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