Understanding Cisco Business Value Analysis
Transcription
Understanding Cisco Business Value Analysis
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. A retenir 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. Durée : 3 jours soit 21h. Réf. BTUBVAF Dates des sessions 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 Cette formation est également proposée en formule INTRA-ENTREPRISE. Inclus dans cette formation 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 Coaching Après-COURS Engaging with the CxO Preparing strategic questions Creating a Business Motivation Model Translating business needs into capabilities Daily recap / Q&A Pendant 30 jours, votre formateur sera disponible pour vous aider. CERTyou s'engage dans la réalisation de vos objectifs. 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 Retrouvez cette formation sur notre site : Understanding Cisco Business Value Analysis Fundamentals 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 - [email protected] - 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 Votre garantie 100% SATISFACTION Notre engagement 100% satisfaction vous garantit la plus grande qualité de formation.