Description

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.

Objectives

Upon completing this course, the learner will be able to meet these overall objectives:
  • Assess diverse industry and account information by compiling key insights and transforming them into a description of the customer context for outcomes-based selling
  • Describe the challenges and opportunities related to using consultative approaches in selling solutions and services to large enterprises
  • Illustrate tactics to manage stakeholder power and interest across the IT sales and consumption cycles
  • Apply the Cisco 9-Step Sales Approach to achieve a customer agreement for acquiring and adopting solutions and services that supports their business outcomes
  • Demonstrate how a structured solution catalog can enable several types of outcome-based revenue
  • Compose an outcome-based selling proposal that addresses the customer’s business and financial metrics
  • Formulate a plan to capture and report on results from solutions that enable outcomes
  • Compare and contrast the proposed targets with actual adoption and implementation results
  • Assemble the key elements of an organizational change and adoption strategy to help define the expected benefits from a suite of solutions and services

Outline

The course contains these components:
  • The Cisco Integrated Sales Process
  • Industry Exposure and Solution Marketing
  • Account Team Exposure
  • Customer Exposure
  • Customer Discovery
  • Identify and Design
  • Offer and Accept
  • Proof of V alue
  • Production Deployment
  • Realize and V alidate Customer V alue
  • Wrap Up and Next Steps

Prerequisite Knowledge

The knowledge and skills that a learner should possess before attending this course are as follows:

Associated certifications