Description

The intent of Video Sales Acceleration Training is to rapidly advance pre-sales capability in Cisco video solutions, products, and services. The increase in pre-sales capability results in the ability to turn strategically relevant opportunities into deals and an increase in video-related revenue. In order to ensure that you learn the fundamentals of video in a structured way, in the Combined Selling Service Provider Phase I and Phase II for Cable Headend & Hub and Wireline we provide the training with collaborative discussions so that you can address questions, integrate Theater-specific information, and demonstrate the required knowledge necessary to progress into the next phase of training.

Objectives

Upon finishing this course you will be able to confidently engage, offer, discuss and position Cisco Service Provider Video solutions and compare them to other manufacturers equipment.
Completing the training program will enable you to:
  • Speak the video customers language
  • Understand the players in the marketplace
  • Describe Cisco's end-to-end video solution
  • Describe the role of middleware and 3rd party equipment

Outline

Phase I - Cable & Wireline
Kick-off for the Training Program
  • Overview of SE Phase I training curriculum
SE Phase I: Customer Conversant
  • Speak the video customer's language
  • Understand the players in the marketplace
  • Describe Cisco's end-to-end video solution
  • Explain how SP Video Technology's Group's (SPVTG) & Access Networks's Technology Group's (ATTG) video products fit into the overall solution
  • Describe the role of middleware and 3rd party equipment
Video Signal Processing Content Review and Q & A
Product Reviews, Content Review and Q & A

Phase II - Combined Cable Headend / Hub & Wireline Training
Cable Strategy & Overview: Determining Customer Needs
  • Review of Cisco's Cable strategy
  • Customer requirements to be considered in a cable system
IPTV Strategy and Video Network Design Questionnaire
  • Review of Cisco's IPTV strategy
  • Requirements do to a design for Wireline IPTV system
Headend Design: Content Acquisition
  • Describe the equipment required to acquire satellite and off-air signals
  • When and where to use each of the products described
Headend Design: Signal Processing
  • Describe equipment required to transcode end encode MPEG video
  • Describe the Digital Content Manager functions that are used in a cable system
  • Describe the Digital Content Manager functions that are used in a Wireline system
VoD Design
  • Describe the Cisco Content Delivery System (CDS) and requirements in order to create a VoD design
Network Management & Video Monitoring
  • Introduce ROSA and ROSA EM
  • Describe when to use each product and the licensing requirements for each product
  • Introduce VAMS for IP network management
Middleware
  • Describe the options of IPTV Middleware systems
  • Introduce VQE
  • Describe CPE for an IPTV Wireline system
CMTS
  • Describe the different versions of DOCSIS and the CMTS offerings by Cisco
Access Networks Overview and Special Considerations
  • Compare and contrast the Wireline access methods and how each of them affect overall Wireline design
  • Identify theatre-specific considerations that must be considered
Case Study Presentations
  • Group case study presentations by participants in teams with their responses to the RFP
  • Share alternate solutions for RFP with advantages/disadvantages for each solution

Prerequisite Knowledge

None