Business and IT training from QA

Selling Business Outcomes: An Introduction to Cisco Architectures & Services for Account Managers & Pre-Sales

About this course

Course code TPFL-SBOAS
Duration 1 Day
Special Notices

If both classroom and virtual dates are available for this course please specify your preference when booking.

In delivering a better understanding of Cisco, its architectures, along with related products, solutions and services, this two-day sales course will help Cisco partner account managers and pre-sales professionals to:

  • Apply the Cisco Selling Business Outcomes (SBO) methodology with greater relevance and effect;
  • Grow partner revenues & profit.

Prerequisites

It would be beneficial for all delegates to have a basic understanding of IT & Networking concepts and terminologies. In addition, a high-level appreciation of Cisco’s key technology solutions and architectures would be preferred.

Delegates will learn how to

Following completion of this workshop, delegates should be able to:

  • Explain the tenets, principles, and approach to business outcomes sales
  • Articulate the customer environment for purchasing and adopting technology solutions
  • Describe opportunities for revenue and customer impact across industry verticals
  • Discuss critical success factors and key performance indicators for business outcomes sales
  • Identify key customer decision makers, influencers, and expectations
  • Explain the financial drivers that impact business outcome sales
  • Prepare a customer focused action plan and business outcomes story

Outline

A Brief History of Cisco:

  • Culture & Vision

The Business Outcomes Sales Approach overview

  • Consider how best to align Business Outcomes to the customer Business Context

Solutions level overview of key Cisco Architectural propositions

  • Enterprise Networks
    • Identify Cisco Enterprise Networks technology solutions that deliver demonstrable business outcomes.
    • Consider the key Cisco Enterprise Networks differentiators.
  • Security:
    • Identify Cisco Security solutions that help deliver meet customers’ business outcomes across the whole (Before, During & After) attack continuum.
    • Consider the key Cisco Security differentiators.
  • Collaboration:
    • To examine key elements of Cisco’s Collaboration architecture & vision for enterprise customers.
    • To identify the market trends that drive the requirement for these solutions and entry points to the target market to drive sales.
  • Data Center (DC):
    • To examine how & why Cisco’s Unified Data Center (UDC) matters to business, discussing some of the challenges businesses face when journeying toward hybrid IT.
    • Examine how the Cisco UDC changes the economics of the data center for the enterprise.

Mapping Cisco Services and Solutions across key industry verticals

Cisco Services Overview

  • Why sell Cisco technical services:
    • Cisco Branded Services;
    • Cisco Collaborative Services.
  • Selling services by architecture.

Identify Business Outcomes from emerging technologies, including: -

  • Social, Mobile, Analytics & Cloud;
  • The Internet of Everything (IoE);
  • Software Defined Networking (SDN).

Applying the Business Outcomes (SBO) sales methodology:

  • Engaging in business relevant discussions;
    • Triggering the business relevant conversation;
  • How to demonstrate business process improvement in financial terms;
  • Recommendations when presenting the business outcomes story.

Cisco Partner Support.

  • Partner Tools & Resources.

1 Day

Duration
Cisco
Delivery Method

Delivery method

Classroom

Face-to-face learning in the comfort of our quality nationwide centres, with free refreshments and Wi-Fi.

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