Building Cisco Business Outcome Aligned IT Roadmaps (BTROAD)

Course Description Schedule Course Outline
 

About this Course

This comprehensive 5-day Cisco Business Transformation course enables you to align Cisco architectures, Smart Solutions and services with a customer’s strategic vision and technology needs. You will enhance your skills in executing a consultative, business-led sales approach. Activities teach you how to use Cisco’s Transformational Networking methodology in uncovering customer priorities, IT capability gaps and financial drivers for Cisco-related IT investments. You will build the skills necessary to gain customer acceptance as a trusted advisor thus driving higher Cisco / channel partner revenue, influence and customer loyalty.

You will cover topics such as:

  • Understanding a customer business strategy and priorities
  • Moving beyond IT to engaging with Line of Business stakeholders and building credibility
  • Identifying how Cisco architectures and solutions address customer IT capability gaps
  • Running a workshop aimed at gaining stakeholder agreement to a roadmap of IT projects
  • Effectively presenting to senior executives
  • Understanding financial concepts; creating inputs for a business case

Who should attend

Engineers and Architects involved in the planning of customer solutions.

Class Prerequisites

  • Have a valid Cisco CCO Login
  • Have passed or have equivalent knowledge in one of the following:
    • Advanced Borderless Networks for Account Managers (650-377)
    • Advanced Collaboration Architecture Sales Specialist (650-367)
    • Data Center Networking Solution Sales (646-985)
  • CCDP is recommended
  • An overview understanding of the ITIL and TOGAF9 frameworks and the key principles, components, processes and techniques of each framework.

What You Will Learn

  • Adopt a consultative, business led sales approach to customer engagements
  • Conduct a workshop to capture business strategies, objectives and requirements
  • Convey roadmap benefits
  • Gain customer executive buy-in and commitment for action
  • Apply the Cisco Transformational Networking methodology
  • Create a technology and initiatives roadmap plus supporting deliverables, aligned to the customer’s business priorities
  • Develop and position a business case for the roadmap to include Cisco Architectural propositions, Smart Solutions, Services and related offerings

Outline: Building Cisco Business Outcome Aligned IT Roadmaps (BTROAD)

Module 1: Introduction
  • Enterprise Architecture: Frameworks, Methodologies and Benefits
  • TOGAF and ITIL: Introduction and Relevance
Module 2: Consultative Selling and Business – Focused Engagements
  • Business Transformation and IT-Enabled Change
  • Cisco's Architectural Plays and Solutions Overview
  • Using your Personal Story to Boost Credibility
  • Competitive Landscape and Differentiation
  • Business Finance: Concepts and Approach for Quantifying Value
Module 3: Business Consulting-Roles and Styles
  • Building Skills for Consultative Selling
  • Planning and Conducting Successful Client Meetings
  • Identifying and Managing Stakeholders
  • Establishing Rapport
  • Active Listening
  • Planning and Leading a Planning and Discovery Workshop
  • Essential Ingredients of a Successful Workshop
  • Planning and Conducting a Workshop
  • Assess Workshop Outputs and Implications
  • Analyzing Opportunities and Gaining Support for Change
  • GAP Analysis
  • SWOT Analysis
  • Questioning Approaches and Handling Objections
  • Understanding Change Management
  • Presenting Findings for Maximum Impact
Module 4: Building an IT Roadmap: Part 1
  • Aligning IT with Business Priorities
  • Building a Strategic IT Roadmap: Introduction, Approach, Roles, Resources
  • Customer Vision Workshop: Planning and Execution
  • Building Architecture and Solutions Relevance
Module 5: Building an IT Roadmap: Part 2
  • Discovery and Current State Assessment
  • Creating an Architectural Framework and Roadmap
  • Gaining Agreement: Call to Action
Classroom Training

Duration 5 days

Price
  • United States: US$ 3,895
  • Cisco Learning Credits: 39 CLC
Enroll now
Online Training

Duration 5 days

Price
  • United States: US$ 3,895
  • Cisco Learning Credits: 39 CLC
Enroll now