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Cisco Executing Cisco Advanced Business Value Analysis and Design Techniques Sample Questions:

1. Which pieces of information help to assess user readiness for a rollout?

A) budget and testing script
B) user awareness and time scheduled for training
C) number of users and years in role
D) number of changes in processes and number of open help desk problems

2. Which option represents a business constraint for a video solution?

A) The steering committee has not yet seen a demo of the video solution.
B) The customer does not have enough capacity to deliver video at an acceptable performance level.
C) Users for the solution are not yet executing new processes for which video is a core capability to improve business results.
D) Two of the customer's lead architects disagree on the approach for network management.

3. Which action is a recommended way to capture concerns about benefits?

A) Ask people their opinion in a large group meeting.
B) Conduct a focus group with people who are close to the plan and who know the business area.
C) Watch a user who is trying to do her job.
D) Include a question in the company employee satisfaction survey.

4. Which options describes a main objective for identifying Cisco Architectures and Smart Solutions early in the sales process?

A) to keep the opportunity more focused on standard solutions vs. needing to design out custom or account-specific capabilities
B) to give the account team the most elapsed time for closing a sale with the customer
C) to influence the customer's requirements so that they fit the Cisco solutions portfolio
D) to provide a baseline for the solutions design activities, and to leverage proven offerings in the Cisco portfolio

5. Which action is the recommended way to establish trusted-advisor credibility with a senior business executive?

A) Ask open-ended questions about the organization's priorities and goals.
B) Provide an overview of your sales team's reporting structure and metrics.
C) Ask detailed questions about the process to acquire cloud computing solutions.
D) Ask questions about the IT organization's track record for problem resolution.

Solutions: