Cisco Environmental Sustainability

Practice Building
Environmental Sustainability Specialization
Session Introduction

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Session Introduction

Session Agenda
1. Building A Sustainability Practice For Partners
2. Exploring Current And Future Sustainable
Business Practices
3. Talking To Customers About Sustainability
4. Using Cisco Products And Solutions To Help
Customers Meet Their Goals
5. Navigating Sustainability Solutions
6. Call To Action
7. Summary & Knowledge-Check Quiz
8. Pearson Vue 700-245 (ESPB) Exam
Session Introduction

700-245 (ESPB) Exam

Environmental Sustainability Practice
Building Exam
• 60 Minute Multiple-Choice Exam
• 40 Questions
• Cut Score - 790/1000 Points
Please check you are
• Open-Book – if needed, please use your notes
registered with Pearson Vue
• You cannot skip or mark questions for later www.vue.com/cisco
review - you cannot ‘Go Back’.

Get in touch today

Session Introduction

Environmental Sustainability Specialization

Session Introduction

Helping Partners show their

commitment to sustainability
• The Environmental Sustainability Specialization will focus on
product takeback and reuse, often referred to as circular consumption.
• An outstanding opportunity to gain recognition as a business focused on
sustainability and earn exclusive partner incentives:
• Earn recognition for your commitment to sustainability
• Exclusive trade-in incentives
• Guides for conversations with customers
• Co-branded materials
• Training in Cisco programs including Product Takeback and Reuse,
Cisco Refresh, and the Circular Economy
Building A Sustainability
Practice For Partners
Cisco Environmental Sustainability Practice Building
Building A Sustainability Practice For Partners

Sustainability practices and the

circular economy
For decades, the global
economy has been based on a
“take-make-dispose” model,
where products are
manufactured from virgin
materials, purchased, and
then discarded.
This linear model is not
sustainable. It depletes
scarce natural resources,
creates too much waste, and
produces carbon emissions
that contribute to climate
change.
Building A Sustainability Practice For Partners

Circular Economy
Companies are moving to circular models to cut costs, increase revenue, and differentiate
themselves to customers.
The circular economy represents a $4.5 trillion opportunity
(Source: Accenture, 2021)
Other factors include:
• Businesses are challenged by resource scarcity and fluctuating
commodity prices. Circular models help mitigate these risks and
increase supply chain resilience.

• Helps companies get ahead of and respond to new environmental

regulations.

• Customers, employees, investors, and other key external stakeholders

are pressuring companies to operate more sustainably.
Building A Sustainability Practice For Partners

The circular economy is

based on 3 principles:
1. Design out waste and pollution
2. Keep products and materials in use
3. Regenerate natural systems
Building A Sustainability Practice For Partners

Benefits of operating a more sustainable

practice
Access to green
Expand customer Request for recovery funds
Proposal (RFP) requirements

Keep Cisco gear off

the grey market Gain entry into new lines
of business

Increase customer Differentiate

intimacy
Building A Sustainability Practice For Partners

Partners are building sustainability practices

41% 45%
Engaged in IT hardware Expect to generate financial
take-back, recovery, and revenue from sustainability
recycling services solutions

Source: Canalys, 2021

Building A Sustainability Practice For Partners

Sustainability business practices

Economically viable - Socially responsible - Environmentally friendly

Building A Sustainability Practice For Partners

Examples of sustainability practices

Reuse, repair, recycle

Business travel reduction

Hybrid work environment LED lightening

Smart building IoT Sensors

Building A Sustainability Practice For Partners

Leverage Cisco technology & your skillsets to

drive innovation & digitization
Technologies like
IoT, big data, and
AI can help track
resources and
assets, monitor
utilization, and
generate data
insights to
minimize waste.
Exploring Current And
Future Sustainable Business
Practices
Cisco Environmental Sustainability Practice Building
Exploring Current And Future Sustainable Business Practices

Sustainable success stories:

Cisco partners leading the way
• Cisco has a long history of setting and achieving goals to reduce our
environmental impact.
• In early fiscal 2022, we made our most important commitment yet: a pledge
to reach net zero greenhouse gas (GHG) emissions by 2040, 10 years ahead
of when climate scientists say the planet must reach net zero to avoid the
worst impacts of climate change.
• This goal will cover all scopes of emissions, including those from our direct
operations, our supply chain, and the use of our products.
• We also plan to achieve net zero for our global Scope 1 and 2 emissions,
which covers our direct operations, by 2025.
Exploring Current And Future Sustainable Business Practices

Sustainability Programs
1. Customer Recycling Solutions (CRS)
Our CRS is an environmentally sound disposal for Cisco products
that have reached the end of useful life.
2. Takeback and Reuse
Our Product Takeback and Reuse Program lets Cisco equipment
owners return hardware that has reached end-of-use, at no cost.
We reuse and recycle 99.9% of what is returned, ensuring
responsible disposition of equipment.
3. Refresh
The Cisco Refresh (Certified Remanufactured) program is our
commitment to minimizing environmental impact and helping
customers do the same. Our products offer the same quality as
new equipment and are competitively priced.
Exploring Current And Future Sustainable Business Practices

Sustainability Programs
1. Customer Recycling Solutions (CRS)
Environmentally sound disposal for Cisco products that have reached the end of
useful life or cannot be powered-on
2. Takeback and Reuse
Cisco equipment owners return hardware that has reached end-of-use but can be
powered-on, at no cost. We reuse and recycle 99.9% of what is returned, ensuring
the responsible disposition of equipment.
3. Refresh
This Certified Remanufactured program is our commitment to minimizing
environmental impact and helping customers do the same. Our products offer
the same quality as new equipment and are competitively priced.
Exploring Current And Future Sustainable Business Practices

Customer & Partner Initiatives

Exploring Current And Future Sustainable Business Practices

IoT Smart Sensors

Smart sensors connect systems and services in a building. In doing so, the
platform delivers benefits such as:
1. Lower the total cost of ownership by up to 25 percent with easier installations and
automated network setup capabilities
2. Optimize energy costs with a centralized infrastructure and features such as occupancy-
based controls
3. Improve operational efficiency with predictive maintenance and space planning and usage
data
4. Lower risk with built-in cybersecurity for operational technology, integrated with the IT
network
5. Enhance user safety and comfort with secure and flexible workspaces with distancing based
on occupancy, and with improved messaging from the Cisco collaboration endpoint
Exploring Current And Future Sustainable Business Practices

Remote collaboration tools

& virtual meetings
• Remote collaboration tools such as Cisco Webex, Zoom and MS Teams allow
people to work and meet from anywhere.
• Reduced physical travel has gained wide-scale acceptance during 2020’s
massive transition to remote work.
• These technologies offer great opportunities for the reduction of emissions.
• As an example, a study done in Sweden shows that just by transitioning from
15% to 30% virtual meetings, Sweden could reduce its CO2 emissions by
550,000 tons.
Exploring Current And Future Sustainable Business Practices

Charter: Smart building automation

Exploring Current And Future Sustainable Business Practices

Bringing the world’s knowledge to

offline learners
• World Possible, a non-profit co-founded by a group of
Cisco employees, is committed to sharing open-source,
digital content in places where Internet connectivity is
not available.
• RACHEL acts as a ‘miniature internet’ with built-in
servers and wi-fi routers.
• Provides a digital library of content (copies of content
are stored on the device) for offline environments.

We have finally reached critical mass with about

5,000 of these devices deployed into 61 countries.
World Possible CEO Jeremy Schwartz
 Talking To
Customers About
Sustainability
Cisco Environmental Sustainability Practice Building
Talking To Customers About Sustainability
The engagement steps
Research your
customer
• To get to know your customers
better, review their annual
reports and follow them on
social media.
• Be sure to check out their
Corporate Social Responsibility
(CSR) webpage, blogs, and
memberships.
• If their website is extensive, you
can search using key terms such
as circular economy, zero waste,
greenhouse gas, and recycling.
Start a conversation
Have a candid conversation with
your customers about their
technology goals and how that pairs
with circular economy initiatives and
use this time as an opportunity to
build trust and strengthen the
business relationship.
1. Lifecycle management of Cisco
equipment indicates the
customer wants to increase
circularity and sustainability of
their IT infrastructure.
2. Technology as a sustainability
enabler means the customer
wants to deploy digital
technology to enable circularity
and sustainability in their
business.
Connect with decision Work with your team to
makers help achieve customer
• You can use environmental
goals
sustainability as a reason to
• Work with your Cisco account
reach out to your customers and team to follow up on actions or
develop new business
ideas discussed with your
relationships. customers.
• Several roles may be a good fit to • Use the sustainability success
start a conversation including
stories, partner sales spotlights,
sustainability leader, IT leader, and case studies that you
business leader, and
learned about as inspiration for
procurement leader. what is possible.
• And if there is still doubt, don't
forget to check LinkedIn as
another possible resource for the
best contact
Talking To Customers About Sustainability

Research your customer

Corporate Social Responsibility (CSR) reports
• You can find specific goals and metrics to help you understand what your customer would like to accomplish
Websites, online blog posts, social media posts, and corporate articles
• You will often find official sustainability information on customer websites and online blog posts.
• If specific employees or executives are authoring sustainability blog posts, they may be good contacts to reach out
to.
Memberships, coalitions, and declarations. For example, check:
• Membership in Ellen MacArthur Foundation Network
• Commitments tracked by We Mean Business and signatories to “We are Still In” Declaration
• Signatories to New Plastics Economy Global Commitment led by the Ellen MacArthur Foundation
Talking To Customers About Sustainability

The two types of sustainability conversations

There are many ways we can work jointly with customers to advance circularity.
But at a high level, many customer conversations head in one of the following two directions:
• Lifecycle management of Cisco equipment
• Technology as a sustainability enabler

For example: Smart Water

• 80% of all worldwide wastewater returns to the environment untreated.
• At the current rate, there will be a 40% gap between global water supply and demand by 2030.
• 90% of global natural disasters are water-related
Source: United Nations and World Economic Forum
Talking To Customers About Sustainability

Lifecycle Management of Cisco equipment

Talking To Customers About Sustainability

Technology as a sustainability enabler

Talking To Customers About Sustainability
Who in the organization to Target
Sustainability Leader
• Works horizontally across the
company and has a central
corporate social
responsibility(CSR) function
• Cares about positioning the
organization as a sustainability
leader
Business Leader
Corporate budget responsibility and
relies on IT for recommendations on
technology investments.
IT Leader
Collaborates across the organization
on technology needs & advises
business leaders on technical
solutions.
Procurement Leader
Develops & implements sourcing
strategy for purchase of goods &
services. Negotiates deals and
contracts.
Talking To Customers About Sustainability

Regional overview of
environmental trends
AMER
In Canada and the US, circular economy interest tends to be at state and local
levels. City governments, in particular, are interested in how circular economy can
benefit citizens, the environment, and the economy.
For example, in 2019, New York City passed Local Law 97, creating carbon
emissions limits for large buildings. Cisco sellers in the area have referred to this
law in customer engagements by highlighting how Cisco Smart Building solutions
can be deployed to reduce emissions.
Latin America is rich in natural resources and is also a major resource exporter.
There are pockets of circular economy interest and innovation across the region in
an effort to promote sustainable resource management and benefit society and the
environment.
Talking To Customers About Sustainability

Regional overview of
environmental trends
EMEAR
• The EU is considered a global leader in fighting climate
change and transitioning towards a circular economy.
• As part of its European Green Deal, the EU has set
itself the target to become the first carbon-neutral
continent by 2050.
• The EU will be introducing a wide range of circular
economy policies to reach this target.
Talking To Customers About Sustainability

Regional overview of
environmental trends
APJC
• Customers in Australia and New Zealand tend to be the most active on circular
economy, and a number of new government programs are being activated with
support from national enterprises.
• A recent PWC study found that Australia could generate $1,860 billion in direct
economic benefits over 20 years and save 165 million tonnes of CO2 per year by
2040 by adopting a circular economy, and establishing a robust and holistic
framework for sustainable growth.
• China and Japan have incorporated circular economy into national strategies.
For example, as an island-nation, Japan has a long history of environmentally
sound waste management practices.
Using Cisco Products
And Solutions To Help
Customers Meet
Their Goals
Cisco Environmental Sustainability Practice Building
Using Cisco Products And Solutions To Help Customers Meet Their Goals

Cisco’s Sustainability Smart Buildings

Using Cisco Products And Solutions To Help Customers Meet Their Goals

Employees’ needs and changing work styles

In general, companies who are interested in smart building
transformations seek to balance work expectations and re-
examine policies in response to their employees’ needs and
changing work styles.
Amidst factors like…:
• the war for talent
…Employees are
• cost management asserting their
preferences while
• the blurring of the workday organizations
evaluate whether to
return to the office.
Using Cisco Products And Solutions To Help Customers Meet Their Goals

Importance of a smart hybrid IT environment

Success is built on a network foundation
• Digital transformation has ushered in a new era of long-lasting IT
infrastructure changes that have resulted in new challenges for
network, collaboration, and security teams.
• The network underpins the way we engage employees, as well as
the visibility into the applications and networks that sit beyond
IT’s control, and has become a critical success factor.
• The network must be optimized across hybrid IT environments,
deliver agility by connecting cloud platforms through transformed
connectivity and connect devices and infrastructures (smart
workplaces, smart hospitals, smart manufacturing) through
primary networks.
Using Cisco Products And Solutions To Help Customers Meet Their Goals

Importance of a smart hybrid IT environment

Connectivity & Communication that support business goals
• Solid collaboration is vital to enabling agility and protecting employee
wellbeing. Optimizing a hybrid workforce requires digitally enabling
employees with technology and devices to collaborate effectively, while also
providing a catalyst for creativity, innovation, and resilience.
• Today’s hybrid workplace requires tools that improve business processes,
speed up decision-making, and boost productivity with streamlined
communication and real-time collaboration – both from an office and
remote workspace.
Using Cisco Products And Solutions To Help Customers Meet Their Goals

Importance of a smart hybrid IT environment

Ensure new ways of working are secure by design
• A new approach to security is needed to support hybrid work, as threats are
more sophisticated and traditional approaches to secure endpoints are not
enough.
• Increased mobility of employees in a hybrid work model requires a new
security paradigm focused on zero trust.
• Organizations must understand where, when, how and why user-impacting
issues are occurring.
• Zero trust and Secure Access Service Edge (SASE) are top-of-mind as
organizations move to cloud platforms and embark on a single design for
network and security based on the activities and workstyles of their
employees.
Using Cisco Products And Solutions To Help Customers Meet Their Goals

Importance of a smart hybrid IT environment

Solutions & services you can trust
• It’s clear that the shift to hybrid work has increased the speed of digital
infrastructure transformation and technology solution adoption.
• But on a feel-good note, because employees can perform their jobs from
home rather than spend hours in their cars commuting to and from the
office, hybrid work helps with the overall reduction in carbon emissions in
the environment.
Using Cisco Products And Solutions To Help Customers Meet Their Goals

Smart Building – Substantial Savings Potential

US Department of Energy estimates

50% savings in lighting & HVAC
Using Cisco Products And Solutions To Help Customers Meet Their Goals

Digitizing People & now ‘Things’

Cisco DNA Spaces

Indoor IoT Services

An industry first Indoor IoT-as-a-Service offering on WiFi-6 APs

to help customers deploy Indoor IoT applications rapidly, at scale and at a significantly lower TCO.

Offered as-a-service from ordering IoT devices, to onboarding and configuring devices, connecting to industry-specific
applications to enable outcomes and end-to-end monitoring and support.
Using Cisco Products And Solutions To Help Customers Meet Their Goals

Costly, Siloed, Proprietary Solutions

Wireless Wired

Location Space Asset Occupancy Energy Personalized

Analytics Utilization Tracking Monitoring Savings Comfort

Vendor Gateway Vendor Gateway Vendor Gateway

Wireless Infra IoT Gateway BLE Gateway

Vendor Vendor Vendor
PoE node PoE Node PoE Node

Shades & Environment

Wi-Fi Devices IoT Devices BLE Assets Lighting Sensors
Dimmers Sensors
Using Cisco Products And Solutions To Help Customers Meet Their Goals

A Single Unified Platform for IoT outcomes

Wireless Wired
Wireless Wired

Location
App Center Wayfinding Occupancy Personalized
Analytics Application Monitoring Comfort

Cisco DNA Spaces Cloud

Middleware
Wireless Infra BLE Gateway IoT Gateway PoE Gateway
Gateway Enabled Catalyst 9000 Family Access Points and Switches

IoT Device Marketplace

Wi-Fi Devices BLE Beacons Lighting Sensors
Environment
Sensors

IT Department BLE Gateway Operations Team Operations Team

Collapses The Infrastructure
Using Cisco Products And Solutions To Help Customers Meet Their Goals

EFT Customer
Testimonial
"Indoor IoT Services simplifies the
deployment and management of IoT end-
devices that enable a variety of use cases.
The rapid deployment model, integrated
ecosystem of devices and applications, and
end-to-end support and monitoring will help
achieve a quicker time to value and overall
lower total cost of ownership"
 1 2 3 4 5

Deploy Cisco Discover & Order Onboard & Activate Monitor & Manage
DNA Spaces End Devices Configure Devices Applications

Deploy from the • Choose from a • Plug & Play • Activate apps from • End-to-end
cloud in under 30 wide selection of devices device activation the cloud in under 5 monitoring
minutes from pre-validated minutes from the App
vendors from the IoT • Configure policies Center • Monitor device
• Connect your device marketplace specific to use cases performance and
enterprise software • Access a multi-sensor SLAs
into AP • Access to an open, • Easily manage devices Firehose API
ongoing program that in bulk • Gain greater visibility
adds new devices to • Increased control at scale
enable new outcomes of data
Navigating
Sustainability
Solutions
Cisco Environmental Sustainability Practice Building
Navigating Sustainability Solutions
Smart Building Outcomes
Financial
• Reducing the up-front construction cost and time for
cabling, installation, and configuration
• Lowering labour and materials costs related to
construction, maintenance, and life cycle
• Creating automated, personalized environments that
attract tenants and increase revenue per square foot
Environmental
• Using the building’s network as a sensor for data-driven
equipment optimization and quantification of energy
consumption, thus reducing carbon footprints
• Implementing centralized and automated environmental
controls such as using artificial intelligence, software
applications, and a single management system
• Improving environmental conditions and air quality that
enhances health, safety, and quality of life
Call To Action
Cisco Environmental Sustainability Practice Building
Call To Action

Four ways to make a difference

Transition away from the use of coal, Help others respond to the effects of
oil and natural gas to clean, safe, and climate change and jumpstart
renewable energy sustainable innovation

Embed sustainability and circular Act as environmental stewards to

economy principles across your address issues such as water scarcity,
business waste, and pollution
 Summary
Cisco Environmental Sustainability Practice Building
Summary
Review the engagement steps
Research your
customer
• To get to know your customers
better, review their annual
reports and follow them on
social media.
• Be sure to check out their
Corporate Social Responsibility
(CSR) webpage, blogs, and
memberships.
• If their website is extensive, you
can search using key terms such
as circular economy, zero waste,
greenhouse gas, and recycling.
Start a conversation
Have a candid conversation with
your customers about their
technology goals and how that pairs
with circular economy initiatives and
use this time as an opportunity to
build trust and strengthen the
business relationship.
1. Lifecycle management of Cisco
equipment indicates the
customer wants to increase
circularity and sustainability of
their IT infrastructure.
2. Technology as a sustainability
enabler means the customer
wants to deploy digital
technology to enable circularity
and sustainability in their
business.
Connect with decision Work with your team to
makers help achieve customer
• You can use environmental
goals
sustainability as a reason to
• Work with your Cisco account
reach out to your customers and team to follow up on actions or
develop new business
ideas discussed with your
relationships. customers.
• Several roles may be a good fit to • Use the sustainability success
start a conversation including
stories, partner sales spotlights,
sustainability leader, IT leader, and case studies that you
business leader, and
learned about as inspiration for
procurement leader. what is possible.
• And if there is still doubt, don't
forget to check LinkedIn as
another possible resource for the
best contact
Summary

Conclusion
“You cannot get through a
single day without having an
impact on the world around you.
What you do makes a
difference, and you have to
decide what kind of difference
you want to make.”
Jane Goodall

Get in touch today

Summary

Pre-Exam Knowledge-
Check Time!

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or Use the Kahoot App
Summary
Reminder - Cisco Sustainability Goals
To reach Net Zero across Achieve a 30% absolute
global Scope 1, 2, and 3 reduction in Cisco supply
emissions by 2040 chain-related Scope 3 GHG
emissions by 2030
100% of new Cisco Ensure 70% of Cisco
products and packaging are component and
to incorporate circular manufacturing suppliers
design principles by 2025 will achieve a zero-
waste diversion rate at one
or more sites by 2025
Achieve a 50%
improvement in product
packaging efficiency
by 2025
Reach a 75% reduction in
Cisco packaging foam use,
measured by weight,
by 2025
Summary

Some questions for

you to consider
Please take a few minutes to reflect on what you
have learned and how you can make a difference.
• What steps can you take to become a more environmentally sustainable
business?
• How are you building circular economy into the existing solutions and
offers that your customers use?
• How are you helping your customers meet environmental sustainability
goals with their new product needs?
Summary

700-245 (ESPB) Exam

Environmental Sustainability Practice
Building Exam
• 60 Minute Multiple-Choice Exam
• 40 Questions
• Cut Score - 790/1000 Points Please check you are
registered with Pearson Vue,
• Open-Book – if needed, please use your notes
then access the exam at
• You cannot skip or mark questions for later www.vue.com/cisco
review - you cannot ‘Go Back’.

Get in touch today