IT industry sales and services professionals encounter customers who accept that major changes in business models, operating processes or technology use 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 training covers topics such as:

• Discovering and conveying understanding of customer pain points and opportunities, as a way to enhance credibility.
• Refining customer needs and creating high-level, business-focused IT solution designs.
• Describing the business relevance of Cisco Architectures, Solutions and Services.
• Preparing a business case that shows investment, costs, benefits and risks.
• Composing an initiative / project roadmap and describe key success factors to realize business outcomes.

The course prepares professionals for the Applying Cisco Specialized Business Value Analysis Skills exam (#820-421). A passing score on this exam is a requirement for earning the Cisco Business Value Specialist and Cisco Certified Business Value Practitioner designations.

New version available:

• Applying Cisco Business Architecture Techniques – DTBAS

Upon completing this course, the learner will be able to meet these overall objectives:

• Understand how to apply Business Value methods and architecture concepts across phases of the sales cycle.
• Perform the Business Value Specialist role, in conducting sales activities and engaging with customers.
• Use business value selling skills to convey how Cisco architectures, solutions and services address customer needs.
• Identify and interact with key stakeholders to achieve business outcomes for Cisco, Channel Partners and customers.
• Understand financial aspects and build a business case to describe the business value your solution.

Day One

• Module 1: Understanding Business Value and Architectural Sales Concepts
• Module 2: Preparing a Vision and Scope Proposal
• Module 3: Gathering Customer Information – Internal Research
• Module 4: Gathering Customer Information – External Research
• Module 5: Analyzing the Current State
• Module 6: Designing the Future Business Model

Day Two

• Module 8: Cisco Architecture – Introduction
• Module 8: Cisco Architecture – Enterprise Networks
• Module 9: Cisco Architecture – Security
• Module 10: Cisco Architecture – Collaboration
• Module 11: Cisco Architecture -Data Center / Virtualization

Day Three

• Module 12: Developing a Recommendation
• Module 13: The Importance of the CFO as a Stakeholder
• Module 14: Understanding Financial Concepts and Models
• Module 15: Building and Presenting a Business Case

Day Four

• Module 16: Determining an Implementation Approach
• Module 17: Developing the Implementation Roadmap
• Module 18: Realizing Benefits

• Cisco Channel Partners with Sales Role
• Employees with Sales Role

Prior to attending, it is highly recommended that students have completed the following training courses or have equivalent knowledge:

• Understanding Cisco Business Value Analysis Fundamentals (BTUBVAF)
• Selling Business Outcomes (OUTCOMES)
• Cisco Sales Essentials (CSE)