What Is UC?

Cisco Unified Communications Solutions unify voice, video, data and mobile applications on fixed and mobile networks, delivering an easy-to-use, media rich collaboration experience across business, government agency, and institutional workspaces. These applications use the network as the platform to enable users to connect anywhere, anytime, anyplace, using any media, device or operating system.

What Is UCBTW Virtual Edition And Who Should Attend?

The Unified Communications Business Transformation Workshop Virtual Edition is a one day instructor led training delivered over WebEx training center. It was developed by Cisco and ANI business consultants to teach Partner Account Managers and Pre-Sales Engineers how to properly position Cisco UC solutions by understanding business challenges. Students will learn how to articulate to a business decision maker how a Cisco UC solution can help solve their business issues and transform their businesses processes.

Workshop Overview

At the conclusion of this workshop, participants will be able to:

• Articulate to business decision makers (BDMs) how Cisco Unified Communications applications transform businesses processes
• Understand how to position Cisco UC applications and architecture to their client's business executives
• Recognize customer business needs that will generate demand for Cisco UC applications and Partner Professional Services
• Develop new customer relationships within different levels of a customer's organization
• Illustrate the financial justifications of Cisco UC solutions
• Demonstrate the business value of Cisco Unified Communications applications to BDMs
• Differentiate Cisco UC solutions from competitive offerings to win competitive arguments
• Conduct high-impact discovery meetings with line-of-business executives
• Expand their executive vocabulary/conversation skills and change their sales prospecting conversations to business relevant topics

Workshop Agenda

1. Retiring Quota with UC
• Use Cascade Study on Partner Impact of Business Partnership - Solution Selling
• Activity: Elevator Pitch
2. Transforming Business using UC
• Develop evolution from Convergence to Productivity To Transformation
• Activity: Solutions Pitch & Positioning Statements
3. Fact finding for Critical Objectives
• Introduce the 5 UC Selling Step Process
• Activity: Your Account Planner - Background
4. The BDM Meeting
• Fact Finding - Question Development
• BDM Engagement Framework
5. Business Impact & Discovery
• Defining Soft Savings & Business Value
• Activity: Your Account Planner: Business Contacts Relevancy
6. Developing & Presenting Solutions
• Presentation Framework & Prep
7. Call to Action
• Activity: Developing an Action Plan - Key Activities 15, 30 & 60 days
8. Closing Summary

Length: 1 day

Audience: Account Managers, Sales Representatives

Class Size: up to 20 people

Location: Virtual Classroom