Living in a Material World. Vikas' announcement is too modest. Building the Internet *Outside of Buildings* requires enduring, rugged, low-power construction materials like LoRa. Experienced salespeople use announcements like LoRa, 6loWPAN and IOX to engage VPs of R&D and other innovative thinkers. Rookie salespeople ignore these announcements assuming their CSAs or CSEs will convey the technical creativity and innovation. When non-experts get excited about technical developments, customers take notice. Bottom Line: Savvy salespeople use emerging technical developments to show Cisco's commitment to invention, progressive solutioning and solving difficult problems.