Securing your Customer with DNA Training (DNAS)

Securing your Customer with DNA Training (DNAS)

Course Delivery

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Course Overview:

Securing your Customer with DNA Training (DNAS) – Hands-on

The objective of Securing your Customer with DNA Training (DNAS) course is to teach delegates how to position and sell Cisco’s Digital Network Architecture (DNA) and Cisco Security solutions to deliver positive business outcomes for any customer and consequently forms the basis for business transformation towards a full digital services business.

Audience / Target Group:

The target audience for this Securing your Customer with DNA Training (DNAS) course:

Anyone in sales who is looking to position Cisco’s DNA and security solutions including Account Managers, Account Directors, Business Development, Sales Support and Pre-Sales.

What You Will Learn:

Upon completing this Securing your Customer with DNA Training (DNAS) course, learners will be able to meet these objectives:

● Be able to articulate the value of Cisco DNA in helping a customer reach their strategic business objectives.
● Discuss the importance of selling Security and DNA together to drive new opportunities
● Be able to articulate the value of a Cisco Secure DNA to a customer and how that can benefit and transform a customer’s business.
● To ensure that security is included in every DNA deal
● Understand Cisco’s unique value in the market and how to use it to defeat objections and the competition
● Ensure a ‘security-first’ and ‘digital ready’ approach when selling and positioning Cisco DNA
● Provide a visual demonstration of the key DNA security components

Securing your Customer with DNA Training (DNAS) – Course Syllabus

Introduction & Welcome

Topic 1 – Why Digitisation is Transforming the IT Market

Digital Enterprise Definition
The 4 Pillars of Digitisation (IoT, Mobility, Big Data, 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

Topic 2 – What is the Digital Network Architecture?

What is DNA?
The DNA Design Principles
Cloud Service Management
The DNA Business Outcomes
Faster Innovation
Reduce Cost & Complexity
Lower Risk
The Solutions Underpinning the Design
Enterprise NFV
StealthWatch, NetFlow
Pervasive Security (ASA, AMP, FirePower, ISE, TrustSec, etc)
Cisco Umbrella (Open DNS)
How Different is DNA
Exercise – Delegates will now work individually and align and define which elements of the digitisation story and which pillars of DNA will resonate with their customers and how they can use those services to help their customers accelerate their digital strategy.

Topic 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 – Delegates will now work in teams to build a business case to present to the CIO and also a business case that the CIO can then present to the Board.

Topic 4 – How will we sell it?

What We are Seeing
How to sell DNA to Customers
Security is Key
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, Security Ignite, etc
DNA and Cisco ONE
Add Security for Free
DNA Offers
Leading with Security
Secure Access
Secure WAN
Secure Perimeter
Dealing with Objections and the Competition
Partner Success Stories
Exercise: Working in teams, each team will prepare a Customer for each stage of the DNA journey and mapping to final business outcomes and then 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.

Topic 5 – The Solutions Underpinning DNA

Video of CMX in Action
Enterprise NFV
Video of Enterprise NFV in Action
Video of EPIC-AM in Action
Cisco’s Security Architecture
Security is holding back Digitisation
How Does DNA ‘Lower Risk’
Network as a Sensor
Instructor and Delegate Demo of SteathWatch
Network as the Enforcer
ISE and TrustSec
Instructor Demo of ISE
Cisco Umbrella (Open DNS)
Components and How it Works
Instructor and Delegate Demo of Umbrella Branch
Instructor Demo of FMC
Exercises: During this module, delegates will work in teams practicing and conducting online demos of the key DNA Security solutions (StealthWatch and Cisco Umbrella) to visually ‘educate the customer’ on the benefits of having a secure DNA.

Topic 5 – Summary

Additional Resources
Preparing Partners for DNA
Through Education, Enablement & Integration
Call to Action

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