Cisco and Cisco Channel Partner Sales individuals looking to improve their ability to sell Cisco Solutions by understanding the Business requirements of customers undergoing IT transformation. Channel Partners looking to achieve Gold Partner Accreditation.
IT industry sales and services professionals encounter customers who accept that major changes in business models, operating processes or technology use may be required to greatly improve results. This course provides training on frameworks and techniques useful for diagnosing customer pain points and opportunities, defining solutions to these challenges and gaining customer buy-in for adoption on a broad scale. This training covers topics such as: Understanding customer strategies, competitive position and history with IT-enabled change. Depicting key elements of a customer's strategy and business model. Discovering and conveying an understanding of customer pain points and opportunities, as a way to enhance credibility. Describing the business relevance of Cisco Architectures and Smart Solutions.Refining customer needs and creating high-level, business-focused IT solution designs. Preparing a business case that shows investment, costs, benefits and risks. Composing an initiative / project roadmap and describe key success factors. Demonstrating how Cisco products, solutions and services provide unique value, in context of the architecture lifecycle and customer conversation framework Please note this course consists of 4 days in the class and then a 1/2 day of coaching about 6 weeks later.
Day One Introduction Understanding Business Value and Architectural Sales Concepts Prepare a Vision and Scope Proposal Exercise 2.1: Identify Benefits of a Business Solution Exercise 2.2: Create a Vision and Scope Proposal Gathering Customer Information - Internal Research Exercise 4.1: Stakeholder Analysis Gathering Customer Information - External Research Exercise 5.1: Create a Business Model Canvas Analyze the current state Exercise 5.2: Perform Value Chain Analysis Exercise 5.3: Perform Root Cause Analysis Exercise 6.1: Create Business Use Cases Design the Future Business Model Exercise 6.2: Develop a Business Scenario Exercise 6.3: Create a Business Process Model Daily Q&A Day Two Introduction Cisco Architecture - Introduction Cisco Architecture - Enterprise Networks Cisco Architecture - Security Cisco Architectire - Collaboration Cisco Architecture: Data Centers/Virtualisation Daily Q&A Day Three Developing Your Recommendation The Importance of the CFO as a Stakeholder Understanding Financial Concepts and Models Building and Presenting Your Business Case Daily recap / Q&A Day Four Introduction Determining an Implementation Approach Developing the Implementation Plan Realizing Benefts Daily Q&A
After completing this course you will be able to: Understand how to apply Business Value methods and architecture concepts across phases of the sales cycle Perform the Business Value Specialist role, in conducting sales activities and engaging with customers Use business value selling skills to convey how Cisco architectures, solutions and services address customer needs Identify and interact with key stakeholders to achieve business outcomes for Cisco, Channel Partners and customers Understand financial aspects and build a business case to describe the business value of your solution