810-403
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Cisco
810-403 Exam
Selling Business Outcomes
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This exam has been stopped to register, new exam code replace: 810-440
| Section | Weight | Objectives |
|---|
| Outcome-Based Opportunity for Customer Impact | 25% | 1 Identify customer priorities for required business outcomes
2 Identify required consumption models
3 Describe Cisco solutions and services that will enable business outcomes for the customer
4 Identify business outcome-based opportunities from licensing models
5 Define customer decision criteria and key performance indicators to measure business outcomes
6 Interpret benefits and costs from a business outcome-based sales approach |
| Manage and Communicate with Stakeholders | 17% | 1 Describe the process for communicating with stakeholders
2 Describe the Cisco sales enablement resources to enhance the business outcome-based experience for the stakeholders
3 Determine a business outcome-based sales plan that is aligned with stakeholders need
4 Apply the Seven Elements Framework for communicating and negotiating with stakeholders
5 Articulate the business value of the proposed solution to stakeholders
6 Describe the components of the process to gain stakeholder support |
| Customer Business Context, Challenges, and Opportunities | 25% | 1 Analyze stakeholder expectations and their approach for technology purchases and adoption
2 Apply the stakeholder power/influence grid to identify and manage stakeholders
3 Identify business outcomes that are based on the customer business context and business requirements
4 Describe how business outcome-based sales impacts the customer value proposition
5 Apply the business model canvas to define the customer environment, business model, and motivators for change
6 Interpret the financial impact on business value, opportunities, and challenges in business outcome-based selling
7 Describe the four types of requirements for the customer's business |
| Business Outcomes Sales Approach | 13% | 1 Identify concepts and elements of business outcome-based sales approach
2 Explain the value of business outcome-based sales
3 Identify new skills for business outcome-based sales
4 Explain the difference between product and business outcome-based sales
5 Describe the three types of outcomes |
| Customer Business Environment | 20% | 1 Identify key customer stakeholders
2 Identify business outcome-based opportunities across industry verticals
3 Describe the business impact from emerging products and services
4 Describe the link between Cisco solutions and services to business outcomes
5 Describe the importance of Key Performance Indicators (KPIs)
6 Describe the importance of Critical Success Factors (CFSs) |
