Understanding Cisco Business Value Analysis Fundamentals

Formation Informatique / Rseaux et Scurit / Cisco

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.
Through the course, participants will learn new analysis techniques and improve consultative selling skills. This training
covers topics such as: Understanding the elements of a business value engagement. Identifying and engaging with key
stakeholders. Assessing a customer's business model and motivations. Identifying benefits associated with Cisco's
architectures and Smart Solutions. Understanding financial concepts which influence customer investment decisions.
Applying an overall framework for successful customer conversations.

A retenir

OBJECTIFS

Articulate the 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.
Understand fundamental financial terminology and concepts.
Read and interpret financial documents.
Understand the basis for evaluating investment decisions.
Apply a Customer Conversation Framework with a customer.

Dure : 3 jours soit 21h.

Rf. BTUBVAF

Dates des sessions

PUBLIC
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.

PRE-REQUIS
Attendees should meet the following prerequisites:
Have passed or have knowledge equivalent to that required for the following exams.
646-206 - Cisco Sales Essentials (CSE)
650-377 - Advanced Borderless Network for Account Managers OR 640 -367 - Advanced Collaboration Architecture Sales
Specialist OR 646-985 Data Center Networking Solution Sales

Cette
formation est
galement
propose en
formule
INTRA-ENTREPRISE.
Inclus dans cette formation

PROGRAMME
Day One
Understanding business value
Boosting your credibility
Establishing your view of business needs
Building a Business Model Canvas
Daily recap / Q&A
Day Two

Coaching Aprs-COURS

Engaging with the CxO

Preparing strategic questions
Creating a Business Motivation Model
Translating business needs into capabilities
Daily recap / Q&A

Pendant 30 jours, votre formateur

sera disponible pour vous aider.
CERTyou s'engage dans la ralisation
de vos objectifs.

Day Three (1/2 day)

Finance and business value
The Customer Conversation Framework
Daily and course recap / Q&A

PROCHAINES FORMATIONS
The following courses are recommended for further study:
BTASBVA - Applying Cisco Specialized Business Value Analysis Skills

CERTYOU, 37 rue des Mathurins, 75008 PARIS - SAS au capital de 10 000 Euros
Tl : 01 42 93 52 72 - Fax : 01 70 72 02 72 - contact@certyou.com - www.certyou.com
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SATISFACTION
Notre engagement 100% satisfaction
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de formation.