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Business Led Secure DC Training for Account Managers (BLSDC)

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Detailed Course Outline

Introduction

  • Objectives

Creating and Detecting the Opportunity

  • Positioning Security as a Business Enabler
  • Market and Business Drivers
  • Secure DC Case Studies
  • Identifying Business Challenges and Business Impact
    • Identifying Business and Security Initiatives
    • Researching for Initiatives
  • Group Exercise (30 minutes)
    • Each group is given a different case study and asked to identify what challenges exist within the business and what is the impact of having those challenges and what initiatives (DC, security or business) the customer is planning and the potential data center threats to those initiatives
  • Positioning our Solutions
    • Secure DC Use Cases
    • Positioning Cisco DC and DC Security solutions
  • Group Exercise (30 minutes)
    • Each group will now work on their case study to what type of DC they have, which solutions (DC or security) may be relevant to their customers and complete a template that shows their customer’s business challenges, impacts, initiatives and goals, the potential threats to those and the possible Cisco solutions.

Customer Engagement

  • Linking Initiatives and Stakeholders
  • Identifying Stakeholders
  • Approaching Key Stakeholders
  • Key Stakeholders and Buyers
    • DC Security Care-abouts and Needs
    • Engaging & approaching the DC Operations Manager, CSO, CFO and CIO
    • Sample Questions
  • Group Exercise (30 minutes)
    • Each group will now work on their case study to identify one key strategic initiative, three key stakeholders and agree three key questions to ask

Setting the Criteria to Win

  • Positioning to Win
  • Unifying the Secure DC with Cisco
  • The SecureX Architecture
  • The Architectural Differentiator
  • The Automation Differentiator
  • Partner Differentiation
  • Driving the Architectural Sale
  • Group Exercise (15 minutes)
    • Each group will now work on their case study to identify a positioning statement on why Cisco’s DC and Security solutions and approach is unique and its value to their customer

Differentiation and Objection Handling

  • Objection Handling
  • Resistance to Change Exercise (0:20)
  • Why Cisco for DC Security
  • Group Exercise (20 minutes)
    • Each group will now work on their case study to agree the top objections that may be raised and how to handle those from a business and technical perspective.

Final Presentation

  • Group Exercise
    • Each team will now create a CxO pitch on how Cisco DC solutions and DC Security will enable the business to implement its Business Initiatives and meet its strategic objectives
    • Debrief
  • Summary
  • Q&A
  • Wrap up