Cisco Applying Cisco Specialized Business Value Analysis

1.

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

Business Model Canvas An account coverage plan for your team's territory A win/loss review from a proposal delivered to the customer 12 months ago Customer's communications plan for the rollout of a new application

2.

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

You increase the odds of gaining an advocate for the largest cost alternative you can offer the customer This shows your #1 priority is to build friends and allies You build a basis for gaining insight into a range of customer viewpoints or priorities You gain influence with the IT Executive, since they alone can help you displace a competitor

3.

What is a gap analysis used to identify?

Capabilities which the customer does not have today, but needs to fulfill business goals A customer network's capacity difference vs. the highest possible with advanced technology The number of connections that can be supported with the existing wireless infrastructure The year-to-date over-run in a customer's IT actual spending vs. budget

4.

Which is true regarding a first pass draft of the business case?

Include a baseline for major costs and benefits, as a starting point for deeper analysis You should not include costs of services, because resources might not be available to deliver the project Only start thinking about the first draft once you have a full picture of deployment and transition costs Ask the customer to commit on a specific deployment schedule, so you can accurately identify the timing of rollout expenses

5.

Which individual is recommended as the author for a business case introduction?

The customer finance executive A project team individual with insight into the overall solution, financials and customer's current situation The System Engineer most familiar with the customer's infrastructure and technical environment The Account Manager, with support from the customer's IT organization

6.

What is the reason for identifying business case dependencies?

They are most likely to help you propose and defend solutions with larger customer investments Customer business executives expect Cisco to minimize the actions their teams are required to execute To improve alignment between the customer IT organization and business units To communicate decisions or actions which must be satisfied in order for the business case to be fulfilled

7.

Which statement is true?

Customer satisfaction improvement represents a financial benefit Financial benefits can include cost reduction in the short term, plus an overall decrease in ongoing expenses Non-financial benefits should be identified by the customer's finance representative In order to include expense savings in a business case, you should create a model to calculate the high to low range of savings

8.

Which reason would be appropriate to disqualify a solution from being included in your recommendations?

The cost and benefits can only be estimated within a 20% range of accuracy The features for a new release of the solution's main product are not yet finalized The solution's core product will be discontinued before the customer's purchasing timeframe The solution includes new products which the customer previously did not have interest in purchasing

9.

Which tool should you use to identify the benefits from possible solutions?

Root cause analysis Stakeholder map Cause and effect benefit model
Business Motivation Model

10.

The business value approach helps you to do what?

Ensure that requirements gathering takes the smallest possible resource and time Use various techniques to add value through the discovery process Bring sales opportunities earlier into the customer business roadmap, to avoid risks from possible budget cuts Increase revenue and profit, by bundling services instead of using customer staff for implementation work

Cisco Applying Cisco Specialized Business Value Analysis

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Cisco Applying Cisco Specialized Business Value Analysis

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