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BVBC - Cisco Business Value Bootcamp (BVBC)

  • Overview
  • Who Should Attend
  • Certifications
  • Prerequisites
  • Objectives
  • Content
  • Schedule
Course Overview

Duration: 5 Days

This course is a combination of Selling Business Outcomes, Applying Cisco Specialized Business Value Analysis Skills, Executing Cisco Advanced Business Value Analysis and Design Techniques. The course builds core knowledge and abilities for selling technology services and solutions with a business outcome focus. Individuals will have the opportunity to apply real-life business case studies using guided exercises. Prior to that, the instructor will provide an overview of the content and knowledge that is necessary to complete the exercises.There will be a facilitated discussion and exercises to cover the full sales process, from prospecting through winning deals and spurring adoption and usage. 

Who Should Attend

  • Individuals in sales role within Cisco and cisco channel partners

  • Account Managers

  • Sales Specialists

  • System Engineers

  • Channel Partners

  • Customers

  • Employees

Course Certifications

This course is part of the following Certifications:


Course Objectives

Students will be able to:

  • Explain the tenets, principles, and approach to business outcomes sales

  • Articulate the customer environment for purchasing and adopting technology solutions

  • Describe opportunities for sales revenue and customer impact across industry verticals

  • Discuss critical success factors and key performance indicators for business outcomes sales

  • Apply research and customer information to prepare an outcome-based selling strategy

  • Apply Cisco business outcome selling approach from market awareness to solution tracking

  • Interpret a customer business context

  • Determine desired customer outcomes

  • Assess diverse industry and account information by compiling key insights and transforming them into a description of the customer context for outcomes-based selling

  • Describe the challenges and opportunities related to using consultative approaches in selling solutions and services to large enterprise customers

  • Illustrate tactics to manage stakeholder power and interest across the IT sales and consumption cycles

  • Apply the Cisco 9-Step Sales Approach to achieve a customer agreement for acquiring and adopting solutions and services that support’s their business outcomes

Course Content

  • The Business Outcomes Sales Approach

  • Aligning Business Outcomes to the Customer Business Context

  • Sales Opportunities and Outcomes across Industry Verticals

  • Identifying Business Outcomes from Emerging Technology

  • Business Outcomes Selling Concepts

  • Business Context and Requirements

  • Customer Requirements and Desired Outcomes

  • Outcomes and Solution Recommendations

  • Cisco Integrated Sales Process

  • Industry Exposure and Solution Marketing

  • Account Team Exposure

  • Customer Exposure

Course ID: BVBC

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