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Applying Cisco Specialized Business Value Analysis Skills (BTASBVA)

Course Description Schedule Course Outline

Detailed Course Outline

Technology Sales: Context for Success

  • Markets and Customer Buying Trends
  • Sales Approaches: Choices and Impacts
  • Solution- and Outcome-Based Selling: Pictures of Success
  • The Cisco Approach to Outcome-Based Selling

Know the Customer

  • Industry Background and Customer Baseline
  • Business and Technology Strategies
  • Stakeholders and Their Approach to Decision Making and Management
  • Business Model, Operations, and Value Creation
  • Communication and Negotiation

Build the Sales Opportunity

  • Understanding the Desired Customer Outcomes
  • Quantify the Target Results

Enabling Outcomes with Cisco Solutions and Services

  • Cisco Solutions and Services
  • Risks and Mitigation for Outcome-Based Selling

Financial Considerations and Metrics for Outcomes

  • Financial Aspects of Outcomes
  • Case Study: Articulate Financial Considerations and KPIs

Organizational Change and Adoption

  • Pilot and Prototype Approaches in Outcome-Based Selling
  • Organizational Change and Adoption Considerations
  • Case Study: Organizational Change and Adoption

Managing the Post-Sales Process

  • Cisco Enablement Resources
  • Post-Sales Opportunities
  • Case Study: Identify Post-Sales Opportunities

Wrap Up and Next Steps

  • Wrap Up and Next Steps