BTUBVAF 2.0 – Understanding Cisco Business Value Analysis Fundamentals

BTUBVAF 2.0 – Understanding Cisco Business Value Analysis Fundamentals

Course Information

Technology : Business Skills

Duration : 3 Days Course

BTUBVAF 2.0 – Understanding Cisco Business Value Analysis Fundamentals

Upcoming Dates

Course Details

Overview

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 architectures, solutions and services.
  • Understanding financial concepts which influence customer investment decisions.
  • Applying an overall framework for successful customer conversations.

This course prepares professionals for the Cisco Business Value Fundamentals exam (#810-420). A passing score on this exam is a requirement for earning the Cisco Business Value Specialist and Cisco Certified Business Value Practitioner designations.

Objectives

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

  • Articulate the benefits of a Cisco Business Value engagement
  • Engage with customers using business value terms
  • Use basic tools in a Cisco Business Value engagement
  • Understand fundamental financial terminology and concepts
  • Read and interpret financial documents
  • Understand the basis for evaluating investment decisions
  • Create a Business Case for customers.

Outline

Day One

  • Module 1: Understanding Business Value
  • Module 2: Boosting your Credibility
  • Module 3: Establishing a View of Business Needs

Day Two

  • Module 4: Refining your View of Business Needs

Day Three

  • Module 5: Finance and Business Value

Target Audience

  • Cisco Channel Partners with Sales Role
  • Employees with Sales Role

Pre-Requisites

Prior to attending, it is highly recommended that students have completed the following training courses or have equivalent knowledge:

  • Selling Business Outcomes (OUTCOMES)
  • Cisco Sales Essentials (CSE)

 

Course Schedule

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