BTUBVAF 2.0 – Understanding Cisco Business Value Analysis Fundamentals

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Kommende datoer

  • 3 Dages
    Business Skills

    Classroom + Online

    Course Details

    BESKRIVELSE

    Engaging with customers through a business value approach leads to new revenue opportunities and higher account loyalty. Sales and services professionals can provide customers with more value in a shorter time period – especially when clearly-defined needs can be addressed with standard or mature solutions.

     

    Through the course, participants will learn new analysis techniques and improve consultative selling skills. This training covers topics such as:

    • Understanding the elements of a business value engagement.
    • Identifying and engaging with key stakeholders.
    • Assessing a customer’s business model and motivations.
    • Identifying benefits associated with Cisco architectures, solutions and services.
    • Understanding financial concepts which influence customer investment decisions.
    • Applying an overall framework for successful customer conversations.

     

    This course prepares professionals for the Cisco Business Value Fundamentals exam (#810-420). A passing score on this exam is a requirement for earning the Cisco Business Value Specialist and Cisco Certified Business Value Practitioner designations.

    KURSETS FORMĂ…L

    Upon completing this course, the learner will be able to meet these overall objectives:

    • Articulate the benefits of a Cisco Business Value engagement
    • Engage with customers using business value terms
    • Use basic tools in a Cisco Business Value engagement
    • Understand fundamental financial terminology and concepts
    • Read and interpret financial documents
    • Understand the basis for evaluating investment decisions
    • Create a Business Case for customers.

    KURSUSINDHOLD

    Day One

    • Module 1: Understanding Business Value
    • Module 2: Boosting your Credibility
    • Module 3: Establishing a View of Business Needs

    Day Two

    • Module 4: Refining your View of Business Needs

    Day Three

    • Module 5: Finance and Business Value

    MĂ…LGRUPPE

    • Cisco Channel Partners with Sales Role
    • Employees with Sales Role

    FORUDSÆTNINGER

    Prior to attending, it is highly recommended that students have completed the following training courses or have equivalent knowledge:

    • Selling Business Outcomes (OUTCOMES)
    • Cisco Sales Essentials (CSE)