Exam Name: Applying Cisco Specialized Business Value Analysis
Certification Provider: Cisco
Corresponding Certification: Accelerating Sales
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Cisco 820-421 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Define Architecture Concepts | - Use of reference models - Difference between current and future state business capabilities |
| Capture Requirements | - Conduct discovery meetings and document findings - Establish credibility and stakeholder analysis |
| Refine Business Needs & Perform Business Transformation Analysis | - Perform gap and value chain analyses - Identify business scenarios and pain points |
| Create Business Design and Deliver Solution Recommendations | - Draft recommendations and present to stakeholders - Map solutions to capabilities |
| Create Business Case | - Executive summary creation - Identify costs, risks and benefits |
| Prepare for Requirements Gathering | - Capture insight from existing relationships - Review customer records and published information - Identify expectations and knowledge gaps |
Cisco Applying Cisco Specialized Business Value Analysis Sample Questions:
What tool would you use as a starting point to identify future capability requirements?
- A. Value chain model
- B. Business motivation model
- C. A 'to-be' business model canvas
- D. Root cause analysis
Correct Answer: C 🗳️
Who are recommended as good sources to provide requirements in a customer engagement?
- A. Individuals who have purchased services from the customer
- B. Consultants who did projects for the customer organization 3 years ago
- C. 3rd party staffing specialists / recruiters hired by the customer to fill positions during a busy work season
- D. Subject experts from the company's strategy organization
Correct Answer: D 🗳️
Which two should be included in a "target state implementation approach"? (Choose two.)
- A. Assumptions
- B. Financing terms
- C. Potential risks
- D. Project leader name
Correct Answer: A,C 🗳️
What is the recommended way to treat a current customer capability weakness?
- A. Document this in a way so the IT executive avoids criticism
- B. Expand scope, urgently staffing a deep dive so the customer can most quickly fix the weakness
- C. Use objective data to describe this gap, in a Business Capability Assessment
- D. Highlight this in the next executive briefing, to get credit for finding out gaps
Correct Answer: C 🗳️
The business value approach helps you to do what?
- A. Use various techniques to add value through the discovery process
- B. Bring sales opportunities earlier into the customer business roadmap, to avoid risks from possible budget cuts
- C. Ensure that requirements gathering takes the smallest possible resource and time
- D. Increase revenue and profit, by bundling services instead of using customer staff for implementation work
Correct Answer: A 🗳️
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