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Course Introduction Instructor Introduction Time frame: class from 9am-5pm each day 5-10 min breaks every min We will cover Selling Business Outcomes on day 1 We will cover Applying Cisco Specialized Business Value Analysis Skills on days 2-5 I am aware that you are having a function on Friday and we should finish up by lunch time at noon on Friday Lunch also will be every day from 12pm-1pm Student introductions: Name, title and what you do, what do you want to get out of class 2
Course Objectives for SBO – Day 1 3
Exam Information Exam Number Associated CertificationsBusiness Transformation Duration90 Minutes ( questions) Available LanguagesEnglish, Japanese Register Pearson VUEPearson VUE at Passing score varies on amount of questions, generally speaking about 72% is the passing score. If you follow me through this course plus follow the questions laid out, you will be great. So please pay attention 4
Exam for SBO The exam tests a candidate's knowledge and skills related to selling technology services and solutions with a business outcome focus. Questions cover essential capabilities to grow pipeline and revenue through work across sales stages from “Prospect” through “Close”. Candidates can prepare for this exam by taking the Selling Business Outcomes course (OUTCOMES), which is this one day course 5
Exam Topics for SBO with Percentages on Exam 6
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Course Flow 11
Course Flow 12
General Concepts of Outcome Selling 13
Objectives and Outcomes 14
Capabilities 15
Measuring Progress and Outcomes 16
Summary 17
Shift to Business Outcomes Sales 18
Move from Products to Outcomes 19
Vendor Role 20
Solution Provider 21
Trusted Advisor 22
What does the Sales Outcomes Approach Entail? 23
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Outcome Selling Framework 26
Levels of Different Buyers 27
Example of Outcome and Benefit by Level 28
Solutions and Services: Operational Outcomes 29
Solutions and Services: Technology Innovation Outcomes 30
Solutions and Services: Business Outcomes 31
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Knowledge Areas 34
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Gauging the Customer Business Model 36
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Functional Business Areas and the Customer Value Chain 41
Driving Business Outcomes Across the Customer Business Outcomes 42
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CSFs vs KPIs 46
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Type of Requirements 50
Identifying Customer Involvement RACI Chart 51
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Key Areas of the Business Model Canvas 55
Business Model Canvas Components 56
Characteristics 57
Exercise for Business Model Canvas 58
Exercise for Business Model Canvas 59
Benefits of Understanding the Customer Business Model 60
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Industry Verticals 63
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Business Needs Across Verticals- Example 1 66
Business Needs Across Verticals- Example 2 67
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Financial Services Industry Scenario 70
Healthcare Industry Scenario 71
Manufacturing Industry Scenario 72
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Important and Emerging Technologies 75
The Big Four 76
Emerging Technology to Reduce Complexity 77
The Cisco Internet of Everything (IoE) 78
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Business Outcomes Across the Technology Lifecycle 81
Reducing the Costs of Maintaining Outdated Technology 82
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Benefits of Cloud in Driving Outcomes 84
Cisco Cloud Implementation Scenario 85
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Relevant and Potential Stakeholders 89
Stakeholder Analysis 90
Stakeholder Power Grid 91
Leading Stakeholders to a Future State 92
Conducting Stakeholder Analysis 93
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Customer Relationships – Lifecycle Stages 102
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4 Principles of Negotiation 107
Influencing and Principled Negotiation 108
Seven Elements Framework 109
Seven Elements Framework 110
Seven Elements Framework 111
Seven Elements Framework 112
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CAPEX and OPEX 115
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Stakeholder Expectations and Finance 119
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Expressing the Value of Business Outcomes 132
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Key Customer Motivators 139
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