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Which statement is a characteristic of future state capabilities?

Which statement is a characteristic of future state capabilities? A. They identify operating practices for a single department. B. They depict all of the requirements that a customer organization desires

Which statement about assumptions that are defined when you create the business case is true?

Which statement about assumptions that are defined when you create the business case is true? A. They reflect best case situations for obtaining the highest level of benefit. B. They

Which action is the recommended way to address a business constraint on “user training time”?

Which action is the recommended way to address a business constraint on “user training time”? A. Create a self-study module and inform users that they are responsible to train themselves

Which statement about discovery meetings for larger scope projects is true?

Which statement about discovery meetings for larger scope projects is true? A. Discovery should be performed to a lower level of detail than for smaller projects. B. Planning for discovery

Which option describes what extending requirements analysis allows you to do?

Which option describes what extending requirements analysis allows you to do? A. expand the scope of your project B. give you more time to deliver on existing project commitments C.

Which statement explains why a requirement is different than a viewpoint?

Which statement explains why a requirement is different than a viewpoint? A. Requirements are subjective and viewpoints are fact. B. Requirements must come from one person. C. Requirements state needs

You are working on a project to install a new RFID system for a logistics company. Which obstacle to realizing benefits should you expect?

You are working on a project to install a new RFID system for a logistics company. Which obstacle to realizing benefits should you expect? A. A network upgrade is in

Which option is included in a business scenario?

Which option is included in a business scenario? A. activity-based costing used to perform the activities. B. peak, low, and average transaction volumes C. business goal, major activities, information used,

Which option is recommended when you document potential solution options?

Which option is recommended when you document potential solution options? A. Only list two possible choices to make it easiest for the customer to make a selection. B. Communicate information

Which statement describes the recommended level of detail for analysis when you first identify Cisco Architectures and Smart Solutions that could meet business needs?

Which statement describes the recommended level of detail for analysis when you first identify Cisco Architectures and Smart Solutions that could meet business needs? A. A fine level of detail,

Which statement about why stakeholder analysis for a large initiative can be challenging is true?

Which statement about why stakeholder analysis for a large initiative can be challenging is true? A. A higher level of politics and uncertainty typically exists with larger initiatives. B. The

Which statement describes a benefit of using scenarios for business transformation?

Which statement describes a benefit of using scenarios for business transformation? A. They allow you to prototype the user interface without full development of all screens. B. They give the

Which option is a governance approach for a project?

Which option is a governance approach for a project? A. a process for approving changes B. an annual strategy planning session C. informal surveys D. a job description for network

Which statement describes the benefit of identifying solution interdependencies?

Which statement describes the benefit of identifying solution interdependencies? A. This shows the customer that you have a strong understanding of the Cisco portfolio. B. It greatly shortens the timeframe

Which option describes what a change leader is responsible for?

Which option describes what a change leader is responsible for? A. telling people how they should do their work B. assigning key people to be role models C. planning to

Which option is a key concept of the unique Cisco sales approach?

Which option is a key concept of the unique Cisco sales approach? A. Add as many new Cisco technologies to the solution that meet customer needs. B. Start driving outcomes

Which statement best describes the Cisco sales approach?

Which statement best describes the Cisco sales approach? A. Understand the goals of the buyer. B. Focus on Cisco technologies already in place. C. Focus on fulfilling customer needs and

Which option is a recommended activity that is important for outcome selling?

Which option is a recommended activity that is important for outcome selling? A. Use a checklist to cover all renewal needs. B. Have strategic value-based discussions with management. C. Ask

Which question provides the best information to use to define customer success factors?

Which question provides the best information to use to define customer success factors? A. What services do you need? B. Which Cisco products best fit your goals? C. What tools

Which two main things must you know about stakeholders to identify where they fall in a power grid? (Choose two.)

Which two main things must you know about stakeholders to identify where they fall in a power grid? (Choose two.) A. role in company B. degree of influence C. size

Which option has a broad-reaching effect on buying organizations?

Which option has a broad-reaching effect on buying organizations? A. technology plan B. business unit projects C. corporate plan D. operating processes Answer: C

Which option is a structured way to understand business landscape and context?

Which option is a structured way to understand business landscape and context? A. business model canvas B. business outcomes canvas C. business model outcomes D. business canvas approach Answer: A

Which four options are the top-level key areas of the business model canvas?

Which four options are the top-level key areas of the business model canvas? A. products, services, solutions, outcomes B. infrastructure, offerings, customers, finances C. markets, channels, partners, customers D. resources,

Which option has a major influence on how fast an enterprise can move toward a stronger use of digital business capability?

Which option has a major influence on how fast an enterprise can move toward a stronger use of digital business capability? A. skills to manage risks related to use of

Which option lists the top four technology trends that affect all enterprise business decisions?

Which option lists the top four technology trends that affect all enterprise business decisions? A. security, big data, mobile, Internet B. mobility, social, data, security C. social, mobility, analytics, cloud

Which option is a primary reason for using the Cisco Services Solution story with customers?

Which option is a primary reason for using the Cisco Services Solution story with customers? A. to enhance the sales experience for an account manager B. to raise customer expectations

Which element is recommended to align solutions and services to the customer business?

Which element is recommended to align solutions and services to the customer business? A. key performance indicator B. total cost of ownership C. goals and objectives D. critical success factor

Which type of organizational goals do key performance indicators measure?

Which type of organizational goals do key performance indicators measure? A. tactical B. financial C. strategic D. technological Answer: A

Which option is used to describe a customer’s vision, mission, strategy, and major initiatives?

Which option is used to describe a customer’s vision, mission, strategy, and major initiatives? A. business value chain B. business model canvas C. critical success factor D. technology implementation plan

According to Cisco best practice, which option must you understand before you identify business outcome opportunities?

According to Cisco best practice, which option must you understand before you identify business outcome opportunities? A. organization chart B. decision-making process C. current technology plan D. customer value proposition

According to research, what is the leading reason that technology projects fail?

According to research, what is the leading reason that technology projects fail? A. poor stakeholder identification and management B. lack of budget C. too many stakeholders D. lack of a

Which tool is recommended to help identify customer responsibilities in one of their business processes?

Which tool is recommended to help identify customer responsibilities in one of their business processes? A. BMC chart B. RACE report C. Agile chart D. RACI chart Answer: D

You are working to understand a customer business environment. Which two options are preferred data gathering techniques? (Choose two.)

You are working to understand a customer business environment. Which two options are preferred data gathering techniques? (Choose two.) A. surveys B. interviews C. asking competitors D. stock analysis reports

Which option is the outcome when you compare the current state of technology with the capabilities of emerging technologies?

Which option is the outcome when you compare the current state of technology with the capabilities of emerging technologies? A. Create a plan to migrate using cloud technologies. B. Identify

Which framework can give the best insight and visual flow into how a customer’s functions work together, to go from parts inventory through shippedproduct?

Which framework can give the best insight and visual flow into how a customer’s functions work together, to go from parts inventory through shippedproduct? A. business model canvas B. porters

Which statement is true?

Which statement is true? A. Cloud services provide opportunities to reduce the cost of maintaining outdated technology. B. Cloud services are required by all companies who want to be competitive.

Which two activities require strong facilitation skills for gathering qualitative data? (Choose two.)

Which two activities require strong facilitation skills for gathering qualitative data? (Choose two.) A. workshop B. focus group C. survey D. questionnaire E. interview Answer: AB

When uncovering information about the customer, which method can provide a higher volume of data points efficiently?

When uncovering information about the customer, which method can provide a higher volume of data points efficiently? A. workshop B. focus group C. survey D. interview Answer: C

When return on investment is expressed in a business outcomes story, which set of factors should be included?

When return on investment is expressed in a business outcomes story, which set of factors should be included? A. financial benefits, overall business impact, length of time to realize benefits

When you seek customer support for an action, which framework can be used to plan influential communication?

When you seek customer support for an action, which framework can be used to plan influential communication? A. stakeholder analysis matrix B. seven elements C. principled negotiation D. business model

Which two elements that are associated with customer interaction is the Seven Elements Framework used to plan? (Choose two.)

Which two elements that are associated with customer interaction is the Seven Elements Framework used to plan? (Choose two.) A. general communications B. high-impact negotiations C. business concepts D. prior

According to Cisco, what is the main benefit of the Internet of Everything?

According to Cisco, what is the main benefit of the Internet of Everything? A. discrete focus on top industries health and finance B. compensates for errors in business process design

What is a key diferentiator of the Cisco Data Analytics market solution?

What is a key diferentiator of the Cisco Data Analytics market solution? A. It manages a higher volume of data than the competition. B. It sets new standards for data

Which connection would be used to describe ads that a smartphone sends as a person walks around a retail store?

Which connection would be used to describe ads that a smartphone sends as a person walks around a retail store? A. machine-to-machine B. business-to-consumer C. machine-to-person D. sensor-to-device Answer: C

What characteristic is unique to Cisco’s intercloud solution?

What characteristic is unique to Cisco’s intercloud solution? A. broad partner network B. includes public cloud C. advanced security features D. runs standard applications Answer: A

Which option must you know when you plan to negotiate or reach agreement?

Which option must you know when you plan to negotiate or reach agreement? A. underlying Interests of the stakeholders B. timing for decision on purchases C. the customer budget D.

Which option is most likely to improve interactions with customers?

Which option is most likely to improve interactions with customers? A. Understand their communication style. B. Understand the goals of their team. C. Learn their personal interests. D. Know the

Which option is the most effective way to use best practices or scenarios during the selling process?

Which option is the most effective way to use best practices or scenarios during the selling process? A. in use cases that are relevant to the customer B. in business

When selling business outcomes, which two options are key points/ factors related to what the customer wants to achieve must be considered? (Choose two.)

When selling business outcomes, which two options are key points/ factors related to what the customer wants to achieve must be considered? (Choose two.) A. What the business priorities and

How does understanding the customer’s business model holistically address the customer’s business challenge?

How does understanding the customer’s business model holistically address the customer’s business challenge? A. Segmented solutions designed for their specific outcomes makes it easier for them to be more relevant