and projects
● Build a reputation for innovation and progressiveness to
differentiate the school
● Reach students by offering alternative programs in remote areas

Telepresence Bring everyone into the room ● Facilitate cost-effective collaboration

● Avoid travel time and expense
● Initiate online districtwide meetings
● Encourage virtual field trips to find out how other schools are
achieving success

Data center Control costs and support innovation ● Easily integrate new technologies and services
● Improve agility, management of IT resources, and service levels
● Align network resources with the need for a media-rich learning
environment
● Support new collaboration technologies for innovative teaching
and learning

Table 11. Supporting Messages and Additional Talking Points for Higher Education

Solution Area Supporting Message Additional Talking Points

Unified communications Expand your human network ● Increase productivity in all areas of campus operations
● Streamline administrative processes and cut costs
● Enable better communication between faculty, staff, and students
● Safeguard privacy and comply with regulations
● Immediately respond to campus security incidents
● Improve collaboration among first responders
● Create student-centric, 24-hour learning environments
● Use the Cisco WebEx solution for collaboration and distance
learning
Mobility Deliver next-generation wireless access ● Improve campus operations, collaboration, and productivity through
anywhere, anytime, connectivity on virtually any device
● Protect and secure the campus, data, and network, and easily
track assets
● Deliver highly secure connectivity anywhere
● Extend controlled network access to vendors, guest faculty, and
alumni using wireless
● Enhance teaching, learning, and collaboration beyond the classroom
to any location on campus
● Give mobile students and faculty access to the applications they
need, including web-enabled tools, Web 2.0 applications, and
context-based applications
Digital media systems Deliver information instantly across campus ● Feature information or special events for a specific day or time
(DMS) ● Deliver live broadcasts to digital signs around school grounds with
news, emergency messaging, and other relevant information
● Make the most of faculty and space resources
● Detect, deter, prevent, and respond faster to security incidents
● Enhance collaboration and research
● Support distance learning initiatives
● Expand classroom applications

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 16
 Solution Area Supporting Message Additional Talking Points

Connected Real Estate
Centralize facilities and reduce costs
● Centrally and efficiently manage building security, heating and
cooling, lighting, and environmental controls
● Decrease greenhouse gas emissions
● Reduce consumption of materials and equipment
● Eliminate the cost of a separate telephone network and services
● Facilitate intercommunication
● Support global responsibility initiatives

Data center Control costs and support innovation ● Easily integrate new technologies and services
● Control costs
● Increase resiliency and responsiveness
● Improve flexibility
● Provide networking technologies for data center challenges
● Enable educators to deploy technologies that address immediate
challenges
● Enhance existing applications

Network and Protect privacy ● Protect student information

information security ● Prevent attacks via the Internet
● Centralize the enforcement of security policies
● Comply with state and federal privacy laws

Physical security
Protect people, property, and assets
● View live video from cameras at different campuses simultaneously
● Monitor and protect students, faculty, and property
● Respond quickly to safety incidents
● Use Cisco and third-party solutions
● Take advantage of existing network, wireless, unified
communications, and IT investments

High performance Accelerate research ● Ensure a high level of network availability

Virtual classroom
Deliver a world of learning
● Secure network assets without affecting performance
● Support high-bandwidth collaboration and multimedia applications
● Encourage and capture innovative ideas
● Create collaborative opportunities and relationships
● Fuel the next generation of technology innovators
● Access the Internet and network resources from anywhere
● Reduce the need to expand or build
● Build a reputation for innovation and progressiveness to attract
students and faculty
● Promote global academic and research partnerships
● Expand academic and career pathways for student
● Promote an appreciation for the global community of expertise,
innovation, thoughts, and ideas

Telepresence Bring everyone into the room ● Facilitate cost-effective collaboration and research
● Reduce the need to expand or build
● Avoid travel time and expense
● Promote distance learning initiatives
● Encourage interactions with industry
● Expand campus interviewing and college recruiting
● Improve student career opportunities

Education Value Proposition

30-Second Pitch
Cisco works closely with schools and higher education to anticipate and respond to the demand for new teaching and
learning approaches that expand access to quality education and prepare the workforce of the future.

60-Second Pitch
Cisco is a change agent in enabling quality education. In a connected, on-demand society, learning is everywhere,
just a few keystrokes away. Cisco works closely with schools and higher education to anticipate and respond to the
demand for new teaching and learning approaches that expand access to quality education and prepare the
workforce of the future.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 17
 90-Second Pitch
Cisco is a change agent in enabling quality education. In a connected, on-demand society, learning is everywhere,
just a few keystrokes away. Cisco works closely with schools and higher education to anticipate and respond to the
demand for new teaching and learning approaches that expand access to quality education and prepare the
workforce of the future. Cisco delivers the highly secure, seamless communications and real-time interaction that
students, faculty, and staff expect—while enabling a safe environment, improved administrative efficiency, and access
to engaging, lifelong learning opportunities.

Education Case Studies

Cisco has a wide variety of industry-specific case studies in our Case Study Search Tool. Please click the link below
to easily navigate our repository for the case study that applies most closely to your customer’s needs.
http://www.cisco.com/cdc_content_elements/networking_solutions/casestudies/index.html

Industry Business Relevancy—Collaboration

Table 12 provides messaging to use when contacting customers at educational institutions regarding
collaboration solutions.

Table 12. Education Collaboration Messaging

Portfolio, Buying Centers, and Education Collaboration Messaging Related Industry Solutions
Pain Points

Administrative Efficiency (school or
higher education administration)
Pain Points:
● Improve efficiency by decreasing
the costs of administrative
operations and processes.
● Effectively compete globally for
students and faculty.
● Cut energy costs by using green
technologies.
Safety and Security (school or
higher education police or
security staff)
Pain Points:
● Provide safe and secure learning
environments.
● Enables converged voice, video, and data, including multimode and ad ● Unified Communications
hoc communications. for Higher Education
● Offers seamless, simplified district wide communications in and between ● Unified Communications
schools. for Schools
● Single number reach extends reach and access to district personnel, in or
out of the office—saving on the time required to reach teaching, staff,
students, and parents.
● Simplifies management, with one network for voice, video, and data.
● Reduces total cost of ownership (TCO), with fewer dedicated phone lines,
lower toll charges, and less maintenance.
● Enables self-service options for parents to access information, schedules,
forms, and other items.
● Helps improve productivity by enabling more face-to-face meetings,
sharing of best practices, and training without travel.
● Helps enhance staff response to incidents. ● Unified Communications
● Enables security personnel to share emergency messages with teachers, for Higher Education
students, students, and parents. ● Unified Communications
● Expedites communications with first responders during an emergency, for Schools
using integrated communications systems. ● Notifi-ED for Schools
● Provides the ability to notify parents within minutes of an incident. ● Notifi-ED for Higher
● Enables emergency alerting to multiple devices via SMS text, voice, video, Education
and other media.
● Provides one-touch phone access to first responders.

Next- Generation Learning
(superintendent or
chancellor/provost)
Pain Points:
● Create an engaging, media-rich
21st-century teaching and learning
environment to attract and retain
students.
● Engage students while training
teachers and professors on new
technologies.
● Implement enterprise network
architectures that support the
rollout of advanced technologies,
including higher education
research networks.
● Provides cost-efficient IP-based phone services for improved ● Unified Communications
communication and collaboration anytime, anywhere. for Higher Education
● Enables media-rich audio, web, and video communications and ● Unified Communications
collaborative learning environments. The Cisco TelePresence solution for Schools
combines high-quality audio, high-definition video, and interactive ● Cisco TelePresence
elements to deliver an in-person meeting experience over your network, for Education
enabling colleges and universities to connect with students, alumni, and
their larger partner community.
● Enables educational opportunities 24 hours a day.
● Gives students and faculty access to global learning resources.
● Engages students in the learning process to develop 21st-century skills.
● Enables institutions to draw on the expertise of other teachers and share
best practices.
● Enables collaboration with teachers anywhere in the world to develop
curriculum.
● Helps improve productivity by enabling teachers to have more face-to-face
meetings with peers, students, and parents.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only Page 18
 Industry Business Relevancy—Virtualization
Table 13 provides messaging to use when contacting customers at educational institutions regarding
virtualization solutions.
Table 13. Education Virtualization Messaging
Portfolio, Buying Centers, and
Pain Points
Administrative Efficiency (school or higher
education administration)
Pain Points:
● Improve efficiency by decreasing the costs
of administrative operations and processes.
● Effectively compete globally for students
and faculty.
● Cut energy costs by using green
technologies.
Safety and Security (school or higher
education police or security staff)
Pain Points:
● Provide safe and secure learning
environments.
Next- Generation Learning (superintendent
or chancellor/provost)
Pain Points:
● Create an engaging, media-rich 21st-
century teaching and learning environment
to attract and retain students.
● Engage students while training teachers
and professors on new technologies.
● Implement enterprise network architectures
that support the rollout of advanced
technologies, including higher education
research networks.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only
Education Virtualization Messaging Related Industry Solutions
● Reduces TCO, which is important in tight budgetary environments ● Data Center for
with competing priorities, and allows the school or institution to Higher Education
regain control of IT resources.
● A higher level of application availability helps produce expedited
research results and higher productivity overall.
● Offers increased application performance, including compression,
acceleration, and security, which is particularly important for
research projects and applications that compete for processing
time.
● Reduces the number of physical devices in the data center,
eliminating device sprawl and lowering power, cooling, and rack
space needs, which supports green/sustainability goals.
● Enables institutions to create and/or deploy new infrastructure
services on demand according to a predefined policy, helping
eliminate the need for equivalent manual tasks.
● Helps enable faster application rollouts by deploying virtual rather
than physical Data Centers, making for easier implementation
and management by resource-constrained IT staff.
● Remote access brings the need for more sophisticated security ● Data Center for
and identity checking. Higher Education
● Campus locations that have become mini-data centers, with their
own independently acquired systems, limit economies of scale
and introduce new compliance and network security risks.
● Inconsistent compliance and network security procedures (for
example, dealing with an intrusion or theft of private information)
can mean interruption of campus operations, lower trust,
damaged reputation, and fines, and can even result in campus
closure in serious cases.
●
● Helps guarantee resources to maximize application availability, ● Data Center for
supporting multidisciplinary research applications and projects. Higher Education
● Helps align people, processes, and technology with the
institution’s objectives so that the institution can remain relevant
and competitive.
● Supports greater access for remote and mobile users.
Page 19
 Industry Business Relevancy—Borderless Networks
Mobility and Wireless
Table 14 provides messaging to use when contacting customers at educational institutions regarding mobility and
wireless solutions.
Table 14. Education Mobility and Wireless Messaging
Portfolio, Buying Centers, and Pain Points
Administrative Efficiency (school or higher
education administration)
Pain Points:
● Improve efficiency by decreasing the costs
of administrative operations and processes.
● Effectively compete globally for students
and faculty.
● Cut energy costs by using green
technologies.
Safety and Security (school or higher
education police or security staff)
Pain Points:
● Provide safe and secure learning
environments.
Next- Generation Learning (superintendent
or chancellor/provost)
Pain Points:
● Create an engaging, media-rich 21st-
century teaching and learning environment
to attract and retain students.
● Engage students while training teachers
and professors on new technologies.
● Implement enterprise network architectures
that support the rollout of advanced
technologies, including higher education
research networks.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only
Education Mobility and Wireless Messaging Related Industry Solutions
● Predictable wireless access from anywhere on campus helps ● Mobility for
reduce operational costs and enhances the guest user Higher Education
experience. ● Mobility for Schools
● Connects all buildings and provides access to critical
information.
● Provides a flexible, scalable network architecture for multiple
user groups that extends the Wi-Fi network outdoors.
● Facilitates fast delivery of services, helping increase the
productivity and responsiveness of teachers and students by
providing greater access to information
● Enables the implementation of network-based applications to
improve administrative efficiency.
● Enables easy access to administrative, maintenance, and
support personnel, without the need for cellular coverage
(wireless voice over IP [VoIP]). Using a wireless IP phone allows
administrators to use one phone number.
● Integrated security features include virus protection and intrusion
detection as well as dynamic encryption of all data traffic.
● Allows administrators to access pertinent student data from
anywhere, anytime.
● Provides real-time access to content-based security information ● Mobility for
and wireless video surveillance. Higher Education
● Enables outbound communications technologies for advanced ● Mobility for Schools
voice, E911, video broadcasting, SMS texts, and integrated
radio communications with the local community’s first
responders.
● Allows sensors to detect incidents and trigger an automated
response.
● Controlled digital access to dorms and other campus property
provides greater safety and offers a highly secure wireless
environment for students, teachers, and guests.
● Helps prevent unauthorized access.
● Automatically detects and contains intrusions.
● Helps protect student data from unauthorized access.
● Helps prevent students from hacking into restricted sites.
● Monitors student plug-ins.
● Helps increase collaboration among teachers, students, and ● Mobility for Schools
parents, using devices that better prepare students for the Mobility for
real world. Higher Education
● Achieves device portability (for example, laptops and PDAs) and
location independence for students and teachers to expand the
learning environment.
Page 20
 Network Systems
Table 15 provides messaging to use when contacting customers at educational institutions regarding network
solutions.
Table 15. Education Network Systems Messaging
Portfolio, Buying Centers, and Pain Points
Administrative Efficiency (school or higher
education administration)
Pain Points:
● Improve efficiency by decreasing the costs
of administrative operations and processes.
● Effectively compete globally for students
and faculty.
● Cut energy costs by using green
technologies.
Safety and Security (school or higher
education police or security staff)
Pain Points:
● Provide safe and secure learning
environments.
Next- Generation Learning (superintendent
or chancellor/provost)
Pain Points:
● Create an engaging, media-rich 21st century
teaching and learning environment to attract
and retain students.
● Engage students while training teachers and
professors on new technologies.
● Implement enterprise network architectures
that support the rollout of advanced
technologies, including higher education
research networks.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only
Education Network Systems Messaging Related Industry Solutions
● Digital media system provides a cost-effective medium for ● Digital Media System for
training, education, and communication. Higher Education
● Helps enhance communications with parents, students, and the ● Digital Media System
community. for Schools
● Enables administration and community communication, such as
video on demand for staff communication and community
updates and information.
● Highlights special events or information specific for that day
and time such as schedule changes, replacing posters/flyers.
● Can display digital campus maps that can be updated as
necessary for various events such as sporting events,
graduation, and guest speakers
● Allows administrators, via the management interface, to easily
indicate which users are authorized to access a particular
video. They can also associate other content with the video,
such as presentation slides or websites. Teachers can even
generate reports showing who watched what video content,
and when.
● Offers instant and scalable notification and evacuation ● Digital Media System for
information. Higher Education
● Enables the dissemination of district news and emergency ● Digital Media System
information with digital signage. for Schools
● Enables the use of desktop video to learn safety procedures.
● Cisco Video Portal enables classroom video/distance learning ● Digital Media System for
to replace “pushcart VCRs” and extends the use of video for Higher Education
college prep courses, missed classes, and specialized virtual ● Digital Media System
classes. for Schools
● Enables schools to extend the learning environment by
delivering on-demand course content and materials to desktops
and providing live broadcasts to classrooms.
● Helps teachers enrich classroom instruction by assigning
students to watch related videos on the Cisco Video Portal,
either on classroom PCs or at home.
● Digital Media System enables more compelling courseware that
keeps the students’ attention and delivers more effective
education.
● Web-based courseware can be accessed and tracked 24 hours
a day.
● Enables guest lecturers via live or on-demand video, adding
value to the curriculum.
● Supports students with different learning styles who may need
to hear a lecture more than once.
Page 21
 Security
Table 16 provides messaging to use when contacting customers at educational institutions regarding
security solutions.
Table 16. Education Security Messaging
Portfolio, Buying Centers, and Pain Points
Administrative Efficiency (school or higher
education administration)
Pain Points:
● Improve efficiency by decreasing the costs of
administrative operations and processes.
● Effectively compete globally for students
and faculty.
● Cut energy costs by using green
technologies.
Safety and Security (school or higher
education police or security staff)
Pain Points:
● Provide safe and secure learning
environments.
Next- Generation Learning (superintendent
or chancellor/provost)
Pain Points:
● Create an engaging, media-rich 21st-century
teaching and learning environment to attract
and retain students.
● Engage students while training teachers and
professors on new technologies.
● Implement enterprise network architectures
that support the rollout of advanced
technologies, including higher education
research networks.
Printed in USA
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential for Internal and Channel Partner Use Only
Education Security Messaging Related Industry Solutions
● Manages the growing reliance on e-learning, e-commerce, ● Safety and Security
teleworking, remote connectivity, and mobile applications. ● Physical Security
● Delivers all building services over a single, centrally managed for Schools
IP network. ● Physical Security for
● Enables institutions to implement well-planned and robust Higher Education
network architectures and infrastructures.
● Uses wired and wireless technologies to help ensure that
physical and network environments are secure.
● Enables IT staff to monitor and control bandwidth.
● Helps make sure that faculty, staff, and students are safe and ● Physical Security for
secure. Schools
● Helps protect against attacks via the Internet. ● Physical Security for
● Helps keep records safe. Higher Education
● Addresses new and growing security risks while increasing an ● Safety and Security
institution’s flexibility and capacity to innovate. ● Notifi-ED for Higher
● Helps keep students safe from online predators and harmful Education
online sites. ● Notifi-ED for Schools
● Enables viewing of security incidents in real time.
● Provides alerts for first responders, students, and faculty.
● Enables assets to be located quickly.
● Helps protect the network from unauthorized access.
● Helps reduce theft after school hours.
● Enables personnel to reach the right people at the right time
and reduce the amount of time it takes to respond to
emergency issues.
● Enables proactive communication with students and faculty to
create rapid awareness during emergency situations.
● Highly secure wireless solutions allow for Internet access and ● Physical Security
learning tools inside and outside the classroom. for Schools
● Highly secure wireless allows mobile connectivity as students ● Physical Security for
move in and out of different LANs. Higher Education
● Safety and Security
C07-597680-00 04/10
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