“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TRADITIONAL PROPERTY DEVELOPMENT IS OBSOLETEDEVELOPMENT IS OBSOLETE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)

QUESTIONS?Q

James.carlini@sbcglobal.net@ g773-370-1888

li ijwww.carlinij.com