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BTEABVD 2.0 – Executing Cisco Advanced Business Value Analysis and Design Techniques


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  • 2 Days Course
    Business Skills

    Classroom + Online

    Course Details


    Throughout this course individuals will have the opportunity to apply real-life business case studies using guided exercises. Prior to each module the instructor will provide an overview of the content and knowledge that is necessary to complete the exercises. Where applicable, course content is presented in the context of actual outcome-based sales scenarios.


    Upon completion of this course, students will be able to:

    • Assess diverse industry and account information by compiling key insights and transforming them into a description of the customer context for outcomes-based selling
    • Describe the challenges and opportunities related to using consultative approaches in selling solutions and services to large enterprise customers
    • Illustrate tactics to manage stakeholder power and interest across the IT sales and consumption cycles
    • Apply the Cisco 9-Step Sales Approach to achieve a customer agreement for acquiring and adopting solutions and services that support’s their business outcomes
    • Demonstrate how a structured solution catalog can enable several types of outcome-based revenue
    • Compose an outcome-based selling proposal that addresses the customer’s business and financial metrics
    • Formulate a plan to capture and report on results from solutions that enable outcomes
    • Compare and contrast the proposed outcomes targets with actual adoption and implementation results
    • Assemble the key elements of an organizational change and adoption strategy to help define the expected benefits from a suite of solutions and services


    • Course Introduction
    • Module 1: Cisco Integrated Sales Process
    • Module 2: Industry Exposure and Solution Marketing
    • Module 3: Account Team Exposure
    • Module 4: Customer Exposure
    • Module 5: Customer Discovery
    • Module 6: Identify and Design
    • Module 7: Offer and Accept
    • Module 8: Proof of Value
    • Module 9: Production Deployment
    • Module 10: Realize and Validate Customer Value
    • Module 11: Wrap Up and Next Steps

    Target Audience

    • Channel Partners
    • Customers
    • Employees


    It is recommended, but not required, that students have the following knowledge and skills before attending this course:

    • Cisco Business Value Specialist Certification