Business & IT Convergence - Understand & Believe Evolution of the Data Center (BIC-UB-EOD)

Course Description Schedule Course Outline

About this Course

Understanding the data center is crucial to identify today’s IT opportunities. The data center is the place where business relevant applications are managed and is one of the areas which are experiencing dramatic change. New technologies like Cisco ACI/SDN, virtualization, in memory data base, Big Data applications, business analytic software as well as changes to governance and delivery models offer many sales opportunities. A solid understanding of the driving forces that demand change as well as the stakeholders inside and outside of the DC department is the key to success. This course enables participants to use consultative techniques to identify opportunities and to sell successfully with confidence and knowledge into the data center.

Related Courses

This course is one of the Understand & Believe modules of our Business & IT Convergence salesforce transformation program that consists of a number of sales skills (sales process) related courses as well as various solution (technology related courses).

Sales skills (sales process) related courses
Solution (technology) related courses – Understand & Believe

Who should attend

Key Account Manager, Account Manager, Sales Team Leader, Business Development Manager

Class Prerequisites

This course is part of our Business & IT Convergence series so it is recommended that you have attended or will attend one or more of our sales skills (sales process) related courses or have comparable skills / knowledge.

What You Will Learn

Upon completion of the course, you will be able to:
    Understand critical success factors for modern data centers
  • Identify and understand key decision makers inside and outside of IT
  • Explain the challenges and needs of todays applications
  • Validate the business benefits of integrated, tested and documented vendor-stacks
  • Identify and capture potential data center opportunities

Outline: Business & IT Convergence - Understand & Believe Evolution of the Data Center (BIC-UB-EOD)

Customer Care-Abouts in Data Centers
  • The role of a modern data center
  • The relevance of applications
  • Understand the DC landscape
  • Navigating the DC buying center
Changing Application Environments
  • Drivers for application change
  • Understanding application lifecycle challenges
  • The need for application portability
  • Cloud fundamentals and challenges
  • Understanding, uncovering and developing customer application needs
Drivers for Integrated Stacks & Virtualization
  • The value of integrated stacks & ecosystems
  • The value and limitation of virtualization
  • Understanding the Cisco DC portfolio and strategy
Identifying & Capturing Data Center Opportunities
  • The need for going beyond TCO
  • Understand how applications are leading data center-sales
  • Building value and generate business benefits
Classroom Training

Duration 1 day

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