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BTASBVA - Applying Cisco Specialized Business Value Analysis Skills (BTASBVA)

  • Overview
  • Who Should Attend
  • Certifications
  • Prerequisites
  • Objectives
  • Content
  • Schedule
Course Overview

Course Duration: 2 Days

More than ever, technology sales professionals face dynamic, challenging, and rewardign opportunities. The same is true for customer executives, with many leaders focused on revenue growth, higher profits and stronger security, and risk mitigation. IT budget decision makers face difficult choices in balancing digital business or new technology initiatives with continued funding of IT operations and maintenance.

These forces shape the context in which technology sellers operate. Customer buying behavior is driving sales professionals to adapt from a product push-style to customer-centric solutions and outcome-based selling approaches. This transition is best enabled through the acquisition of new knowledge, skills, and related confidence.

Applying Cisco Specialized Business Value Analysis Skills (BTASBVA v3.0) builds practical skills on solutions- and outcome-based selling approaches. Self-study modules, instructor facilitated discussions and exercises cover the full sales process, from prospecting to winning deals and spurring adoption and usage.

BTASBVA v3.0 includes new modules covering Cisco's unique outcome-based selling approach. These steps were defined with pipeline growth, shorter sales cycles, and faster/stronger adoption of technology among the top outcomes.

This course prepares professionals for the Executing Cisco Advanced Business Value Analysis and Design Techniquesexam (820-424). A passing score on this exam is a requirement for earning the Cisco Certified Business Value Specialist and Cisco Certified Business Value Practitioner designations.

Who Should Attend

  • Channel Partners
  • Customers
  • Employees

Course Certifications

This course is part of the following Certifications:

arrow Cisco Business Value Specialist (BVS)
arrow Cisco Business Value Practitioner (BVP)

This course is based on assumption that attendees will have earned the following achievements, skills, knowledge, or equivalent:

  • Passed either the 810-403 OUTCOMES or 810-420 BTUBVAF
  • 3-8 years of experience selling technology or networking products and services

Course Objectives

After completing this course you will be able to:
  • Understand how to apply Business Value methods and architecture concepts across phases of the sales cycle
  • Perform the Business Value Specialist role, in conducting sales activities and engaging with customers
  • Use business value selling skills to convey how Cisco architectures, solutions and services address customer needs
  • Identify and interact with key stakeholders to achieve business outcomes for Cisco, Channel Partners and customers
  • Understand financial aspects and build a business case to describe the business value of your solution

This course builds practical skills on solutions and outcome-based selling approaches. Self-study modules, instructor facilitated discussion and exercises cover the full sales process, from prospecting through winning deals and spurring adoption and usage. Upon completion of the course, students will have the knowledge and skills to:

  • Apply research and customer information to prepare an outcome-based selling strategy
  • Apply Cisco business outcome selling approach from market awareness to solution tracking
  • Interpret a customer business context
  • Determine desired customer outcomes
  • Determine a baseline for measuring improvements
  • Outline a plan for managing IT and Line of Business (LoB) stakeholders across various Cisco sales paths
  • Demonstrate how KPIs and outcome metrics show in financials across two year Cisco Services consumption
  • Prepare an implementation strategy and roadmap for outcome-based selling that involves services, network technology, and industry-focused analytics
  • Explain how a structured communications planning approach enables improved results from complex outcomes-based selling interactions

Course Content

Module 1: Business Outcomes Selling Concepts

Module 2: Business Context and Requirements

Module 3: Customer Requirements and Desired Outcomes

Module 4: Outcomes and Solution Recommendations

Module 5: Business Case

Module 6: Implementation Roadmap

Module 7: Realizing Business Value


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