Anabelys Carolina Cedeño Batista

Question 1 of 112

2

Which two questions are used during high level outcome selling? (Choose two.)

Select one or more of the following:

What are the technical restrictions of business?
How is progress vs. outcomes measured?
How does talent architecture influence the definition of business outcomes?
How are the goals of top executives achieved?
What capabilities are needed to achieve the outcomes?

Explanation

Question 2 of 112

2

When selling business outcomes, which two options are key points/ factors related to what the customer wants to achieve must be considered? (Choose two.)

Select one or more of the following:

What the business priorities and strategies are.
What the Critical Set of Factors and Key Performance Indicators are.
What the mindset of customers is.
What the business priorities and goals are.
What the Critical Success Factors and Key Performance Indicators are.

Explanation

Question 3 of 112

2

When selling business outcomes, which two key points/ factors related to understanding actual achievement of goals must be considered? (Choose two.)

Select one or more of the following:

specific timeframe and periods
communicational procedures
metrics and calculation procedures
project management milestones

Explanation

Question 4 of 112

1

According to Cisco and related to customers, which is the one and only outstanding reason and justification for business outcome-based sales approach?

Select one or more of the following:

Executives are interested in satisfying customers' needs and requirements.
Managers and supervisors are committed to close the quality of service gap.
Stakeholders are interested in being considered when developing and assessing business outcomes.
Customers are interested in solutions and services that result in measurable outcomes.

Explanation

Question 5 of 112

2

When shifting to business outcomes, which two of these relevant considerations and premises must be taken into account? (Choose two.)

Select one or more of the following:

Customers want to benefit from new, more flexible consumption models.
Technology is acquiring more importance.
Businesses prefer time-to-market acceleration regardless the costs of their IT solutions.
Business transformation dictates that CEOs and their teams become key partners.
Customers want solutions that address specific outcomes.

Explanation

Question 6 of 112

3

When selling outcomes, which three knowledge areas should sales professionals develop? (Choose three.)

Select one or more of the following:

Portfolio selling
Emerging technology trends
Stakeholder management
Sales enablement
Customer advocacy
Cisco partner ecosystem portfolio

Explanation

Question 7 of 112

2

Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two)

Select one or more of the following:

In product-based sales the customer knows the issue and is likely to fix it, in outcome-based sales the customer understands the business goal and what
success looks like.
In product-based sales the customer expects to make product comparisons, in outcome-based sales the customer decides whether to make an investment
based on comparing current and future state.
In product-based sales the customer may or may not be aware of the opportunity or problem, in outcome-based sales the customer will answer questions to
clarify pain points.
In product -based sales the customer wants to hear about multiple solutions, in outcome -based sales the customer does not know value or benefit from a
change.

Explanation

Question 8 of 112

3

At what three major levels can Cisco and its partners provide outcomes? (Choose three.)

Select one or more of the following:

strategic level
operational level
technology innovation level
executive level
business level

Explanation

Question 9 of 112

3

Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose
three.)

Select one or more of the following:

Executives
Influencers
Employees
Decision makers
Suppliers

Explanation

Question 10 of 112

1

RACI model aids can be used to understand specific aspects of stakeholders' involvement in businesses. What does RACI stand for?

Select one or more of the following:

Responsible, Accountable, Consulted, Informed
Reconciler, Accountable, Consulted, Independent
Responsible, Assertive, Consulted, Informed
Reconciler, Assertive, Consulted, Informed
Responsible, Accountable, Consulted, Influenced

Explanation

Question 11 of 112

3

The customer mindset across verticals is changing as they become more aware of technology solutions and their influence on the organization. Which three
options are characteristics of this customer mindset? (Choose three.)

Select one or more of the following:

Perspective towards technology services and solutions is same across industry verticals
Less loyal to a specific vendor due to technology as a commodity and availability of service solutions
Expect providers to sell products and contracts
Expect measurable value in terms of business outcomes
Have a greater understanding of the competitive market and service and solution providers

Explanation

Question 12 of 112

5

There are approximately nineteen industry verticals. Which five are relevant to Cisco? (Choose five.)

Select one or more of the following:

Connected Learning
Connected Buildings
Connected Public Safety
Health Care
Disaster Management
Connected City
Connected Utilities
Connected Factory

Explanation

Question 13 of 112

1

Emerging trends in technology are impacting business outcomes with respect to optimization and innovation. Which are the big four emerging trends?

Select one or more of the following:

Cloud, Industry Issues, Consumerization, IT Appliances
Cloud, Mobility, Activity-Based Working, Security
Cloud, Social Media, Software-Defined Networking, Big Data
Cloud, Mobility, Analytics, Social Media

Explanation

Question 14 of 112

2

Cisco Internet of Everything connects people, processes, things, and data. Which two of its characteristics have an impact on businesses? (Choose two.)

Select one or more of the following:

Leveraging data into more useful information for decision-making
Connecting people for measuring services' usage trends
Delivering the solutions and products to the right person at the right time
Having physical devices and objects connected to the Internet and to each other for intelligent decision making

Explanation

Question 15 of 112

1

Cisco solutions and services are related to every kind of outcomes. Which is the goal of business outcomes?

Select one or more of the following:

To enable CXOs or Line of Business leaders to grow revenues, lower operating costs and achieve strategic business objectives
To help customers establish new technology or evolve current functionality
To help customers operate, manage and optimize technology environment more effectively
To take advantage of new technology to increase business relevance

Explanation

Question 16 of 112

1

Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?

Select one or more of the following:

Using Next Generation IT to increase service quality. Also, reducing risk, complexity and costs
Refining, enriching or developing & enabling new business processes, new markets, and customer interactions
Taking advantage of new technology to increase business relevance
Improving agility & ability to create or deploy high quality, differentiated, innovative services for end users

Explanation

Question 17 of 112

1

Related to business outcomes, why are customers looking for Cisco and its Partners' solutions and services?

Select one or more of the following:

To explore how technology innovation yields new revenue, lower costs, or reduce risk in more detail
To help make a retailer aware of a restocking need while relying on a human interaction faster
To help them more quickly or effectively deploy, absorb, and adopt technologies in which they make investments
To allow customers to complete a marketing research as part of their investment funds

Explanation

Question 18 of 112

3

KPIs are quantitative measurement of progress against the tactical goals of an organization. Which are three characteristics of KPIs? (Choose three.)

Select one or more of the following:

KPIs must be strategic and tactical in nature
KPIs can be financial, managerial, or operational
KPIs measure progress against goals
KPIs are set according to priorities: magnitude and urgency
KPIs define what needs to happen to achieve desired results in the time, budget, and level of expected quality

Explanation

Question 19 of 112

2

Which two options are examples of Key Performance Indicators? (Choose two.)

Select one or more of the following:

Percentage of job offers accepted
Perception level of satisfaction of customers
Quantity of new organizational goals
Revenue growth versus industry benchmark

Explanation

Question 20 of 112

2

CSFs define what an organization should be good at. Which two options are characteristics of CSFs? (Choose two.)

Select one or more of the following:

CSFs are quantitative in nature and focus stakeholder relationships
CSFs describe an element that is needed by an organization or project to reach its goal
CSFs help link business initiatives or processes with selling, designing, developing, and adopting solutions and services
CSFs should receive special and continual attention from management in order to help the organization be effective

Explanation

Question 21 of 112

3

Which options are three examples of Critical Success Factors? (Choose three.)

Select one or more of the following:

Increasing manufacturing efficiency at a rate above increases in supplies
Attracting and retaining more highly qualified staff versus competitors
Providing a holistic perspective to the core business drivers and business outcomes
Matching customer retention rate to customer retention objective
Selling a greater share of profitable products to our customers

Explanation

Question 22 of 112

1

Which discipline covers analyzing stakeholder expectations and their approach and posture towards technology?

Select one or more of the following:

Stakeholder Relationship
Neurolinguistics Programming
Stakeholder Management
Customer Relationship Management

Explanation

Question 23 of 112

2

Which two options are part of customer relationship management? (Choose two.)

Select one or more of the following:

Developing market research.
Moving the customer towards positive decisions about IT investments and initiatives
Classifying customer segments.
Identifying key stakeholders.

Explanation

Question 24 of 112

2

Which two dimensions are used in the stakeholder power grid? (Choose two.)

Select one or more of the following:

Influence/Authority
Power/Influence
Interest/Empathy
Interest/Support
Consensus/Support

Explanation

Question 25 of 112

3

Which three sentences are true regarding the stakeholder power grid? (Choose three.)

Select one or more of the following:

It shows relationships of power among executives.
It displays the risk position of future investments.
It shows current and optimal future state.
It is a visual picture.
It shows quantitative information about stakeholder requirements.
It shows differences among stakeholders.

Explanation

Question 26 of 112

2

Which options are two features of business requirements? (Choose two.)

Select one or more of the following:

Business requirements are managed by stakeholders.
Business requirements support specific business objectives.
Business requirements are prioritized in compliance with influence dynamics.
Business requirements are dynamic in nature and change over time.
Business requirements are always defined inside a line of business.

Explanation

Question 27 of 112

2

Which options are two benefits of understanding the customer's business model? (Choose two.)

Select one or more of the following:

Understanding the customer's business model changes the way you interact with your customer.
Understanding the customer's business model provides control and assessment of project challenges.
Understanding the customer's business model helps track progress through outcomes.
Understanding the customer's business model is used to address the sales force mindset.

Explanation

Question 28 of 112

1

How does understanding the customer's business model holistically address the customer's business challenge?

Select one or more of the following:

Segmented solutions designed for their specific outcomes make it easier for them to be more relevant to their company's business challenges.
Customers define how they want to measure success, and we work with them to turn this into metrics and a plan to achieve results.
As your conversations become more focused on their business challenges and value, customers will see you as a problem solver and not just a sales person.
With the comprehensive solution addressing their whole infrastructure, it is easier for customers to see value and progress, see gaps and what is next, and
manage their IT investments.

Explanation

Question 29 of 112

1

Why is it convenient to tie business outcomes and the customer value proposition?

Select one or more of the following:

Because it accelerates the time to market of new products and solutions while maintaining a reasonable cost structure.
Because this way you can establish fixed business goals and priorities and facilitate the deployment project management.
To reduce complexity for stakeholders, it is easier for them to describe the benefits and to influence others to gain support.
Because it keeps the value proposition unchanged, it is easier for stakeholders to claim for accountability.

Explanation

Question 30 of 112

2

What are two customer goals and objectives driven by their value proposition? (Choose two.)

Select one or more of the following:

Bring digital value to customers, suppliers, partners (ease of doing business).
Reduce the sales force and customer interaction.
Transform the customer experience.
Reduce Operating Expenses and increase Capital Expenditures.

Explanation

Question 31 of 112

1

What is one benefit of using Porter's Value Chain?

Select one or more of the following:

To establish a framework for increasing revenue in the customer business and under project management control.
To define the way the customer business affects the value to their solutions and services.
To explain the competitive advantage of the customer business by comparing certain factors available to them.
To help understand how different facets of the customer business affect their value proposition.

Explanation

Question 32 of 112

1

What is the benefit of using the Business Model Canvas to understand and describe the customer's business?

Select one or more of the following:

It is a mandatory tool in every business school.
Business models are the same across industry verticals.
Understanding the customer business model is essential for determining the right business outcomes.
Each organization has multiple business models.

Explanation

Question 33 of 112

4

Which four aspects are considered by the Business Model Canvas? (Choose four.)

Select one or more of the following:

Finances
Business structure
Sales people
Business development teams
Business value proposition
Strategic Analysis

Explanation

Question 34 of 112

2

Which two options are financial considerations related to determining business outcomes? (Choose two.)

Select one or more of the following:

Capital Expenditures, Operating Expenses.
Internal Return Rate, Discount Rate.
Payback, Chargeback.
Capital Expenditures, Working Capital.
Chargeback, Showback.

Explanation

Question 35 of 112

3

Which three options are financial challenges in business outcome-based selling? (Choose three.)

Select one or more of the following:

Competing stakeholder goals and expectations.
Difficulty to determine external value.
Financial resources are distributed across functional areas.
Competitive analysis is often incomplete.
IT adoption and implementation may have long business cycles.

Explanation

Question 36 of 112

1

What is ROI?

Select one or more of the following:

It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing present value from a technology
solution by the cost of that technology solution.
It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing total investment from a technology
solution by the cost of that technology solution.
It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution
by the margin of that technology solution.
It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution
by the cost of that technology solution.

Explanation

Question 37 of 112

1

Which are the four types of requirements for aligning outcomes to business needs?

Select one or more of the following:

Business, Functional, Strategic, Tactical
Strategic, Tactical, Operational, Procedural
Functional, Operational, Administrative, Strategic
Business, Technical, Functional, Transitional

Explanation

Question 38 of 112

1

What should a sales professional use to ensure a clear understanding of the top priorities of an organization during a business outcome selling?

Select one or more of the following:

A technology gap analysis of the organization's infrastructure.
The list of CSFs and KPIs of the organization.
The analysis of the consumption model that the customer is looking to implement.
A study of the impact that the current state of technology has on the business.

Explanation

Question 39 of 112

1

What should sales professionals do to ensure that business outcomes support what the customer brings to the market?

Select one or more of the following:

Make a list of the CSFs and KPIs of the organization.
Interview the different stakeholders and confirm with them.
Understand the customer's services portfolio.
Understand the customer's value proposition.

Explanation

Question 40 of 112

1

Which consumption model provides the organization with an agreed-upon number of authorized users?

Select one or more of the following:

Per-seat licensing
Concurrent-use licensing
Volume licensing
Pay As You Go

Explanation

Question 41 of 112

1

How does an open plan volume licensing model works?

Select one or more of the following:

It does not specify individual users, so any user can access the service.
It provides the organization with an agreed number of users.
The costs are directly related to usage, not quantity of users.
The enterprise pays as it acquires services.

Explanation

Question 42 of 112

1

Which one of the following solutions enables business outcomes in the financial industry?

Select one or more of the following:

Multilayer Switching
Remote Expert
Plant Floor Control Network
Internet of Everything
Medianet

Explanation

Question 43 of 112

1

Which one of the following solutions enables business outcomes in the manufacturing industry?

Select one or more of the following:

Remote Expert
Advanced Routing
Service Provider Network Infrastructure
Plant Floor Control Network
Multilayer Switching

Explanation

Question 44 of 112

2

Which two classes of solutions enable business outcomes for the Energy/Utilities industry? (Choose two.)

Select one or more of the following:

Advanced Routing
Data Center and Virtualization
Multilayer Switching
Internet of Everything
Remote Expert
Service Provider Network Infrastructure

Explanation

Question 45 of 112

2

Which two benefits does IT as a Service provide to the customer? (Choose two.)

Select one or more of the following:

Reduced OPEX.
Reduced CAPEX.
Reduced ROI.
Reduced TCO.
Reduced Chargeback.

Explanation

Question 46 of 112

1

How could IT as a Service help drive business outcomes?

Select one or more of the following:

By the fast technology acquisition options for the customers.
Providing an organization with the right to use the technology and service without the need for purchasing it.
Providing an organization with various options for the types of services to deploy.
Depending upon what the business is seeking, each type of service has different financial implications for business outcomes.

Explanation

Question 47 of 112

3

Which three additional costs may arise from a subscription model and should be factored into the total cost of ownership of IT as a Service? (Choose three.)

Select one or more of the following:

Cost of accounting and tracking
Software asset and management
Cost of Hardware and Software
Auditing and control
Chargeback and Showback
It varies, depending on the technology solution or service

Explanation

Question 48 of 112

1

How does a performance measurement help the customer business?

Select one or more of the following:

Provides feedback on progress towards settled goals.
Compliance of certain industries regulations.
Help companies monitor its past state.
To reward and to discipline employees.

Explanation

Question 49 of 112

2

Which two options are major tensions that business performance measurement could help balance? (Choose two.)

Select one or more of the following:

Responsive / non-responsive.
Different performance expectations.
Profit, growth and control.
Critical / non-critical.
Monitor and control.

Explanation

Question 50 of 112

3

Which three options are examples of KPIs for Business Outcomes? (Choose three.)

Select one or more of the following:

Improved customer satisfaction
Increased IT service performance
Lower IT asset obsolescence
Revenue growth
Lower OPEX
Increased IT asset utilization

Explanation

Question 51 of 112

2

From the customer perspective, which are two benefits that result when moving from an on-premise solution to a Cloud solution? (Choose two.)

Select one or more of the following:

Recurring revenue stream
Lower initial investment
Higher ROI from investment
Increased value of company
Long-term business cycles benefits

Explanation

Question 52 of 112

1

In a cloud implementation scenario, what does the sales professional must take into consideration regarding the revenue of a business outcomes selling?

Select one or more of the following:

Revenue from this model could increase in 25%.
Revenue from this model is immediate.
Revenue from this model is realized over a longer period of time.
Revenue from this model is three times bigger than in the traditional product selling.

Explanation

Question 53 of 112

2

Which two options are the types of costs the sales professionals should consider with the customer, in helping to position technical support and cloud based
services? (Choose two.)

Select one or more of the following:

Operational costs
Real costs
Hidden costs
Recurring costs
Perceived costs

Explanation

Question 54 of 112

1

What are the phases of the Seven Elements framework?

Select one or more of the following:

Prepare, Plan, Design, Implement, Operate, Optimize.
Past, Present, Future.
Previous, Present, Posterior.
Before, In Between, After.

Explanation

Question 55 of 112

2

Which two options are reasons why effective communications is the key to success? (Choose two.)

Select one or more of the following:

It allows effective interaction between stakeholders.
Can help mitigate the intrinsic risks within negotiation.
It allows other strengths to create maximum impact.
Can help lessen the impact of business weakness.

Explanation

Question 56 of 112

2

Which two options are features of Cisco SalesConnect? (Choose two.)

Select one or more of the following:

Ability to create personalized "briefcases" of content that you can save once, and access from any device.
Single place to find business proposals and instructor led training related to Cisco Partners.
Access to kits of bundled content including IOS images and more.
Trusted, up-to-date, and relevant content displayed using comprehensive, powerful search capabilities.

Explanation

Question 57 of 112

1

Which categories can collaboration help achieve business goals for the customer?

Select one or more of the following:

Innovation, Industries, Incentives.
Line of Business, Vertical, Business Outcome.
Industry markets, Business Outcome, Technology Innovation.
Line of Business, Vertical, Business Value.

Explanation

Question 58 of 112

1

What is the benefit of understanding stakeholder interests?

Select one or more of the following:

Understanding stakeholder interest helps sales people present solutions in the right business or technical language and context.
Aligning the message to the audience requires an understanding of stakeholders' audience goals and ensure a good business proposition.
Matching business needs to outcomes helps sales people present solutions in the right business or technical language and context.
Aligning business goals and technical goals ensure sales people present solutions in the right business or technical language and context.

Explanation

Question 59 of 112

2

Which two options does the sales force need to know to ensure business outcome plan is aligned with stakeholders' needs? (Choose two.)

Select one or more of the following:

The stakeholders' agenda about the business goals.
The stakeholders interest in results which you are seeking to drive.
The stakeholders' chain of command.
The stakeholders' degree of influence and power.

Explanation

Question 60 of 112

4

Which four options are components of the Seven Elements framework? (Choose four.)

Select one or more of the following:

Commitment
Relationship & Distribution
Relationship & Communications
Best Alternative
Interests, Agenda & Normative
Interests, Options & Legitimacy
Alternatives, Opportunities & Legitimacy

Explanation

Question 61 of 112

3

Which three questions are specified by the Seven Elements Framework? (Choose three.)

Select one or more of the following:

Working environment characteristics?
Existing relationship?
Compliance with ISO 20K?
Understanding of own and others interests?
Consequences of not reaching agreement or support?

Explanation

Question 62 of 112

3

Which three options are considerations you have to take into account when communicating the business outcomes story? (Choose three.)

Select one or more of the following:

Be aware of people's time and length of presentation.
Organize the presentation so that the message is clear and key points emerge early.
Prepare carefully the agenda and the objectives definitions.
Use the right verbal and corporate language.
Know your audience and what is of interest to them.

Explanation

Question 63 of 112

4

Which are four considerations to have in mind when communicating the business outcomes story? (Choose four.)

Select one or more of the following:

Share your findings about stakeholder analysis with the audience.
Structure the content to the audience – one size does not fit all.
Address key motivators, business drivers, and the value that business outcomes bring to the customer.
Prioritize lines of business, strategic plan and operating issues.
Create the presentation in terms that the audience understands.
Use consistent formats and designs that the audience is familiar with.

Explanation

Question 64 of 112

3

Which three options are customer motivators? (Choose three.)

Select one or more of the following:

Achievable Business plan
Shared risks with the vendor
Increased services and solutions
Realizable outcomes
Simplify IT complexity

Explanation

Question 65 of 112

2

Which two options are valid combinations of tactic and audience you can use to create your business outcome message? (Choose two.)

Select one or more of the following:

Tactic: Use evidence; Audience type: Critical.
Tactic: Use evidence; Audience type: Uninformed.
Tactic: Build a bond; Audience type: Sympathetic.
Tactic: Build a bond; Audience type: Hostile.
Tactic: Acknowledge the view; Audience type: Critical.

Explanation

Question 66 of 112

1

Which is a direct financial benefit from business outcomes?

Select one or more of the following:

increased net present value
reduced capital expenditures
increased chargeback
increased total cost of ownership

Explanation

Question 67 of 112

1

Which option is a benefit of Cisco enablement resources?

Select one or more of the following:

the ability to create personalized "briefcases" of content
a single place to find business proposals and instructor-led training
access to kits of bundled content, including IOS images and more
it enhances the selling process for seller and the customer

Explanation

Question 68 of 112

1

For which categories can collaboration between the sales professional and the customer achieve business goals?

Select one or more of the following:

industry markets, technology innovation, and business incentives
line of business, technology innovation, and business outcomes
industry markets, technology innovation, and business outcomes
line of business, industry markets, and realized business value

Explanation

Question 69 of 112

1

Which is a benefit of using the power/influence grid to manage stakeholders?

Select one or more of the following:

It helps sales professionals to present solutions in the right business or technical language and context.
It aligns the stakeholder audience's goals with a good business proposition.
It helps move stakeholders from their current to their optimal positions.
It ensures that the sales professional identifies the appropriate key performance indicators for outcomes.

Explanation

Question 70 of 112

2

Which are two reasons customers look for Cisco and its partners' solutions and services? (Choose two.)

Select one or more of the following:

to explore how technology innovation yields new revenue and lowers costs
to help make a retailer aware of a restocking need while more quickly relying on human interaction
to help business more effectively deploy, absorb, and adopt technologies
to enable customers to complete marketing research as part of their investment funds
to help business reduce the total cost of ownership for IT

Explanation

Question 71 of 112

1

Which option is the primary goal in business outcome-based selling?

Select one or more of the following:

improving agility and the ability to deploy innovative services for end users
developing and enabling new business processes, markets, and customer interactions
taking advantage of new technology to increase business relevance
using next-generation IT to increase service quality and reduce risk, complexity, and costs

Explanation

Question 72 of 112

3

Which three areas are covered by the Business Model Canvas in order to understand the customer’s business context? (Choose three.)

Select one or more of the following:

Customer Relationships
Development Plan
Value Proposition
Revenue Streams
Key Policies
Analysis

Explanation

Question 73 of 112

1

Which option describers Return on Investment (ROI)?

Select one or more of the following:

a percentage of dividing net return from a technology solution by the cost of that technologysolution
a percentage of dividing total investment from a technology solution by the costof that technology solution
a percentage of dividing net return from a technology solution by the margin of that technologysolution
a percentage of dividing present value from a technology solution by the cost of that technologysolution

Explanation

Question 74 of 112

1

Which option is a primary reason for using the Cisco Services Solution story with customers?

Select one or more of the following:

to provide a clear way to discuss services that all customers need
to raise awareness of Cisco Services relevancy to go beyond break/fix support
to enhance the sales experience for an account manager
to raise customer expectations of possible outcomes from larger IT investments

Explanation

Question 75 of 112

2

When selling business outcomes, which two key factors must be considered in relation to the achievement of the outcomes? (Choose two.)

Select one or more of the following:

metrics and measurement
project management milestones
specific timeframe and milestones
communication procedures

Explanation

Question 76 of 112

1

Which resource can a sales person incorporate into the business outcome story?

Select one or more of the following:

Include a detailed business strategic plan
Describe the project definition.
Explain technology innovations.
Identify the customers’ care-abouts.

Explanation

Question 77 of 112

1

Which characteristic of the Cisco Internet of Everything has the most impact on business?

Select one or more of the following:

connecting people for measuring the usage trends of services
delivering the services to the right person at the right time
leveraging data into more useful information for decision making
having physical devices and objects connected to the internet

Explanation

Question 78 of 112

1

Which is the main outstanding reason and justification for business outcome-based sales approach?

Select one or more of the following:

Organizations want more from their IT solutions which respect to value, time-to-market, and measurable outcomes.
Organizations want to improve the chain of value based on the cost of IT solutions they provide.
Organizations want to develop marketing and communicational strategies in order to sell more efficiently.
Organizations want to offer a renewed portfolio in order to increase share value.

Explanation

Question 79 of 112

1

Why are customer stakeholders important to the business outcome-based sales approach?

Select one or more of the following:

Because understandingthe concerns, interests, power, and influence of stakeholders enables successful stakeholder engagement.
Because stakeholders consists of partners who are either part of the organization or are external to the organization.
Because stakeholder strategy influence business needs and their involvement in a project to change them
Because relevant and potential stakeholders exist across customers’ and sales professionals’ organizational and functional roles.

Explanation

Question 80 of 112

1

Which option is a difference in the set of questions that Cisco’s approach to outcomes-based sales users

Select one or more of the following:

The product approach answers the question of what product is needed, while the outcomes approach answers what capabilities are needed to achieve the
solutions.
The product approach answers the question of how progress is displayed and correctly communicated, while the outcomes approach answers what the
business objectives services must be included in each solution.
The product approach answers the question of what product is needed, while the outcomes approachanswers what the business objectives anddesired
outcomes are.
The product approach answers the question of what capabilities are needed to deliver product & services, while the outcomes approach gives ananswer
towhat the business rules and capabilities are.

Explanation

Question 81 of 112

2

Which two options are part of the five steps approach needed to conduct a stakeholder analysis? (Choose two.)

Select one or more of the following:

Define ways to move stakeholders from their current to future position.
Identifycustomer stakeholders.
Define absolute power and interest of stakeholders.
Generate consensus among stakeholders.

Explanation

Question 82 of 112

2

Which two factors must you know about stakeholders to identify where they fall in a power grid? (Choose two.)

Select one or more of the following:

role in company
purchasing power
degree of interest
size of budget
degree of influence

Explanation

Question 83 of 112

1

Which framework is used to plan influential communication when seeking customer support for action?

Select one or more of the following:

business model canvas
principled negotiation
seven elements
stakeholder analysis matrix

Explanation

Question 84 of 112

3

Which three audience types represent important stakeholders? (Choose three.)

Select one or more of the following:

suppliers
employees
executives
influencers
gate keeper
decision makers

Explanation

Question 85 of 112

2

Which two options provide financial benefits of business outcome-based selling? (Choose two.)

Select one or more of the following:

New mindset and new capabilities
Reduced CAPEX and lower project costs.
Increased accountability and a better understanding of resource use.
Process efficiencies and faster time to market for new solutions.

Explanation

Question 86 of 112

2

Which are two purposes of the Cisco enablement resources and Cisco Playbooks when articulating the business value to customers? (Choose two.)

Select one or more of the following:

To help the sales force develop new marketing strategies.
To provide additional information on Cisco solutions and services.
To enhance the technology experience and influence the customer.
To improve the proposal and provide the bill of materials to the customer.
To help the sales force with the selling process.

Explanation

Question 87 of 112

1

Which type of organizational goals do key performance indicators measure?

Select one or more of the following:

tactical
strategic
financial
technological

Explanation

Question 88 of 112

3

Which three options are additional costs arising from a subscription model and should be factored into the total cost of ownership of IT as a Service?

Select one or more of the following:

auditing and control
cost of hardware and software
software asset and managed
cost of accounting and tracking
quality assurance management
chargeback and showback

Explanation

Question 89 of 112

1

Which option is the outcome when comparing the current state of technology with the capabilities of emerging technologies?

Select one or more of the following:

Identify gaps for upgrading Cisco products.
Identify gaps that provideopportunities for new services and solutions.
Identify new cloud-based technologies.
Identify the new stakeholders.

Explanation

Question 90 of 112

2

Which two options are benefits of effective communication with stakeholders? (Choose two.)

Select one or more of the following:

It allows other strengths to create maximum impact.
It lessen the impact of business weakness.
It helps mitigate the intrinsic risks with negotiation.
It allows effective interaction between stakeholders.

Explanation

Question 91 of 112

1

Which solution enables business outcomes in the healthcare industry?

Select one or more of the following:

Multilayer Switching
Medianet
Collaboration
Advanced Routing

Explanation

Question 92 of 112

3

Which three options are common business needs across industry verticals? (Choose three.)

Select one or more of the following:

Connected Reactive Maintenance
Connected Mobile Workforce
Connected Platforms
CMX Digital Experience
Secure Ops
Connected Enterprise Resources

Explanation

Question 93 of 112

3

Which three options are perspectives of the customer needs? (Choose three.)

Select one or more of the following:

Functional Area Management
Finding Investors
Technical Professionals
Executive Management
Strategic Executives
Operative Professionals

Explanation

Question 94 of 112

2

Which two options are indirect benefits of a business outcome? (Choose two.)

Select one or more of the following:

Lower maintenance contract cost
Improved customer satisfaction
Lower purchase price of IT assets
Faster time to market for new solutions

Explanation

Question 95 of 112

1

Which option is one of the ways customers expect to gain access to a capability while paying for it?

Select one or more of the following:

improve operations
encourage consumption
acquire technology
access new cloud services

Explanation

Question 96 of 112

3

Which three options are factors or components that must be considered when dealing with a business value proposition? (Choose three.)

Select one or more of the following:

Technological Development
Key Performance Indicators
Firm Infrastructure
Capital Expenditures
Human Resource Management
Operating Expenses

Explanation

Question 97 of 112

1

Which option is a structured process to understand business landscape and context?

Select one or more of the following:

business model canvas
business outcomes canvas
business model outcomes
business canvas approach

Explanation

Question 98 of 112

3

Which are three characteristics of key performance indicators (KPIs)? (Choose three.)

Select one or more of the following:

KPIs are set according to magnitude and urgency
KPIs must be strategic and tactical in nature
KPIs measure progress against goals
KPIs can be financial, managerial, or operational
KPIs define what needs to happen to achieve desired results within a timeframe

Explanation

Question 99 of 112

2

Which two options have a positive impact on costs from the direct benefits provided by?

Select one or more of the following:

Enabling rapid growth to new markets & geographies
Managing technology obsolescence
Managing technology innovation
Saving OpEx shifting to predicable CapEx

Explanation

Question 100 of 112

2

Which two options are benefits of Cisco’s overall portfolio with respect to the set of buyers? (Choose two.)

Select one or more of the following:

increased business performance
enhanced accountability
real-time business intelligence
higher service availability

Explanation

Question 101 of 112

1

Which option is the main benefit of the Internet of Everything?

Select one or more of the following:

makes better use of legacy investments
brings improvements to businesses and people
discrete focus on top industries health and finance
compensates for errors in business process design

Explanation

Question 102 of 112

2

Which two options are characteristics of Critical Success Factors (CSFs)? (Choose two.)

Select one or more of the following:

CSFs describe what is needed by an organization or project to reach its goal.
CSFs receive special and continual attention from management.
CSFs are quantitative in nature and focus stakeholder relationships
CSFs link business initiatives to adopt solutions and services

Explanation

Question 103 of 112

1

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

Select one or more of the following:

additional teams to implement solutions in a timely manner
relationships with key Cisco personnel
a large customer base for which to sell Cisco services
Cisco expertise and the ability to have specializations in certain practice areas

Explanation

Question 104 of 112

3

Which three options are skills that business development teams should develop for outcome-based selling? (Choose three.)

Select one or more of the following:

negotiation and communication
transformative networking mindset
outcome-based mindset
lateral thinking
critical thinking
conflict management and resolution

Explanation

Question 105 of 112

1

Which question provides the best information to define customer success factors?

Select one or more of the following:

What are your business objectives for this project/initiative?
What tools are you looking for, to better measure your ROI?
What services do you need?
Which Cisco products best fit your goals?

Explanation

Question 106 of 112

2

Which two options comprise information you need to achieve a successful outcome-based sales? (Choose two.)

Select one or more of the following:

How stakeholders receive information and what information they want to receive.
What information is communicated to stakeholders in a timely fashion.
The stakeholder influencers, decision makers,and participating individuals throughout the process.
The degree of affinity stakeholders have related to risk.

Explanation

Question 107 of 112

1

Which option is the leading reason that technology projects fail, according to research?

Select one or more of the following:

too many stakeholders
lack of a business model canvas
poor stakeholder management
lack of budget

Explanation

Question 108 of 112

1

Which option must be understood before identifying business outcome opportunities?

Select one or more of the following:

organization chart
decision-making process
current technology plan
customer value proposition

Explanation

Question 109 of 112

1

Why is it necessary to discuss the different types of licensing models with the customer?

Select one or more of the following:

To ensure that the model being considered is the best fit for the required number of users.
to determine what model allows for greater discounts.
To consider the ability of the organization for adapting to the new consumption model
To determine what models will provide the greatest financial benefits and business outcomes

Explanation

Question 110 of 112

1

Which statement is true regarding technical requirements?

Select one or more of the following:

They establish the technical features that the customer value proposition must include.
They establish the technical strategy customer needs to follow to double the business size.
They establish what the business needs to do in order to reduce time to market.
They establish the business strategy that the customer must follow to accelerate their go to market.

Explanation

Question 111 of 112

1

How can a customer determine which activities create more value and competitive advantage for his organization?

Select one or more of the following:

Identifying the least complex activities
Analyzing their business context and industry vertical
Looking for business outcomes that span the value chain
Defining the right KPIs for each activity

Explanation

Question 112 of 112

1

Which option is the benefit of directly mapping business outcomes to specific business needs?

Select one or more of the following:

Increase certainly about business objectives alignment.
Manage and migrate risks.
Best performance and cost reduction.
Maximum relevance, clarity and impact.

	Created by Reyis Castillo over 8 years ago

cisco

Anabelys Carolina Cedeño Batista

Question 1 of 112

Which two questions are used during high level outcome selling? (Choose two.)

Select one or more of the following:

Explanation

Question 2 of 112

When selling business outcomes, which two options are key points/ factors related to what the customer wants to achieve must be considered? (Choose two.)

Select one or more of the following:

Explanation

Question 3 of 112

When selling business outcomes, which two key points/ factors related to understanding actual achievement of goals must be considered? (Choose two.)

Select one or more of the following:

Explanation

Question 4 of 112

According to Cisco and related to customers, which is the one and only outstanding reason and justification for business outcome-based sales approach?

Select one or more of the following:

Explanation

Question 5 of 112

When shifting to business outcomes, which two of these relevant considerations and premises must be taken into account? (Choose two.)

Select one or more of the following:

Explanation

Question 6 of 112

When selling outcomes, which three knowledge areas should sales professionals develop? (Choose three.)

Select one or more of the following:

Explanation

Question 7 of 112

Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two)

Select one or more of the following:

Explanation

Question 8 of 112

At what three major levels can Cisco and its partners provide outcomes? (Choose three.)

Select one or more of the following:

Explanation

Question 9 of 112

Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose three.)

Select one or more of the following:

Explanation

Question 10 of 112

RACI model aids can be used to understand specific aspects of stakeholders' involvement in businesses. What does RACI stand for?

Select one or more of the following:

Explanation

Question 11 of 112

The customer mindset across verticals is changing as they become more aware of technology solutions and their influence on the organization. Which three options are characteristics of this customer mindset? (Choose three.)

Select one or more of the following:

Explanation

Question 12 of 112

There are approximately nineteen industry verticals. Which five are relevant to Cisco? (Choose five.)

Select one or more of the following:

Explanation

Question 13 of 112

Emerging trends in technology are impacting business outcomes with respect to optimization and innovation. Which are the big four emerging trends?

Select one or more of the following:

Explanation

Question 14 of 112

Cisco Internet of Everything connects people, processes, things, and data. Which two of its characteristics have an impact on businesses? (Choose two.)

Select one or more of the following:

Explanation

Question 15 of 112

Cisco solutions and services are related to every kind of outcomes. Which is the goal of business outcomes?

Select one or more of the following:

Explanation

Question 16 of 112

Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?

Select one or more of the following:

Explanation

Question 17 of 112

Related to business outcomes, why are customers looking for Cisco and its Partners' solutions and services?

Select one or more of the following:

Explanation

Question 18 of 112

KPIs are quantitative measurement of progress against the tactical goals of an organization. Which are three characteristics of KPIs? (Choose three.)

Select one or more of the following:

Explanation

Question 19 of 112

Which two options are examples of Key Performance Indicators? (Choose two.)

Select one or more of the following:

Explanation

Question 20 of 112

CSFs define what an organization should be good at. Which two options are characteristics of CSFs? (Choose two.)

Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose
three.)

The customer mindset across verticals is changing as they become more aware of technology solutions and their influence on the organization. Which three
options are characteristics of this customer mindset? (Choose three.)