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Executing Cisco Advanced Business Value Analysis and Design Techniques

Tue, 16 Jun 2015 14:07:33 +0200

Individuals who execute Cisco advanced business analysis and design techniques have senior level responsibility for Cisco relationships with accounts, or make significant contributions to securing commitments for purchases of Cisco products and/or services. These practitioners have leadership responsibility to meet account revenue goals and work with customers to achieve their desired enterprise and strategic outcomes through the implementation and adoption of technology solutions.
Practitioners generally work with the major global and/or large enterprise customers, and are involved with the customer’s use of business transformation and innovation (more complex and leading edge or high scale use of technology). These individuals also serve as role models, mentors, and general leaders for other account team professionals who are earlier in their career.
The Executing Cisco Advanced Business Value Analysis and Design Techniques (BTEABVD) v2.0 is available as a 2-day instructor-led course that introduces the learners applying real-life business case studies using guided exercises. Prior to each module the instructor provides an overview of the content and knowledge that is necessary to complete the exercises. Where applicable, course content is presented in the context of actual outcome-based sales scenarios. Ancillary materials are provided to enable individuals to successfully define technology solutions that drive business outcomes in their everyday job role.

Cisco Building Business Specialist Skills

Tue, 16 Jun 2015 14:00:37 +0200

Executives rely on IT to drive business outcomes, through staff within a central IT group or Line of Business (LoB). Most C-level leaders cite ‘business transformation and organization change’ as the #1 issue that needs more attention.
The Cisco Building Business Specialist Skills (BTBBSS) v1.0 is a 2,5-day instructor-led course that introduces the learners to the business-related knowledge and skills to create higher IT value. Learners can then improve business effectiveness, grow revenue through new products or markets, and improve IT–business understanding.
This course is based on 45–60-minute topics. This flexibility allows participants to acquire skills in a flexible, modular fashion over several weeks or through a focused, 2.5 day experience.
This course also prepares professionals to take the Cisco Building Business Specialist Skills exam (#820-427). A passing score on this exam is a requirement for earning the Cisco Enterprise IT Business Specialist Certification.

Selling Business Outcomes

Thu, 19 Feb 2015 14:21:00 +0100

The Selling Business Outcomes (OUTCOMES) v1.1 is a 1-day instructor-led course that introduces the learners to the core knowledge and skills needed to understand the customer business context, define technology solutions that are aligned with business requirements, and ultimately drive specific business outcomes and business value. The course is intended for individuals who are involved in the role of a partner account manager and are responsible for selling Cisco technology solutions to customers.
Throughout this course learners have the opportunity to apply what they learn to real-life business scenarios through guided exercises and challenge questions at the end of each lesson. Where applicable, course content is presented in the context of actual business outcomes sales scenarios. Ancillary materials are provided to enable learners to successfully define technology solutions that drive business outcomes in their everyday job role.

Building Cisco Business Outcome-Aligned IT Roadmaps

Wed, 09 Sep 2015 11:01:50 +0200

The Building Cisco Business Outcome-Aligned IT Roadmaps (BTROAD) is a 5-day instructor-led course that will enable learners to be initiate competence in all the important elements for the capture, analysis, design, and development of business- and IT-aligned architecture propositions.
The course is divided into a series of focused modules that will enable learners to build knowledge, understanding, and confidence in the skills, capabilities, and frameworks that they will need to develop across their teams to engage and present in an architecturally aligned approach.
The course is designed to help learners understand the business and technology drivers that necessitate the transition from products and solutions to an architectural approach and how this will require the fundamental change of their approach. The course also presents and utilizes a methodology that attendees can use to engage architecturally with their customers and create a unique architecture roadmap tied to the business strategies and objectives of the customers. Each of the modules focuses on specific areas that, when combined, will provide the basis for the development toward architecturally focused engagements.
The course prepares students for the 820-432 BTROAD exam required for earning the Cisco Business IT Roadmap Specialist certification.

Applying Cisco Specialized Business Value Analysis Skills

Tue, 16 Jun 2015 14:02:46 +0200

Perhaps more than ever, technology sales professionals face dynamic, challenging and rewarding opportunities. The same is true for customer executives, with many leaders focused on revenue growth, higher profit and stronger security and risk mitigation. Decision-makers over IT budgets face difficult choices in balancing digital business or new technology initiatives with continued funding of IT operations and maintenance.
These forces shape the context in which technology sellers operate. Customer buying behavior is driving professionals to adapt from a ‘product push’ style, to using customer-centric solution and outcome-based selling approaches. This transition is best enabled through acquisition of new knowledge, skills and related confidence.
The Applying Cisco Specialized Business Value Analysis Skills (BTASBVA) v3.0 is a 2-day instructor-led course that builds practical skills on solutions- and outcome-based selling approaches. Self-study modules, instructor facilitated discussion and exercises cover the full sales process, from prospecting through winning deals and spurring adoption and usage.
This course includes new modules covering Cisco’s unique outcome-based selling approach (steps). These steps were defined with ‘pipeline growth’, ‘shorter sales cycles’, and faster/stronger adoption of technology among the top outcomes.
This course prepares learners for the Cisco Business Value Specialist exam (820-422). A passing score on this exam is a requirement for earning the Cisco Certified Business Value Specialist and Cisco Certified Business Value Practitioner designations.
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.
Throughout this course learners have the opportunity to apply what they learn to real-life business scenarios through guided exercises and challenge questions at the end of each lesson. Where applicable, course content is presented in the context of actual business outcomes sales scenarios. Ancillary materials are provided to enable individuals to successfully define technology solutions that drive business outcomes in their everyday job role.