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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
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