Vente & Business

Entièrement en accord et soutenant le cycle de vie des produits de notre vendeur partenaire, les ventes et la formation de transformation d'affaires tiennent une place importante dans notre vision car c'est le premier pilier de notre cadre en trois étapes d'éducation :

Comment vendre ? Pourquoi Acheter ? Comment faire fonctionner ?

La première étape lors du lancement d'un produit ou d'un service est de permettre aux équipes de vente de comprendre tous les aspects techniques afin d'avoir des conversations réussies.

Comme le seul vrai partenaire mondial Cisco Business Learning (BLP), Fast Lane est particulièrement qualifié et équipé pour développer, personnaliser et livrer la transformation à l'entreprise. Il va de soi que Fast Lane est étroitement aligné avec diverses unités d'affaires de Cisco et leurs équipes aident leur lancement de produits et de "go-to-market initiative"s. Notre offre est structuré comme suit:

  • Cisco Business Transformation Curriculum & Certification
  • Business & IT Convergence Curriculum
  • Fast Lane “How to Sell” Series

Cisco has become a leader in recognizing the importance of understanding the business side of investing and deploying advanced technologies. To that end, Cisco announced a new curriculum and associated certifications that support the business side of technology adoption. The new certifications will help to identify and enable individuals who can best support customers' long-term strategic objectives and consistently align business priorities with technology strategies.

Certifications

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Courses

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  • !Understanding Cisco Business Value Analysis Fundamentals (BTUBVAF)
  • !Applying Cisco Specialized Business Value Analysis Skills (BTASBVA)
  • !Executing Cisco Advanced Business Value Analysis and Design Techniques (BTEABVD)

These trainings and certifications will help you to:

  • Use a relationship-focused approach to improve decision-making
  • Effectively apply business value analysis techniques
  • Accelerate customer investment decisions and results through a consultative, business focus
  • Apply best practices and gain consistent, high quality results
  • Use architectures, smart solutions and services to reduce risk and improve time-to-results

IT companies, system integrators and IT consulting firms are facing major challenges caused by a fundamental change of customer behavior due to a rapid convergence of business and technology.

  • IT is no longer only supporting the infrastructure but is deploying and supporting the strategic platform for any organization’s development. Infrastructure and applications must be aligned with corporate strategy in order to contribute significant value.
  • More and more IT budgets are allocated outside the IT department due to business requirements. Beyond plain technical features, the functionality and value of complex IT solutions must be “translated“ into business terms.
  • As investments in IT are growing, managers ask for financial returns, value creation and other measures of success. IT investments must be linked with strategic and operative goals.

This rapidly changing environment requires a new sales style. Besides acquiring increased knowledge about technologies, account teams must learn and apply new practices and skills to resonate with stakeholders outside of IT. In cooperation with our partner Triangility, Fast Lane is offering a comprehensive sales force transformation program designed to support account teams mastering this convergence.


While the sales skills related courses should be taken in their recommended order, the element Understand & Believe includes various solution oriented modules that can be consumed at any time or independent of the entire program. These solution (technology) oriented modules cover some of Cisco’s key architectures and are helping to translate technology into business value.

Sales skills (sales process) related courses

  • !Business & IT Convergence - Discover the Customer (BIC-DTC) – Discover & Qualify
  • !Business & IT Convergence - Engaging the Stakeholder (BIC-ESH) – Tell, Show & Resonate
  • !Business & IT Convergence - Creating a Business Case (BIC-CBC) – Convince & Close
  • !Business & IT Convergence - Bring Technology to Life (BIC-BTL) – Enable & Adopt

Solution (technology) related courses – Understand & Believe

  • !Business & IT Convergence - Understand & Believe Evolution of the Data Center (BIC-UB-EOD)
  • !Business & IT Convergence - Understand & Believe Opportunities in Enterprise Mobility (BIC-UB-OEM)
  • !Business & IT Convergence - Understand & Believe Internet of Things (BIC-UB-IOT)
  • !Business & IT Convergence - Understand & Believe Seamless Collaboration (BIC-UB-SLC)
  • !Business & IT Convergence - Understand & Believe SDN and Beyond (BIC-UB-SAB)

This series of courses is comparable to the “Understand & Believe” modules of our Business & IT Convergence Curriculum but more focused on a particular product or solution. All courses in this series are approved by Cisco and are either part of the Cisco BLP or the Cisco Partner Plus program.

Generic “How to Sell” Modules

  • !Cisco ISE Solutions for Account Managers (ISEAM)
  • !(BYOD) Smart Solution Sales for Account Managers (SBYOD)
  • !Collaboration Architecture Baseline Workshop (CABW)
  • !Win more Collaboration Business through Outcomes based Sales Strategies (BE6KAM)
  • !Security in the DC: Architectures, TrustSec and ACI (SDCSE)
  • !Generalist SE Wireless Training - Phase 2 (GSEW)
  • !Business Led Secure DC Training for Account Managers (BLSDC)
  • !Data Center Foundation For Account Managers (DCFAM)
  • !UCS Opportunity Discovery Workshop (UCSODW)

Understand & Believe Modules

  • !Business & IT Convergence - Understand & Believe Evolution of the Data Center (BIC-UB-EOD)
  • !Business & IT Convergence - Understand & Believe Opportunities in Enterprise Mobility (BIC-UB-OEM)
  • !Business & IT Convergence - Understand & Believe Internet of Things (BIC-UB-IOT)
  • !Business & IT Convergence - Understand & Believe Seamless Collaboration (BIC-UB-SLC)
  • !Business & IT Convergence - Understand & Believe SDN and Beyond (BIC-UB-SAB)

Seminar as a Service Modules