Cisco Sales


Building Cisco Business Outcome Aligned IT Roadmaps

Duration: 5 Days

Who Should Attend:

  • Channel Partners
  • Customers
  • Employees
An individual course planning is possible for this kind of course. If you would like to know more about this course please either call us on +971 4 42 89 440 or send an email to

There are no prerequisites but it is recommended that students have passed one of the following exams or have equivalent knowledge:

  • Advanced Borderless Networks for Account Managers (650-377)
  • Advanced Collaboration Architecture Sales Specialist (650-367)
  • Data Center Networking Solution Sales (646-985)
Course content

This course enables participants to align Cisco architectures, solutions and services with a customers strategic vision and technology needs. Participants will enhance their skills in executing a consultative, business-led sales approach.

Activities train on how to use Cisco’s strategic IT planning (roadmap building) approach to uncover customer priorities, IT capability gaps and financial drivers for Cisco-related IT investments. Participants build skills necessary to gain customer acceptance as a trusted advisor.

This training covers the following topics:

  • Understanding a customer business strategy and priorities
  • Moving beyond IT to engaging with Line of Business stakeholders; building credibility
  • Identifying how Cisco architectures and solutions address customer IT capability gaps
  • Running a workshop aimed at gaining stakeholder agreement to a roadmap of IT projects
  • Effectively presenting to senior executives
  • Understanding financial concepts; creating inputs for a business case.
  • The course prepares students for the 820-432 BTROAD exam required for earning the Cisco Business IT Roadmap Specialist certification.
Course Objectives

Upon completion of this course, the student will be able to meet these overall objectives:

  • Adopt a consultative, business led sales approach to customer engagements.
  • Conduct a workshop to capture business strategies, objectives and requirements.
  • Apply Cisco’s approach to building a roadmap of strategic IT initiatives, aligned to the customer’s business priorities.
  • Develop and position a business case for the roadmap to include Cisco Architectural propositions, solutions, services and related offerings.
  • Convey roadmap benefits, gain customer executive buy-in and commitment for action.
Course Outline

Day One: Introduction

  • Enterprise Architecture: Frameworks, Methodologies and Benefits
  • TOGAF and ITIL: Introduction and Relevance

Day Two: Consultative Selling and Business – Focused Engagements

  • Business Transformation and IT-Enabled Change
  • Cisco's Architectural Plays and Solutions Overview
  • Using your Personal Story to Boost Credibility
  • Competitive Landscape and Differentiation
  • Business Finance: Concepts and Approach for Quantifying Value

Day Three: Business Consulting-Roles and Styles

  • Building Skills for Consultative Selling
  • Planning and Conducting Successful Client Meetings
  • Identifying and Managing Stakeholders
  • Establishing Rapport
  • Active Listening
  • Planning and Leading a Planning and Discovery Workshop
  • Essential Ingredients of a Successful Workshop
  • Planning and Conducting a Workshop
  • Assess Workshop Outputs and Implications
  • Analyzing Opportunities and Gaining Support for Change
  • GAP Analysis
  • SWOT Analysis
  • Questioning Approaches and Handling Objections
  • Understanding Change Management
  • Presenting Findings for Maximum Impact

Day Four: Building an IT Roadmap: Part 1

  • Aligning IT with Business Priorities
  • Building a Strategic IT Roadmap: Introduction, Approach, Roles, Resources
  • Customer Vision Workshop: Planning and Execution
  • Building Architecture and Solutions Relevance

Day Five: Building an IT Roadmap: Part 2

  • Discovery and Current State Assessment
  • Creating an Architectural Framework and Roadmap
  • Gaining Agreement: Call to Action
Further information

If you would like to know more about this course please contact us