Forward-looking customers seek strategic benefits from innovation and new business models. This course extends Business Value Specialist-level skills to address higher levels of transformation scope and complexity. Participants are encouraged to bring example ‘real life’ situations into the sessions, as feasible, respecting confidentiality aspects.

About this Course

Forward-looking customers seek strategic benefits from innovation and new business models. This course extends Business Value Specialist-level skills to address higher levels of transformation scope and complexity. Participants are encouraged to bring example ‘real life’ situations into the sessions, as feasible, respecting confidentiality aspects.

Participants will be exposed to solutions and outcome-based selling situations involving multiple consumption models, timeframes for technology adoption and varied priorities among LoB / IT stakeholders. Sessions allow for significant interaction among attendees.

This course consists of both ELT and ILT components. There is a preparatory ELT course that provides an overview of outcome-based selling and provides additional knowledge and resources prior to taking the ILT version. There is post-ELT course that summarizes the learning and activities from the ILT and provides additional information for successful outcome-based selling. The ELT will also be accessed during the ILT for additional references, case studies, and templates.

At Course Completion

Upon completing this course, students will be able to:

• Understand the most useful tools and techniques and when to use them
• Evaluate and utilize new and advanced tools and techniques
• Demonstrate your knowledge of the architectural approach to Business Transformation
• Identify how to effectively coordinate your internal resources/stakeholders
• Manage your account team in the Architecture Consulting Lifecycle
• Recognize characteristics of customer engagement
• Identify root causes of current challenges and create a plan to address gaps

Prerequisites

• Valid Cisco Business Value Specialist Certification

Class Outline

• Understand the most useful tools and techniques and when to use them
• Evaluate and utilize new and advanced tools and techniques
• Demonstrate your knowledge of the architectural approach to Business Transformation
• Identify how to effectively coordinate your internal resources/stakeholders
• Manage your account team in the Architecture Consulting Lifecycle
• Recognize characteristics of customer engagement
• Identify root causes of current challenges and create a plan to address gaps