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Course Introduction Instructor Introduction Time frame: class from 9am-5pm each day 5-10 min breaks every 50-70 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
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Course Objectives for SBO – Day 1 3
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Exam Information Exam Number810-403 Associated CertificationsBusiness Transformation Duration90 Minutes (60 - 70 questions) Available LanguagesEnglish, Japanese Register Pearson VUEPearson VUE at http://www.pearsonvue.comhttp://www.pearsonvue.com 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
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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
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Exam Topics for SBO with Percentages on Exam 6
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Course Flow 11
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Course Flow 12
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General Concepts of Outcome Selling 13
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Objectives and Outcomes 14
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Capabilities 15
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Measuring Progress and Outcomes 16
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Summary 17
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Shift to Business Outcomes Sales 18
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Move from Products to Outcomes 19
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Vendor Role 20
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Solution Provider 21
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Trusted Advisor 22
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What does the Sales Outcomes Approach Entail? 23
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Outcome Selling Framework 26
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Levels of Different Buyers 27
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Example of Outcome and Benefit by Level 28
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Solutions and Services: Operational Outcomes 29
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Solutions and Services: Technology Innovation Outcomes 30
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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
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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
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Identifying Customer Involvement RACI Chart 51
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Key Areas of the Business Model Canvas 55
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Business Model Canvas Components 56
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Characteristics 57
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Exercise for Business Model Canvas 58
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Exercise for Business Model Canvas 59
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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
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Business Needs Across Verticals- Example 2 67
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Financial Services Industry Scenario 70
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Healthcare Industry Scenario 71
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Manufacturing Industry Scenario 72
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Important and Emerging Technologies 75
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The Big Four 76
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Emerging Technology to Reduce Complexity 77
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The Cisco Internet of Everything (IoE) 78
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Business Outcomes Across the Technology Lifecycle 81
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Reducing the Costs of Maintaining Outdated Technology 82
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Benefits of Cloud in Driving Outcomes 84
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Cisco Cloud Implementation Scenario 85
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Relevant and Potential Stakeholders 89
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Stakeholder Analysis 90
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Stakeholder Power Grid 91
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Leading Stakeholders to a Future State 92
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Conducting Stakeholder Analysis 93
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Customer Relationships – Lifecycle Stages 102
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4 Principles of Negotiation 107
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Influencing and Principled Negotiation 108
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Seven Elements Framework 109
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Seven Elements Framework 110
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Seven Elements Framework 111
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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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