Duration: 5 Days
This unique boot camp combines two new Cisco certification courses, Understanding BTUBVAF - Cisco Business Value Analysis Fundamentals and BTASBVA - Applying Cisco Specialized Business Value Analysis Skills. It prepares participants to take examinations: 810-420 Business Value Analyst Exam and 820-421 Applying Cisco Specialized Business Value Analysis Skill Exam. Upon successful completing and passing both examinations, you will be awarded the Cisco Business Value Specialist designation.
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.
In this course, you will learn the frameworks and techniques that are useful for diagnosing customer pain points and opportunities, defining solutions to these challenges, and gaining customer buy-in for adoption on a broad scale.
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
- Apply a Customer Conversation Framework with a customer
- Steps and tools required to work through the phases of the architectural consulting lifecycle
- Conduct client engagements following the architectural approach
- How the architectural lifecycle corresponds to Cisco solutions
- Engage with key stakeholders to ensure the success of your engagement
- Financial components of a business engagement
- Build a business case demonstrating the benefits of your solution
Audience
Cisco and Cisco Channel Partner Sales individuals looking to improve their ability to sell Cisco Solutions by understanding the business requirements of customers undergoing IT transformation
Prerequistes
Have passed or have knowledge equivalent to:
- 646-206: Cisco Sales Essentials (CSE)
- 650-377: Advanced Borderless Networks 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 a view of business needs
4. Building the 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. Customer Conversation Framework
11. Intersession Activities Preparation - Green Valley Business Case
12. Green Valley Business Case Presentations
13. Understanding Architecture Concepts
14. Gathering Customer Information
15. Analyzing Current State
16. Designing the Future Business Model
17. Developing a Recommendation
18. Determining an Implementation Approach
19. Developing the Implementation Roadmap
20. Realizing the Benefits
21. Cisco Enterprise Architecture
22. Intersession Work - Implementation Factor Assessment
23. Intersession Work - Implementation Factor Assessment
24. Cisco Enterprise Architecture - Borderless Network
25. Cisco Enterprise Architecture - Collaboration
26. Cisco Enterprise Architecture - Virtualization and Data Centers
27. The Importance of the CFO as a Stakeholder
28. Financial Concepts and Models
29. Building Your Departure Lounge Business Case Exercise
30. Presenting Your Departure Lounge Business Case
Course Labs
