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What is UC?
Cisco Unified Communications Solutions unify voice, video, data and mobile applications on fixed and mobile networks, delivering an easy-to-use, media rich collaboration experience across business, government agency, and institutional workspaces. These applications use the network as the platform to enable users to connect anywhere, anytime, anyplace, using any media, device or operating system.
What is UCBTW Classroom?
The Unified Communications Business Transformation Workshop is a two day Classroom instructor-led training that was developed by Cisco and business consultants to teach Account Managers and Pre-Sales Engineers how to properly position Cisco UC solutions by understanding business challenges. Students will learn how to articulate to a business decision maker how a Cisco UC solution can help solve their business issues and transform their businesses processes.
Workshop Overview
At the conclusion of this workshop, participants will be able to:
- Articulate to business decision makers (BDMs) how Cisco Unified Communications applications transform businesses processes
- Understand how to position Cisco UC applications and architecture to their client's business executives
- Recognize customer business needs that will generate demand for Cisco UC applications and Partner Professional Services
- Develop new customer relationships within different levels of a customer's organization
- Illustrate the financial justifications of Cisco UC solutions
- Demonstrate the business value of Cisco Unified Communications applications to BDMs
- Differentiate Cisco UC solutions from competitive offerings to win competitive arguments
- Conduct high-impact discovery meetings with line-of-business executives
- Expand their executive vocabulary/conversation skills and change their sales prospecting conversations to business relevant topics
Workshop Agenda
- Retiring Quota with UC Applications
- Quick Pitch Activity
- What is Business Transformation
- What is the Market for Unified Communications
- How Selling Business value will Make You Rich and Famous
- Transforming Business through Unified Communications
- Why is Unified Communications a Hot Topic
- How Cisco Can Help
- Cisco Unified Communications Vision and Strategy
- The Unified Communications Application Team Challenge
- Articulating Business Value of UC Applications Activity
- Additional Unified Communications Applications
- Unified Communications over an Intelligent Network
- Fact Finding for Critical Business Objectives
- Hot Spots in the Market
- Five Step Sales Framework
- Know Your Customer's Business
- Case Study: Know the Business
- Create Your Account Plan
- Business Decision Maker (BDM) Meeting
- BDM Careabouts
- The Desktop Applications Manager
- Create Your Account Plan
- The BDM Conversation
- Articulating the Benefits to BDM's
- Business Impact and Further Discovery
- How Do I Determine the Business Impact
- Case Study: Further Discovery
- Create Your Account Plan
- Presenting Your Findings: Prepare and Present
- The Past
- Business Transformation Presentation
- Handling Objections
- Presenting Business Transformation to Executives (Preparation, Practice, and Presentation)
- Seal the Deal
- The Competition
- Winning Against Microsoft
- Strategies to Win
- Call to Action
- Bringing it Home
- And Now for the Winners
- Your Call to Action
- Post-test and Survey
- Next Steps
Length: 2 days
Audience: Account Managers
Class Size: 16 to 20 people