Understanding Cisco Business Value Analysis Fundamentals

3 days


IT industry sales and services professionals encounter customers who accept that major changes in business models, operating processes or technology use may be required to greatly improve results. This course provides training on frameworks and techniques useful for diagnosing customer pain points and opportunities, defining solutions to these challenges and gaining customer buy-in for adoption on a broad scale.

This training covers topics such as: Understanding customer strategies, competitive position and history with IT-enabled change. Depicting key elements of a customer's strategy and business model. Discovering and conveying an understanding of customer pain points and opportunities, as a way to enhance credibility. Describing the business relevance of Cisco Architectures and Smart Solutions.Refining customer needs and creating high-level, business-focused IT solution designs. Preparing a business case that shows investment, costs, benefits and risks. Composing an initiative / project roadmap and describe key success factors. Demonstrating how Cisco products, solutions and services provide unique value, in context of the architecture lifecycle and customer conversation framework


Cisco and Cisco Channel Partner Sales individuals looking to improve their ability to sell Cisco Solutions by understanding the Business requirements of customers undergoing IT transformation.

Skills Gained

Upon completing this course, the learner will be able to meet these overall objectives:

  • Understand steps and tools to work through the architectural consulting lifecycle
  • Discover needs and identify appropriate solutions; apply an architectural and business value project approach
  • Demonstrate how Cisco's architectures, products and services help fulfill a customer's strategy
  • Identify financial benefits and create a business case
  • Prepare a business roadmap and high level approach for technology adoption
  • Engage with key stakeholders to accelerate decisions and buy-in


Attendees should meet the following prerequisites:

Have passed or have knowledge equivalent to that required for the following exams.

  • 810-420 - Understanding Cisco Business Value Analysis Fundamentals (BTUBVAF)
  • 646-206 - Cisco Sales Essentials (CSE)
  • 650-377 - Advanced Borderless Network for Account Managers OR 640 -367 - Advanced Collaboration Architecture Sales Specialist OR 646-985 Data Center Networking Solution Sales

Thinking about Onsite?

If you need training for 3 or more people, you should ask us about onsite training. Putting aside the obvious location benefit, content can be customised to better meet your business objectives and more can be covered than in a public classroom. It's a cost effective option.

Submit an enquiry from any page on this site, and let us know you are interested in the requirements box, or simply mention it when we contact you.

Upcoming Dates

  • GREEN This class is Guaranteed To Run.
  • SPVC - Self-Paced Virtual Class.
  • Click a Date to Enroll.
Course Location Days Cost Date
Onsite3 1500 £1500 2019-06-24