Cisco Architecture Vision Workshop (GIG)
Short course
In Manchester, Slough and London
Description
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Type
Short course
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Location
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Duration
1 Day
After completing this course, students should be able to: Understand what a business solution is versus a technology sale Understand the challenges and restrictions faced by presenting technology to a customer Describe the benefits of presenting technology through a business solution based upon a customer's business drivers Understand how to re-think a customer's requirement. Suitable for: Account Managers.
Facilities
Location
Start date
Start date
Start date
Start date
About this course
Basic Networking Knowledge (101 Networking).
Reviews
Course programme
Course Objectives
After completing this course, students should be able to:
- Understand what a business solution is versus a technology sale
- Understand the challenges and restrictions faced by presenting technology to a customer
- Describe the benefits of presenting technology through a business solution based upon a customer's business drivers
- Understand how to re-think a customer's requirement and 'storyboard' a presentation
- Describe the examples of real life scenarios that present business benefits for the chosen Architectural Play area
- Empowered to solution sell by chosen Architectural Play
Prerequisites
Basic Networking Knowledge (101 Networking)
Who should attend
Account Managers
Course outline
- Module 1:
- Understand what a business solution is versus a technology sale
- Module 2:
- Understand how to re-think a customer's requirement and 'storyboard' a presentation
- Understand the challenges and restrictions faced by presenting technology to a customer
- Describe the benefits of presenting technology through a business solution based upon a customer's business drivers
- Module 3:
- Real life examples of solution sale
- Understand customer's business drivers
- Understand technologies within solution
- Examples of product solutions within Architectural Plays
- Module demonstrates how a different approach became a larger sale!
- NB: Hosted by Architectural Play Technology Expert (CCSI with consultancy experience)
- Module 4:
- Painting a storyboard with a customer (single Architectural Play focus per group)
- Practical group session - (Innovise to provide each group with a "real-life" situation/case study question)
- In groups discover the customer's business drivers and build the solution with Cisco products and present storyboard back
- NB: Hosted by Architectural Play Technology Expert (CCSI with consultancy experience)
Cisco Architecture Vision Workshop (GIG)