Cisco Sales

It is recommended, but not required, to have the following skills and knowledgeable before attending this course:

• Strong Cisco technology background with both depth and breadth
• Experience with and understanding of Cisco business capabilities and solutions
• Considered an expert in at least two Cisco technology domains
• A technical foundation to allow for understanding and consuming new and emerging technologies
• Strong problem-solving skills and a desire to apply them to business challenges
• Soft skills for consulting and customer engagement
• Financial aptitude for understanding and delivering financial value for business
• Motivated to adopt the business architecture model and stay focused on the business

Applying the Cisco Business Architecture Techniques is a three-day ILT training that covers in depth principal concepts that are central to the Business Lead sales process. Built upon the four pillars of the Enterprise Architecture framework, this course develops and builds skills around understanding the business model of the customer, the current state analysis, and a roadmap to a desired outcome on the business transformation roadmap

Upon completing this course, you will be able to:

• Identify the business model of the customer
• Understand their value chain. Be able to determine stakeholders and their motivation
• Formulate a vision and a roadmap to execution
• Build various artefacts that drive engagements to successful conclusion
• Drive long term values and synergies that are mutually beneficial to vendor and customer

• Module 1: Adopting the Cisco Business Architecture Techniques 
  Lesson 1: Motivating Change Behaviour for Engagement 
  Lesson 2: Understanding the Business
  Lesson 3: Preparing to Engage with the Customer
  Lesson 4: Identifying Business Possibilities, Opportunities, and Needs
  Lesson 5: Defining Business Capabilities, Solutions, and Outcomes
  Lesson 6: Delivering the message to the Business
  Lesson 7: Executing the Plan
  Lesson 8: Course Review and Next Steps 
• Module 2: HES Case Study 
  Lesson 1: Account Brief and Background 
  Lesson 2: Customer Meeting Information 
  Lesson 3: Corporate Investor Information 
  Lesson 4: Strategic IT Roadmap