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Cisco 820-421 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Topic 1: Customer Business Impact Assessment | - Mapping technology to business outcomes - Identifying customer pain points and KPIs |
| Topic 2: Financial and ROI Analysis | - Cost-benefit evaluation methods - Total Cost of Ownership (TCO) concepts |
| Topic 3: Cisco Value Selling Methodology | - Engagement frameworks for stakeholders - Communicating measurable business value |
| Topic 4: Business Value Analysis Foundations | - Cisco solution positioning in business outcomes - Value-driven selling concepts |
Cisco Applying Cisco Specialized Business Value Analysis Sample Questions:
What should a business case executive summary contain?
- A. Contractual terms of a maintenance agreement
- B. Overall intent behind solutions and a statement of benefits and costs
- C. Rationale for choosing a model of network hardware
- D. Name of customer manager recommended to be accountable for delivering business case results
Correct Answer: B 🗳️
What is a gap analysis used to identify?
- A. A customer network's capacity difference vs. the highest possible with advanced technology
- B. The year-to-date over-run in a customer's IT actual spending vs. budget
- C. The number of connections that can be supported with the existing wireless infrastructure
- D. Capabilities which the customer does not have today, but needs to fulfill business goals
Correct Answer: D 🗳️
Which is true of a Business Motivation Model?
- A. It requires that you understand the customer's bonus plan for executives
- B. It compares the priorities across levels of the customer organization
- C. It describes influences that are behind customer priorities and operating activities
- D. It includes detailed financial goals for the customer
Correct Answer: C 🗳️
When establishing a current view of your customer, which is an appropriate internal source of information?
- A. Financial analyst forecasts of the company's revenue for the next 3 years
- B. Websites of partners in the customer's ecosystem
- C. Service level agreements your firm helped to create, between the customer IT group and business units
- D. Article on the customer's new product line, published on an industry web site
Correct Answer: C 🗳️
What should you do in identifying solutions that fulfill the capability needs of the customer?
- A. Place the most attention on new ideas or needs which have recently come up in project brainstorming sessions.
- B. First, look at the features available and then identify whether these exist in an available solution.
- C. First, identify the relevant Cisco architectures and potential solutions. Next, move on to features.
- D. Include only those offerings which the customer has requested information on in the past.
Correct Answer: C 🗳️
