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BTUBVAF 2.0 – Understanding Cisco Business Value Analysis Fundamentals


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  • 3 Days Course
    Business Skills

    Classroom + Online

    Course Details


    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 architectures, solutions and services.
    • Understanding financial concepts which influence customer investment decisions.
    • Applying an overall framework for successful customer conversations.


    This course prepares professionals for the Cisco Business Value Fundamentals exam (#810-420). A passing score on this exam is a requirement for earning the Cisco Business Value Specialist and Cisco Certified Business Value Practitioner designations.


    Upon completing this course, the learner will be able to meet these overall objectives:

    • Articulate the benefits of a Cisco Business Value engagement
    • Engage with customers using business value terms
    • Use basic tools in a Cisco Business Value engagement
    • Understand fundamental financial terminology and concepts
    • Read and interpret financial documents
    • Understand the basis for evaluating investment decisions
    • Create a Business Case for customers.


    Day One

    • Module 1: Understanding Business Value
    • Module 2: Boosting your Credibility
    • Module 3: Establishing a View of Business Needs

    Day Two

    • Module 4: Refining your View of Business Needs

    Day Three

    • Module 5: Finance and Business Value

    Target Audience

    • Cisco Channel Partners with Sales Role
    • Employees with Sales Role


    Prior to attending, it is highly recommended that students have completed the following training courses or have equivalent knowledge:

    • Selling Business Outcomes (OUTCOMES)
    • Cisco Sales Essentials (CSE)