Accelerating Customers’ Digital Transformation with DNA

Session Detail:    Virtual 1 Day

The Accelerating Customers’ Digital Transformation with DNA course is designed to teach you how to position and sell Cisco’s Digital Network Architecture (DNA) such that it delivers positive business outcomes for any customer and consequently forms the basis for business transformation and business growth.

About this Course

The Accelerating Customers’ Digital Transformation with DNA course is designed to teach you how to position and sell Cisco’s Digital Network Architecture (DNA) such that it delivers positive business outcomes for any customer and consequently forms the basis for business transformation and business growth.

Audience Profile

Primary audience for this course are:

  • Account Managers
  • Account Directors
  • Business Development
  • Sales Support
  • Pre-Sales
  • System Engineers

At Course Completion

At the completion of this course, you will have learned to:

  • Articulate the value of Cisco DNA in helping a customer reach their strategic business objectives.
  • Discuss the importance of selling Lifecycle Services and DNA together to drive new opportunitie
  • Sell using ‘positive business outcomes’ rather than ‘negative scare tactics
  • Use business outcomes and DNA business themes to progress a customer’s ‘digital ready’ strategy
  • Understand Cisco’s unique value in the market and how to use it to defeat objections and the competition
  • Ensure a ‘business-first’ and ‘digital ready’ approach when selling and positioning Cisco DNA
  • Provide a visual demonstration of the key DNA components

Prerequisites

  • A basic knowledge of relevant Cisco technologies

Session Outline

Class Outline

Module 1: Why Digitization is Transforming the IT Market

  • Digital Enterprise Definition
  • The 4 Pillars of Digitization (IoT, Mobility, Big Data and Cloud)
  • Digital Disruption
  • What difference will it make to me as a partner?

Module 2: What is the Digital Network Architecture?

  • What is DNA?
  • The DNA Design Principles
  • The Solutions Underpinning the Design
  • How Different is DNA
  • Exercise – Work both individually and as a team to align customers’ current service offerings with the 4 pillars of DNA and how they can use those services to help your customers accelerate their digital strategy based on DNA components

Module 3: Who Will We Sell This To?

  • Target Markets, Target Customers and Target Stakeholders
  • DNA Use Cases
  • Exercise – Work in teams to build a business case to present to the CIO and a business case that the CIO can then present to the Board.

Module 4: How Will We Sell It?

  • What We are Seeing
  • How to sell DNA to Customers
  • DNA and Cisco ONE
  • Partner Success Stories
  • Exercise: Working in teams, each team will prepare a Customer for each stage of the DNA journey. Next, map to final business outcomes. Finally, plan a Customer Lifecycle Engagement strategy that accelerates their customer’s journey towards digital transformation, building on the Cisco Digital Network Architecture (DNA) and Business Outcomes.

Module 5: The Solutions Underpinning DNA

  • Key DNA Products and Solutions:

Module 6: Summary

  • Additional Resources
  • Summary
  • Q&A
  • Wrap up

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Accelerating Customers’ Digital Transformation with DNA

1 Day
Virtual

$1,440.00

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