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Q1. Which task is part of the Qualification phase of the Cisco Integrated Sales Process?
A. Define customer business issue.
B. Align the preliminary solution aligned to business issue.
C. Gain customer approval of the solution design.
D. Inquire about the customer budget
Answer: B
Q2. Which option is part of an implementation strategy?
A. names of employees and their user IDs
B. response time requirements for executive quarterly update videos
C. well defined key performance indicators
D. name of the finance rep who is responsible for tracking costs
Answer: C
Q3. Which three options are the features that a KPI must have in order to comply with customer expectations? (Choose three.)
A. Specific Purpose
B. Measurable
C. Achievable
D. Fair
E. Understandable
F. Logical
Answer: A,B,C
Q4. What should an adoption communications plan include?
A. Key messages, target audience, communications channels, roles and responsibilities and success metrics.
B. Key messages, sales forecast, communications channels, roles and responsibilities and success metrics.
C. Sales forecast, communications channels, roles and responsibilities and sales metrics.
D. Target audience, communications channels, sales quota, roles and responsibilities.
Answer: A
Q5. The customer has previously implemented a Cisco network management solution. You have an opportunity to improve security and threat detection. Which approach is an appropriate way to tie together the benefits of the solutions?
A. Explain how the security software leverages underlying capabilities of the network management solution.
B. Describe how proprietary technology elements provide the customer with the most advanced solution, which eliminates risk to a business unit.
C. Identify the financial benefits not yet realized with the network management solution, and ensure they can be attained through the security solution.
D. Select the top five value-added aspects of the security solution, and model the financial benefit under three scenarios. This exercise gives insight into possible levels of benefit.
Answer: A
Q6. Which two roles must the sales professional fulfill? (Choose two.)
A. Trusted Advisor.
B. Emotional Coach.
C. Best Friend.
D. Customer Champion
Answer: A,B
Q7. Which option is a potential customer benefits of agreeing regular, formal, follow up meetings post implementation?
A. Improved alignment of project to KPIs
B. Higher quality security management
C. Enhanced end user support services
D. Focus on solutions
Answer: A
Q8. What information is relevant to validate the progress towards the expected results?
A. Baseline vs actual status
B. Metrics
C. Simulations
D. Strategies
Answer: A
Q9. Which option is the recommended scope for a work package?
A. three business capabilities
B. one technical subsystem
C. one major business capability
D. no recommended size
Answer: C
Q10. Which option is a governance approach for a project?
A. committee of stakeholder reps
B. measurements of system security
C. operating procedures for data backup
D. status reports on total IT systems
Answer: A