The Business Relevancy of Cisco Advanced Technology

Description

The increasing complexity of the current business environment calls for a better understanding of how to approach and engage business decision makers on strategic technology decisions. To perform their role successfully, sales professionals not only need to have a business relevant discussion, but they also need to know how to link their technology to these discussions. This two-day Instructor-led workshop gives the skills and tools to account managers that will better enable them to strategically position the business relevance of Cisco's collaboration, virtualization and security solutions within vertical markets. Through role plays, case studies and real vertical opportunities they create an engagement and implementation plan for key strategic customers. Participants leave the workshop with action plans that will help drive their success at this level. A single session follow-up webinar coaches students for success and keeps them on track with their execution strategies.

Training Purpose

• To generate new streams of opportunities for Cisco's Advanced Technologies through business relevant discovery and discussions with their clients.
• To significantly change the relationship with their customers by going beyond technology and the IT department.
• To understand how Cisco Advanced technologies can positively impact a company's business initiatives and help them increase the speed of reaching their business objectives.

Course Objectives

At the end of this workshop the participants will be able to:

• Define the concept of Business Relevancy in relationship to their CXO customers' business goals, objectives and measurements.
• Identify how business processes and business behavior are inherent to the business relevancy conversation.
• Determine how Advanced Technologies (Data Center, Unified Communications, Security) positively impact vertical market drivers in the healthcare, financial and education sectors.
• Create an engagement strategy and implementation plan for key customers.

Topics

• Business Relevance - definition, elevating the dialogue, your relevance role
• Top of mind issues for the CIO and other CXO's
• Understanding how the CxO connects technology to business objectives
• Vertical Markets care abouts (healthcare, education and government)
• Tying vertical market care abouts to CxO priorities
• Business Transformation: maximizing the value chain
• Value Chain: understanding how business creates competitive advantage through technology
• Key applications and benefits of Cisco's Advanced Technology (Data Center, Unified Communications, Security)
• Tying AT benefits to business objectives
• Business Relevance Engagement: creating the business relevance elevator pitch, discovery questions and value proposition
• Business Relevance Deployment: strategies to apply objectives to current clients

Suggested Pre-Course Preparation

ANI "AM Fast Start" workshop and one hour of prep work a week prior to the workshop.

Length: 2-day workshop and one 90-minute follow-up webinar session a month later to complete the class requirements.

Audience: Account Managers, Sales Representatives

Class Size: up to 16 people