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BTUBVAF

Understanding Cisco Business Value Analysis Fundamentals

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3
Days
$2 500.00

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's architectures and Smart Solutions.

Understanding financial concepts which influence customer investment decisions.

Applying an overall framework for successful customer conversations.

The course prepares professionals for the Understanding 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.

Course Details: 

Articulate the benefits of a business value engagement.
Engage with a customer using business value terms.
Use a framework to provide a repeatable process for a business value engagement.
Employ relevant techniques and tools on a business value engagement.
Understand fundamental financial terminology and concepts.
Read and interpret financial documents.
Understand the basis for evaluating investment decisions.
Apply a Customer Conversation Framework with a customer.

Recommended For: 

Cisco Channel Partner
Cisco Employee

Prerequisites: 

Prior to attending, participants should have passed exams below, or have equivalent knowledge.
Cisco Sales Essentials (CSE) - Exam #646-206

 

And one of the following:
Advanced Borderless Network for Account Managers (Exam #650-377)
Advanced Collaboration Architecture Sales Specialist (Exam #650-367)
Data Center Networking Solution Sales (Exam #646-985)

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