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Understanding Cisco Business Value Analysis Fundamentals
Formation Informatique / Réseaux et Sécurité / Cisco
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.
OBJECTIFS
• 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.
PUBLIC
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.
PRE-REQUIS
Attendees should meet the following prerequisites:
Have passed or have knowledge equivalent to that required for the following exams.
646-206 - Cisco Sales Essentials (CSE)
650-377 - Advanced Borderless Network for Account Managers OR 640 -367 - Advanced Collaboration Architecture Sales
Specialist OR 646-985 Data Center Networking Solution Sales
PROGRAMME
Day One
Understanding business value
Boosting your credibility
Establishing your view of business needs
Building a Business Model Canvas
Daily recap / Q&A
Day Two
Engaging with the CxO
Preparing strategic questions
Creating a Business Motivation Model
Translating business needs into capabilities
Daily recap / Q&A
Day Three (1/2 day)
Finance and business value
The Customer Conversation Framework
Daily and course recap / Q&A
PROCHAINES FORMATIONS
The following courses are recommended for further study:
BTASBVA - Applying Cisco Specialized Business Value Analysis Skills
A retenir
Durée : 3 jours soit 21h.
Réf. BTUBVAF
Dates des sessions
Cette
formation est
également
proposée en
formule
INTRA-ENTREPRISE.
Inclus dans cette formation
Coaching Après-COURS
Pendant 30 jours, votre formateur
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SATISFACTION
Notre engagement 100% satisfaction
vous garantit la plus grande qualité
de formation.