Sales Engineering Executing Cisco Advanced Business Value Analysis and Design Techniques - BTEABVD

Executing Cisco Advanced Business Value Analysis and Design Techniques - BTEABVD


Date of Class:


Last Day To Enroll:

2795.00 2,795.00

  • Course Delivery: Virtual Classroom
  • Duration: 16
  • Language: English
  • Audience: Cisco and Cisco Channel Partner Sales individuals

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To be successful in the Cisco Value Practitioner role you must evolve your skills further in the Architecture Lifecycle, but also use your knowledge to ensure that the other members of your account team are familiar with operating in an architectural style and can support your clients accordingly. In this key 4-day course you will learn to work your current internal and client engagements to examine the challenges they face and the solutions that most benefit them.

Some of the key topics covered in this program include: Understanding the suite of tools and techniques used to deliver an architecture consulting approach in your customer engagement
Demonstrating the use of advanced architecture tools and techniques
Understanding current state of architectural engagement both internally and externally
Identifying common issues faced by Business Architects
Selecting and sequencing appropriate collateral and techniques in support of successful internal and external engagements

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.

Topics Covered

Course Detail:
Day One - The Architectural Approach. The role of the Business Architect Lifecycle phases: Implementing skills and knowledge gained Diagnosing the customer environment Stakeholder Management.

Day Two - Project Governance Managing Organizational Change. Managing Customer Adoption Measurements / Benefits realization Deepening the Customer Relationship Customer Conversation Framework.

Day Three - Account Team Management Identifying the roles and responsibilities within the team. Understanding the architectural maturity of the team Identifying gaps in knowledge and skills. Developing team member’s skill.
Diagnosing the customer environment. What are customers doing in terms of Enterprise Architecture. Working with the customer’s Enterprise Architect Building credibility with the customers. Enterprise Architect Identifying the customer’s drivers for an architectural engagement. Educating the customers on the benefits of an architectural engagement.

Day Four - Practitioner Workshop. Bringing it all together. Identifying issues and challenges in customer engagements. Analyzing themes and common pain points. Determining the best solutions to improve engagements. Engaging with customers using architectural tools and techniques. Determining the best engagement approach. Presenting customer focused solutions. Ensuring customer adoption. Deepening the customer relationship.



Recommended: Prior to attending, participants should have passed exams below, or have equivalent knowledge. Have passed or have the equivalent knowledge for the following exams: 820-421-Applying Cisco Specialized Business Value Analysis Skills (BTASBVA) 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


Subject Matter Expert

Ingram Micro helps businesses fully realize the promise of technology helping them maximize the value of the technology that they make sell or use with its vast global infrastructure and focus on cloud mobility supply chain and technology solutions Ingram Micro enables business partners to operate more efficiently and successfully in the markets they serve.No other company delivers as broad and deep a spectrum of technology and supply chain services to businesses around the world.Founded in 1979 Ingram Micros role as a leader and innovator in technology and supply chain services has fueled its rise to the 69th ranked corporation in the FORTUNE 500.

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