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Cisco 820-421 Dumps

Cisco
Applying Cisco Specialized Business Value Analysis Skills
Cisco
Applying Cisco Specialized Business Value Analysis Skills

Questions & Answers for Cisco 820-421

Showing 1-15 of 60 Questions

Question #1 - Topic 1

Which two insights would a private company executive expect you to know about their
industry? (Choose two.)

A. Market shares of the top two public and top three private company competitors

B. General timing that new major industry regulations go into effect

C. Revenue growth rate of the company's two largest divisions, by geography

D. Names of at least two major industry players known for their innovative use of technology

Question #2 - Topic 1

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

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

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

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

D. Websites of partners in the customer's ecosystem

Question #3 - Topic 1

Why would an investment analyst report be a good source of company information?

A. It will likely give you an inside track on internal management relationships

B. You will find company-endorsed estimates of product level sales growth

C. It can complement company-published data and give you insight for discovery

D. This will report the customer's actual IT expenditures for hardware, software, services

Question #4 - Topic 1

Which tool or document can help you identify areas of gaps in knowledge about your
customer's overall strategy and operating model?

A. Business Model Canvas

B. An account coverage plan for your team's territory

C. A win/loss review from a proposal delivered to the customer 12 months ago

D. Customer's communications plan for the rollout of a new application

Question #5 - Topic 1

Which customer-provided sources would give you insight into a public company's recent
financial condition?
A. Quarterly filings with the country financial securities government authority
B. A news article about a private company rumored to be an acquisition candidate for the
customer
C. Supporting information from an RFP the company issued 12 months ago
D. A brochure that describes the company's history in innovation

A
Topic 2, Capture Requirements

Question #6 - Topic 2

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

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

B. Ask open ended QUESTION NO:s about goals and impacts from challenges

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

D. 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

Question #7 - Topic 2

Which is a benefit from establishing credibility with multiple customer stakeholders?

A. You increase the odds of gaining an advocate for the largest cost alternative you can offer the customer

B. This shows your #1 priority is to build friends and allies

C. You build a basis for gaining insight into a range of customer viewpoints or priorities

D. You gain influence with the IT Executive, since they alone can help you displace a competitor

Question #8 - Topic 2

Which is an appropriate way to gain data useful for analyzing stakeholder support and
power?

A. Focus group with a team of customer executives

B. Benchmark study

C. Analyze win rates for the past 10 proposals you made to the company

D. Business Motivation Model

Question #9 - Topic 2

Which is true of a Business Motivation Model?

A. It includes detailed financial goals for the customer

B. It compares the priorities across levels of the customer organization

C. It describes influences that are behind customer priorities and operating activities

D. It requires that you understand the customer's bonus plan for executives

Question #10 - Topic 2

Who are recommended as good sources to provide requirements in a customer
engagement?

A. Individuals who have purchased services from the customer

B. Subject experts from the company's strategy organization

C. Consultants who did projects for the customer organization 3 years ago

D. 3rd party staffing specialists / recruiters hired by the customer to fill positions during a busy work season

Question #11 - Topic 2

Which of the following can best help you establish credibility with a customer executive?

A. Ask informational QUESTION NO:s about industry trends

B. Talk a lot about your product's new features

C. Describe the benefits of Cisco's approach to customer support

D. Demonstrate awareness and interest in learning more about the company's priorities and published financials

Question #12 - Topic 2

Which behavior is appropriate when discovering requirements?

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

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

C. Answer customer QUESTION NO:s with details and numbers to convince them you have a good idea about the solution to offer

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

Question #13 - Topic 2

Which is the preferred aid to help you structure discovery meetings with customers?

A. IT cost analysis

B. Business case for the last two proposals

C. Strategic QUESTION NO: Asking Framework

D. An article with a checklist showing advantages of your product vs. competitors

Question #14 - Topic 2

Which would you reflect through a "To-Be" Business Model Canvas?
A. The customer's top future capabilities to increase productivity
B. Detailed process handoff criteria
C. A recommended organization structure for the IT department
D. A sequence of projects to deliver new collaboration features for the customer's service
reps

A
Topic 3, Define Architecture Concepts

Question #15 - Topic 3

Which statement about a "viewpoint" is true?

A. A viewpoint and statement of requirements are equivalent in accuracy

B. Viewpoints describe a stakeholder's preference and desired capability

C. Requirements can be met, while viewpoints reflect stretch goals that are more difficult to realize

D. For a viewpoint to be considered, you should confirm at least three stakeholders agree it is a top priority

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