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Win more Collaboration Business through Outcomes based Sales Strategies (BE6KAM)

Course Description Schedule Course Outline

Detailed Course Outline

1: The Cisco Collaboration Vision
  • The Problem with Communication Today
  • Collaboration Trends
  • The Cisco Vision
  • Future Direction
2: Collaboration Strategy & Architecture
  • The Cisco Vision and Strategy
  • Any-to-Any Communication
  • Cisco’s Strategic Direction
  • Collaboration Architecture Framework
  • Medianet Architectural Framework
  • Components and Services
3: Business Drivers & Customer Engagement
  • Key Mid-Market Business Drivers, Market Trends & Market Forces
  • Customer Engagement – Stakeholders
  • Customer Engagement – Qualification
  • Customer Engagement – Plan to Action
4: BE6K Capabilities
  • The Infrastructure: BE6K on UCS
  • Call Control, Video and Presence
  • Customer Collaboration with BE6K
  • Workspace Applications/Solutions (Webex, Jabber, WebEx Social)
  • Virtualized Solutions
  • BE6K Management
  • The Mid-Market UC Buyer
  • Getting the Conversation Started
5: Understanding the Competition and Differentiating Cisco
  • What makes Cisco Collaboration Unique
  • Competitive Overview
  • Key Competitors in the Mid-Market Segment
6: Call to Action / Wrap Up
  • What not to do
  • What to do
 

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