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

Question 1

Which option is a primary reason for using the Cisco Services Solution story with customers?

A) to enhance the sales experience for an account manager
B) to raise customer expectations possible outcomes from larger IT investments
C) to help raise awareness of Cisco services relevancy, beyond break/fix support and/or deployment projects
D) to provide a clear way to discuss services that all customers need

Answer 1

to help raise awareness of Cisco services relevancy, beyond break/fix support and/or deployment projects

Question 2

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 could increase in a 25%.
B) Revenue from this model is immediate.
C) Revenue from this model is realized over a longer period of time.
D) Revenue from this model is three times bigger than in the traditional product selling.

Answer 2

Revenue from this model is realized over a longer period of time.

Question 3

Which option is the main element of a Business Outcomes storyline?

A) relevancy to customers' strategy
B) Cisco differentiators
C) Cisco products
D) guaranteed customer ROI

Answer 3

relevancy to customers' strategy

Question 4

What should sales professionals do to ensure that business outcomes support what the customer brings to the market?

A) Make a list of the CSFs and KPIs of the organization.
B) Interview the different stakeholders and confirm with them.
C) Understand the customer's services portfolio.
D) Understand the customer's value proposition.

Question 5

You are working to understand a customer business environment. Which two options are preferred data gathering techniques? (Choose two.)

A) surveys
B) interviews
C) asking competitors
D) stock analysis reports
E) social media

Question 6

How does an open plan volume licensing model works?

A) It does not specify individual users, so any user can access the service.
B) It provides the organization with an agreed number of users.
C) The costs are directly related to usage, not quantity of users.
D) The enterprise pays as it acquires services.

Question 7

Which one of the following solutions enable business outcomes in the financial industry?

A) Multilayer Switching
B) Remote Expert
C) Plant Floor Control Network
D) Internet of Everything
E) Medianet

Question 8

Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?

A) Using Next Generation IT to increase service quality. Also, reducing risk, complexity and costs
B) Refining, enriching or developing & enabling new business processes, new markets, and customer interactions
C) Taking advantage of new technology to increase business relevance
D) Improving agility & ability to create or deploy high quality, differentiated, innovative services for end users

Question 9

Which options are two benefits of understanding the customer's business model? (Choose two.)

A) Understanding the customer's business model changes the way you interact with your customer.
B) Understanding the customer's business model provides control and assessment of project challenges.
C) Understanding the customer's business model helps track progress through outcomes.
D) Understanding the customer's business model is used to address the sales force mindset.

Question 10

At what three major levels can Cisco and its partners provide outcomes? (Choose three.)

A) strategic level
B) operational level
C) technology innovation level
D) executive level
E) business level

Question 11

Which two options are valid combinations of tactic and audience you can use to create your business outcome message? (Choose two.)

A) Tactic: Use evidence; Audience type: Critical.
B) Tactic: Use evidence; Audience type: Uninformed.
C) Tactic: Build a bond; Audience type: Sympathetic.
D) Tactic: Build a bond; Audience type: Hostile.
E) Tactic: Acknowledge the view; Audience type: Critical.

Question 12

What is a key differentiator of the Cisco Data Analytics market solution?

A) It manages a higher volume of data than the competition.
B) It sets new standards for data capture and storage.
C) It includes a new Cisco category of cloud applications.
D) It offers an end-to-end industry platform.

Question 13

Which are four considerations to have in mind when communicating the business outcomes story? (Choose four.)

A) Share your findings about stakeholder analysis with the audience.
B) Structure the content to the audience, one size does not fit all.
C) Address key motivators, business drivers, and the value that business outcomes bring to the customer.
D) Prioritize lines of business, strategic plan and operating issues.
E) Create the presentation in terms that the audience understands.
F) Use consistent formats and designs that the audience is familiar with.

Question 14

Which two elements must you consider when you propose technology solutions? (Choose two.)

A) cross-functional service offerings
B) the current and future state of technology of the customer
C) cloud services
D) emerging technology platforms
E) relevance to business outcomes

Question 15

Which two elements that are associated with customer interaction is the Seven Elements Framework used to plan? (Choose two.)

A) general communications
B) high-impact negotiations
C) business concepts
D) prior solutions considered
E) seller's authority for pricing

Question 16

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

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 17

Which option lists the top four technology trends that affect all enterprise business decisions?

A) security, big data, mobile, Internet
B) mobility, social, data, security
C) social, mobility, analytics, cloud
D) cloud, security, BYOD, big data

Question 18

Which type of organizational goals do key performance indicators measure?

A) tactical
B) financial
C) strategic
D) technological

Question 19

Which statement best describes the Cisco sales approach?

A) Understand the goals of the buyer.
B) Focus on Cisco technologies already in place.
C) Focus on fulfilling customer needs and help them generate value through stronger business outcomes.
D) Pay attention to details that the customer is sharing about their needs.

Question 20

Why is it convenient to tie business outcomes and the customer value proposition?

A) Because it accelerates the time to market of new products and solutions while maintaining a reasonable cost structure.
B) Because this way you can establish fixed business goals and priorities and facilitate the deployment project management.
C) To reduce complexity for stakeholders, it is easier for them to describe the benefits and to influence others to gain support.
D) Because it keeps the value proposition unchanged, it is easier for stakeholders to claim for accountability.

Question 21

When shifting to business outcomes, which two of these relevant considerations and premises must be taken into account? (Choose two.)

A) Customers want to benefit from new, more flexible consumption models.
B) Technology is acquiring more importance.
C) Businesses prefer time-to-market acceleration regardless the costs of their IT solutions.
D) Business transformation dictates that CEOs and their teams become key partners.
E) Customers want solutions that address specific outcomes.

Question 22

What characteristic is unique to Cisco's intercloud solution?

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

Question 23

Which three sentences are true regarding the stakeholder power grid? (Choose three.)

A) It shows relationships of power among executives.
B) It displays the risk position of future investments.
C) It shows current and optimal future state.
D) It is a visual picture.
E) It shows quantitative information about stakeholder requirements.
F) It shows differences among stakeholders.

Question 24

Which framework can give the best insight and visual flow into how a customer's functions work together, to go from parts inventory through shipped product?

A) business model canvas
B) porters value chain
C) critical success factor
D) organization chart

Question 25

How does understanding the customer's business model holistically address the customer's business challenge?

A) Segmented solutions designed for their specific outcomes makes it easier for them to be more relevant to their company's business challenges.
B) Customers define how they want to measure success, and we work with them to turn this into metrics and a plan to achieve results.
C) As your conversations become more focused on their business challenges and value, customers will see you as a problem solver and not just a sales person.
D) With the comprehensive solution addressing their whole infrastructure, it is easier for customers to see value and progress, see gaps and what is next, and manage their IT investments.

Question 26

Which consumption model provides the organization with an agreed-upon number of authorized users?

A) Per-seat licensing
B) Concurrent-use licensing
C) Volume licensing
D) Pay As You Go

Question 27

Which two options are reasons why effective communications is key to success? (Choose two.)

A) It allows effective interaction between stakeholders.
B) Can help mitigate the intrinsic risks within negotiation.
C) It allows other strengths to create maximum impact.
D) Can help lessen the impact of business weakness.

Question 28

When making good use of best practices or scenarios during the selling process, what is the most effective way to present these?

A) Use cases relevant to the customer
B) Business cases used previously
C) Customer briefing documents
D) Customer benefits statements

Question 29

What is one benefit of using Porter's Value Chain?

A) To establish a framework for increasing revenue in the customer business and under project management control.
B) To define the way the customer business affects the value to their solutions and services.
C) To explain the competitive advantage of the customer business by comparing certain factors available to them.
D) To help understand how different facets of the customer business affect their value proposition.

Question 30

What is ROI?

A) It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing present value from a technology solution by the cost of that technology solution.
B) It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing total investment from a technology solution by the cost of that technology solution.
C) It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution by the margin of that technology solution.
D) It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution by the cost of that technology solution.

Question 31

According to research, what is the leading reason that technology projects fail?

A) poor stakeholder identification and management
B) lack of budget
C) too many stakeholders
D) lack of a business model canvas

Question 32

There are approximately nineteen industry verticals. Which five are relevant to Cisco? (Choose five.)

A) Connected Learning
B) Connected Buildings
C) Connected Public Safety
D) Health Care
E) Disaster Management
F) Connected City
G) Connected Utilities
H) Connected Factory

Question 33

When return on investment is expressed in a business outcomes story, which set of factors should be included?

A) financial benefits, overall business impact, length of time to realize benefits
B) cost savings vs. today, speed to market, time to implement
C) financial benefits, speed to market, competitor revenue displaced
D) cost savings, length of time to implement, number of Cisco offerings

Question 34

Which two classes of solutions enable business outcomes for the Energy/Utilities industry? (Choose two.)

A) Advanced Routing
B) Data Center and Virtualization
C) Multilayer Switching
D) Internet of Everything
E) Remote Expert
F) Service Provider Network Infrastructure

Question 35

When selling business outcomes, which two options are key points/ factors related to what the customer wants to achieve must be considered? (Choose two.)

A) What the business priorities and strategies are.
B) What the Critical Set of Factors and Key Performance Indicators are.
C) What the mindset of customers is.
D) What the business priorities and goals are.
E) What the Critical Success Factors and Key Performance Indicators are.

Question 36

Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose three.)

A) Executives
B) Influencers
C) Employees
D) Decision makers
E) Suppliers

Question 37

Which tool is recommended to help identify customer responsibilities in one of their business processes?

A) BMC chart
B) RACE report
C) Agile chart
D) RACI chart

Question 38

What is the benefit of understanding stakeholder interests?

A) Understanding stakeholder interest helps sales people present solutions in the right business or technical language and context.
B) Aligning the message to the audience requires an understanding of stakeholders' audience goals and ensure a good business proposition.
C) Matching business needs to outcomes helps sales people present solutions in the right business or technical language and context.
D) Aligning business goals and technical goals ensure sales people present solutions in the right business or technical language and context.

Question 39

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

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 40

Which three additional costs may arise from a subscription model and should be factored into the total cost of ownership of IT as a Service? (Choose three.)

A) Cost of accounting and tracking
B) Software asset and management
C) Cost of Hardware and Software
D) Auditing and control
E) Chargeback and Show back
F) It varies, depending on the technology solution or service

Question 41

CSFs define what an organization should be good at. Which two options are characteristics of CSFs? (Choose two.)

A) CSFs are quantitative in nature and focus stakeholder relationships
B) CSFs describe an element that is needed by an organization or project to reach its goal
C) CSFs help link business initiatives or processes with selling, designing, developing, and adopting solutions and services
D) CSFs should receive special and continual attention from management in order to help the organization be effective

Question 42

Which option is most likely to improve interactions with customers?

A) Understand their communication style.
B) Understand the goals of their team.
C) Learn their personal interests.
D) Know the time available to present the solution.

Question 43

Which two options are part of customer relationship management? (Choose two.)

A) Developing market research.
B) Moving the customer towards positive decisions about IT investments and initiatives
C) Classifying customer segments.
D) Identifying key stakeholders.

Question 44

Which option must you know when you plan to negotiate or reach agreement?

A) underlying Interests of the stakeholders
B) timing for decision on purchases
C) the customer budget
D) Cisco offerings

Question 45

Which two options are features of Cisco Sales Connect? (Choose two.)

A) Ability to create personalized "briefcases" of content that you can save once, and access from any device.
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) Trusted, up-to-date, and relevant content displayed using comprehensive, powerful search capabilities.

Question 46

Which option has a broad-reaching effect on buying organizations?

A) technology plan
B) business unit projects
C) corporate plan
D) operating processes

Question 47

When selling outcomes, which three knowledge areas should sales professionals develop? (Choose three.)

A) Portfolio selling
B) Emerging technology trends
C) Stakeholder management
D) Sales enablement
E) Customer advocacy
F) Cisco partner ecosystem portfolio

Question 48

Which two options does the sales force need to know to ensure business outcome plan is aligned with stakeholders' needs? (Choose two.)

A) The stakeholders' agenda about the business goals.
B) The stakeholders interest in results which you are seeking to drive.
C) The stakeholders' chain of command.
D) The stakeholders' degree of influence and power.

Question 49

Which option is a recommended activity that is important for outcome selling?

A) Use a checklist to cover all renewal needs.
B) Have strategic value-based discussions with management.
C) Ask questions until you have filled out the required tool checklist.
D) Identify which services are associated with a Cisco product.

Question 50

According to Cisco, what is the main benefit of the Internet of Everything?

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

Question 51

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

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 52

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.)

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

Question 53

When uncovering information about the customer, which method can provide a higher volume of data points efficiently?

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

Question 54

Which four options are the top-level key areas of the business model canvas?

A) products, services, solutions, outcomes
B) infrastructure, offerings, customers, finances
C) markets, channels, partners, customers
D) resources, products, customers, markets

Question 55

Which one of the following solutions enable business outcomes in the manufacturing industry?

A) Remote Expert
B) Advanced Routing
C) Service Provider Network Infrastructure
D) Plant Floor Control Network
E) Multilayer Switching

Question 56

Which three options are financial challenges in business outcome-based selling? (Choose three.)

A) Competing stakeholder goals and expectations.
B) Difficulty to determine external value.
C) Financial resources are distributed across functional areas.
D) Competitive analysis is often incomplete.
E) IT adoption and implementation may have long business cycles.

Question 57

From the customer perspective, which are two benefits that result when moving from an on premise solution to a Cloud solution? (Choose two.)

A) Recurring revenue stream
B) Lower initial investment
C) Higher ROI from investment
D) Increased value of company
E) Long-term business cycles benefits

Question 58

Which two options are major tensions that business performance measurement could help balance? (Choose two.)

A) Responsive / non-responsive.
B) Different performance expectations.
C) Profit, growth and control.
D) Critical / non-critical.
E) Monitor and control.

Question 59

Which two options are examples of Key Performance Indicators? (Choose two.)

A) Percentage of job offers accepted
B) Perception level of satisfaction of customers
C) Quantity of new organizational goals
D) Revenue growth versus industry benchmark

Question 60

When you seek customer support for an action, which framework can be used to plan influential communication?

A) stakeholder analysis matrix
B) seven elements
C) principled negotiation
D) business model canvas

Question 61

IP addressing can be assigned in either a static or dynamic method. Which two devices would likely be assigned dynamic IP addresses? (Choose two.)

A) email server
B) IP phone network
C) printer
D) personal laptop
E) switch

Question 62

Which could be a layer within an enterprise architecture?

A) Business services
B) Service level commitments
C) Organization's reporting structure
D) Project office's governance practices

Question 63

What impact on business can cloud technologies provide?

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 64

Which options are two features of business requirements? (Choose two.)

A) Business requirements are managed by stakeholders.
B) Business requirements support specific business objectives.
C) Business requirements are prioritized in compliance with influence dynamics.
D) Business requirements are dynamic in nature and change over time.
E) Business requirements are always defined inside a line of business.

Question 65

Which option is the outcome when you compare the current state of technology with the capabilities of emerging technologies?

A) Create a plan to migrate using cloud technologies.
B) Identify gaps that provide opportunities for new services and solutions.
C) Identify gaps for upgrading Cisco products.
D) Identify the new stakeholders.

Question 66

Which two are true of closed questions? (Choose two.)

A) Closed questions are used to retrieve facts.
B) Respondents can answer closed questions more quickly because they seek a limited amount of detail.
C) Closed questions are used to retrieve opinions.
D) Closed questions are used to make decisions based on the data in a report.
E) Closed questions are excellent for workshops where you need people to come to a consensus about a design decision.

Question 67

Which option is a structured way to understand business landscape and context?

A) business model canvas
B) business outcomes canvas
C) business model outcomes
D) business canvas approach

Question 68

Which protocol ensures accurate local-time synchronization within a network that consists of routers, switches, and other devices?

A) NTP
B) RTP
C) STP
D) TDF

Question 69

When asked about IT skills gaps, where does "Speak business language" fall in a list of concerns?

A) "Speak business language" would be helpful to improve, but not among the most critical gaps.
B) The ranking varies depending on the industry and whether the business person is new in their job.
C) "Speak business language" is consistently mentioned as a top concern for IT professionals.
D) "Speak business language" is a very low priority but moving higher because business people need to learn the terms for technologies like cloud.

Question 70

What is the benefit of using the Business Model Canvas to understand and describe the customer's business?

A) It is a mandatory tool in every business school.
B) Business models are the same across industry verticals.
C) Understanding the customer business model is essential for determining the right business outcomes.
D) Each organization has multiple business models.

Question 71

According to Cisco best practice, which option must you understand before you identify business outcome opportunities?

A) organization chart
B) decision-making process
C) current technology plan
D) customer value proposition

Question 72

How does a performance measurement help the customer business?

A) Provides feedback on progress towards settled goals.
B) Compliance of certain industries regulations.
C) Help companies monitor its past state.
D) To reward and to discipline employees.

Question 73

Which is a critical first step when thinking about how to communicate technical content to a senior business manager?

A) Identify a person on her staff who can explain details.
B) Listen to the customer to understand her KPIs.
C) Plan out your message to explain potential options.
D) Draft a high level message using language pulled from the top IT vendors.

Question 74

Which three options are customer motivators? (Choose three.)

A) Achievable Business plan.
B) Shared risks with the vendor.
C) Increased services and solutions.
D) Realizable outcomes.
E) Simplify IT complexity.

Question 75

What are the most reliable sources for enablement at Cisco besides playbooks?

A) Wikipedia & Google
B) PartnerCentral and Salesconnect
C) Industry articles & blogs
D) Research and trends reports

Question 76

RACI model aids can be used to understand specific aspects of stakeholders' involvement in businesses. What does RACI stand for?

A) Responsible, Accountable, Consulted, Informed
B) Reconciler, Accountable, Consulted, Independent
C) Responsible, Assertive, Consulted, Informed
D) Reconciler, Assertive, Consulted, Informed
E) Responsible, Accountable, Consulted, Influenced

Question 77

Which statement is true?

A) Cloud services provide opportunities to reduce the cost of maintaining outdated technology.
B) Cloud services are required by all companies who want to be competitive.
C) Cloud services cost more in the long run.
D) Cloud services take more resources to implement.

Question 78

Which three questions are specified by the Seven Elements Framework? (Choose three.)

A) Working environment characteristics?
B) Existing relationship?
C) Compliance with ISO 20K?
D) Understanding of own and others interests?
E) Consequences of not reaching agreement or support?

Question 79

KPIs are quantitative measurement of progress against the tactical goals of an organization. Which are three characteristics of KPIs? (Choose three.)

A) KPIs must be strategic and tactical in nature
B) KPIs can be financial, managerial, or operational
C) KPIs measure progress against goals
D) KPIs are set according to priorities: magnitude and urgency
E) KPIs define what needs to happen to achieve desired results in the time, budget, and level of expected quality

Question 80

What should a sales professional use to ensure a clear understanding of the top priorities of an organization during a business outcome selling?

A) A technology gap analysis of the organization's infrastructure.
B) The list of CSFs and KPIs of the organization.
C) The analysis of the consumption model that the customer is looking to implement.
D) A study of the impact that the current state of technology has on the business.