Duration: 5 Days
IT industry sales and services professionals encounter customers who accept that major changes in business models, operating processes, or technology use may be required to greatly improve results. This course provides training on frameworks and techniques useful for diagnosing customer pain points and opportunities, defining solutions to these challenges, and gaining customer buy-in for adoption on a broad scale.
This training covers topics such as:
- Understanding customer strategies, competitive position, and history with IT-enabled change
- Depicting key elements of a customer's strategy and business model
- Discovering and conveying an understanding of customer pain points and opportunities as a way to enhance credibility
- Business relevance of Cisco Architectures and Smart Solutions
- Refining customer needs and creating high-level, business-focused IT solution designs
- Preparing a business case that shows investment, costs, benefits, and risks
- Composing an initiative/project roadmap and determining key success factors
- How Cisco products, solutions, and services provide unique value, in context of the architecture lifecycle and customer conversation framework
Certification:
This course prepares you for Cisco Exam 820-421 Applying Cisco Specialized Business Value Analysis Skills, which is one of the exams required for the Cisco Business Value Specialist and Cisco Certified Business Value Practitioner certifications.
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:
- 810-420 BTUBVAF: Understanding Cisco Business Value Analysis Fundamentals
- 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. Architecture lifecycle, framework, and concepts
2. Gathering customer information
3. Analyzing the current state
4. Designing the future business model
5. Developing a recommendation
6. Determining an implementation approach
7. Developing the implementation roadmap
8. Realizing the benefits
9. Cisco Enterprise Architecture
- Borderless Networks
- Collaboration
- Data Center and Virtualization
10. The importance of the CFO as a stakeholder
11. Financial concepts and models
12. Building your business case
13. Presenting your business case
14. Recap/Q&A
Course Labs
