BTEABVD - Executing Cisco Advanced Business Value Analysis and Design Techniques

In this training program for the Cisco Value Practitioner role, you will evolve your skills further in the architecture lifecycle, and you will use your knowledge to ensure that the other members of your account team are familiar with operating in an architectural style and can support your clients accordingly. You will also participate in a workshop in which you'll examine your current internal and client engagements and learn to manage the challenges.

Some of the key topics covered in this program include:

• The suite of tools and techniques used to deliver an architecture consulting approach in your customer engagement
• Using advanced architecture tools and techniques
• Understanding the current state of architectural engagement both internally and externally
• Common issues faced by business architects
• Selecting and sequencing appropriate collateral and techniques in support of successful internal and external engagements

Certification:

This course prepares you for Cisco Exam 840-423: Executing Cisco Advanced Business Value Analysis and Design Techniques, which is required to achieve Business Value Practitioner certification.

What You Will Learn

• The most useful tools and techniques and when to use them
• Evaluate and utilize new and advanced tools and techniques
• Architectural approach to business transformation
• How to effectively coordinate your internal resources/stakeholders
• Manage your account team in the Architecture Consulting Lifecycle
• Recognize characteristics of customer engagement
• Identify root causes of current challenges and create a plan to address gaps

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

• Business Value Specialist certification is required to acquire Business Value Practitioner certification
• You should have passed or have knowledge equivalent to that required for the following exams:
• 810-421 BTASBVA: Applying Cisco Specialized Business Value Analysis Skills
• 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. The architectural approach

2. The role of the business architect

3. Lifecycle phases: Implementing skills and knowledge gained

4. Diagnosing the customer environment

5. Stakeholder management

6. Project governance

7. Managing organizational change

8. Managing customer adoption

9. Measurements and benefits realization

10. Deepening the customer relationship

11. Customer Conversation Framework

12. Account team management

• Identifying the roles and responsibilities within the team
• Understanding the architectural maturity of the team
• Identifying gaps in knowledge and skills
• Developing team member's skill

13. Diagnosing the customer environment

• What are customers doing in terms of enterprise architecture?
• Working with the customer's enterprise architect
• Building credibility with the customer's enterprise architect
• Identifying the customer's drivers for an architectural engagement
• Educating the customers on the benefits of an architectural engagement

14. Practitioner workshop: Bringing it all together

• Identifying issues and challenges in customer engagements
• Analyzing themes and common pain points
• Determining the best solutions to improve engagements
• Engaging with customers using architectural tools and techniques
• Determining the best engagement approach
• Presenting customer-focused solutions
• Ensuring customer adoption
• Deepening the customer relationship

Course Labs