Question 1

Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two)

Accepted Answer

A)  In product-based sales the customer knows the issue and is likely to fix it, in outcome- based sales the customer understands the business goal and what success looks like. 
B)  In product-based sales the customer expects to make product comparisons, in outcome- based sales the customer decides whether to make an investment based on comparing current and future state. 
C)  In product-based sales the customer may or may not be aware of the opportunity or problem, in outcome-based sales the customer will answer questions to clarify pain points. 
D)  In product -based sales the customer wants to hear about multiple solutions, in outcome -based sales the customer does not know value or benefit from a change. 
A)  In product-based sales the customer knows the issue and is likely to fix it, in outcome- based sales the customer understands the business goal and what success looks like. 
B)  In product-based sales the customer expects to make product comparisons, in outcome- based sales the customer decides whether to make an investment based on comparing current and future state. 
C)  In product-based sales the customer may or may not be aware of the opportunity or problem, in outcome-based sales the customer will answer questions to clarify pain points. 
D)  In product -based sales the customer wants to hear about multiple solutions, in outcome -based sales the customer does not know value or benefit from a change.

Question 2

Refer to the exhibit.   In which two stages of the customer journey should the Business Architect start the engagement? (Choose two.)

Accepted Answer

A)  Business Strategy 
B)  Business Vision 
C)  Business Outcomes Measurements 
D)  Business Capabilities and Solutions 
E)  Roadmap Implementation, Adoption, and Consumption 
A)  Business Strategy 
B)  Business Vision 
C)  Business Outcomes Measurements 
D)  Business Capabilities and Solutions 
E)  Roadmap Implementation, Adoption, and Consumption

Question 3

Which role has direct responsibility for the customer relationship?

Accepted Answer

A)  Account Manager 
B)  Technical Solutions Architect 
C)  Business Architect 
D)  Systems Engineer 
A)  Account Manager 
B)  Technical Solutions Architect 
C)  Business Architect 
D)  Systems Engineer

Question 4

Which option is the main benefit of the Internet of Everything?

Accepted Answer

A)  makes better use of legacy investments 
B)  brings improvements to businesses and people 
C)  discrete focus on top industries health and finance 
D)  compensates for errors in business process design 
A)  makes better use of legacy investments 
B)  brings improvements to businesses and people 
C)  discrete focus on top industries health and finance 
D)  compensates for errors in business process design

Question 5

Which four options are components of the Seven Elements framework? (Choose four.)

Accepted Answer

A)  Commitment 
B)  Relationship & Distribution 
C)  Relationship & Communications 
D)  Best Alternative 
E)  Interests, Agenda & Normative
F) Interests, Options & Legitimacy
G) Alternatives, Opportunities & Legitimacy 
A)  Commitment 
B)  Relationship & Distribution 
C)  Relationship & Communications 
D)  Best Alternative 
E)  Interests, Agenda & Normative
F) Interests, Options & Legitimacy
G) Alternatives, Opportunities & Legitimacy

Question 6

You are a systems engineer and are trying to build credibility and rapport with senior leadership within your customer. Which method is the best way to demonstrate these qualities?

Accepted Answer

A)  Understand the current state of their network infrastructure so that you can advise them how the latest technology developments will be incorporated into a refresh of the infrastructure. 
B)  Understand what business drivers are impacting their market place. 
C)  Understand the current state of their network infrastructure so that you can describe a plan to refresh the infrastructure. 
D)  Provide the customer with the latest technology developments so that they understand how can you help them. 
A)  Understand the current state of their network infrastructure so that you can advise them how the latest technology developments will be incorporated into a refresh of the infrastructure. 
B)  Understand what business drivers are impacting their market place. 
C)  Understand the current state of their network infrastructure so that you can describe a plan to refresh the infrastructure. 
D)  Provide the customer with the latest technology developments so that they understand how can you help them.

Question 7

Which two options are the types of costs the sales professionals should consider with the customer, in helping to position technical support and cloud based services? (Choose two.)

Accepted Answer

A)  Operational costs 
B)  Real costs 
C)  Hidden costs 
D)  Recurring costs 
E)  Perceived costs 
A)  Operational costs 
B)  Real costs 
C)  Hidden costs 
D)  Recurring costs 
E)  Perceived costs

Question 8

Which option is the most effective way to use best practices or scenarios during the selling process?

Accepted Answer

A)  in use cases that are relevant to the customer 
B)  in business cases used previously 
C)  in customer briefing documents 
D)  in customer benefits statements 
A)  in use cases that are relevant to the customer 
B)  in business cases used previously 
C)  in customer briefing documents 
D)  in customer benefits statements

Question 9

Which question provides the best information to define customer success factors?

Accepted Answer

A)  What are your business objectives for this project/initiative? 
B)  What tools are you looking for, to better measure your ROI? 
C)  What services do you need? 
D)  Which Cisco products best fit your goals? 
A)  What are your business objectives for this project/initiative? 
B)  What tools are you looking for, to better measure your ROI? 
C)  What services do you need? 
D)  Which Cisco products best fit your goals?

Question 10

Which description of the role of the account manager is true?

Accepted Answer

A)  The account manager is responsible for technology selection to sell into the account. 
B)  The account manager leads a business-led approach selecting the right technology to sell. 
C)  The account manager leads the customer engagement throughout the business-led approach. 
D)  The account manager is directly responsible for the customer relationship. 
A)  The account manager is responsible for technology selection to sell into the account. 
B)  The account manager leads a business-led approach selecting the right technology to sell. 
C)  The account manager leads the customer engagement throughout the business-led approach. 
D)  The account manager is directly responsible for the customer relationship.

Question 11

Which two activities are part of the business architect role? (Choose two.)

Accepted Answer

A)  Respond to RFPs. 
B)  Develop bill of materials. 
C)  Engage with business leaders. 
D)  Coordinate customer technical proof of concepts. 
E)  Develop a customer business roadmap. 
A)  Respond to RFPs. 
B)  Develop bill of materials. 
C)  Engage with business leaders. 
D)  Coordinate customer technical proof of concepts. 
E)  Develop a customer business roadmap.

Question 12

What impact on business can cloud technologies provide?

Accepted Answer

A)  Reducing travel expenses and enhancing productivity 
B)  Reducing application's response time to streamline transactions and getting better customer and employee satisfaction 
C)  Reducing project risk 
D)  Improving green brand awareness 
A)  Reducing travel expenses and enhancing productivity 
B)  Reducing application's response time to streamline transactions and getting better customer and employee satisfaction 
C)  Reducing project risk 
D)  Improving green brand awareness

Question 13

Which option is a main benefit that Cisco Partners bring to the table for customers?

Accepted Answer

A)  Cisco expertise and the ability to have specializations in certain practice areas 
B)  a large customer base for which to sell Cisco services 
C)  relationships with key Cisco personnel 
D)  additional teams to implement solutions in a timely manner 
A)  Cisco expertise and the ability to have specializations in certain practice areas 
B)  a large customer base for which to sell Cisco services 
C)  relationships with key Cisco personnel 
D)  additional teams to implement solutions in a timely manner

Question 14

Which two activities require strong facilitation skills for gathering qualitative data? (Choose two.)

Accepted Answer

A)  workshop 
B)  focus group 
C)  survey 
D)  questionnaire 
E)  interview 
A)  workshop 
B)  focus group 
C)  survey 
D)  questionnaire 
E)  interview

Question 15

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?

Accepted Answer

A)  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. 
B)  Gather customer business priorities and list of product benefits. Align the product benefits to customer outcomes. 
C)  Gather customer business priorities and needed business capabilities. Align the business capabilities to solutions and align the solutions to customer outcomes. 
D)  Gather customer business priorities and list of products benefits. Align the product benefits to business priorities and align the product benefits to customer outcomes. 
A)  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. 
B)  Gather customer business priorities and list of product benefits. Align the product benefits to customer outcomes. 
C)  Gather customer business priorities and needed business capabilities. Align the business capabilities to solutions and align the solutions to customer outcomes. 
D)  Gather customer business priorities and list of products benefits. Align the product benefits to business priorities and align the product benefits to customer outcomes.

Question 16

Which is a benefit of using the power/influence grid to manage stakeholders?

Accepted Answer

A)  It helps sales professionals to present solutions in the right business or technical language and context. 
B)  It aligns the stakeholder audience's goals with a good business proposition. 
C)  It helps move stakeholders from their current to their optimal positions. 
D)  It ensures that the sales professional identifies the appropriate key performance indicators for outcomes. 
A)  It helps sales professionals to present solutions in the right business or technical language and context. 
B)  It aligns the stakeholder audience's goals with a good business proposition. 
C)  It helps move stakeholders from their current to their optimal positions. 
D)  It ensures that the sales professional identifies the appropriate key performance indicators for outcomes.

Question 17

What characteristic is unique to Cisco's intercloud solution?

Accepted Answer

A)  broad partner network 
B)  includes public cloud 
C)  advanced security features 
D)  runs standard applications 
A)  broad partner network 
B)  includes public cloud 
C)  advanced security features 
D)  runs standard applications

Question 18

Business architects must be skilled within Enterprise architecture. Which list of Enterprise architecture domains must business architects fully understand?

Accepted Answer

A)  business, data center, collaboration, and network architecture. 
B)  security, data center, collaboration, and network architecture. 
C)  business, data, application, and technology architecture. 
D)  strategic, data, application, and technology architecture. 
A)  business, data center, collaboration, and network architecture. 
B)  security, data center, collaboration, and network architecture. 
C)  business, data, application, and technology architecture. 
D)  strategic, data, application, and technology architecture.

Question 19

Which option has a major influence on how fast an enterprise can move toward a stronger use of digital business capability?

Accepted Answer

A)  skills to manage risks related to use of emerging technologies 
B)  globalization of the sales force 
C)  new product launches that require IT capacity 
D)  competition in the industry due to end of regulations 
A)  skills to manage risks related to use of emerging technologies 
B)  globalization of the sales force 
C)  new product launches that require IT capacity 
D)  competition in the industry due to end of regulations

Question 20

Which are the four types of requirements for aligning outcomes to business needs?

Accepted Answer

A)  Business, Functional, Strategic, Tactical 
B)  Strategic, Tactical, Operational, Procedural 
C)  Functional, Operational, Administrative, Strategic 
D)  Business, Technical, Functional, Transitional 
A)  Business, Functional, Strategic, Tactical 
B)  Strategic, Tactical, Operational, Procedural 
C)  Functional, Operational, Administrative, Strategic 
D)  Business, Technical, Functional, Transitional

Exam 51: Adopting The Cisco Business Architecture Approach (DTBAA)

Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two)

Refer to the exhibit. In which two stages of the customer journey should the Business Architect start the engagement? (Choose two.)

Which role has direct responsibility for the customer relationship?

Which option is the main benefit of the Internet of Everything?

Which four options are components of the Seven Elements framework? (Choose four.)

You are a systems engineer and are trying to build credibility and rapport with senior leadership within your customer. Which method is the best way to demonstrate these qualities?

Which two options are the types of costs the sales professionals should consider with the customer, in helping to position technical support and cloud based services? (Choose two.)

Which option is the most effective way to use best practices or scenarios during the selling process?

Which question provides the best information to define customer success factors?

Which description of the role of the account manager is true?

Which two activities are part of the business architect role? (Choose two.)

What impact on business can cloud technologies provide?

Which option is a main benefit that Cisco Partners bring to the table for customers?

Which two activities require strong facilitation skills for gathering qualitative data? (Choose two.)

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?

Which is a benefit of using the power/influence grid to manage stakeholders?

What characteristic is unique to Cisco's intercloud solution?

Business architects must be skilled within Enterprise architecture. Which list of Enterprise architecture domains must business architects fully understand?

Which option has a major influence on how fast an enterprise can move toward a stronger use of digital business capability?

Which are the four types of requirements for aligning outcomes to business needs?

Supporting Cisco Data Center System Devices (DCTECH)

Cisco Certified Technician Routing & Switching (RSTECH)

Understanding Cisco Cybersecurity Operations Fundamentals (CBROPS)

Cisco Certified Network Associate (CCNA)

Managing Industrial Networks with Cisco Networking Technologies (IMINS)

DevNet Associate (DEVASC)

Conducting Forensic Analysis and Incident Response Using Cisco CyberOps Technologies (CBRFIR)

Implementing Cisco Enterprise Advanced Routing and Services (ENARSI)

Implementing Cisco SD-WAN Solutions (ENSDWI)

Designing Cisco Enterprise Networks (ENSLD)

Designing Cisco Enterprise Wireless Networks (300-425 ENWLSD)

Implementing Cisco Enterprise Wireless Networks (300-430 ENWLSI)

Automating Cisco Enterprise Solutions (ENAUTO)

Implementing Cisco Service Provider Advanced Routing Solutions (SPRI)

Implementing Cisco Service Provider VPN Services (SPVI)

Designing Cisco Data Center Infrastructure (DCID)

Troubleshooting Cisco Data Center Infrastructure (DCIT)

Implementing Cisco Application Centric Infrastructure (DCACI)

Configuring Cisco MDS 9000 Series Switches (DCSAN)

Implementing Cisco Application Centric Infrastructure - Advanced

Automating Cisco Data Center Solutions (DCAUTO)

Securing Networks with Cisco Firepower (300-710 SNCF)

Implementing and Configuring Cisco Identity Services Engine (300-715 SISE)

Securing Email with Cisco Email Security Appliance (300-720 SESA)

Securing the Web with Cisco Web Security Appliance (300-725 SWSA)

Implementing Secure Solutions with Virtual Private Networks (SVPN 300-730)

Automating Cisco Security Solutions (SAUTO)

Implementing Cisco Collaboration Applications (CLICA)

Implementing Cisco Advanced Call Control and Mobility Services (CLASSM)

Implementing Cisco Collaboration Cloud and Edge Solutions

Implementing Cisco Collaboration Conferencing

Automating Cisco Collaboration Solutions (CLAUTO)

Implementing DevOps Solutions and Practices using Cisco Platforms (DEVOPS)

Developing Solutions Using Cisco IoT and Edge Platforms (DEVIOT)

Developing Applications for Cisco Webex and Webex Devices (DEVWBX)

Performing CyberOps Using Core Security Technologies (CBRCOR)

Implementing Cisco Enterprise Network Core Technologies (ENCOR)

Implementing and Operating Cisco Service Provider Network Core Technologies (SPCOR)

Implementing and Operating Cisco Data Center Core Technologies (DCCOR)

Implementing and Operating Cisco Security Core Technologies

Implementing Cisco Collaboration Core Technologies (CLCOR)

Developing Applications using Cisco Core Platforms and APIs (DEVCOR)

CCDE Design Written

Deploying Cisco Unified Contact Center Express

Cisco Meraki Solutions Specialist

Securing Cisco Networks with Sourcefire FireAMP Endpoints

Designing Cisco Unified Contact Center Enterprise (UCCED)

Implementing and Supporting Cisco Unified Contact Center Enterprise (UCCEIS)

Cisco Collaboration SaaS Authorization Exam

Cisco Security Architecture for System Engineers

Cisco Customer Success Manager (CSM)

Mastering The Cisco Business Architecture Discipline (DTBAD)

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