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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Stakeholder Identification and Engagement | 20% | - Identifying key decision-makers and influencers - Building trust and business-level conversations |
| Topic 2: Financial and Investment Concepts | 20% | - Applying value framework to customer discussions - ROI, TCO, and business case fundamentals |
| Topic 3: Cisco Solutions and Business Benefits | 20% | - Value of Cisco architectures and smart solutions - Translating technical features into business outcomes |
| Topic 4: Elements of a Business Value Engagement | 20% | - Phases of a successful business engagement - Overview of business value analysis process |
| Topic 5: Customer Business Model Assessment | 20% | - Understanding customer industry and business drivers - Mapping business goals to IT challenges |
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