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Ikusi Case Study

EXECUTIVE SUMMARY

Ikusi ● Technology solutions● San Sebastian, Spain● 900 employees

BUSINESS CHALLENGE ● Drive business growth and new revenue ● Help customers build secure, connected

environments to support better decisions ● Expand market offerings and geographic reach

PARTNER PROGRAM ● The Cisco® Internet of Things (IoT) portfolio

builds on Ikusi’s IT and operationaltechnology offerings

● Cisco security solutions safeguard IoTenvironments and minimize risk

● The Cisco partner ecosystem provides accessto global partners with specialized technology

BUSINESS RESULTS ● Complete, specialized solutions for utility,

public sector, and transportation help Ikusi build revenue

● Scalable solutions promote cross-sellingand upselling

● Access to partner ecosystem helps Ikusi extend its reach and better meet specificcustomer needs

Ikusi Drives New Revenue and Extends Market Reach with Internet of Things Spain’s leading technology partner delivers positive business outcomes for global transportation, public sector, and utility customers.

Business Challenge Headquartered in San Sebastián, Spain, Ikusi is a leader in developing innovative technology solutions for enterprises worldwide. The firm serves more than 100 customers throughout Latin America, Europe, the Middle East, Southeast Asia, and Africa. Ikusi is a Cisco partner that specializes in developing secure, powerful solutions for large infrastructure operators, such as utilities, sports facilities, and local government agencies. Its teams are exceptionally skilled and experienced in serving transportation customers.

“Transportation has long been a critical market for us,” says Hector Manubens, IoT Solutions director at Ikusi. “We are serving airports worldwide, as well as other transportation infrastructures like railways, trams, train stations, and highway systems.”

Although Ikusi works with a wide variety of customers, they all share common objectives: they’re looking for better ways to connect people, processes, and devices together in a secure, manageable solution. The emerging IoT is changing the way businesses think about technology, and it’s creating new opportunities for Ikusi as well.

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“Our customers are always facing business challenges, but now they are looking for ways to solve them with integrated solutions, rather than solutions based on individual products,” says Carlos Abad, director of Critical Infrastructures Physical Security Worldwide at Ikusi. “Our customers aren’t focusing on which set of products they need. They want positive business outcomes.”

Security is also a key priority for Ikusi customers. They’re looking for ways to combine all their new and existing devices and systems into a single, efficient security environment. To deliver the comprehensive, highly secure solutions customers need, Ikusi turned to Cisco.

Partner Program

A longtime leader in IoT solutions, Cisco offers the combined product portfolio, solution support, and partner ecosystem that Ikusi needs to unlock new revenue opportunities.

“The IoT is big—very big,” says Abad. “We need key partners to deploy and develop our operational technologies (OT) solutions, and Cisco is the best partner to help us deliver them. We have worked with Cisco in Mexico for a long time, and we have been nominated as Partner of the Year in Latin America twice.”

Cisco’s extensive portfolio of infrastructure products provides a solid foundation for customers seeking end-to-end IoT solutions.

“Cisco is great at providing the platforms we need to secure and create useful operational environments,” says Abad. “Cisco is also a valuable partner from a security perspective. Our smart security platform, powered by Cisco, lets us build solutions that integrate all security subsystems under a common platform, for an enhanced security overview.”

To deliver lasting value and return on investment for customers, Ikusi strives to develop scalable, flexible solutions. Cisco solutions are highly interoperable and are designed to grow smoothly to meet evolving requirements.

“The design is important,” says Abad. “You must be able to provide a scalable environment. Cisco technology and our applications make it possible to start with a smaller scope, then grow into a bigger scenario. That’s critical for us and our customers. You have to design the project to look beyond immediate needs.

Business Results Ikusi’s partnership with Cisco is key to enabling the firm to build successful solutions for large enterprise customers.

“Our clients love IoT offerings because they help them drive efficiency in their processes, design new solutions for specific needs, and reduce their operational costs,” says Abad.

Cisco solutions also help position Ikusi to tap in to the fast-growing market for more complete, integrated solutions—and improve its profitability.

“Our smart security platform, powered by Cisco, lets us build solutions that integrate all security subsystems under a common platform, for an enhanced security overview.” - Carlos Abad, director of Critical Infrastructures Physical Security Worldwide at Ikusi

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“The market was expressing a need for IoT solutions, and now, through our partnership with Cisco, we have them, which helps drive new revenue,” says Abad. “Cisco is great at providing the platforms we need to create useful, manageable operational environments, and fully secure them.”

Ikusi has proven its expertise in deploying IoT solutions for several large clients. For example, the firm recently developed a surveillance system for a city in Colombia.

“We built a distributed security infrastructure that integrates manual alarms, real-time intercoms, and a dispersed video surveillance system—all managed from a 24-hour control center,” says Abad. “The solution can scale easily, so the customer can enhance their security quickly when their needs or coverage area grows.”

For an airport customer, Ikusi developed an IoT solution to help reduce security checkpoint wait times and provide a better traveler experience.

“The IoT makes it possible to deploy people sensors across the airport, and be able to track and monitor passenger flows in real time,” says Abad. “With this data, we developed software that predicts passenger waiting times and correlates real-time sensor information with the flight schedule. This lets the airport determine how many checkpoint lanes should be open. Passenger satisfaction increased by 18 percent, while security costs fell by 15 percent.”

Ikusi relies on more than simply Cisco technology. The firm depends on the Cisco partner ecosystem to meet the needs of customers with highly specialized requirements.

“The partner ecosystem provides tremendous opportunities for us,” says Manubens. “Through the ecosystem, we can offer any solution that a customer might need. And it helps us extend our geographical reach, because I can team with partners across the globe and pass that value on to customers.”

Working together, Ikusi and Cisco are making the promise of the IoT a reality. Both partners are looking forward to continued innovation and opportunities in the years ahead.

For More Information To learn more about now Cisco can help you tap new opportunities in the growing IoT market, visit http://www.cisco.com/go/iot.

Printed in USA 04/15