UCS Competitive Workshop
Details
To work with Cisco in the competitive marketplace it is essential to know how to sell against the competition. Knowing when to be defensive and when to take a more pro-active approach to handling competition is critical. To do that, sales professionals must have an in-depth understanding of the solutions they have recommended and how they match up to a competitor's offering. This workshop teaches Account Managers how to competitively position Cisco solutions in a way that highlights competitive advantages and minimize competitive threats.
Outline
1. Market Analysis
- Architectural Deep Dive
- Product Portfolio
- Commercial Market Opportunity
2. Cisco Data Centre Strategy and Portfolio - Competitive Positioning
- DELL + EMC Merger
- HPE Synergy Implications
- Hyper-Converged Infrastructure
3. UCS C-Series - From Cisco and the Competitor's Point of View
- Portfolio Comparison and components
4. UCS Mini
- Components
- Use Cases
5. Exercise - Prepare and Present a UCS Financial Case
6. Talking Points and Objection Handling
7. Common vendor attack points and UCS Value Preposition
8. Cisco Validated Designs - How to use CVD to differentiate UCS
9. Cisco Smart Roadmaps - How to Leverage Roadmaps for UCS
10. Exercise - Prepare and Present a UCS Business Case
Our core training is focused on Cisco, Microsoft, VMware, Red Hat, business process improvement, and leadership development. Our IT courses include networking, programming, operating systems, security, and telephony. Our business skills courses feature project management, ITIL, people management, and business analysis. Our more than 1,200 courses span foundational and specialized training and certifications.
