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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: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

QUESTION NO:22

What information is relevant to validate the progress towards the expected results?

A. Baseline vs actual status

B. Metrics

C. Simulations

D. Strategies

Answer: A

QUESTION NO:3

Which three options are financial challenges when determining the financial value of a

Cisco solution? (Choose three.)

A. Financial resources are distributed across functional areas.

B. Long term and cycles for deployment and adoption.

C. Cost efficiencies and reductions.

D. Difficulty to determine NPV.

E. Increase revenue and margins.

Answer: A,B,D

2

QUESTION NO:23

Which statement about a forum for feedback is true?

A. It is used to broadcast status.

B. It is for managers only.

C. It provides a way to exchange positive and negative things that happen.

D. It is the best way to announce training.

Answer: C

QUESTION NO:21

Which action is the recommended way to establish trusted-advisor credibility with a senior

business executive?

A. Ask open-ended questions about the organization\’s priorities and goals.

B. Ask questions about the IT organization\’s track record for problem resolution.

C. Provide an overview of your sales team\’s reporting structure and metrics.

D. Ask detailed questions about the process to acquire cloud computing solutions.

Answer: A

8

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:27

Which option is a benefit of technology adoption?

A. Customer realizes the benefits stated by Cisco and the partner during the negotiation

phase.

B. Customer gets to replace their old systems and solutions.

C. Adoption increases sales.

D. Customer pays only when the technology is adopted.

Answer: A

10

QUESTION NO:1

Which action is the recommended way to describe business unit benefits from upgrading a

customer\’s 2-year old network?

A. Highlight the improved response time and service level possible.

B. Relate the increase in reliability and performance to the impact on business activities

that are supported by the network.

C. Describe how the capacity upgrade allows the customer to reduce support headcount

within the IT organization.

D. Focus on the unique aspects of Cisco advanced technology, as compared with the

customer\’s current network.

Answer: B

QUESTION NO:26

Which example is a business case assumption that is most likely to be provided by the IT

executive?

A. The expected weighted cost of capital can define the rate of return.

B. The number of personnel can be reduced in the business unit due to automation.

C. IT transaction volumes will grow 10% annually for the next 2 years.

D. The business will outsource customer service to a third party.

Answer: C

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