BTUBVAF - Understanding Cisco Business Value Analysis

$1,650.00


  • Virtual Classroom

  • Onsite

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Duration: 3 Days

Engaging with customers through a business value approach leads to new revenue opportunities and higher account loyalty. Sales and services professionals can provide customers with more value in a shorter time period, especially when clearly defined needs can be addressed with standard or mature solutions.

Through this course, you will learn new analysis techniques and improve consultative selling skills. This training covers topics such as:

  • Elements of a business value engagement
  • Identifying and engaging with key stakeholders
  • Assessing a customer's business model and motivations
  • Benefits associated with Cisco's architectures and Smart Solutions
  • Financial concepts that influence customer investment decisions
  • Applying an overall framework for successful customer conversations

Certification:

This course prepares you for Cisco Exam 810-420: Business Value Fundamentals, which is required for Cisco Business Value Specialist certification and is one of the exams required for Cisco Certified Business Value Practitioner certification.

What You Will Learn

 

  • Benefits of a business value engagement
  • Engage with a customer using business value terms
  • Use a framework to provide a repeatable process for a business value engagement
  • Employ relevant techniques and tools on a business value engagement
  • Fundamental financial terminology and concepts
  • Read and interpret financial documents
  • Basis for evaluating investment decisions
  • Apply a Customer Conversation Framework with a customer

Audience

 

Cisco and Cisco channel partner sales professionals looking to improve their ability to sell Cisco solutions by understanding the business requirements of customers undergoing IT transformation

Prerequistes

 

You should have passed or have knowledge equivalent to that required for the following exams:

  • 646-206 CSE: Cisco Sales Essentials
  • 650-377: Advanced Borderless Network for Account Managers OR 640-367: Advanced Collaboration Architecture Sales Specialist OR 646-985: Data Center Networking Solution Sales

Course Outline

 

1. Understanding business value

2. Boosting your credibility

3. Establishing your view of business needs

4. Building a Business Model Canvas

5. Engaging with the CxO

6. Preparing strategic questions

7. Creating a Business Motivation Model

8. Translating business needs into capabilities

9. Finance and business value

10. The Customer Conversation Framework

11. Recap/Q&A

Course Labs