NEW QUESTION 1
Which option is a main benefit that Cisco Partners bring to the table for customers?

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

Answer: A

NEW QUESTION 2
Which two benefits of using a Cisco Business Architecture methodology are true? (Choose two.)

• A. It supports the client IT department to define the technology architecture.
• B. It determines the low-level design for network infrastructure.
• C. It enhances the way Cisco does business with its customers.
• D. It drives larger and more profitable results for customers, Cisco, and partners.
• E. It provides project management of a complex technology deployment.

Answer: CD

NEW QUESTION 3
How does an open plan volume licensing model works?

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

Answer: D

NEW QUESTION 4
Which two elements must you consider when you propose technology solutions? (Choose two.)

• A. cross-functional service offerings
• B. the current and future state of technology of the customer
• C. cloud services
• D. emerging technology platforms
• E. relevance to business outcomes

Answer: BE

NEW QUESTION 5
During a business lead engagement, which role of the aspiring Cisco Business Architect is true?

• A. to be more business focused
• B. dedicated to running proof of value
• C. to be more technology focused
• D. to promote the business lead approach with other line of business

Answer: C

NEW QUESTION 6
Which resource can a sales person incorporate into the business outcome story?

• A. Include a detailed business strategic plan
• B. Describe the project definition.
• C. Explain technology innovations.
• D. Identify the customers' care-abouts.

Answer: A

NEW QUESTION 7
In a cloud implementation scenario, what does the sales professional must take into consideration regarding the revenue of a business outcomes selling?

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

Answer: C

NEW QUESTION 8
Which option is a key concept of the unique Cisco sales approach?

• A. Add as many new Cisco technologies to the solution that meet customer needs.
• B. Start driving outcomes for customers, and go beyond selling and implementing technology solutions.
• C. Put together the most logical set of services for the customer.
• D. Engage in dialog about customer needs and new technologies.

Answer: B

NEW QUESTION 9
When return on investment is expressed in a business outcomes story, which set of factors should be included?

• A. financial benefits, overall business impact, length of time to realize benefits
• B. cost savings v
• C. today, speed to market, time to implement
• D. financial benefits, speed to market, competitor revenue displaced
• E. cost savings, length of time to implement, number of Cisco offerings

Answer: A

NEW QUESTION 10
Which value does Cisco Business Architecture provide to the account team?

• A. Focus on discussing technical solutions
• B. Establish preferred partner and vendor status.
• C. Provide product updates proactively.
• D. Increase post-sales support opportunities.7

Answer: B

NEW QUESTION 11
You are proposing a solution to a group that conflicts with a competing initiative of one of the group members. Which audience type does this group member belong to?

• A. sympathetic
• B. uninformed
• C. critical
• D. hostile

Answer: D

NEW QUESTION 12
Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?

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

Answer: B

NEW QUESTION 13
Which statement is true?

• A. Cloud services provide opportunities to reduce the cost of maintaining outdated technology.
• B. Cloud services are required by all companies who want to be competitive.
• C. Cloud services cost more in the long run.
• D. Cloud services take more resources to implement.

Answer: A

NEW QUESTION 14
Which two main things must you know about stakeholders to identify where they fall in a power grid? (Choose two.)

• A. role in company
• B. degree of influence
• C. size of budget
• D. purchasing power
• E. interest in results

Answer: BE

NEW QUESTION 15
Within the Cisco Business Architecture, which three factors are considered by organizations when they
execute on strategy? (Choose three.)

• A. execution, timeframe, outcome
• B. environment, resources, timeframe
• C. environment, execution, resources
• D. environment, timeframe, vision
• E. execution, strategy, vision

Answer: B

NEW QUESTION 16
Which two options are valid combinations of tactic and audience you can use to create your business outcome message? (Choose two.)

• A. Tactic: Use evidence; Audience type: Critical.
• B. Tactic: Use evidence; Audience type: Uninformed.
• C. Tactic: Build a bond; Audience type: Sympathetic.
• D. Tactic: Build a bond; Audience type: Hostile.
• E. Tactic: Acknowledge the view; Audience type: Critical.

Answer: AC

NEW QUESTION 17
Which four options are components of the Seven Elements framework? (Choose four.)

• A. Commitment
• B. Relationship & Distribution
• C. Relationship & Communications
• D. Best Alternative
• E. Interests, Agenda & Normative
• F. Interests, Options & Legitimacy
• G. Alternatives, Opportunities & Legitimacy

Answer: ACDF

NEW QUESTION 18
Which three options are customer motivators? (Choose three.)

• A. Achievable Business plan.
• B. Shared risks with the vendor.
• C. Increased services and solutions.
• D. Realizable outcomes.
• E. Simplify IT complexity.

Answer: BDE

NEW QUESTION 19
Which tasks is Information Technology Infrastructure Library® most commonly used for within an enterprise?

• A. to create business outcomes for IT
• B. to create network designs
• C. to define leadership styles within IT
• D. to establish service management practices

Answer: D

NEW QUESTION 20
Which option is the benefit of directly mapping business outcomes to specific business needs?

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

Answer: A