BTPBTAE 2.0 – Performing Cisco Business-Focused Transformative Architecture Engagements

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Kurs kalender

  • 5 dager
    Business Skills

    Classroom + Online

    Course Details

    Oversikt

    This course enables participants to align Cisco architectures, solutions and services with a customer’s strategic vision and technology needs. Participants will enhance their skills in executing a consultative, business-led sales approach.

     

    Activities train on how to use Cisco’s strategic IT planning (roadmap building) approach to uncover customer priorities, IT capability gaps and financial drivers for Cisco-related IT investments. Participants build skills necessary to gain customer acceptance as a trusted advisor.

     

    This training covers the following topics:

    • Understanding a customer business strategy and priorities
    • Moving beyond IT to engaging with Line of Business stakeholders; building credibility
    • Identifying how Cisco architectures and solutions address customer IT capability gaps
    • Running a workshop aimed at gaining stakeholder agreement to a roadmap of IT projects
    • Effectively presenting to senior executives
    • Understanding financial concepts; creating inputs for a business case.

     

    The course prepares students for the Performing Cisco Business-Focused Transformative Architecture Engagements exam (820-422) required for earning the Cisco Transformative Architecture Specialist designation.

    Mål

    Upon completion of this course, the student will be able to meet these overall objectives:

    • Adopt a consultative, business led sales approach to customer engagements.
    • Conduct a workshop to capture business strategies, objectives and requirements.
    • Apply Cisco’s approach to building a roadmap of strategic IT initiatives, aligned to the customer’s business priorities.
    • Develop and position a business case for the roadmap to include Cisco Architectural propositions, solutions, services and related offerings.
    • Convey roadmap benefits, gain customer executive buy-in and commitment for action.

    Innhold

    Day One: Introduction

    • Enterprise Architecture: Frameworks, Methodologies and Benefits
    • TOGAF and ITIL: Introduction and Relevance

    Day Two: Consultative Selling and Business – Focused Engagements

    • Business Transformation and IT-Enabled Change
    • Cisco’s Architectural Plays and Solutions Overview
    • Using your Personal Story to Boost Credibility
    • Competitive Landscape and Differentiation
    • Business Finance: Concepts and Approach for Quantifying Value

    Day Three: Business Consulting-Roles and Styles

    • Building Skills for Consultative Selling
    • Planning and Conducting Successful Client Meetings
    • Identifying and Managing Stakeholders
    • Establishing Rapport
    • Active Listening
    • Planning and Leading a Planning and Discovery Workshop
    • Essential Ingredients of a Successful Workshop
    • Planning and Conducting a Workshop
    • Assess Workshop Outputs and Implications
    • Analyzing Opportunities and Gaining Support for Change
    • GAP Analysis
    • SWOT Analysis
    • Questioning Approaches and Handling Objections
    • Understanding Change Management
    • Presenting Findings for Maximum Impact

    Day Four: Building an IT Roadmap: Part 1

    • Aligning IT with Business Priorities
    • Building a Strategic IT Roadmap: Introduction, Approach, Roles, Resources
    • Customer Vision Workshop: Planning and Execution
    • Building Architecture and Solutions Relevance

    Day Five: Building an IT Roadmap: Part 2

    • Discovery and Current State Assessment
    • Creating an Architectural Framework and Roadmap
    • Gaining Agreement: Call to Action

    Målgruppe

    • Cisco Channel Partners
    • Cisco Customers
    • Cisco Employee

    Forkunnskaper

    Students should have passed one of the following exams or have equivalent knowledge:

    • Advanced Borderless Networks for Account Managers (650-377)
    • Advanced Collaboration Architecture Sales Specialist (650-367)
    • Data Center Networking Solution Sales (646-985)