Accelerating Customers Digital Transformation with DNA Training (DNA)

Accelerating Customers Digital Transformation with DNA Training (DNA)

Course Delivery

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Course Overview:

Accelerating Customers Digital Transformation with DNA Training (DNA) – Hands-on

Accelerating Customers Digital Transformation with DNA Training (DNA) course is designed to teach you how to position and sell Cisco’s Digital Network Architecture (DNA) such that it delivers positive business outcomes for any customer and consequently forms the basis for business transformation and business growth.

Audience / Target Group:

The target audience for this Accelerating Customers Digital Transformation with DNA Training (DNA) course:

Anyone who is looking to position Cisco’s DNA including

● Account Managers
● Account Directors
● Business Development
● Sales Support
● Pre-Sales
● System Engineers

Class Prerequisites:

The knowledge and skills that a learner must have before attending this Accelerating Customers Digital Transformation with DNA Training (DNA) course are as follows:

● A basic knowledge of relevant Cisco technologies

What You Will Learn:

At the completion of this Accelerating Customers Digital Transformation with DNA Training (DNA) course, you will have learned to:

● Articulate the value of Cisco DNA in helping a customer reach their strategic business objectives.
● Discuss the importance of selling Lifecycle Services and DNA together to drive new opportunities
● Sell using ‘positive business outcomes’ rather than ‘negative scare tactics’
● Use business outcomes and DNA business themes to progress a customer’s ‘digital ready’ strategy
● Understand Cisco’s unique value in the market and how to use it to defeat objections and the competition
● Ensure a ‘business-first’ and ‘digital ready’ approach when selling and positioning Cisco DNA
● Provide a visual demonstration of the key DNA components

Accelerating Customers Digital Transformation with DNA Training (DNA) – Course Syllabus:

Module 1: Why Digitization is Transforming the IT Market

Digital Enterprise Definition
The 4 Pillars of Digitization (IoT, Mobility, Big Data and Cloud)
Digital Disruption
How Disruptive is this?
Enterprise Need to Consume IT Differently
Software-Led Discussion
What difference will it make to me as a partner?
Opportunities for Partners
Today and Tomorrow
Exercise – Work individually and align and define which elements of the digitization story will resonate with your customers. Learn how to start a Digital Transformation conversation.

Module 2: What is the Digital Network Architecture?

What is DNA?
The DNA Design Principles
Virtualization
Automation
Analytics
Cloud Service Management
The Solutions Underpinning the Design
CMX
Enterprise NFV
APIC-EM
StealthWatch, NetFlow
Meraki
Pervasive Security (ASA, AMP, FirePower, ISE, TrustSec, etc)
How Different is DNA
Exercise – Work both individually and as a team to align customers’ current service offerings with the 4 pillars of DNA and how they can use those services to help your customers accelerate their digital strategy based on DNA components

Module 3: Who Will We Sell This To?

Target Markets, Target Customers and Target Stakeholders
Digital Transformation is Driving IT to the Boardroom
Identifying Digital Strategies
With IT
With LoB
With Business Leaders
Using DNA to Deliver Business Outcomes
With Quantified Business Impact
DNA Use Cases
New Branch Office
Employee Productivity
Mobile and Cloud Service Adoption
Customer Experience
Exercise – Work in teams to build a business case to present to the CIO and a business case that the CIO can then present to the Board.

Module 4: How Will We Sell It?

What We are Seeing
How to sell DNA to Customers
The DNA Customer Journey
Phases of DNA Adoption
The Icebreaker program
Icebreaker Focal Points (LDoS, Energy Management, etc)
How to generate Business with Icebreaker
Partner Incentives
EasyPay, OIP/TIP, SIP, CTMP, DRNA, SHOGUN, Goldrush, etc
DNA and Cisco ONE
Partner Success Stories
Exercise: Working in teams, each team will prepare a Customer for each stage of the DNA journey. Next, map to final business outcomes. Finally, plan a Customer Lifecycle Engagement strategy that accelerates their customer’s journey towards digital transformation, building on the Cisco Digital Network Architecture (DNA) and Business Outcomes.

Module 5: The Solutions Underpinning DNA

Key DNA Products and Solutions:
For Automation
APIC-EM Automation Platform
Controller Architecture
Example Workflows
Easy QoS
Network Plug n Play
iWAN App
Integration with Prime
Instructor and Delegate Demo of APIC-EM
Cisco ONE Software and DNA
For Virtualization
NFV Architecture (NFVIS, VNFs and ESA)
Enterprise NFV Software Control
IOS-XE
Instructor and Student Demo of Enterprise NFV
For Analytics
CMX Cloud (Connected Mobile Experience)
How it Works
Instructor and Delegate Demo of CMX
For Security
Network as a Sensor/Enforcer
StealthWatch, ISE and TrustSec
Components and How it Works
Instructor and Student Demo of SteathWatch
Exercises: In this module, you will work in teams (comprising AM/SE), with each team practicing and conducting online demos of the key DNA solutions (APIC-EM, Enterprise NFV, CMX and StealthWatch) to visually ‘educate the customer’ on the benefits of using Cisco DNA for Automation, Virtualization, Analytics and Security.

Module 6: Summary

Additional Resources
Summary
Q&A
Wrap up

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