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UCS Competitive Workshop ()

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

Duration: 1 Day

To work with Cisco in the competitive marketplace it is essential to know how to sell against the competition. Knowing when to be defensive and when to take a more pro-active approach to handling competition is critical. To do that, sales professionals must have an in-depth understanding of the solutions they have recommended and how they match up to a competitor's offering. This workshop teaches Account Managers how to competitively position Cisco solutions in a way that highlights competitive advantages and minimize competitive threats.

Who Should Attend

Course Certifications

This course is part of the following Certifications:

Prerequisites

Course Objectives

  • Engage effectively with customers when selling Cisco UCS

  • Position Cisco UCS against competitive offerings

  • Understand how the competition sells against Cisco

  • Identify tactics for defending against competitive threats

  • Demonstrate the financial benefits Cisco UCS can deliver

  • Explain how Cisco Validated designs can differentiate UCS

  • Key Value of UCS - Course expectations and technical details

  •  Key Value of UCS - Solution sales and long-term engagements

Course Content

1. Market Analysis

  • Architectural Deep Dive
  • Product Portfolio
  • Commercial Market Opportunity

2. Cisco Data Centre Strategy and Portfolio - Competitive Positioning

  • DELL + EMC Merger
  • HPE Synergy Implications
  • Hyper-Converged Infrastructure

3. UCS C-Series - From Cisco and the Competitor's Point of View

  • Portfolio Comparison and components

4. UCS Mini

  • Components
  • Use Cases

5. Exercise - Prepare and Present a UCS Financial Case

6. Talking Points and Objection Handling

7. Common vendor attack points and UCS Value Preposition 

8. Cisco Validated Designs - How to use CVD to differentiate UCS

9. Cisco Smart Roadmaps - How to Leverage Roadmaps for UCS

10. Exercise - Prepare and Present a UCS Business Case

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