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NEW QUESTION 143
Which role of a Gatekeeper is true?
- A. stakeholder or stakeholders who have influence on the relationship between other stakeholders and the person delivering the message
- B. stakeholder or stakeholders who have the ultimate decision-making authority and influence
- C. stakeholder or stakeholders who may place roadblocks into the process
- D. stakeholder or stakeholders for whom the decision may either directly or indirectly impact
Answer: A
NEW QUESTION 144
Which options are two features of business requirements? (Choose two.)
- A. Business requirements are managed by stakeholders.
- B. Business requirements are prioritized in compliance with influence dynamics.
- C. Business requirements are always defined inside a line of business.
- D. Business requirements are dynamic in nature and change over time.
- E. Business requirements support specific business objectives.
Answer: D,E
Explanation:
Section: Understanding Business
NEW QUESTION 145
Which two options are benefits of Cisco's overall portfolio with respect to the set of buyers? (Choose two.)
- A. increased business performance
- B. higher service availability
- C. enhanced accountability
- D. real-time business intelligence
Answer: B,D
Explanation:
Explanation/Reference:
NEW QUESTION 146
What are two customer goals and objectives driven by their value proposition? (Choose two.)
- A. Bring digital value to customers, suppliers, partners (ease of doing business).
- B. Reduce the sales force and customer interaction.
- C. Transform the customer experience.
- D. Reduce Operating Expenses and increase Capital Expenditures.
Answer: A,C
Explanation:
Section: Credibility and Rapport
NEW QUESTION 147
Which two options are examples of Key Performance Indicators? (Choose two.)
- A. Percentage of job offers accepted
- B. Quantity of new organizational goals
- C. Revenue growth versus industry benchmark
- D. Perception level of satisfaction of customers
Answer: A,C
NEW QUESTION 148
You are a systems engineer engaging with your customer's Enterprise Architecture team. Which type of discussions best describes what you should expect From an Enterprise Architecture practice?
- A. discussions related to the organization of a system that is composed of its components, their relationships to each other, and the principles that govern its design and evolution
- B. discussion related to the improvement of business processes
- C. discussions related to the organization of a system that is composed of products and its benefits, where they are used in the network, and how to evolve the current state to the future state
- D. discussions related to transforming the current state to a future state using products and their benefits to describe a business outcome
Answer: C
NEW QUESTION 149
Which two factors must you know about stakeholders to identify where they fall in a power grid? (Choose two.)
- A. size of budget
- B. role in company
- C. degree of influence
- D. degree of interest
- E. purchasing power
Answer: C,D
Explanation:
Section: Credibility and Rapport
NEW QUESTION 150
Which statement is true?
- A. Cloud services take more resources to implement.
- B. Cloud services cost more in the long run.
- C. Cloud services are required by all companies who want to be competitive.
- D. Cloud services provide opportunities to reduce the cost of maintaining outdated technology.
Answer: D
Explanation:
Section: Enterprise Architectures, Practices, and Standards
NEW QUESTION 151
What impact on business can cloud technologies provide?
- A. Reducing project risk
- B. Reducing application's response time to streamline transactions and getting better customer and employee satisfaction
- C. Improving green brand awareness
- D. Reducing travel expenses and enhancing productivity
Answer: A
NEW QUESTION 152
In a cloud implementation scenario, what does the sales professional must take into consideration regarding the revenue of a business outcomes selling?
- A. Revenue from this model is immediate.
- B. Revenue from this model is three times bigger than in the traditional product selling.
- C. Revenue from this model is realized over a longer period of time.
- D. Revenue from this model could increase in a 25%.
Answer: C
Explanation:
Section: Understanding Business
Explanation
NEW QUESTION 153
Which two options are features of Cisco Sales Connect? (Choose two.)
- A. Trusted, up-to-date, and relevant content displayed using comprehensive, powerful search capabilities.
- B. Single place to find business proposals and instructor led training related to Cisco Partners.
- C. Access to kits of bundled content including IOS images and more.
- D. Ability to create personalized "briefcases" of content that you can save once, and access from any device.
Answer: A,D
NEW QUESTION 154
Which two customer benefits of a Cisco Business architecture engagement are true?
- A. It associates business value with defined business outcomes.
- B. It provides a technology-centric approach to business problems
- C. It ensures that solutions are aligned with long-term business strategy.
- D. It increases technology spend.
- E. It increases IT complexity.
Answer: A,C
Explanation:
What is in it for the customer?
Ensures that business capabilities and business solutions are aligned with business priorities and long-term business strategy Captures and realizes business value from defined business outcomes Perceives Cisco as a strategic partner for solving business challenges
NEW QUESTION 155
Within the Cisco business architecture which three factors are considered by organizations when they execute on strategy?
- A. Execution, strategy, vision
- B. Execution, timeframe, outcome
- C. Environment, execution, resources
- D. Environment, resources, timeframe
- E. Environment, timeframe, vision
Answer: D
NEW QUESTION 156
Which option is the benefit of directly mapping business outcomes to specific business needs?
- A. Maximum relevance, clarity and impact.
- B. Best performance and cost reduction.
- C. Increase certainly about business objectives alignment.
- D. Manage and migrate risks.
Answer: C
Explanation:
Section: Understanding Business
NEW QUESTION 157
Drag the two strongest factors to improve business outcomes for a retail industry customer from the left to the right.
Answer:
Explanation:
NEW QUESTION 158
Which two options are indirect benefits of a business outcome? (Choose two.)
- A. Faster time to market for new solutions
- B. Lower purchase price of IT assets
- C. Lower maintenance contract cost
- D. Improved customer satisfaction
Answer: A,D
NEW QUESTION 159
You are an account manager and the customer asks you to summarize the business value a product they are about to purchase delivers. Which process best describes how to do that?
- A. Gather customer business priorities and list of product benefits. Align the product benefits to customer outcomes.
- B. Gather list of products benefits and needed business capabilities. Align the product benefits to the business capabilities and align the product benefits to customer outcomes.
- C. Gather customer business priorities and list of products benefits. Align the product benefits to business priorities and align the product benefits to customer outcomes.
- D. Gather customer business priorities and needed business capabilities. Align the business capabilities to solutions and align the solutions to customer outcomes.
Answer: D
NEW QUESTION 160
Which are two characteristics of autocratic leadership styles? (Choose two.)
- A. The leader has minimal involvement.
- B. The leader motivates team members through visibility.
- C. It is intended for team members who require close supervision.
- D. The leader makes unilateral decisions.
- E. The leader and team members set goals.
Answer: C,D
Explanation:
Section: Credibility and Rapport
NEW QUESTION 161
When making good use of best practices or scenarios during the selling process, what is the most effective way to present these?
- A. Customer benefits statements
- B. Business cases used previously
- C. Use cases relevant to the customer
- D. Customer briefing documents
Answer: C
NEW QUESTION 162
Which purpose of the Cisco Business Architecture maturity levels is true?
- A. It is used to determine the technology adoption in a customer environment.
- B. It is used to determine the customer financial maturity for investment.
- C. It is used to determine Cisco readiness against the competition.
- D. It is used to determine customer readiness for engagement.
Answer: D
Explanation:
Maturity Levels: The Business and Cisco
In the context of Cisco Business Architecture, there are four business maturity levels that determine the level of engagement between Cisco, the Cisco Business Architect, and the customer. The four maturity levels are Technology Specific, Technology Architecture, Business Solutions, and Business Transformation.
Businesses have different maturity levels and each maturity level has a specific type of engagement. Some companies are focused on buying products, while some are in transition, or others are operating with a business-first approach. Therefore, it is important to understand the maturity of the customer as it pertains to a business-led mentality.
Maturity levels are used to determine where a customer is in the business-led approach.
Maturity levels are used to determine the maturity of both the customer and Cisco teams.
The maturity levels help gauge if, when, and how to engage with a business-led approach.
They also help to determine if Cisco should continue with the traditional technology-led approach.
Maturity levels determine how the customers see Cisco in this context and if the customer and Cisco are aligned. Understanding the maturity level helps to determine the required resources, support, and the maturity level of the relationship between Cisco and the customer. Maturity levels help to determine the degree of Cisco relevancy for providing the appropriate level of support for the customer. Maturity levels also help to determine if Cisco should be engaged.
Cisco Business Architects operate at the Business Solutions and Business Transformation maturity levels. However, an effective business-led approach should drive business transformation at the Business Transformation maturity level.
Account System Engineers typically operate in the levels of Technology Specific and Technology Architecture maturity levels.
Specialists typically operate at the Technology Specific maturity level.
NEW QUESTION 163
Which two descriptions of the customer journey are true?
- A. It is an IT-centric view of their business needs.
- B. It starts with the customer's technology vision.
- C. The customer journey has eight phases to deliver business outcomes.
- D. It spans the spectrum from business vision to value realization.
- E. It spans the spectrum from business vision to value realization.
Answer: D,E
Explanation:
The customer journey is a business-focused view of how the customer sees their business and what is relevant to them. The customer journey spans the spectrum from business vision to business value realization. Cisco commonly starts its engagement in the business capabilities and solutions phase of the customer journey. Business architecture is the motivation for Cisco Business Architects to begin their engagement in the first phases of the customer journey. An early engagement enables the Cisco Business Architect to gain a more thorough understanding of the business and the customer. The value of being engaged early in the customer journey is that it helps the Cisco Business Architect to bridge the gap between the business needs and the resulting technical solutions and outcomes.
The Cisco Business Architect focuses on the business to instantiate new business capabilities and the opportunity for engagement. Business capabilities consist of people, process, and technology.
Technical capabilities are needed to allow for the transformation and creation of a business capability. Business-led engagements are aligned with business capabilities and solutions instead of focusing on technical products and solutions.
NEW QUESTION 164
Which three options are skills that business development teams should develop for outcomebased selling?
(Choose three.)
- A. lateral thinking
- B. critical thinking
- C. transformative networking mindset
- D. outcome-based mindset
- E. conflict management and resolution
- F. negotiation and communication
Answer: A,D,F
NEW QUESTION 165
Which two examples are indirect financial benefits? (Choose two.)
- A. increased operational expenditures
- B. decreased capital expenditures
- C. increased customer satisfaction
- D. decreased total cost of ownership
- E. increased process efficiency
Answer: C,E
NEW QUESTION 166
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