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시험 번호/코드: 820-424시험 이름: Applying Cisco Specialized Business Value Analysis Skills
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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.
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