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..
In this training program, for the Cisco Value Practitioner role you will evolve your skills further in the Architecture Lifecycle, but also use your knowledge to ensure that the other members of your account team are familiar with operating in an architectural style and can support your clients accordingly. You will also workshop your current internal and client engagements to examine the challenges. Some of the key topics covered in this program include: Understanding the suite of tools and techniques used to deliver an architecture consulting approach in your customer engagement. Demonstrating the use of advanced architecture tools and techniques. Understanding current state of architectural engagement both internally and externally. Identifying common issues faced by Business Architects. Selecting and sequencing appropriate collateral and techniques in support of successful internal and external engagements.
Day One The Architectural approach The role of the Business Architect Lifecycle phases: Implementing skills and knowledge gained Diagnosing the customer environment Stakeholder Management Day Two Project Governance Managing Organizational change Managing Customer Adoption Measurements / Benefits realization Deepening the Customer Relationship Customer Conversation Framework Day Three - Account Team Management Identifying the roles and responsibilities within the team Understanding the architectural maturity of the team Identifying gaps in knowledge and skills Developing team member's skill Day Three - Diagnosing the customer environment What are customers doing in terms of Enterprise Architecture Working with the customer's Enterprise Architect Building credibility with the customer's Enterprise Architect Identifying the customer's drivers for an architectural engagement Educating the customers on the benefits of an architectural engagement Day Four - Practitioner Workshop – “Bringing it all together” Identifying issues and challenges in customer engagements Analyzing themes and common pain points Determining the best solutions to improve engagements Engaging with customers using architectural tools and techniques Determining the best engagement approach > Presenting customer focused solutions Ensuring customer adoption Deepening the customer relationship
After completing this program, you will be able to: Understand the most useful tools and techniques and when to use them Evaluate and utilize new and advanced tools and techniques Demonstrate your knowledge of the architectural approach to Business Transformation Identify how to effectively coordinate your internal resources/stakeholders Manage your account team in the Architecture Consulting Lifecycle Recognise characteristics of customer engagement Identify root causes of current challenges and create a plan to address gaps