> > > UCSODW Detailed outline

UCS Opportunity Discovery Workshop (UCSODW)

Course Description Schedule Course Outline

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

Accessing our website tells us you are happy to receive all our cookies. However you can change your cookie settings at any time. Find out more.   Got it!