Introduction to Cisco Sales

Welcome to the Introduction to Cisco Sales training.  This class will help you to better understand Cisco’s vision, what Cisco sells, its channel routes to market and Cisco ONE – a new way to sell.

It covers in some detail the general concepts of business outcome led selling, Cisco’s approach to business outcome led selling, how to sell in the technology cycle, customer value proposition and the value chain and stakeholder management.

On the architecture and solutions side, you will learn about Cisco’s Enterprise and Digital Network Architecture (DNA) which includes but is not limited to routing, switching, wireless and mobility and Digitization. 

We will also discuss Cisco’s security architecture covering Cisco’s approach to Security, The threat centric security model, network security, visibility, enforcement, management and more. 

We talk about Cisco Data Center and Cloud architectures including Cisco’s Unified Data Center, Unified Fabric, Converged Infrastructures, Cloud and Multi-Cloud

You will also learn about Cisco’s Collaboration solutions around its Architecture, platform, end points, Spark solutions, Conferencing and On-prem, Cloud and Hyrbid Cloud.

You will become Introduction to Cisco Sales certified if you pass the required exam.  This class is part of Cisco’s Continuous Learning earning you valuable points towards. your specializations

To get the most out of this training it is best if you think about the architecture/solution definition, business benefits for the customer coming from the technology value which is created by product features.

We are very happy you joined this training and are sure it will help you in your effort to sell more Cisco more easily.

Course Curriculum

  • 1

    Introduction

    • Welcome

    • Enrollment Form
  • 2

    Cisco Certification

    • 1. A Brief History of Cisco

    • 2. Cisco’s Vision

    • 3. What Cisco Sells

    • 4. Cisco’s Architectures

    • 5. Cisco’s Channel Routes to Market

    • 6. Partner Incentives and Promotions

    • 7. Cisco ONE – A new way to Sell
  • 3

    Cisco's Approach to Selling

    • 8. General Concepts of Outcome Based Selling

    • 9. Cisco’s Approach to Business Outcomes Sales

    • 10. Business Outcomes Sales Role

    • 11. Customer Value Proposition and Value Chain

    • 12. Identifying Customer Business Requirements

    • 13. Identifying Routes to Market with BMC

    • 14. Business Outcomes Across the Technology Cycle

    • 15. Stakeholder Management

    • 16. Presenting the Business Outcomes Story
  • 4

    Selling Cisco’s Enterprise and Digital Network Architecture

    • 17. The Enterprise Network Architecture

    • 18. Infrastructure

    • 19. Routing and Switching

    • 20. Wireless (CUWN)

    • 21. Software Defined Access

    • 22. Digitization and DNA

    • 23. The 4 Pillars of DNA

    • 24. The Design Principles of DNA

    • 25. Solutions Underpinning DNA (SD-Access. SD-WAN, Wireless-Assurance)

    • 26. Management Price and DNAC

    • 27. NFV ENCS Virtualized Branch

    • 28. NVE TrustSec, ISE, Stealthwatch
  • 5

    Selling Security Solutions

    • 29. Cisco’s Approach to Security

    • 30. The Threat-Centric Security Model

    • 31. Technologies Covering the Attack Continuum

    • 32. Network Security

    • 33. Visibility and Enforcement

    • 34. Advanced Threat

    • 35. Cloud, Web and Email

    • 36. Cisco Talos
  • 6

    Selling Cisco’s DC and Cloud Architecture

    • 37. The Unified Data Centre

    • 38. Unified Computing

    • 39. Unified Fabric

    • 40. Unified Management

    • 41. Converged Infrastructures

    • 42. Hyperconvergence and HyperFlex

    • 43. Cisco’s DC & Cloud Architecture and Strategy

    • 44. Cisco’s Cloud Strategy

    • 45. Cisco Multi-Cloud

    • 46. Cisco Cloud Centre

    • 47. IoT and Data Center Automation

    • 48. IoT Analytics

    • 49. Meraki

  • 7

    Selling Collaboration Solutions

    • 50. Cisco’s Collaboration Architecture

    • 51. Cisco’s UC Platforms

    • 52. BE6k, BE7k, UCM and WebEx Teams

    • 53. Collaboration Endpoints

    • 54. DX, MX, IX, Phones and WebEx Team Solutions

    • 55. Customer Care Solutions

    • 56. Conferencing Solutions

    • 57. On-Premise and Cloud Solutions

    • 58. Cloud and Hybrid Collaboration

About the instructor

Senior Instructor

Jim Wagstaff

Jim Wagstaff works with a variety of organisations in the areas of business advisory, channels and go-to-market planning, optimisation, and execution, business development, and process improvement. Jim also works with managers and executives as a certified behavioural consultant focusing on workplace culture, sales, management, and leadership.Jim serves as Managing Director of Renewtrak Asia, a fully-managed, white-label renewals/refresh platform as-a-service where the business model is 100% focused on helping clients increase their service contract renewals and tech refresh at no additional operational cost to the client.

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