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Q1. Which categories can collaboration help achieve business goals for the customer? 

A. Innovation, Industries, Incentives. 

B. Line of Business, Vertical, Business Outcome. 

C. Industry markets, Business Outcome, Technology Innovation. 

D. Line of Business, Vertical, Business Value. 

Answer: D 

Q2. When selling business outcomes, which two key points/ factors related to understanding actual achievement of goals must be considered? (Choose two.) 

A. specific timeframe and periods 

B. communicational procedures 

C. metrics and calculation procedures 

D. project management milestones 

Answer: A,C 

Q3. Which are the four types of requirements for aligning outcomes to business needs? 

A. Business, Functional, Strategic,Tactical 

B. Strategic, Tactical, Operational, Procedural 

C. Functional, Operational, Administrative, Strategic 

D. Business, Technical, Functional, Transitional 

Answer: D 

Q4. How could IT as a Service help drive business outcomes? 

A. By the fast technology acquisition options for the customers. 

B. Providing an organization with the right to use the technology and service without the need for purchasing it. 

C. Providing an organization with various options for the types of services to deploy. 

D. Depending upon what the business is seeking, each type of service has different financial implications for business outcomes. 

Answer: D 

Q5. What is one benefit of using Porter's Value Chain? 

A. To establish a framework for increasing revenue in the customer business and under project management control. 

B. To define the way the customer business affects the value to their solutions and services. 

C. To explain the competitive advantage of the customer business by comparing certain factors available to them. 

D. To help understand how different facets of the customer business affect their value proposition. 

Answer: D 

Q6. Which two options are valid combinations of tactic and audience you can use to create your business outcome message? (Choose two.) 

A. Tactic: Use evidence; Audience type: Critical. 

B. Tactic: Use evidence; Audience type: Uninformed. 

C. Tactic: Build a bond; Audience type: Sympathetic. 

D. Tactic: Build a bond; Audience type: Hostile. 

E. Tactic: Acknowledge the view; Audience type: Critical. 

Answer: A,C 

Q7. Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two) 

A. In product-based sales the customer knows the issue and is likely to fix it, in outcome-based sales the customer understands the business goal and what success looks like. 

B. In product-based sales the customer expects to make product comparisons, in outcome-based sales the customer decides whether to make an investment based on comparing current and future state. 

C. In product-based sales the customer may or may not be aware of the opportunity or problem, in outcome-based sales the customer will answer questions to clarify pain points. 

D. In product -based sales the customer wants to hear about multiple solutions, in outcome -based sales the customer does not know value or benefit from a change. 

Answer: A,B 

Q8. What is the benefit of using the Business Model Canvas to understand and describe the customer's business? 

A. It is a mandatory tool in every business school. 

B. Business models are the same across industry verticals. 

C. Understanding the customer business model is essential for determining the right business outcomes. 

D. Each organization has multiple business models. 

Answer: C 

Q9. How does a performance measurement help the customer business? 

A. Provides feedback on progress towards settled goals. 

B. Compliance of certain industries regulations. 

C. Help companies monitor its past state. 

D. To reward and to discipline employees. 

Answer: A 

Q10. Which are tworeasonscustomers look for Cisco and its partners' solutions and services? (Choose two.) 

A. toexplore how technology innovation yields new revenue and lowers costs 

B. tohelp make a retailer aware of a restocking need while more quickly relying on human interaction 

C. to help business moreeffectively deploy, absorb, and adopt technologies 

D. to enable customers to complete marketing research as part of their investment funds 

E. to help business reduce the total cost of ownership for IT 

Answer: A,C