BTASBVA – Applying Cisco Specialized Business Value Analysis Skills

Short Course Description

2 Day

Course Overview

IT industry sales and services professionals encounter customers who accept that major changes in business models, operating processes or technology may be required to greatly improve results. This Cisco Sales course, which includes both ELT and ILT components, 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.
There is a preparatory ELT course that provides an overview of outcome-based selling and provides additional knowledge and resources prior to taking the ILT version. There is post-ELT course that summarizes the learning and activities from the ILT and provides additional information for successful outcome-based selling. The ELT will also be accessed during the ILT for additional references, case studies, and templates.

Prerequisites

The knowledge and skills that a learner should have before attending this course are as follows:

• You should have passed or have knowledge equivalent to Cisco Selling Business Outcomes.

Course Objectives

Upon completing this course, the learner will be able to meet these overall objectives:

• Apply research and customer information to prepare an outcome-based selling strategy
• Apply Cisco business outcome selling approach from market awareness to solution tracking
• Interpret a customer business context
• Determine desired customer outcomes
• Determine a baseline for measuring improvements
• Outline a plan for managing IT and Line of Business (LoB) stakeholders across various Cisco sales paths
• Demonstrate how KPIs and outcome metrics show in financials across two year Cisco Services consumption
• Prepare an implementation strategy and roadmap for outcome-based selling that involves services, network technology, and industry-focused analytics
• Explain how a structured communications planning approach enables improved results from complex outcomes-based selling interactions