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820-424

Answer: B, D, F


QUESTION: 159

Which option describes the second step of the outcome-based sales approach that Cisco uses?


  1. Gather what you know about the customer.

  2. Assemble your sales team arid determine your objectives.

  3. Get a lead and find a customer who may be interested.

  4. Meet with your customer to prioritize their business care-abouts.


Answer: C


QUESTION: 160

The business value approach helps you to do what?


  1. Ensure that requirements gathering takes the smallest possible resource and time

  2. Use various techniques to add value through the discovery process

  3. Bring sales opportunities earlier into the customer business roadmap, to avoid risks from possible budget cuts

  4. Increase revenue and profit, by bundling services instead of using customer staff for implementation work


Answer: B


QUESTION: 161

Which two options are desired outcomes of presenting a workshop? (Choose two.)


  1. present findings and gain acceptance to move forward

  2. understand the opinions of specific stakeholders

  3. disseminate information

  4. brainstorm ideas

  5. establish a consensus among a group of stakeholders


Answer: C, D


QUESTION: 162

Which behavior is appropriate when discovering requirements?

  1. End meetings earlier than planned to show a sense of urgency

  2. Avoid taking notes, since you can always return for a follow up

  3. Answer customer questions with details and numbers to convince them you have a good idea about the solution to offer

  4. Actively listen to the customer's comments and effectively take notes


Answer: D


QUESTION: 163

What tool would you use as a starting point to identify future capability requirements?


  1. A 'to-be' business model canvas

  2. Root cause analysis

  3. Business motivation model

  4. Value chain model


Answer: A


QUESTION: 164

Which factors should be combined to determine the overall risk priority?


  1. impact and time

  2. impact and readiness

  3. frequency and size

  4. likelihood and impact


Answer: D


QUESTION: 165

Which twooptions are external sources ofinformation about a customer's organization? (Choose two.)


  1. a corporate organization chart from the customer's human resources department

  2. a Gartner Magic Quadrant for the customer's industry

  3. an internal briefing from your company's customer account manager

  4. an annual report and accounts on the customer's website


Answer: A, D

QUESTION: 166

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


  1. Standard set of documentation

  2. Structured approach to aligning business and IT

  3. Diverse vocabulary to describe different situations

  4. Mapping of issues to specific steps in a process flow diagram

  5. Case examples across industry verticals


Answer: A, B


QUESTION: 167

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


  1. Inform the customer of some statistics about their competitors, to get a reaction

  2. Ask open ended questions about goals and impacts from challenges

  3. Lead an exercise to define revenue the customer could gain from using remote experts on sales calls

  4. 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


Answer: B


QUESTION: 168

What is the recommended way to treat a current customer capability weakness?


  1. Document this in a way so the IT executive avoids criticism

  2. Use objective data to describe this gap, in a Business Capability Assessment

  3. Highlight this in the next executive briefing, to get credit for finding out gaps

  4. Expand scope, urgently staffing a deep dive so the customer can most quickly fix the weakness


Answer: B


QUESTION: 169

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

  1. Service level agreements your firm helped to create, between the customer IT group and business units

  2. Financial analyst forecasts of the company's revenue for the next 3 years

  3. Article on the customer's new product line, published on an industry web site

  4. Websites of partners in the customer's ecosystem


Answer: A


QUESTION: 170

Which option describes a quality of business capacities?


  1. used to determine performance targets

  2. provide an understanding of business risk

  3. define business goals and objectives

  4. establish the building blocks of the business


Answer: B


QUESTION: 171

Which option is a business consideration when determining an organizational change and adoption plan?


  1. IT skills and resources

  2. Outcomes realization

  3. Responsibilities for managing technology

  4. Managing cloud based solutions


Answer: B


QUESTION: 172

Which is an example of 'solution benefits described in business terms'?


  1. A network upgrade can reduce outages by 10-15%

  2. By using remote experts during selling, the customer can add $10M to quarterly revenue

  3. IT staff can be redeployed to projects delayed due to resource constraints

  4. A new security policy can reduce risk of a cyber attack on the company's network infrastructure

Answer: B


QUESTION: 173

Who should be invrted to attend governance meetings?


  1. technical decision makers and representatives of each stakeholder group

  2. business and technical decision makers

  3. business decision makers and representatives of each stakeholder group

  4. technical decision makers only


Answer: A

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