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NEW QUESTION 116
Which target audience category typically provides the resources for an effort?
- A. gatekeepers
- B. watchdogs
- C. project sponsors
- D. key decision makers
- E. secondary audience
Answer: C
NEW QUESTION 117
Which four aspects are considered by the Business Model Canvas? (Choose four.)
- A. Finances
- B. Sales people
- C. Business value proposition
- D. Business structure
- E. Business development teams
- F. Strategic Analysis
Answer: A,B,C,D
Explanation:
Section: Understanding Business
NEW QUESTION 118
Which option is a primary reason for using the Cisco Services Solution story with customers?
- A. to raise customer expectations possible outcomes from larger IT investments
- B. to help raise awareness of Cisco services relevancy, beyond break/fix support and/or deployment projects
- C. to provide a clear way to discuss services that all customers need
- D. to enhance the sales experience for an account manager
Answer: B
Explanation:
Explanation
The Cisco services story is receiving a lot attention both internally and with the public. Sellers should build off of this visibility, reinforcing that Cisco has a broad services portfolio that goes beyond break/fix, and network deployment.
NEW QUESTION 119
DRAG DROP
Drag and drop the type of sale model on the left to the business driver on the right.
Answer:
Explanation:
NEW QUESTION 120 
Refer to the exhibit. Which proposal does the exhibit describe?
- A. technology project plan
- B. technical reference architecture
- C. account plan
- D. business roadmap
Answer: D
Explanation:
Section: Customer Relevance
NEW QUESTION 121
Drag and drop the financial benefits on the left to the direct and indirect spaces on the right.
Answer:
Explanation:
NEW QUESTION 122
Drag the five stages of the customer relationship management lifecycle from the left onto the correct descriptions on the right.
Answer:
Explanation:
Explanation
Reach: Establish credibility with the prospective customer. The credibility is established for both yourself and by extension your organization as a valued business partner.
Acquisition: Establish your status as a valued business partner. This is done by understand the customer and their critical business needs.
Develop: Continue to effectively increase the maturity of your relationship with the customer. This is accomplished by continually gaining a more thorough understanding of critical business needs.
Retention: Demonstrate repeated value to the customer. This is accomplished by providing opportunities to measure progress against stated targets to demonstrate success.
Loyalty: Establish yourself as a trusted advisor and the customer as an advocate. This can be accomplished by adopting a consultative-led approach with a focus on the solving complex business challenges for the customer.
NEW QUESTION 123
DRAG DROP
Refer to the exhibit:
Drag and drop the five phases of the Cisco Business Architecture methodology from the left into the correct order on the right.
Answer:
Explanation:
Explanation:
Cisco Business Architecture Methodology
The Cisco Business Architecture methodology is a high-level methodology for enhancing the way that Cisco does business with its customers. It is aligned to the customer journey.
The motivation is to drive larger and more profitable results for customers and Cisco. It acknowledges the need to work with the business leaders while maintaining Cisco relationships with technology teams. At its core, the methodology focuses on developing a business-focused view of the customer enterprise and places their needs and business outcomes first from a customer-centric perspective.
Cisco will have the opportunity to effectively engage with business leaders by understanding their business, needs, and challenges. Understanding the business provides an opportunity for Cisco to participate in the process of creating, shaping, or influencing the business capabilities and solutions that are relevant to achieving the business goals. A focus on business capabilities and solutions allows Cisco to gain an early insight to its relevance to the true business requirements of the customer. Therefore, Cisco can demonstrate value beyond just technology early in the engagement.
Clear requirements and justification for a wide range of Cisco technology across multiple domains are the result of following the Cisco Business Architecture methodology. A business-led approach is a significant contrast to the traditional process of educating customers on Cisco technology and pushing the sale of a single technology or technology domain.
Customer Knowledge of Their Business and Opportunities: The first phase is to gain an understanding of the business. The focus is on the customer, their business needs, and opportunities. This phase is a process to gain knowledge, begin establishing credibility, and determine the current and potential customer opportunities. It is critical to document information and findings throughout the methodology as data that can be referenced.
Research and Analyze: The direct and formal engagement begins after setting direction, understanding the scope, and gaining customer commitment to move forward with an analysis of the business. The goal of this phase is to have an agreed upon understanding of the business, the customer needs, and opportunities. The information that is obtained from the research and analyze phase will help determine the business capabilities and solutions that need to be developed, transformed, or removed.
Develop and Verify: The intent at this point is that all the involved parties have a clear understanding of the business needs and goals, which have been validated and documented. The business focus has been determined and its priorities have been set. At this point, it is time to develop the business capabilities and solutions that will achieve the defined business goals.
Customer Commit: The customer commit phase entails the preparation and presentation of the business case and the capabilities and solutions to the business for commitment to execution. Cisco may have an intricate role here to support the customer in preparing the presentation. However, the best outcome is the customer presents to their relevant business stakeholders. Cisco can have a role of representing the customer by presenting the business case.
Deploy and Measure: The deploy and measure phase consists of deploying the business capabilities and solutions, which encompasses people, process, and technology. A subset of this phase is the last phase of the "Technical Focus" aspect of the methodology, which is the deploy and verify phase. The downloadable white paper on the Cisco Business Architecture Approach describes the "Technical Focus" in more detail.
NEW QUESTION 124
From the customer perspective, which are two benefits that result when moving from an on premise solution to a Cloud solution? (Choose two.)
- A. Higher ROI from investment
- B. Lower initial investment
- C. Increased value of company
- D. Long-term business cycles benefits
- E. Recurring revenue stream
Answer: A,B
NEW QUESTION 125
Stakeholder audiences cover a range of customers, sales professionals, and others.
Which three key position groups make up important stakeholders? (Choose three.)
- A. Employees
- B. Executives
- C. Suppliers
- D. Decision makers
- E. Influencers
Answer: A,B,C
NEW QUESTION 126
Which two benefits are provided by the Cisco Business architecture approach?
- A. It allows customers to achieve measurable business value
- B. It provides high degree of interaction with business leaders and stakeholders.
- C. It enables the discussion of data center technologies with the customer
- D. It allows the sale of technology-specific products and software.
- E. It enhances post-sales technical support capabilities.
Answer: A,B
Explanation:
Benefits of a Business Architecture Approach
A business architecture approach is centered on creating value for the customer and their business. The Cisco Business Architect must effectively engage with the customer to gain an understanding of their business. This engagement requires credibility and rapport with business leaders and relevant stakeholders. The Cisco Business Architect works with the customer to co-operatively identify and create the business capabilities and solutions. This activity helps the customer realize their desired business state. Adopting a business architecture approach requires a behavioral change in the way the Cisco Business Architect engages with the customer.
The benefits of adopting the business architecture approach addresses what is in it for the customer and what is in it for the Cisco Business Architect. The organization that the Cisco Business Architect is associated with also realizes benefits from a business architecture approach.
What is in it for the customer?
Ensures that business capabilities and business solutions are aligned with business priorities and long-term business strategy Captures and realizes business value from defined business outcomes Perceives Cisco as a strategic partner for solving business challenges What is in it for the Cisco Business Architect?
Builds credibility and rapport for the Cisco Business Architect and Cisco Establishes a long-term relationship with the customer as a trusted advisor Ensures Cisco relevancy to business capabilities and business solutions What is in it for the business that the Business Architect is associated with?
Preferred partner and vendor status
Longer-term customer engagement and relationship
Competitive advantage
Cross-selling and upselling opportunities
NEW QUESTION 127
DRAG DROP
Drag and drop the components of a business case for change into the suggested order for presentation.
Select and Place:
Answer:
Explanation:
NEW QUESTION 128
DRAG DROP
Refer to the exhibit:
Drag and drop the five phases of the Cisco Business Architecture methodology from the left into the correct order on the right.
Answer:
Explanation:
Explanation:
Customer knowledge
Research and analyze
Develop and verify
Deploy and measure
Customer commit
NEW QUESTION 129
Which two main things must you know about stakeholders to identify where they fall in a power grid? (Choose two.)
- A. degree of influence
- B. size of budget
- C. role in company
- D. purchasing power
- E. interest in results
Answer: A,E
Explanation:
Section: Credibility and Rapport
NEW QUESTION 130
Which phase of the Cisco Business Architecture aligns to the Business Architecture domain of the open group architecture framework?
- A. Research and analyze
- B. Customer knowledge
- C. Customer commit
- D. Deploy and measure
- E. Develop and verify
Answer: B
NEW QUESTION 131
Which four options are components of the Seven Elements framework? (Choose four.)
- A. Interests, Options & Legitimacy
- B. Interests, Agenda & Normative
- C. Commitment
- D. Best Alternative
- E. Relationship & Communications
- F. Relationship & Distribution
- G. Alternatives, Opportunities & Legitimacy
Answer: A,C,D,E
NEW QUESTION 132
You are an account manager and the customer asks you to summarize the business value a product they are about to purchase delivers.
Which process best describes how to do that?
- A. Gather customer business priorities and list of product benefits. Align the product benefits to customer outcomes.
- B. Gather customer business priorities and needed business capabilities. Align the business capabilities to solutions and align the solutions to customer outcomes.
- C. Gather customer business priorities and list of products benefits. Align the product benefits to business priorities and align the product benefits to customer outcomes.
- D. Gather list of products benefits and needed business capabilities. Align the product benefits to the business capabilities and align the product benefits to customer outcomes.
Answer: B
NEW QUESTION 133
Which phase of the Cisco Business Architecture aligns to the Business Architecture domain of the open group architecture framework?
- A. Research and analyze
- B. Customer knowledge
- C. Customer commit
- D. Deploy and measure
- E. Develop and verify
Answer: B
Explanation:
NEW QUESTION 134
Which factor encompasses the standards and cultural behavior that are important to the business?
- A. Strategy
- B. vision
- C. Mission
- D. Values
Answer: D
Explanation:
Explanation
In an effort to fully understand the business, it is imperative to be able to articulate the factors that drive the business strategy. The business priorities establish the direction for the business and determine the business outcomes to be achieved from the strategy. The business requirements, business capabilities, and business solutions enable the business to move from its current to its target state business model.
In addition to defining the business priorities, requirements, capabilities, solutions, and outcomes it is important to understand the additional factors that drive the target state of the business.
Values: Values encompass the standards and behavior that are important to the business. Values are important to understand from a business architecture perspective because the organization is a personification of its values. The business values influence how individuals within an organization perceive the purpose of the business. Business values vary across industry verticals and public and private sector organizations.
Mission: The mission defines the purpose of the organization. Similar to the values, the mission will vary across industry verticals and public and private sector organizations.
Vision: A vision is an overall picture of the target state of the business. Depending on the organization, there can be an overarching vision statement or each organization within the business can have a vision statement. A vision statement is not detailed in nature. The vision statement sets the framework for strategic planning. An example of a vision statement is a manufacturing company desiring to be the top steel provider in the world in the next five years. A vision statement is not detailed.
Strategy: A strategy is a long-term plan that enables the business to work toward achieving its vision and is aligned with the values and mission of the organization. A strategy is based on the business goals and objectives that support the business priorities. A strategy is a map of how the business will move from point A to point B.
The strategy considers the business operations, value proposition, customers, and finance. The goals and objectives enable the business to measure its progress toward executing on the strategy.
Goals: Business goals determine what the business wants to accomplish as part of its strategy. Using the manufacturing company that was mentioned earlier, one goal could be to acquire smaller steel manufacturers to build upon existing capabilities. Another goal may be to develop strategic partnerships with key suppliers.
Metrics are associated with goals. There will be specific time lines for each of the previous examples.
Objectives: Business objectives are more specific and often have shorter time lines than goals. Business objectives are components of business goals. A business objective for the steel manufacturing company may be reducing operational costs by 5 percent over the next six months. Another objective may be to develop three new strategic partnerships by the end of the next fiscal year.
The SMART framework is used to define effective objectives:
S: Specific
M: Measurable
A: Achievable
R: Realistic
T: Time bound
NEW QUESTION 135
Which could be a layer within an enterprise architecture?
- A. Project office's governance practices
- B. Service level commitments
- C. Business services
- D. Organization's reporting structure
Answer: C
NEW QUESTION 136
Which two options are part of the five steps approach needed to conduct a stakeholder analysis? (Choose two.)
- A. Define absolute power and interest of stakeholders.
- B. Define ways to move stakeholders from their current to future position.
- C. Generate consensus among stakeholders.
- D. Identify customer stakeholders.
Answer: B,D
Explanation:
Section: Credibility and Rapport
NEW QUESTION 137
RACI model aids can be used to understand specific aspects of stakeholders' involvement in businesses.
What does RACI stand for?
- A. Reconciler, Assertive, Consulted, Informed
- B. Responsible, Accountable, Consulted, Informed
- C. Responsible, Assertive, Consulted, Informed
- D. Reconciler, Accountable, Consulted, Independent
- E. Responsible, Accountable, Consulted, Influenced
Answer: B
Explanation:
Section: Enterprise Architectures, Practices, and Standards
NEW QUESTION 138
Which option is the benefit of directly mapping business outcomes to specific business needs?
- A. Manage and migrate risks.
- B. Best performance and cost reduction.
- C. Maximum relevance, clarity and impact.
- D. Increase certainly about business objectives alignment.
Answer: D
Explanation:
Section: Understanding Business
NEW QUESTION 139
Which description of the channel building block in the business model canvas is true?
- A. for whom is the business creating value
- B. key activities that support the value proposition
- C. value that the business delivers to its customers
- D. how the business reaches its customers
Answer: D
NEW QUESTION 140
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