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Cisco Applying Cisco Specialized Business Value Analysis Sample Questions:

1. Which is true regarding mapping solutions and capabilities?

A) You should ask the customer's IT leader to identify which capabilities they need more details about in order to plan installation activities.
B) You should prioritize those capabilities for which Cisco has the biggest competitive advantage over other IT firms.
C) You should focus your time and the customer's attention on a few capabilities that make a strong impact.
D) You should allocate your project efforts so you can promote the highest number of solution features in a recommendation to the customer.

2. Why would an investment analyst report be a good source of company information?

A) It can complement company-published data and give you insight for discovery
B) This will report the customer's actual IT expenditures for hardware, software, services
C) You will find company-endorsed estimates of product level sales growth
D) It will likely give you an inside track on internal management relationships

3. When establishing a current view of your customer, which is an appropriate internal source of information?

A) Websites of partners in the customer's ecosystem
B) Financial analyst forecasts of the company's revenue for the next 3 years
C) Article on the customer's new product line, published on an industry web site
D) Service level agreements your firm helped to create, between the customer IT group and business units

4. Which two should be included in a "target state implementation approach"? (Choose two.)

A) Project leader name
B) Potential risks
C) Financing terms
D) Assumptions

5. Which is the preferred aid to help you structure discovery meetings with customers?

A) IT cost analysis
B) Strategic questions Asking Framework
C) Business case for the last two proposals
D) An article with a checklist showing advantages of your product vs. competitors

Solutions: