Outline detalhado do curso
Identifying Opportunities within My Market
- Business and Technology Trends Impacting My Customer
- Business and Technology Trends Impacting the DC
- Challenges Created within the DC
- Exercise - Aligning current DC trends and challenges with my customers
Identifying Opportunities within My Accounts
- Selling DC and Security together
- Positioning Security as a Business Enabler
- The Importance of KYC (Know Your Customer)
- Understanding the Importance of a Secure DC on Business Initiatives
- Exercise – Identifying key Business Initiatives, Value Impact and Security Threats
Positioning Cisco Solutions
- The Cisco Secure DC Portfolio
- ICE and TrustSec
- What Problems is it Solving?
- Where to position
- ASA and FIREpower
- What problems is it Solving?
- Where to position
- Cyber Threat Defense
- What Problems is it Solving?
- Where to position
- Cisco ACI
- What Problems is it Solving?
- Where to position
- Positioning our Architecture
- The Attach Chain
- An Integrated Approach
- The Attack Continuum
- Which Solution for which Phase?
- Exercise – Linking Business Initiatives with Business Solutions
Maximising Customer Engagement
- Linking Initiatives and Stakeholders
- Identifying Stakeholders
- How to Approach Business Stakeholders
- Engaging & approaching the DC Manager, CSO, CFO and CIO
- Sample Questions
- Exercise – Mapping Initiatives to Stakeholders to Business Outcomes
Positioning Cisco to Win
- The Architectural Differentiator
- Cisco as Market Leader
- Cisco vs the Competition
- Success Stories
- Exercise – Position Cisco in front of your Customer
Summary
- Summary
- Q&A
- Wrap up