Curso de Competitively Selling CISCO Collaboration Solutions V1.0 Online

Información
itFormacion On-Line
Online
Curso
Temario
Objetivos

Understand the Cisco Collaboration architecture
Understand the Collaboration Market
Understand Next Generation benefits of Cisco Collaboration Solutions
Explain the business drivers for Collaboration
Target Cisco Collaboration customers and identify key stakeholders
Demonstrate the business value of Cisco Collaboration to customers
Position Cisco Collaboration as the solution to business opportunities
Create additional value through Collaboration management and support
Differentiate Cisco Collaboration from competitive offerings


Dirigido a

Account Managers, pre-sales engineers and solutions sales teams involved in the selling of the Cisco Collaboration Solutions


Temario

Understanding the Collaboration marketplace

Pillars of Collaboration: Unified Communications, Unified Contact Centre, Wireless Collaboration, Unified Customer Voice Portal, TelePresence, Security
Industry and market trends: driving transformation
Business Impact of Collaboration: travel, engagement, expert availability, virtual events, mobility, connected workplace
Cost Categories impacted by Collaboration
Cisco Collaboration Deep Dive

The architecture components
Technology Differentiators
Unified Contact Centre (Express, Enterprise)
Unified Communications System
Wireless Collaboration
Unified Customer Voice Portal
TelePresence: Room, Desktop, Immersive, Omni Channel
Security: Identity Services Engines, Secure Group Access, Application Visibility and Control
How to Identify, Target and Qualify Opportunities

Opportunity Profiling: PBX Installed Base, Migration, Contact Centre
Identifying Target Customers:
Selecting appropriate stakeholders: BDM, TDM, Voice DM
Customers Buying Needs for Collaboration, TP and UC
Handling Objections; Business Agility, mobile productivity
Differentiate Cisco Collaboration Solutions
Building Competitive Advantage and Business Value
Financial Metrics: TCO and ROI
Operational ROI, Productivity ROI, Strategic ROI
Create Value
Specifying the Collaborative Solution
Collaborative Case Study Exercise
Collaborative Case Study Review: NBA, Blood Hound, Pella, AGH
Ensuring Customer Success Through Partner Services - Part 1

Adding extra value through Cisco services
Gartner iRatings on Cisco
Sales Resources: UC, TP, Contact Centre, Remote Expert
Mobile Collaboration Tools
Promotion: Midmarket competitive displacement
Cisco Collaboration Videos
Unified Communication Licensing (Workspace & Connect)
TCO ROI Advisor
Quick Pricing Tools: Unified Communications Manager Express
Tele Presence Calculator, Unified Communications TCO tool
Cisco Collaboration Business Use Case Tool
Ensuring Customer Success Through Partner Services - Part 2

Cisco Validated Designs
Architecture for Mid-Market Video, Voice, Collaboration
Unified Configurator for Collaboration
VCS and UCM Video Integration
POC, dCloud, cloud Labs
Transform Work with Collaboration (dCloud)
Work your Way with Cisco Unified Workspace (dCloud)
Cisco Collaborative Competitive Landscape

Who the competitors Are: Avaya, Nortel, Alcatel-Lucent, Microsoft, Mitel, Polycom, Shore Tel, Siemens
What the competitors say: Alcatel-Lucent, Avaya, Cisco, Computer Sciences Corporation, Hewlett-Packard, IBM, Microsoft, Polycom, Verizon Communications, Voss
Competitive Positioning: Microsoft Competitive Material: Avaya Aura Battle Card:
Why Cisco
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