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(BYOD) Smart Solution Sales for Account Managers (SBYOD)

Course Description Schedule Course Outline
 

Course Overview

The BYOD phenomenon, with iPads and Smartphones forcing their way into corporate infrastructures, represents a major paradigm shift. Cisco’s Borderless Networks Architecture, with integrated approaches to device management, policy, security and mobility represents the industry’s most comprehensive solution to answering this growing trend. This 1-day workshop immerses AMs into Cisco’s BYOD Smart Solutions and validated designs. The course utilizes a balance of practical discussion, workshop exercises and lecture sessions. Delivery can be done either virtual or ILT. The style of delivery will present technical information in a non-technical manner employing everyday analogies wherever possible and to emphasize key sales messaging. Students will take away the following value from this class:

  • How to identify where their customers are on the BYOD spectrum
  • Strategies for prospecting and engaging customers in a discussion of the business value of implementing a Cisco BYOD Smart Solution
  • The tools and knowledge to articulate the value of the uncompromised BYOD user experience provided by Cisco’s Borderless Network architecture, and how to tie it into to Cisco’s VDI and Collaboration architecture discussions.
  • A fundamental understanding of the dependant components supporting a comprehensive BYOD architecture

Who should attend

Account Managers at Cisco Partners whose customers are faced with the challenges of integrating new consumer devices into the scope of IT’s responsibility.

Prerequisites

Prior to attending, AMs should have experience in selling networking, wireless and security technology

Course Objectives

Following completion of this course, students will:

  • Be empowered to have a meaningful conversation with their prospects about how the BYOD phenomenon is brings new challenges to IT, but can also bring cost savings, empower the workforce to greater productivity and be the catalyst to simplifying management of device and user access.
  • Be able to explain the various components that make up Cisco’s BYOD solutions and how they can help customers evolve their IT environments and solve critical business issues.
  • Understand the target market and how to identify BYOD opportunities within key accounts through understanding key buying centres and key buyers and how to engage them to successfully position Cisco BYOD solutions.
  • Understand how to differentiate Cisco solutions against the competition.
  • Understand the Licensing considerations of the components within a BYOD solution.

Detailed Course Outline

1. Understanding the BYOD Phenomenon
  • Trends and Business Drivers behind BYOD
    • Consumerization of IT
    • A Diversity of Devices
    • The IT Management Problem in a Post-PC error
    • The demand for multimedia capable apps and collaboration on any device, any where
  • The BYOD Adoption Spectrum: Limited, Basic, Advanced and Embraced
  • How BYOD affects the IT Department
    • BYOD – Choice and Support
    • Management – Visibility and Control
    • On Boarding New Devices
    • The Uncompromised User Experience
    • Authentication for Wired and Wireless Devices
    • Potential for new Attack Vectors
    • Securing Remote Access
    • Securing Smart Phones
    • Real Time Network Usage and Visibility
    • Prevention of Corporate Fraud and DLP
    • Revoking Access
2. Overview of Cisco’s BYOD Solution
  • Alignment with Borderless Network and Secure X Architectures
  • Simplified Management across wired and wireless
  • Simplified Policy development and implementation
  • Native Mode BYOD or Virtual (VDI) Mode
  • BYOD Components Overview
    • Wireless, R & S: Catalyst Switch Portfolio, ISRs, WLAN APs & WLCs
    • Security: ASA, Anyconnect 3.0 Client, ISE 1.1.1MR, ScanSafe
    • Management: Cisco Prime Infrastructure (NCS and LMS)
    • Enabling Mobility and Collaboration: Jabber, Mobility Services Engine
    • Third Party Components: RSA SecurID, MDM, CA, AD
3. BYOD Use Cases
  • Secure Campus Access for Mobile Devices
  • Secure Campus Access for Workstations
  • Remote Access for Mobile Devices and Workstations
  • Enterprise wide security and policy management
    • Asset Recovery, Inventory Management, Reduce Shrinkage, Location by Name, Locating Hosts or VMs, Infrastructure location management
    • Port Utilization, Device/Employee Movement , Suspicious or unauthorized access
    • Location of missing or stolen assets, Location of unknown devices
    • Historical data – utilization, location access, Enabling – who, what, where, When
    • Tracking – how it works
4. Selling Cisco’s BYOD Smart Solution
  • Trigger Points – what to look for
  • BYOD Discussion based on the buyer agent: CxO level, LoB Level, Technical
  • Linking Customer Goals to the right BYOD Solution
  • Linking Solutions and Concerns to BYOD
  • Articulating Value and Building a Business Case
  • Differentiating Cisco’s holistic approach from the competition
  • Creating a Quote and Licensing
Classroom Training

Duration 1 day

Price
  • United States: US$ 695
  • Cisco Learning Credits: 7 CLC
Enroll now
Online Training

Duration 1 day

Price
  • United States: US$ 695
  • Cisco Learning Credits: 7 CLC
Enroll now