BE6KAM - Cisco Business Edition 6000 for Account Managers

Networking/Server/Operating Systems
Schedules
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Description

This instructor-led workshop is designed to enable an Account Manager to sell Ciscos Business Edition 6000 Collaboration solution and associated architectural vision and to engage customers in a conversation about Collaboration architectures. The focus is on an architectural sales approach and the benefits that will deliver to the customer.

The new business collaboration workspace is a platform of communications and collaboration capabilities that can be delivered to every user, regardless of their location or device. This instructor-led workshop is designed to enable an Account Manager to sell Ciscos Business Edition 6000 Collaboration solution and associated architectural vision, and to engage Mid-Market customers in a conversation about Collaboration architectures. The focus is on an architectural sales approach and the benefits that will deliver to the customer.

Objectives

The primary objective of this workshop is to prepare sales teams to understand and successfully sell the Cisco Business Edition 6000 Collaboration Solution, maximizing current customer investment and preparing for the future.

After attending this course, you will be able to:

  • Describe Ciscos Collaboration vision and strategy and its value to your customers.
  • Position the Business Edition 6000 as part of your customers collaboration strategy.
  • Explain the business value of the various solutions that comprise the BE6000.
  • Differentiate the BE6000 solution from the competition.

Who Should Attend

The primary audience is Account Managers addressing the Mid-Market segment.

Outline

1: The Cisco Collaboration Vision

  • The Problem with Communication Today
  • Collaboration Trends
  • The Cisco Vision
  • Future Direction

2: Collaboration Strategy & Architecture

  • The Cisco Vision and Strategy
  • Any-to-Any Communication
  • Ciscos Strategic Direction
  • Collaboration Architecture Framework
  • Medianet Architectural Framework
  • Components and Services

3: Business Drivers & Customer Engagement

  • Key Mid-Market Business Drivers, Market Trends & Market Forces
  • Customer Engagement Stakeholders
  • Customer Engagement Qualification
  • Customer Engagement Plan to Action

4: BE6K Capabilities

  • The Infrastructure: BE6K on UCS
  • Call Control, Video and Presence
  • Customer Collaboration with BE6K
  • Workspace Applications/Solutions (Webex, Jabber, WebEx Social)
  • Virtualized Solutions
  • BE6K Management
  • The Mid-Market UC Buyer
  • Getting the Conversation Started

5: Understanding the Competition and Differentiating Cisco

  • What makes Cisco Collaboration Unique
  • Competitive Overview
  • Key Competitors in the Mid-Market Segment

6: Call to Action / Wrap Up

  • What not to do
  • What to do