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 |
|---|---|
| Topic 1: Create Business Case | - Executive summary creation - Identify costs, risks and benefits |
| Topic 2: Create Business Design and Deliver Solution Recommendations | - Draft recommendations and present to stakeholders - Map solutions to capabilities |
| Topic 3: Capture Requirements | - Conduct discovery meetings and document findings - Establish credibility and stakeholder analysis |
| Topic 4: Refine Business Needs & Perform Business Transformation Analysis | - Identify business scenarios and pain points - Perform gap and value chain analyses |
| Topic 5: Define Architecture Concepts | - Difference between current and future state business capabilities - Use of reference models |
| Topic 6: Prepare for Requirements Gathering | - Review customer records and published information - Capture insight from existing relationships - Identify expectations and knowledge gaps |
Cisco Applying Cisco Specialized Business Value Analysis Sample Questions:
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 🗳️
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 🗳️
Which of the following can best help you establish credibility with a customer executive?
- A. Demonstrate awareness and interest in learning more about the company's priorities and published financials
- B. Describe the benefits of Cisco's approach to customer support
- C. Ask informational questions about industry trends
- D. Talk a lot about your product's new features
Correct Answer: A 🗳️
What should you do in identifying solutions that fulfill the capability needs of the customer?
- A. Include only those offerings which the customer has requested information on in the past.
- B. First, identify the relevant Cisco architectures and potential solutions. Next, move on to features.
- C. First, look at the features available and then identify whether these exist in an available solution.
- D. Place the most attention on new ideas or needs which have recently come up in project brainstorming sessions.
Correct Answer: B 🗳️
Assuming the customer is a retail store chain, which describes a business benefit from using technology?
- A. A new video system with a strong track record for quality is implemented.
- B. Higher revenue per customer is possible, based on personalized tips being sent to shopper smartphones.
- C. Store managers better understand their compensation plan, since wording is simpler.
- D. IT staff completes a performance management software tool upgrade on time.
Correct Answer: B 🗳️
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