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Which option is a main benefit that Cisco Partners bring to the table for customers?

Which option is a main benefit that Cisco Partners bring to the table for customers? A. Cisco expertise and the ability to have specializations in certain practice areas B. a

Which option is the main element of a Business Outcomes storyline?

Which option is the main element of a Business Outcomes storyline? A. relevancy to customers’ strategy B. Cisco differentiators C. Cisco products D. guaranteed customer ROI Answer: A

Which two elements must you consider when you propose technology solutions? (Choose two.)

Which two elements must you consider when you propose technology solutions? (Choose two.) A. cross-functional service offerings B. the current and future state of technology of the customer C. cloud

What are the most reliable sources for enablement at Cisco besides playbooks?

What are the most reliable sources for enablement at Cisco besides playbooks? A. Wikipedia & Google B. PartnerCentral and Salesconnect C. Industry articles & blogs D. Research and trends reports

When making good use of best practices or scenarios during the selling process, what is the most effective way to present these?

When making good use of best practices or scenarios during the selling process, what is the most effective way to present these? A. Use cases relevant to the customer B.

What is a main benefit that Cisco Partners bring to the table for customers?

What is a main benefit that Cisco Partners bring to the table for customers? A. Cisco expertise and the ability to have specializations in certain practice areas B. A large

When establishing a current view of your customer, which two are internal sources of information? (Choose two.)

When establishing a current view of your customer, which two are internal sources of information? (Choose two.) A. Existing relationships B. Proposals submitted to the customer last year C. Customer’s

Which would be considered an internal SME?

Which would be considered an internal SME? A. System Engineer assigned to the account B. Cisco Services industry consultant C. Cisco Channel Partner Program Manager D. Sales compensation analyst for

When reviewing public financial information published by the company, what data will you find?

When reviewing public financial information published by the company, what data will you find? A. Year-to-year changes in revenue by Geography B. Number of customer service reps C. Company analysis

Which would be considered a 3rd party source of information about a company?

Which would be considered a 3rd party source of information about a company? A. Research note on the company, published by an industry analyst B. CFO presentation to industry group

Why is it important to identify customer expectations of a solution provider?

Why is it important to identify customer expectations of a solution provider? A. This insight is useful for planning a sales approach B. To identify which decision makers have the

Which question would be appropriate to ask a Partner SME, when doing a project for a private company?

Which question would be appropriate to ask a Partner SME, when doing a project for a private company? A. How would you describe the customer’s culture? B. What is the

How should a team use findings from discovery meetings?

How should a team use findings from discovery meetings? A. Identify and develop a point of view on a customer’s needs B. As input for a report on the skill

What does a plan for meeting with the CxO allow you to do?

What does a plan for meeting with the CxO allow you to do? A. Help the customer realize that they have business needs that can be addressed B. Provide solutions

Which tool enables you to gain a high level view of your customer’s business?

Which tool enables you to gain a high level view of your customer’s business? A. Business Model Canvas B. Strategic Question Asking Framework C. Customer Conversation Framework D. Stakeholder Analysis

A Business Motivation Model helps to describe which aspect?

A Business Motivation Model helps to describe which aspect? A. Company aspirations and tactics to achieve them B. Revenue goals by company sales territory C. Criteria for the IT Director

Which tool should you use to establish personal credibility?

Which tool should you use to establish personal credibility? A. A business value statement B. An ecosystem C. A Business Model Canvas D. A Strategic Question Asking Framework Answer: A

When should you establish credibility with customers?

When should you establish credibility with customers? A. Early in the relationship, and continually B. When you need a customer to make a decision C. After you find out the

Which is a factor used to identify relevant senior executives for a project?

Which is a factor used to identify relevant senior executives for a project? A. Influence on investment decisions B. Job title C. Role in the procurement process D. How long

If you identify a stakeholder as having high interest and high power within a target company, where in the power grid should you place the stakeholder?

If you identify a stakeholder as having high interest and high power within a target company, where in the power grid should you place the stakeholder? A. In the Key

What activity must be performed before you can build a refined Business Model Canvas?

What activity must be performed before you can build a refined Business Model Canvas? A. Conduct interviews with strategic questioning B. Identify which to-be process option is lowest cost C.

Which tool should you use to document the findings of your CxO interviews?

Which tool should you use to document the findings of your CxO interviews? A. Stakeholder Analysis Worksheet B. Business Consulting Value Statement C. Customer Conversation Framework D. Business Capability Model

What is the definition of “Cost Structure” in the Business Model Canvas?

What is the definition of “Cost Structure” in the Business Model Canvas? A. Cost of performing all business activities B. Cost of performing IT activities C. Cost of performing HR

Which option represents a customer pain point?

Which option represents a customer pain point? A. Salesperson attrition is higher than competitors B. The customer’s top accounts plan higher budgets next year C. A competitor to Cisco has

Which represents a customer opportunity?

Which represents a customer opportunity? A. Regulations around the customer’s products are being eased, opening up new markets B. Customer sat is pointing to a problem with warranty support C.

Which two options are sources for business capability models? (Choose two.)

Which two options are sources for business capability models? (Choose two.) A. Services the company offers, which produce the highest customer satisfaction B. Benchmarks of similar companies. C. The Business

Which is true about ‘target state capabilities’?

Which is true about ‘target state capabilities’? A. They represent things the customer needs to do, as part of a new business design B. They indicate a maintenance window for

What is a “to be” Business Model Canvas used for?

What is a “to be” Business Model Canvas used for? A. Documenting and identifying gaps between current and required capabilities B. Documenting initial business needs analysis C. Structuring meetings with

Which is a difference between pain points and opportunities?

Which is a difference between pain points and opportunities? A. Pain points cause problems, while opportunities reflect unmet potential B. Pain points can be addressed better through technology solutions C.

Which two steps of the Customer Conversation Framework bridge the gap between the business and technology parts of the conversation? (Choosetwo.)

Which two steps of the Customer Conversation Framework bridge the gap between the business and technology parts of the conversation? (Choosetwo.) A. Smart Solutions B. Architecture Functionality C. Management and

Which two statements are true? (Choose two.)

Which two statements are true? (Choose two.) A. Customers expect a proposal to include solution elements from Cisco and/or partners B. Channel partners may propose a solution that has products

Which option reflects the value of mapping of solutions vs. capabilities?

Which option reflects the value of mapping of solutions vs. capabilities? A. It helps the customer understand how their needs can be met B. It allows for bundled pricing C.

Which is a customer benefit from a Cisco solution?

Which is a customer benefit from a Cisco solution? A. The solution raises the customer’s flexibility in launching new products B. It allows the IT department to defer creation of

Which represents a dependency?

Which represents a dependency? A. Network bandwidth must be improved to achieve acceptable video performance B. Cisco can increase margin by using lower-cost resource C. A pilot must be complete

Why should the solution be presented in business terms?

Why should the solution be presented in business terms? A. This is the most powerful way to associate technology with customer strategic goals B. Cisco and its partners need to

Which two options are elements in your business case? (Choose two.)

Which two options are elements in your business case? (Choose two.) A. Smart Solution recommendations B. Business impact: financial and non-financial C. Implementation roadmap D. Technical specifications E. Rejected solutions

When establishing a current view of your customer, which is an appropriate internal source of information?

When establishing a current view of your customer, which is an appropriate internal source of information? A. Service level agreements your firm helped to create, between the customer IT group

Which customer-provided sources would give you insight into a public company’s recent financial condition?

Which customer-provided sources would give you insight into a public company’s recent financial condition? A. Quarterly filings with the country financial securities government authority B. A news article about a

Why would an investment analyst report be a good source of company information?

Why would an investment analyst report be a good source of company information? A. It will likely give you an inside track on internal management relationships B. You will find

Which two insights would a private company executive expect you to know about their industry? (Choose two.)

Which two insights would a private company executive expect you to know about their industry? (Choose two.) A. Market shares of the top two public and top three private company

Which tool or document can help you identify areas of gaps in knowledge about your customer’s overall strategy and operating model?

Which tool or document can help you identify areas of gaps in knowledge about your customer’s overall strategy and operating model? A. Business Model Canvas B. An account coverage plan

Which is a benefit from establishing credibility with multiple customer stakeholders?

Which is a benefit from establishing credibility with multiple customer stakeholders? A. You increase the odds of gaining an advocate for the largest cost alternative you can offer the customer

Which is an appropriate way to gain data useful for analyzing stakeholder support and power?

Which is an appropriate way to gain data useful for analyzing stakeholder support and power? A. Focus group with a team of customer executives B. Benchmark study C. Analyze win

Which is the preferred aid to help you structure discovery meetings with customers?

Which is the preferred aid to help you structure discovery meetings with customers? A. IT cost analysis B. Business case for the last two proposals C. Strategic QUESTION NO: Asking

Which approach is recommended for gaining deeper insight into pain points raised by a senior customer business leader?

Which approach is recommended for gaining deeper insight into pain points raised by a senior customer business leader? A. Inform the customer of some statistics about their competitors, to get

Which of the following can best help you establish credibility with a customer executive?

Which of the following can best help you establish credibility with a customer executive? A. Ask informational QUESTION NO: s about industry trends B. Talk a lot about your product’s

Which behavior is appropriate when discovering requirements?

Which behavior is appropriate when discovering requirements? A. End meetings earlier than planned to show a sense of urgency B. Avoid taking notes, since you can always return for a

Who are recommended as good sources to provide requirements in a customer engagement?

Who are recommended as good sources to provide requirements in a customer engagement? A. Individuals who have purchased services from the customer B. Subject experts from the company’s strategy organization

Which is true of a Business Motivation Model?

Which is true of a Business Motivation Model? A. It includes detailed financial goals for the customer B. It compares the priorities across levels of the customer organization C. It

Which would you reflect through a “To-Be” Business Model Canvas?

Which would you reflect through a “To-Be” Business Model Canvas? A. The customer’s top future capabilities to increase productivity B. Detailed process handoff criteria C. A recommended organization structure for