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QUESTION NO:24

Which statement about assumptions that are defined when you create the business case is

true?

A. They reflect best case situations for obtaining the highest level of benefit.

B. They are defined to reduce the risk that the customer is unhappy with solution benefits.

C. They should reflect factors or activities that are not yet known, but require some

estimate or basis to develop a credible business case.

D. They should be validated only with the IT representatives, not with business unit

personnel.

Answer: C

9

QUESTION NO:15

Which is the result of establishing goals, objectives and smart objectives in an

organization?

A. Measured results with KPIs

B. An appropriate Project Management

C. A better CANVAS

D. A better Business Process

Answer: A

6

QUESTION NO:16

When would you say your customer has adopted a solution?

A. When they purchase the solution from the Cisco partner.

B. When the solution is deployed.

C. When the solution is deployed and there has been one year with no operating issues.

D. When the solution is deployed, features and options are activated, and customer is

realizing the benefits of your value proposition.

Answer: D

QUESTION NO:9

Which options describes a main objective for identifying Cisco Architectures and Smart

Solutions early in the sales process?

A. to give the account team the most elapsed time for closing a sale with the customer

B. to influence the customer\’s requirements so that they fit the Cisco solutions portfolio

C. to provide a baseline for the solutions design activities, and to leverage proven offerings

in the Cisco portfolio

D. to keep the opportunity more focused on standard solutions vs. needing to design out

custom or account-specific capabilities

Answer: C

QUESTION NO:2

Which statement about a roadmap is true?

A. Requirements are subjective and viewpoints are fact.

B. It can be created earlier in a project, as compared to an architectural blueprint.

C. It focuses on a broader scope than an architectural blueprint.

D. It shows a path for projects or initiatives that is consistent with the architectural direction.

Answer: D

QUESTION NO:25

What is true regarding Cisco solutions that provide capabilities required to meet the

customer\’s future business needs?

A. The current state of technology will provide the capabilities needed by the customer.

B. Cisco solutions only provide capabilities for the current state.

C. Comparing the current state of technology with capabilities provided by Cisco solutions

and services helps identify gaps and provide opportunities for more services and solutions.

D. Comparing the current state of technology with capabilities needed by the customer, the

partner will confirm if the solutions sold helped solve the problem.

Answer: C

QUESTION NO:10

4

Which three reasons make an organization conduct Business Transformation? (Choose

three.)

A. Slow processes

B. Poor market-share

C. Reduced profit

D. Consumerization

E. Lack of discipline

Answer: A,B,C

QUESTION NO:6

Which two options are additional metrics, beyond KPIs, that can be considered to measure

success? (Choose two.)

A. Price increases.

B. Reduced implementation timelines.

C. Customer loyalty.

D. Technology adoption.

Answer: B,C

QUESTION NO:19

Which statement is a characteristic of future state capabilities?

A. They identify operating practices for a single department.

B. They depict all of the requirements that a customer organization desires (best case).

C. They convey the most important business elements that are needed to achieve goals in

the future.

D. They should define very detailed needs for the near-term and high-level needs for one

or more years out.

Answer: C

QUESTION NO:12

Which three options are technical value solution assessment factors that need to be

considered and could increase pipeline growth? (Choose three.)

A. Solution profitability.

B. Maintenance policies.

C. Conformity to technical standards.

D. Solution NPV.

E. Need for increased coverage.

Answer: A,B,C

5

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