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UCS Opportunity Discovery Workshop (UCSODW)

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Detailed Course Outline

Understand the Factors Driving Cisco Server and Switching Sales in Today’s Data Centers

  • Learn the Data Center jargon
  • Trends causing change in today's Data Centers
  • Legacy Architectural Issues in the Data Center
  • Today’s Evolving Data Center Requirements

The Evolving Data Center

  • Mainframe to SOA (Service-Oriented Architectures)
  • Is Cisco relevant in today’s Data Centers?
  • Types of server platforms and how it relates to UCS sales
  • Trends in server architectures and DC architectures

Create Sales Opportunities for UCS in Today’s Data Center

  • Focus on the application pipeline – Business Transformation
  • Understand the application lifecycle and how it affects server sales opportunities
  • Identify the key business drivers for a given set of Data Center solutions

Develop a Consultative Approach to Your Customer

  • Who makes the buying decision for server purchases?
  • Discover who has Budget? TDM vs BDM
  • Develop a Cisco-focused Business Case for “Why UCS?”
  • Who are the account’s Stakeholders and Influencers?
  • Political barriers to overcome

Develop Your Strategy with a Consultative Approach

  • Sell across multiple architectures
  • Business application awareness
  • Discovering budget!
  • Asking the right questions

Who Buys Cisco in the Data Center?

  • TDM – Our focus has always been on selling to IT and the technology teams
  • BDM – How do we approach the BDM? What is our story? What are the BDMs issues?

Analyze Where The Selling Opportunities Lie in Your Accounts

  • Customer’s key business initiatives and the effects on server sales
  • How these business initiatives drive DC sales for UCS and Nexus
  • Focus on the Customer’s key business initiatives
  • Application deployment yields UCS and Nexus deals
  • Closing the deal – How does the customer make purchases?

Cisco’s Data Center Innovations – An Architectural Approach

  • History of Nexus at Cisco – VMware Review – Why virtualization’s impact has changed today’s Data Center
  • Overview of Nexus Platforms – Why NXOS?
  • Overview UCS Platforms – Why UCS?
  • The UCSàNexus Integrated Story
  • Identify the key business drivers for a given set of Data Center solutions
  • Positioning Cisco's Nexus portfolio within the customer’s Data Centre architecture
  • Outline the key benefits of a Cisco UCS solution and be able to Cisco UCS differentiate with HP, Dell and IBM solutions

Cisco Unified Computing Solutions

  • Identifying Cisco UCS B-Series Components
  • Identifying Cisco UCS C-Series Components
  • Overview of Intel Processors and Advanced Features

Workshop: Analyzing Cisco UCS Business Opportunities

  • Cisco UCS Partnered Solutions – FlexPod and VSPEX
  • Identifying Cisco UCS Benefits and Differentiators
  • Account Strategy and Planning
 

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