Embed Size (px)
Citation preview
“Selling Into Next-gGeneration Integrated
Intelligent Business Campus ( C) "(IBC) Markets"
JAMES CARLINIJAMES CARLINICARLINI & ASSOCIATES
1/9/2012 1
IN OTHER AREAS IN THE U.S. -MONEY HAS BEEN WASTED
REAL ESTATE MARKETREAL ESTATE MARKET
As bad as construction has been over the last 2 years, we are not talkingthe last 2 years, we are not talking about competitive advantages. In some areas of the country, we mightsome areas of the country, we might be talking about survival.Katey Bailey LECET ConferenceKatey Bailey, LECET Conference, Spring 2011
REGIONAL ECONOMIC DEVELOPMENTDEVELOPMENT
h i lThe Regional Economic Engine is only as good as the y gweakest layer within it.
With most major metropolitan areas p– smooth sailing is a thing of the past.
“FOUNDATION OF TRUTH”“FOUNDATION OF TRUTH”• ECONOMIC
DEVELOPMENT EQUALS BROADBAND CONNECTIVITY AND
• BROADBAND CONNECTIVITY EQUALS
Chicago Daily News negatives collectionJOBS
Chicago Daily News negatives collection, DN-0003451. Courtesy of the Chicago Historical Society
WHITE PAPER FOCUSING ONWHITE PAPER FOCUSING ON CHANGE IN REAL ESTATE
• “INTELLIGENT BUSINESS CAMPUSES: KEYS TO FUTURE ECONOMIC DEVELOPMENT”FUTURE ECONOMIC DEVELOPMENT
• PUBLISHED IN THE ANNUAL REVIEW OF COMMUNICATIONSCOMMUNICATIONS
• BY THE INTERNATIONAL ENGINEERING CONSORTIUM (JAN. 2008)
TRADITIONAL PROPERTY DEVELOPMENT IS OBSOLETEDEVELOPMENT IS OBSOLETE
• MASTER PLANNING MUST INCLUDE POWER• MASTER PLANNING MUST INCLUDE POWER AND NETWORK INFRASTRUCTURE PLANNING
• INTELLIGENT AMENITIES ARE A MUST HAVE• INTELLIGENT AMENITIES ARE A MUST HAVE, NOT A HOPED FOR
• TENANTS ARE LOOKING FOR MORE THAN• TENANTS ARE LOOKING FOR MORE THAN JUST SPACE
• INFRASTRUCTURE HAS TO BE IN PLACE• INFRASTRUCTURE HAS TO BE IN PLACE
AVAILABILITY OFAVAILABILITY OF BROADBAND?
* ACCORDING TO STUDYMADE BY FORT WAYNE
IT’S THE CONVERGENCE OFIT’S THE CONVERGENCE OF…
• REAL ESTATEREAL ESTATE• INFRASTRUCTURE
TECHNOLOGY AND• TECHNOLOGY, AND• ECONOMIC DEVELOPMENT
FOR GLOBAL COMMERCE
FOR NEXT-GENERATION COMMERCIAL REALCOMMERCIAL REAL
ESTATE
NEW SKILL SETS ARE NEEDEDNEW SKILL SETS ARE NEEDED
SINGLE DISCIPLINARY FOCUS MUST EVOLVE TO A MULTITO A MULTI-DISCIPLINARY FOCUS
MUST ALSO HAVE AMUST ALSO HAVE A MORE GLOBAL VIEW
MUST UNDERSTANDMUST UNDERSTAND SOLUTION SELLING
INTELLIGENT BUSINESSINTELLIGENT BUSINESS CAMPUS (IBC)
• DUPAGE NATIONAL TECHNOLOGY PARK
• R&D TIER III DATA CENTER HIGH• R&D, TIER III DATA CENTER, HIGH TECH, INDUSTRIAL
• MULTIPLE CARRIERS, MULTIPLEMULTIPLE CARRIERS, MULTIPLE POWER GRID
• PACKAGED DEVELOPMENT• NEW APPROACH/ MODEL
DuPage National Technology Park
DuPAGE NATIONAL TECHNOLOGY PARK
• OVER $40 MILLION OF STATE & FEDERAL GRANTS
• FOCUSED ON GOOD JOB CREATION
• CONNECTIVITY 10 -> 40Gbpsp
• LET’S COMPARE TO GLOBAL ENDEAVORS……..
DuPage National Technology Park
INTELLIGENT BUSINESS CAMPUSESCAMPUSES
KEYS TO FUTURE ECONOMIC DEVELOPMENT:
A GLOBAL VIEW
IN CANADAIN CANADA
CENTREPORTCENTREPORT20,000 ACRESFREIGHT AIRPORTFREIGHT AIRPORTRAILWAYLOGISTICS CENTERLOGISTICS CENTER
FOR PRODUCTS FOR NORTH AMERICA “INLAND PORT”NORTH AMERICA AND INTERNATIONALLY
INLAND PORT
IBC vs. IIPIBC vs. IIP
• INTELLIGENT BUSINESS CAMPUS (U.S)
• INTELLIGENT INDUSTRIALINDUSTRIAL PARK (ASIA)
16
TAIWAN’s 1999 INITIATIVE
BUILD 20-30 INTELLIGENT INDUSTRIAL PARKS (IIPs)PARKS (IIPs)
Front View of Value-Added Processing Park
FAR GLORY PARK
CHINA IS GROWING MORE ECONOMIC CENTERS
28 PROVINCES IN CHINAIN CHINA
THEY WISH THEY HAD 5-6THEY HAD 5 6 HONG KONGs
THEY ARE BUILDING NEW IIPs
SUNWARD INTELLIGENT INDUSTRIAL PARK
• WITHIN THE NATIONAL ECONOMIC AND TECHNOLOGICAL DEVELOPMENT
(HUNAN PROVINCE)
TECHNOLOGICAL DEVELOPMENT AREA IN CHANGSHA. (HUNAN)
• BESIDE JINGZHU HIGHWAY - A• BESIDE JINGZHU HIGHWAY - A MOST IMPORTANT HIGHWAY IN CHINA FROM ZHUHAI TO BEIJING
• 15 MINUTES' RIDE FROM CHANGSHA INTERNATIONALCHANGSHA INTERNATIONAL AIRPORT
HONG KONG - CYBERPORTHONG KONG CYBERPORT
HIGH TECH CAMPUS GOVERNMENT FUNDED 10 Gbps ACCESS 2002-2007 OVER $6 BILLION INVESTED OVER $6 BILLION INVESTED GOVERNMENT-OWNED CYBERPORT VENTURE CAPITAL
FORUM (CVCF) AN ANNUAL EVENT (PLACING ENTREPRENEURS & VC FIRMS
THE ARCADE
ENTREPRENEURS & VC FIRMS TOGETHER)
BROADBAND CONNECTIVITY PROVIDES REGIONAL
SUSTAINABILITYSUSTAINABILITY
A SOLID NETWORK INFRASTRUCTURE IS KEY TO FUTURE VIABILITYIS KEY TO FUTURE VIABILITY
WHAT ARE THE SELLING OPPORTUNITIES?
• SELLING IN THE PLANNING PHASE, ,NOT THE TENANT PHASE
• SELL AN INTEGRATED APPROACHAPPROACH
• SELL SOLUTIONS, NOT HARDWARENOT HARDWARE
SALES TIPSSALES TIPS• KNOW YOUR PRODUCTSKNOW YOUR PRODUCTS• KNOW YOUR COMPETITORS’ PRODUCTS
C O C S O• EDUCATE YOUR CUSTOMER• UNDERSTAND THE PROJECT• KNOW WHAT YOU CAN DO – AND WHAT YOU
CAN’T DO• LEARN HOW TO WALK AWAY FROM BAD
BUSINESSBUSINESS
IMPACT OF TECHNOLOGIESIMPACT OF TECHNOLOGIES
• DON’T DESIGN FOR TODAY
• DESIGN FOR TOMORROW
• FOCUS ON BANDWIDTH, NOT ,CHEAPEST COST
• BE CREATIVEBE CREATIVE
PREDICTIONPREDICTION• THERE IS NOT GOING TO BE A VIABLE• THERE IS NOT GOING TO BE A VIABLE
ECONOMY IN ANY CITY OF ANY SIGNIFICANCE
• UNLESS THEY HAVE A NETWORK INFRASTRUCTURE THAT IS GOING TO SUPPORT BROADBANDSUPPORT BROADBAND CONNECTIVITY.
THE FUTURETHE FUTURE IS THIS THE VISION IS THIS THE VISION
THAT YOU STILL HAVE? IS IT THE VISION THAT IS IT THE VISION THAT
YOU ARE FUNDING? IT IS NOT WHERE THE IT IS NOT WHERE THE
EXPECTATIONS ARE. IT’S NOT WHERE Chicago Daily News negatives collection IT’S NOT WHERE
OUR GLOBAL COMPETITION IS
Chicago Daily News negatives collection, DN-0003451. Courtesy of the Chicago Historical Society
COMPETITION IS AT.
THERE’S NO SUCH THING AS A NEW $5,000 ROLLS-ROYCE
YOU GET WHAT YOU PAY FOR
“LEADING EDGE“LEADING-EDGE ORGANIZATIONS DO NOT
MAINTAIN THEIR POSITION USING TRAILING EDGEUSING TRAILING-EDGE
TECHNOLOGIES.”
- JAMES CARLINI (1984)- JAMES CARLINI (1984)
“LEADING-EDGE COUNTRIES DO NOT MAINTAIN THEIRDO NOT MAINTAIN THEIR
POSITION USING TRAILING-POSITION USING TRAILINGEDGE INFRASTRUCTURE.”
- JAMES CARLINI (2011)
