This 4-day training from CERTYOU focuses on providing Cisco sales professionals with skills in business value analysis. The training covers frameworks for understanding customer strategies and pain points, designing IT solutions to address these challenges, and creating a business case to gain customer approval and adoption. Specific topics include analyzing the current state, designing future business models, developing recommendations and implementation approaches, and presenting a business case. The course uses lectures, discussions, and activities to help attendees understand how to work through the architectural consulting lifecycle and demonstrate how Cisco solutions fulfill a customer's strategy and needs.

1. CERTYOU, 37 rue des Mathurins, 75008 PARIS - SAS au capital de 10 000 Euros
Tél : 01 42 93 52 72 - Fax : 01 70 72 02 72 - contact@certyou.com - www.certyou.com
RCS de Paris n° 804 509 461- TVA intracommunautaire FR03 804509461 - APE 8559A
Déclaration d’activité enregistrée sous le N° 11 75 52524 75 auprès du préfet de région d’Ile-de-France
Applying Cisco Specialized Business Value Analysis Skills
Formation Informatique / Réseaux et Sécurité / Cisco
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
OBJECTIFS
• Understand steps and tools to work through the architectural consulting lifecycle
• Discover needs and identify appropriate solutions; apply an architectural and business value project approach
• Demonstrate how Cisco's architectures, products and services help fulfill a customer's strategy
• Identify financial benefits and create a business case
• Prepare a business roadmap and high level approach for technology adoption
• Engage with key stakeholders to accelerate decisions and buy-in
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.
810-420- Understanding Cisco Business Value Analysis Fundamentals (BTUBVAF)
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
Introduction
Understanding the architecture lifecycle, frameworks & concepts
Gathering customer information
Analyzing the current state
Designing the future business model
Daily recap /Q&A
Day Two
Introduction
Developing a recommendation
Determining an implementation approach
Developing the implementation roadmap
Realizing the benefits
Daily recap / Q&A
Day Three
Introduction
Cisco Enterprise Architecture
Cisco Enterprise Architecture – Borderless Networks
Cisco Enterprise Architecture - Collaboration
Cisco Enterprise Architecture – Data Center and Virtualization
Daily recap / Q&A
Day Four
Introduction
The importance of the CFO as a stakeholder
Financial concepts and models
Building your business case
Presenting your business case
A retenir
Durée : 4 jours soit 28h.
Réf. BTASBVA
Dates des sessions
Cette
formation est
également
proposée en
formule
INTRA-ENTREPRISE.
Inclus dans cette formation
Coaching Après-COURS
Pendant 30 jours, votre formateur
sera disponible pour vous aider.
CERTyou s'engage dans la réalisation
de vos objectifs.
Votre garantie 100%
SATISFACTION
Notre engagement 100% satisfaction
vous garantit la plus grande qualité
de formation.

2. CERTYOU, 37 rue des Mathurins, 75008 PARIS - SAS au capital de 10 000 Euros
Tél : 01 42 93 52 72 - Fax : 01 70 72 02 72 - contact@certyou.com - www.certyou.com
RCS de Paris n° 804 509 461- TVA intracommunautaire FR03 804509461 - APE 8559A
Déclaration d’activité enregistrée sous le N° 11 75 52524 75 auprès du préfet de région d’Ile-de-France
Applying Cisco Specialized Business Value Analysis Skills
Formation Informatique / Réseaux et Sécurité / Cisco
Daily and course recap / Q&A
PROCHAINES FORMATIONS
courseBTEABVDDelegates looking to achieve the Business Value Practitioner Certification will need to attend the