Understanding Cisco Business Value Analysis Fundamentals (BTUBVAF)

Course Description Schedule Course Outline

Course Overview

Engaging with customers through a business value approach leads to new revenue opportunities and higher account loyalty. Sales and services professionals can provide customers with more value in a shorter time period – especially when clearly-defined needs can be addressed with standard or mature solutions. In this essential Business Value course, you will learn new analysis techniques and improve your consultative selling skills. You will explore various important topics including:
  • Understanding the elements of a business value engagement
  • Identifying and engaging with key stakeholders
  • Assessing a customer’s business model and motivations
  • Identifying benefits associated with Cisco’s architectures and Smart Solutions
  • Understanding financial concepts which influence customer investment decisions
  • Applying an overall framework for successful customer conversations.


Recommended preparation for exam:
  • 810-420 - Business Value Analyst Exam

Who Should Attend

Cisco and Cisco Channel Partner Sales individuals looking to improve their ability to sell Cisco Solutions by understanding the Business requirements of customers undergoing an IT transformation.


You should meet the following prerequisites:
  • Have passed or have knowledge equivalent to that required for the following exams.
    • 646-206 - Cisco Sales Essentials (CSE)
    • 650-377 - Advanced Borderless Network for Account Managers OR 640 -367 - Advanced Collaboration Architecture Sales Specialist OR 646-985 Data Center Networking Solution Sales

Course Objectives

After completing this program, you will be able to:
  • Articulate the benefits of a business value engagement
  • Engage with a customer using business value terms
  • Use a framework to provide a repeatable process for a business value engagement
  • Employ relevant techniques and tools on a business value engagement
  • Understand fundamental financial terminology and concepts
  • Read and interpret financial documents
  • Understand the basis for evaluating investment decisions
  • Apply a Customer Conversation Framework with a customer

Follow On Courses

Classroom Training
Modality: C

Duration 3 days

Dates and Booking

Currently there are no training dates scheduled for this course.  Enquire a date