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Introduction to Cisco Sales for Partner Plus Partners (ICSP)

Course Description Schedule Course Outline

Detailed Course Outline

Introduction to Cisco and Partner Certification

  • A Brief History of Cisco
  • Cisco's Vision
  • Cisco Culture
  • Cisco and the Environment
  • Market transitions
  • Acquisition history
  • Cisco's Four Key Architectures
  • Cisco's Channel Routes to Market
  • Partner Incentives and Promotions
  • Cisco Software Strategy
  • Cisco ONE software bundles

Selling Cisco's Enterprise and Digital Network Architecture

  • The Enterprise Network Architecture
  • Network Infrastructure
  • Routing, Switching and Wireless
  • Software Defined Access
  • Cisco Digital Network Architecture (DNA)
  • The 4 Pillars of DNA
  • The Design Principles of DNA
  • Solutions Underpinning DNA (SDAccess. SD-WAN, WirelessAssurance)
  • Cisco Network Visibility & Enforcement Solution

Selling Security Solutions

  • Security Threat Landscape
  • Cisco's Approach to Security
  • The Threat-Centric Security Model
  • The Cisco Security Solutions Portfolio:
  • Web & Email
  • Cloud Security
  • Policy & Access
  • Advanced Threat
  • The 7 Attack vectors and related Cisco Solutions

Cisco's Approach to Selling

  • Business Architecture Approach to Selling
  • Characteristics of a Business Architecture
  • Pillars of engagement skill
  • Sales Engagement Team
  • Customer Journey
  • Cisco Business Architecture Methodology
  • Customer Value Proposition and Value Chain
  • Identifying Customer Business Requirements
  • Identifying Routes to Market with BMC
  • Stakeholder Management
  • Presenting the Business Outcomes Story

Selling Cisco's DC and Cloud Architecture

  • Cisco's DC & Cloud Architecture and Strategy
  • The Unified Data Centre
  • Unified Computing
  • Unified Fabric
  • Unified Management
  • Converged Infrastructures
  • Hyperconvergence and Hyperflex
  • Cisco's Cloud Strategy
  • Cisco Multi-Cloud
  • Cisco Cloudcenter
  • Automation
  • Analytics
  • Fog Computing

Selling Collaboration Solutions

  • Cisco's Collaboration Architecture
  • Cisco's UC Platforms
  • BE6k, BE7k, UCM and WebEx Teams
  • Collaboration Endpoints
  • DX, MX, IX, Phones and Webex Teams Solutions
  • Customer Care Solutions
  • Conferencing Solutions
  • On-Premise and Cloud Solutions
  • Cloud and Hybrid Collaboration
  • One-Cloud Cisco overview

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