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Applying Cisco Specialized Business Value Analysis Skills

Exam Number :820-424
Associated Certifications: Cisco Business Value Specialist
Duration :90 Minutes (65 - 75 questions)
Available Languages: English
Register :Pearson VUE
Exam Policies: Read current policies and requirements
Exam Tutorial :Review type of exam questions

Description:

This exam tests a candidate's knowledge and core skills to successfully execute solutions- and outcome-based selling.

Exam topics:

The exam is closed book and no outside reference materials are allowed. The following topics are general guidelines for the content that is likely to be included on the practical exam. However, other related topics may also appear on any specific delivery of the exam. In order to better reflect the contents of the exam and for clarity purposes, the following guidelines may change at any time without notice.
» View exam details (PDF - 211 KB)
10%   1.0   Business Outcomes Selling Concepts
1.1  Describe the benefits of an outcome-based sales approach for both the customer and the seller's organization
1.2  Describe the key steps of Cisco's outcome-based sales approach
1.3  Explain the difference between a product-based, solution-based, and an outcome-based sales approach
1.4  Identify the customer benefits that result from defined outcomes (business, technology innovation, operational)
1.5  Describe the emerging customer expectations of a solutions and services provider

12%   2.0   Business Context and Requirements
2.1  Identify the customer business context and key stakeholders
2.2  Describe the characteristics of different types of customer organizations and their relationship with expected outcomes
2.3  Conduct a stakeholder analysis using the Stakeholder Power/Influence Grid
2.4  Describe the process for establishing credibility with stakeholders
2.5  Identify multiple stakeholder viewpoints and their impact on enabling outcomes
2.6  Compare and contrast the different types of requirements gathering techniques to understand the customer's expectations

15%   3.0   Customer Requirements and Desired 
 3.1  Describe the components of the Business Model Canvas and how they relate to understanding the customers' organization
3.2  Describe how the business model canvas is applied to understand the customer's business
3.3  Conduct a gap analysis to identify new business opportunities for the customer
3.4  Describe how the Business Motivation Model (BMM) is used to identify major drivers for customer decisions and/or change
3.5  Describe how a Business Capability Analysis can be used to identify strategic technology capability gaps
3.6  Compare and contrast the characteristics of technical and business capabilities

15%   4.0   Outcomes and Solution 
 4.1  Define the business benefits of realizing outcomes
4.2  Identify Cisco and Partner solutions and services that support defined outcomes
4.3 Determine baseline metrics for desired customer outcomes and validate assumptions
4.4 Describe how Cisco and Partner solutions and services will enable customer outcomes
4.5 Identify major risks and create a risk mitigation plan for achieving customer outcomes
4.6 Define a framework to measure and assess actual versus target outcomes

16%   5.0   Business Case
5.1  Define the process of creating and validating the business case
5.2  Identify the key components of a business case
5.3  Identify key performance indicators for measuring different types of outcomes (business, technology innovation, operational).
5.4  Determine the financial implications, costs, and benefits associated with customer-defined outcomes
5.5  Describe the critical success factors that affect the consumption of solutions and services
5.6  Determine the non-financial benefits provided by new capabilities or realizing target outcomes

15%   6.0   Implementation Roadmap
6.1  Describe the benefits and components of an implementation roadmap
6.2  Identify the key steps for creating an implementation roadmap and gaining buy-in
6.3  Identify the factors that influence organizational readiness for change and solution adoption
6.4  Describe the benefits of pilots and prototypes and how they can be used to enable expected outcomes
6.5  Describe the factors that impact timelines for technology solution implementation, consumption, and adoption
6.6  Identify the key components for creating a successful implementation roadmap
6.7  Describe the approaches to mitigate implementation risks

17%   6.0   Realizing Business Value
7.1  Identify the process for monitoring and communicating outcomes
7.2  Describe how to use key performance indicators to measure progress towards targeted goals
7.3  Identify the factors that increase the consumption and adoption of solutions and services
7.4  Describe the strategies for maximizing benefits realization for the customer with respect to stated outcomes
7.5  Describe the characteristics and benefits of governance practices for managing the solutions and services that are associated with 7.6Describe how post-sales activities can be used to identify new opportunities and capabilities to support the customer

Recommended training:

The following course is the recommended training for this exam.

Applying Cisco Specialized Business Value Analysis Skills (BTASBVA)
Courses listed are offered by Cisco Learning Partners-the only authorized source for Cisco IT training delivered exclusively by Certified Cisco Instructors. Check the List of Learning Partners for a Cisco Learning Partner nearest you.

Additional resources:

A variety of Cisco Press titles may be available for this exam. These titles can be purchased through the Cisco Marketplace Bookstore, directly from Cisco Press.