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Gold Partner Business Value Package (BVBUNDLE)

Course Description Schedule Course Outline

Detailed Course Outline

Day 1: Cisco Selling Business Outcomes (OUTCOMES)

  • Module 1: The Business Outcomes Sales Approach
  • Module 2: Aligning Business Outcomes to the Customer Business Context
  • Module 3: Sales Opportunities and Outcomes across Industry Verticals
  • Module 4: Identifying Business Outcomes from Emerging Technology
  • Module 5: Cisco Solutions and Their Impact on Business Outcomes Sales
  • Module 6: Identifying Customer Decision Makers, Influencers, and Expectations
  • Module 7: Determining the Financial Returns of Business Outcomes
  • Module 8: Communicating the Business Outcomes Story to the Customer

Days 2-3: Applying Cisco Specialized Business Value Analysis Skills (BTASBVA)

  • Module 1: Business Outcomes Selling Concepts
  • Module 2: Business Context and Requirements
  • Module 3: Customer Requirements and Desired Outcomes
  • Module 4: Outcomes and Solution Recommendations
  • Module 5: Business Case
  • Module 6: Implementation Roadmap
  • Module 7: Realizing Business Value

Days 4-5: Executing Cisco Advanced Business Value Analysis and Design Techniques (BTEABVD)

  • Module 1: Cisco Integrated Sales Process
  • Module 2: Industry Exposure and Solution Marketing
  • Module 3: Account Team Exposure
  • Module 4: Customer Exposure
  • Module 5: Customer Discovery
  • Module 6: Identify and Design
  • Module 7: Offer and Accept
  • Module 8: Proof of Value
  • Module 9: Production Deployment
  • Module 10: Realize and Validate Customer Value
  • Module 11: Wrap Up and Next Steps
 

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