Applying Cisco Specialized Business Value Analysis Skills

Cisco

Cisco

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Code

BTASBVA

Revision

3.0

Duration

2 Days

Audience

IT Professionals

Level

Specialist

Price

$4,900.00

IT industry sales and services professionals encounter customers who accept that major changes in business models, operating processes or technology 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 course consists of both ELT and ILT components. There is a preparatory ELT course that provides an overview of outcome-based selling and provides additional knowledge and resources prior to taking the ILT version. There is post-ELT course that summarizes the learning and activities from the ILT and provides additional information for successful outcome-based selling. The ELT will also be accessed during the ILT for additional references, case studies, and templates.

Topics covered include:

  • 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
  • Describing the 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 describing its key success factors
  • Demonstrating how Cisco products, solutions and services provide unique value, in context of the architecture lifecycle and customer conversation framework

Cisco Channel Partner Account Managers, System Engineers and Gold Partners looking to achieve the Channel Partner Business Value Practitioner Requirement. 

Upon completing this course, you will be able to:

  • Apply research and customer information to prepare an outcome-based selling strategy
  • Apply Cisco business outcome selling approach from market awareness to solution tracking
  • Interpret a customer business context
  • Determine desired customer outcomes
  • Determine a baseline for measuring improvements
  • Outline a plan for managing IT and Line of Business (LoB) stakeholders across various Cisco sales paths
  • Demonstrate how KPIs and outcome metrics show in financials across two year Cisco Services consumption
  • Prepare an implementation strategy and roadmap for outcome-based selling that involves services, network technology, and industry-focused analytics
  • Explain how a structured communications planning approach enables improved results from complex outcomes-based selling interactions

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

  • 810-403 Selling Business Outcomes

1 Technology Sales: Context for Success

Lessons
  • Markets and Customer Buying Trends
  • Sales Approaches: Choices and Impacts
  • Solution- and Outcome-Based Selling: Pictures of Success
  • The Cisco Approach to Outcome-Based Selling

2 Know the Customer

Lessons
  • Industry Background and Customer Baseline
  • Business and Technology Strategies
  • Stakeholders and Their Approach to Decision Making and Management
  • Business Model, Operations, and Value Creation
  • Communication and Negotiation

3 Build the Sales Opportunity

Lessons
  • Understanding the Desired Customer Outcomes
  • Quantify the Target Results

4 Enabling Outcomes with Cisco Solutions and Services

Lessons
  • Cisco Solutions and Services
  • Risks and Mitigation for Outcome-Based Selling

5 Financial Considerations and Metrics for Outcomes

Lessons
  • Financial Aspects of Outcomes
  • Case Study: Articulate Financial Considerations and KPIs

6 Organizational Change and Adoption

Lessons
  • Pilot and Prototype Approaches in Outcome-Based Selling
  • Organizational Change and Adoption Considerations
  • Case Study: Organizational Change and Adoption

7 Managing the Post-Sales Process

Lessons
  • Cisco Enablement Resources
  • Post-Sales Opportunities
  • Case Study: Identify Post-Sales Opportunities

8 Wrap Up and Next Steps

Lessons
  • Wrap Up and Next Steps