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820-424 Questions and Answers
Answer: B, D, F
Which option describes the second step of the outcome-based sales approach that Cisco uses?
Gather what you know about the customer.
Assemble your sales team arid determine your objectives.
Get a lead and find a customer who may be interested.
Meet with your customer to prioritize their business care-abouts.
The business value approach helps you to do what?
Ensure that requirements gathering takes the smallest possible resource and time
Use various techniques to add value through the discovery process
Bring sales opportunities earlier into the customer business roadmap, to avoid risks from possible budget cuts
Increase revenue and profit, by bundling services instead of using customer staff for implementation work
Which two options are desired outcomes of presenting a workshop? (Choose two.)
present findings and gain acceptance to move forward
understand the opinions of specific stakeholders
establish a consensus among a group of stakeholders
Answer: C, D
Which behavior is appropriate when discovering requirements?
End meetings earlier than planned to show a sense of urgency
Avoid taking notes, since you can always return for a follow up
Answer customer questions with details and numbers to convince them you have a good idea about the solution to offer
Actively listen to the customer's comments and effectively take notes
What tool would you use as a starting point to identify future capability requirements?
A 'to-be' business model canvas
Root cause analysis
Business motivation model
Value chain model
Which factors should be combined to determine the overall risk priority?
impact and time
impact and readiness
frequency and size
likelihood and impact
Which twooptions are external sources ofinformation about a customer's organization? (Choose two.)
a corporate organization chart from the customer's human resources department
a Gartner Magic Quadrant for the customer's industry
an internal briefing from your company's customer account manager
an annual report and accounts on the customer's website
Answer: A, D
A reference model provides value through which two features? (Choose two.)
Standard set of documentation
Structured approach to aligning business and IT
Diverse vocabulary to describe different situations
Mapping of issues to specific steps in a process flow diagram
Case examples across industry verticals
Answer: A, B
Which approach is recommended for gaining deeper insight into pain points raised by a senior customer business leader?
Inform the customer of some statistics about their competitors, to get a reaction
Ask open ended questions about goals and impacts from challenges
Lead an exercise to define revenue the customer could gain from using remote experts on sales calls
Speak with peers of the customer leader, to find out whether this person has a reputation for making problems sound bigger than they really are
What is the recommended way to treat a current customer capability weakness?
Document this in a way so the IT executive avoids criticism
Use objective data to describe this gap, in a Business Capability Assessment
Highlight this in the next executive briefing, to get credit for finding out gaps
Expand scope, urgently staffing a deep dive so the customer can most quickly fix the weakness
When establishing a current view of your customer, which is an appropriate internal source of information?
Service level agreements your firm helped to create, between the customer IT group and business units
Financial analyst forecasts of the company's revenue for the next 3 years
Article on the customer's new product line, published on an industry web site
Websites of partners in the customer's ecosystem
Which option describes a quality of business capacities?
used to determine performance targets
provide an understanding of business risk
define business goals and objectives
establish the building blocks of the business
Which option is a business consideration when determining an organizational change and adoption plan?
IT skills and resources
Responsibilities for managing technology
Managing cloud based solutions
Which is an example of 'solution benefits described in business terms'?
A network upgrade can reduce outages by 10-15%
By using remote experts during selling, the customer can add $10M to quarterly revenue
IT staff can be redeployed to projects delayed due to resource constraints
A new security policy can reduce risk of a cyber attack on the company's network infrastructure
Who should be invrted to attend governance meetings?
technical decision makers and representatives of each stakeholder group
business and technical decision makers
business decision makers and representatives of each stakeholder group
technical decision makers only