Understanding Cisco Business Value Analysis Fundamentals

Course details

Overview:

Engaging with customers through a business value approach leads to new revenue opportunities and higher account loyalty. Sales and services professionals can provide customers with more value in a shorter time period – especially when clearly-defined needs can be addressed with standard or mature solutions.

Through the course, participants will learn new analysis techniques and improve consultative selling skills. This training covers topics such as:

Understanding the elements of a business value engagement. Identifying and engaging with key stakeholders. Assessing a customer’s business model and motivations. Identifying benefits associated with Cisco’s architectures and Smart Solutions. Understanding financial concepts which influence customer investment decisions. Applying an overall framework for successful customer conversations.

Objectives:

• After completing this program, you will be able to:
• Articulate the benefits of a business value engagement
• Engage with a customer using business value terms.
• Use a framework to provide a repeatable process for a business value engagement.
• Employ relevant techniques and tools on a business value engagement.
• Understand fundamental financial terminology and concepts
• Read and interpret financial documents
• Understand the basis for evaluating investment decisions
• Apply a Customer Conversation Framework with a customer

Content:

Day One

• Understanding business value
• Boosting your credibility
• Establishing your view of business needs
• Building a Business Model Canvas
• Daily recap / Q;A

Day Two

• Engaging with the CxO
• Preparing strategic questions
• Creating a Business Motivation Model
• Translating business needs into capabilities
• Daily recap / Q;A

Day Three (1/2 day)

• Finance and business value
• The Customer Conversation Framework
• Daily and course recap / Q;A