Performing Cisco Business-Focused Transformative Architecture Engagements

$3,895.00


  • classroom

  • virtual

  • Onsite

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Duration: 5 Days

In this course, you will learn to align Cisco architectures, Smart Solutions, and services with a customer's strategic vision and technology needs while executing a consultative, business-led sales approach. Activities enable you to learn how to use Cisco's Transformational Networking methodology in uncovering customer priorities, IT capability gaps, and financial drivers for Cisco-related IT investments.

You will build skills necessary to gain customer acceptance as trusted advisor. This drives higher Cisco/channel partner revenue, influence, and customer loyalty.

The course prepares professionals for the Performing Cisco Business-Focused Transformative Architecture Engagements exam (#820-422). A passing score on this exam is a requirement for earning the Cisco Transformative Architecture Specialist designation.

What You Will Learn

 

  • Adopt a consultative, business led sales approach to customer engagements
  • Conduct a workshop to capture business strategies, objectives, and requirements
  • Apply the Cisco Transformational Networking methodology to create a technology and initiatives roadmap (plus supporting deliverables), aligned to the customer's business priorities
  • Develop and position a business case for the roadmap to include Cisco architectural propositions, Smart Solutions, services and related offerings
  • Convey roadmap benefits; gain customer executive buy-in and commitment for action

Audience

 

Engineers and Architects involved in the planning of customer solutions

Prerequistes

 

  • A general understanding of the ITIL® and TOGAF® 9 frameworks and the key principles, components, processes, and techniques of each framework
  • Valid Cisco CCO Login
  • Holistic technical background with one of the following:
    • Advanced Borderless Network for Account Managers (Exam #650-377)
    • Advanced Collaboration Architecture Sales Specialist (Exam #650-367)
    • Data Center Networking Solution Sales (Exam #646-985)
  • CCDP is recommended

Course Outline

 

1. Introduction

  • Learner Introductions
  • Business Transformation Roles

2. Enterprise Architecture

  • Architectural Differences
  • Architectural Framework
  • EA Methodologies
  • Architecture and Design
  • Architectural Lifecycle
  • Architectural Benefits

3. ITIL® and TOGAF®

  • TOGAF® and Other Frameworks
  • Evolution of IT Service Management
  • Align with Business Strategy and Change
  • Engagement Models and Questions
  • Application and Relevance of TOGAF® 9.1
  • Application and Relevance of ITIL® 2011

4. A New Approach

  • Vision, Strategy, and Execution
  • Business Focused Engagements
  • Features, Advantages, Benefits, and Business Relevance
  • Story Board Methodology
  • Exploring Business Relevance
  • Business Personas

5. Customer Conversation Framework

  • Background
  • Customer Conversation Framework
  • Three Questions
  • Smart Solutions

6. Business Transformation and IT Enabled Change

  • Evolving Landscape
  • Drivers for Business Leaders
  • Practical Steps and Frameworks
  • Example Questions

7. Architectural Plays

  • Enterprise Objectives
  • Business Value
  • The Pace of Technology Change
  • Business Relevance
  • Cisco Architectural Plays

8. Personal Story

  • The Purpose of a Personal Story
  • Developing a Personal Story
  • Case Study Personal Story

9. Competitor Landscape and Differentiation

  • Gartner Magic Quadrants
  • Differentiation

10. Business Finance Module

  • The CFO as a Stakeholder
  • Financial Concepts and Models
  • Total Cost of Ownership
  • Pricing Approaches

11. Business Consulting: Roles and Styles

12. Building Skills for the Overall Consulting Process Including: "Phase 1 - Engage"

  • Planning and Conducting Successful Client Meetings
  • Identifying and Managing Stakeholders
  • Establishing Rapport
  • Active Listening

13. Building Skills for Consulting Process: "Phase 2 - Gather and Analyze"

  • Essential Ingredients of a Successful Workshop
  • Planning and Conducting a Workshop
  • Assess Workshop Outputs and Implications

14. Building Skills for Consulting Process: "Phase 3 - Build and Validate"

  • GAP Analysis; SWOT Analysis
  • Questioning Approaches and Handling Objections
  • Understanding Change Management
  • Presenting Findings for Maximum Impact

15. Transformative Architecture Engagement Methodology: Part 1

  • Roadmapping: Aligning Business and IT
  • Transformative Architecture: Introduction, Approach, Roles, Resources
  • Customer Vision Workshop: Planning and Execution
  • Building Architecture Relevance

16. Transformative Architecture Engagement Methodology - Part 2

  • Discovery and Current State Assessment
  • Creating an Architectural Framework and Roadmap
  • Gaining Agreement: Call to Action

Course Labs