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Cisco Applying Cisco Specialized Business Value Analysis Sample Questions:

1. What should you do in identifying solutions that fulfill the capability needs of the customer?

A) Include only those offerings which the customer has requested information on in the past.
B) First, identify the relevant Cisco architectures and potential solutions. Next, move on to features.
C) Place the most attention on new ideas or needs which have recently come up in project brainstorming sessions.
D) First, look at the features available and then identify whether these exist in an available solution.

2. Which tool or document can help you identify areas of gaps in knowledge about your customer's overall strategy and operating model?

A) An account coverage plan for your team's territory
B) Business Model Canvas
C) Customer's communications plan for the rollout of a new application
D) A win/loss review from a proposal delivered to the customer 12 months ago

3. A reference model provides value through which two features? (Choose two.)

A) Case examples across industry verticals
B) Diverse vocabulary to describe different situations
C) Structured approach to aligning business and IT
D) Mapping of issues to specific steps in a process flow diagram
E) Standard set of documentation

4. Which approach is recommended for gaining deeper insight into pain points raised by a senior customer business leader?

A) Speak with peers of the customer leader, to find out whether this person has a reputation for making problems sound bigger than they really are
B) Lead an exercise to define revenue the customer could gain from using remote experts on sales calls
C) Inform the customer of some statistics about their competitors, to get a reaction
D) Ask open ended questions about goals and impacts from challenges

5. Which individual is recommended as the author for a business case introduction?

A) The customer finance executive
B) The Account Manager, with support from the customer's IT organization
C) The System Engineer most familiar with the customer's infrastructure and technical environment
D) A project team individual with insight into the overall solution, financials and customer's current situation

Solutions: