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Cisco Executing Cisco Advanced Business Value Analysis and Design Techniques Sample Questions:

1. Which action should be done when you present the business case to stakeholders?

A) Give a comprehensive picture of the costs, benefits, and considerations that the customer should think about.
B) Ask the IT executive to publicly commit their support for your recommendation.
C) Be cautious when you discuss the risks that the organization should consider to gain support without raising possible challenges.
D) Focus mainly on near-term investments and leave discussion about rollout until after a pilot is complete.

2. The customer has previously implemented a Cisco network management solution. You have an opportunity to improve security and threat detection. Which approach is an appropriate way to tie together the benefits of the solutions?

A) Select the top five value-added aspects of the security solution, and model the financial benefit under three scenarios. This exercise gives insight into possible levels of benefit.
B) Identify the financial benefits not yet realized with the network management solution, and ensure they can be attained through the security solution.
C) Describe how proprietary technology elements provide the customer with the most advanced solution, which eliminates risk to a business unit.
D) Explain how the security software leverages underlying capabilities of the network management solution.

3. Which options describes a main objective for identifying Cisco Architectures and Smart Solutions early in the sales process?

A) to give the account team the most elapsed time for closing a sale with the customer
B) to keep the opportunity more focused on standard solutions vs. needing to design out custom or account-specific capabilities
C) to provide a baseline for the solutions design activities, and to leverage proven offerings in the Cisco portfolio
D) to influence the customer's requirements so that they fit the Cisco solutions portfolio

4. Which option is a nonfinancial impact?

A) percentage reduction in attrition (resignations) among customer service reps due to improved tools
B) number of new sales wins due to improved collaboration
C) retirement of servers previously used for capacity spikes
D) improved brand image and reputation, as reflected in an informal set of interviews by someone writing an industry blog

5. Which option best reflects information that must be captured before you create the business case?

A) estimate of investment required: initial investment, recurring for each period, and specific to a project or component
B) assessment of the customer's procurement process
C) detailed analysis of cost savings that results from a pilot
D) customer's budget and expectations for ROI

Solutions: