Catalog > All Topics

Building Cisco Business Outcome Aligned IT Roadmaps (BTROAD)

Cisco
5 Days
Download Course Outline
Call for price
Request a Quote
Credit not applicable
Share
Schedule
Export to CSV
  • No schedule events found for this course.
      • PC
        Private Class
        Privately train a group of your employees at your facility, virtually, or any of our locations.
    Request
  • LCLive Classroom
    Live Classroom
    Learn and interact with your instructor and peers in-person in our classrooms.
  • VCVirtual Classroom
    Virtual Classroom
    Attend any of our instructor-led classes virtually regardless of your physical location.
  • PCPrivate Class
    Private Class
    Privately train a group of your employees at your facility, virtually, or any of our locations.
  • GTRGuaranteed to Run
    Guaranteed to Run
    GTR classes are guaranteed to run as promised and delivered.
Course Summary
Show All

Description

This course enables participants to align Cisco architectures, solutions and services with a customers strategic vision and technology needs. Participants will enhance their skills in executing a consultative, business-led sales approach.

Activities train on how to use Cisco’s strategic IT planning (roadmap building) approach to uncover customer priorities, IT capability gaps and financial drivers for Cisco-related IT investments. Participants build skills necessary to gain customer acceptance as a trusted advisor.

This training covers the following topics:

The course prepares students for the 820-432 BTROAD exam required for earning the Cisco Business IT Roadmap Specialist certification.

  • Understanding a customer business strategy and priorities

  • Moving beyond IT to engaging with Line of Business stakeholders; building credibility

  • Identifying how Cisco architectures and solutions address customer IT capability gaps

  • Running a workshop aimed at gaining stakeholder agreement to a roadmap of IT projects

  • Effectively presenting to senior executives

  • Understanding financial concepts; creating inputs for a business case.

Objectives

Upon completion of this course, the student will be able to meet these overall objectives:

  • Adopt a consultative, business led sales approach to customer engagements.

  • Conduct a workshop to capture business strategies, objectives and requirements.

  • Apply Cisco’s approach to building a roadmap of strategic IT initiatives, aligned to the customer’s business priorities.

  • Develop and position a business case for the roadmap to include Cisco Architectural propositions, solutions, services and related offerings.

  • Convey roadmap benefits, gain customer executive buy-in and commitment for action.

Prerequisites

There are no prerequisites but it is recommended that students have passed one of the following exams or have equivalent knowledge:

  • Advanced Borderless Networks for Account Managers (650-377)

  • Advanced Collaboration Architecture Sales Specialist (650-367)

  • Data Center Networking Solution Sales (646-985)

Who Should Attend

  • Channel Partners

  • Customers

  • Employees

Outline

Day One: Introduction

  • Enterprise Architecture: Frameworks, Methodologies and Benefits

  • TOGAF and ITIL: Introduction and Relevance

​ Day Two: Consultative Selling and Business – Focused Engagements

  • Business Transformation and IT-Enabled Change

  • Cisco's Architectural Plays and Solutions Overview

  • Using your Personal Story to Boost Credibility

  • Competitive Landscape and Differentiation

  • Business Finance: Concepts and Approach for Quantifying Value

Day Three: Business Consulting-Roles and Styles

  • Building Skills for Consultative Selling

  • Planning and Conducting Successful Client Meetings

  • Identifying and Managing Stakeholders

  • Establishing Rapport

  • Active Listening

  • Planning and Leading a Planning and Discovery Workshop

  • Essential Ingredients of a Successful Workshop

  • Planning and Conducting a Workshop

  • Assess Workshop Outputs and Implications

  • Analyzing Opportunities and Gaining Support for Change

  • GAP Analysis

  • SWOT Analysis

  • Questioning Approaches and Handling Objections

  • Understanding Change Management

  • Presenting Findings for Maximum Impact

 Day Four: Building an IT Roadmap: Part 1

  • Aligning IT with Business Priorities

  • Building a Strategic IT Roadmap: Introduction, Approach, Roles, Resources

  • Customer Vision Workshop: Planning and Execution

  • Building Architecture and Solutions Relevance

Day Five: Building an IT Roadmap: Part 2

  • Discovery and Current State Assessment

  • Creating an Architectural Framework and Roadmap

  • Gaining Agreement: Call to Action