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.


Upon completing this course, the learner will be able to meet these overall objectives:
  • Explain the tenets, principles, and approach to business outcomes sales
  • Articulate the customer environment for purchasing and adopting technology solutions
  • Describe opportunities for sales revenue and customer impact across industry verticals
  • Discuss critical success factors and key performance indicators for business outcomes sales
  • Identify key customer decision makers, influencers, and expectations
  • Explain the financial drivers that impact business outcomes sales
  • Prepare a customer-focused action plan and business outcomes story


The course contains these components:
  • The Business Outcomes Sales Approach
  • Aligning Business Outcomes to the Customer Business Context
  • Cisco Service Solutions Across Industry Verticals
  • Business Outcomes and Opportunities from Emerging Technology
  • Customer Decision Makers, Influencers, and Expectations
  • Determining the Financial Value of Business Outcomes Sales
  • Communicating the Business Outcomes Story to the Customer

Prerequisite Knowledge

The knowledge and skills that a learner should possess before attending this course are as follows:
  • Basics of selling
  • Fundamental knowledge of technology solutions
  • Up to 2 years of working with a Cisco Channel Partner
  • High degree of interaction with business stakeholders
  • Experienced individuals who are re-certifying their CSE requirements