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Win With Mobility - Enterprise Networking Sales Training (WWM)

Course Description Schedule Course Outline
 

Course Overview

This course focuses on how to sell and position Cisco’s wireless and Enterprise Mobility solutions as part of an Enterprise Network architecture and how to actively engage customers in discussion about the business value, business impact and business relevance. This will focus minds around this top of mind Cx level issue which holds huge opportunities for the majority of the businesses with which you will be engaging with.

The course will be a balance of practical discussion, workshop exercises and lecture sessions. Delivery can be done either virtual (instructor led-online with WebEx), or ILT (instructor- led training in a classroom). The style of delivery will present technical information in a non-technical manner employing everyday analogies wherever possible and to emphasize key sales messaging.

Who should attend

This class is aimed at Partner Account Managers and business professionals.

Prerequisites

Prior to attending, AMs should have the Cisco Sales Essentials (version 5 or 6 preferably) Certification, or the equivalent in knowledge.

Course Objectives

Following completion of this course, delegates will:

  • Be very clear on the latest Cisco strategic messaging which will differentiate you from your competition.
  • Explore the key building blocks of a Mobility strategy. This encompasses the historical BYOD messaging which has now evolved to reflect the fast pace of change within this dynamic technology area which is proving to be disruptive for many business models.
    • Smart Devices driving mobile app consumption
    • Gigabit Wifi for user experience
    • Reduce Security Risk
    • Increase Access Switching Performance
    • Deliver enhanced mobile experience to and in the branch
    • Including the four pillars of the Intelligent WAN (IWAN)
  • This course will have a business focus and whilst the solution components will be covered at a superficial level – the objective of the course is to align the Cisco end to end solution to the changing business environment.
  • Analyse an organizations present mobile enterprise, and identify the unique values to be realized by the company for investing in an Enterprise Mobility architectural solution.

Detailed Course Outline

Introductions – Disruptive Technologies and their impact on Business.

  • Cisco macro global strategy and 2015 focus
  • Evolution from C/BYOD – what’s changed?

Understanding the Business Problem

  • Why Mobility – statistics to focus the mind
  • 5 Pillars of Enterprise Mobility with Case Studies
    • Smart Devices driving mobile app consumption
    • Gigabit Wifi for user experience
      • Aligned to business metrics
      • Why Cisco for 802.11ac
    • Reduce Security Risk
      • Integrated security to seamlessly meet business needs
      • Trustsec, Netflow, ISE, 802.1x
      • Reference architecture with Case studies
      • What to sell and why
    • Increase Access Switching Performance
      • Why the edge is critical
      • What to position at the edge
      • Case Studies
    • Deliver enhanced mobile experience to and in the branch
      • ISR Migration
      • Branch connectivity and IWAN
      • Including the four pillars of the Intelligent WAN (IWAN)

Selling Enterprise Mobility

  • Trigger Points – what to look for
  • What challenges is it addressing – CxO level, LoB Level, Technical
  • Who do we approach and what is our messaging?
  • Linking Customer Goals to Unified Access and BYOD
  • Linking Solutions and Concerns to UA and BYOD
  • Articulating Value and Building a Business Case

Self-Empowerment

  • Sales tools/ Sales collateral :Win with Mobility
  • X - the conversation guides
  • Promotion and programs: UA Breakaway
  • Self Drive introduction

Class Exercise

  • Opportunity Spotting
  • Aligning Enterprise Mobility to Business Needs

Q&A

Finish

Classroom Training

Duration 1 day

Price
  • United States: US$ 695
Enroll now
Online Training

Duration 1 day

Price
  • United States: US$ 695
Enroll now