810-420 - Understanding Cisco Business Value Analysis Fundamentals Exam
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What is the definition of "Cost Structure" in the Business Model Canvas?
Cost of performing all business activities
Which tool should you use to document the findings of your CxO interviews?
Stakeholder Analysis Worksheet
Which two statements are true? (Choose two.)
Customers expect a proposal to include solution elements from Cisco and/or partners
Channel partners may propose a solution that has products from Cisco and other vendors
How should a team use findings from discovery meetings?
Identify and develop a point of view on a customer's needs
What does a plan for meeting with the CxO allow you to do?
Help the customer realize that they have business needs that can be addressed
Which represents a dependency?
Network bandwidth must be improved to achieve acceptable video performance
Which is true about 'target state capabilities'?
They represent things the customer needs to do, as part of a new business design
Which two steps of the Customer Conversation Framework bridge the gap between the business and technology parts of the conversation? (Choose two.)
If you identify a stakeholder as having high interest and high power within a target company, where in the power grid should you place the stakeholder?
In the Key Players position
Why is it important to identify customer expectations of a solution provider?
This insight is useful for planning a sales approach
Which is a difference between pain points and opportunities?
Pain points cause problems, while opportunities reflect unmet potential
Which two options are sources for business capability models? (Choose two.)
Services the company offers, which produce the highest customer satisfaction
Benchmarks of similar companies.
When establishing a current view of your customer, which two are internal sources of information? (Choose two.)
Proposals submitted to the customer last year
Which is a factor used to identify relevant senior executives for a project?
Influence on investment decisions
What is a "to be" Business Model Canvas used for?
Documenting and identifying gaps between current and required capabilities
When reviewing public financial information published by the company, what data will you find?
Year-to-year changes in revenue by Geography
Which represents a customer opportunity?
Regulations around the customer's products are being eased, opening up new markets
Which option reflects the value of mapping of solutions vs. capabilities?
It helps the customer understand how their needs can be met
Which is a customer benefit from a Cisco solution?
The solution raises the customer's flexibility in launching new products
Which would be considered an internal SME?
System Engineer assigned to the account
Why should the solution be presented in business terms?
This is the most powerful way to associate technology with customer strategic goals
Which two options are elements in your business case? (Choose two.)
Smart Solution recommendations
Business impact: financial and non-financial
What activity must be performed before you can build a refined Business Model Canvas?
Conduct interviews with strategic questioning
Which option represents a customer pain point?
Salesperson attrition is higher than competitors
Which question would be appropriate to ask a Partner SME, when doing a project for a private company?
How would you describe the customer's culture?
Which tool should you use to establish personal credibility?
A business value statement
Which tool enables you to gain a high level view of your customer's business?
Business Model Canvas
Which would be considered a 3rd party source of information about a company?
Research note on the company, published by an industry analyst
A Business Motivation Model helps to describe which aspect?
Company aspirations and tactics to achieve them
When should you establish credibility with customers?
Early in the relationship, and continually