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Cisco

840-425 PRACTICE EXAM

Executing Cisco Advanced Business Value Analysis and Design Techniques

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Product Questions: 125

Version: 7.0
Question 1

Which three reasons make an organizaton conduct Business Transformatonn (Choose three.)

A. Slow processes
B. Poor market-share
C. Reduced proft
D. Consumerizaton
E. Lack of discipline

Aoswern A, B, C

Question 2

Which three benefts are derived from Business Transformatonn (Choose three.)

A. become more compettve

B. establish new customer relatonships
C. generate value
D. become more creatve
E. accelerate the Go To Market
Aoswern A, B, C

Question 3

Which two optons are true regarding a customer goaln (Choose two.)

A. A goal is s a desirable business state.

B. A goal is a future expected outcome or state.
C. A goal is a milestone to reach.
D. A goal is a decision or choice.
E. A goal is a priority that makes a diference.

Aoswern A, B

Question 4

Why is it important for a Business Value Specialist to identfy customer goalsn

A. To defne SMART objectves.

B. To establish an acton plan.

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C. To defne tmes and responsibilites.

D. To analyze risks and a mitgaton plan.

Aoswern A

Question 5

What makes it possible to measure advance progress during Business Transformatonn

A. KPI's
B. TCO
C. ROI
D. ROCE
E. WACC

Aoswern A

Question 6

Which two optons are direct fnancial benefts of the business outcomes sales-based approachn (Choose two.)

A. Reduced CAPEX and OPEX.

B. Reduced CAPEX and increased OPEX.
C. Increased NPV.
D. Improved customer satsfacton.
E. Enabled innovaton and productvity

Aoswern A, C

Question 7

Which two optons demonstrate how business outcomes should be outlinedn (Choose two.)

A. Increase sales in 10% during the next fscal year.

B. Shorten delivery tmes from 20 to 12 days for the next project.
C. Become the number one provider in the market.
D. Reduce the electronic waste of materials.
E. Reduce operatng costs.

Aoswern A, B

Question 8

How does IT contribute to facilitate the creaton of a business strategyn

A. By developing applicatons that represent a broad compettve advantage.

B. With solutons that have unique functonalityy focused in every area of the business.
C. contractng services that help reduce costs and optmize the budget.
D. using robust technology solutons throughout the organizaton.

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Aoswern D

Question 9

What relatonship helps achieve a bigger impact to obtain business valuen

A. CEO/CFO
B. CEO /CIO
C. CIO/CFO
D. CIO/CMO

Aoswern C

Question 10

What tool can be used to determine the LoBs that add value to the customer's businessn

A. Porter's House of Value.

B. Stakeholder Power Grid.
C. PEST analysis.
D. Business Capability Model.

Aoswern A

Question 11

Which LoB focuses primary on growthy profty peopley and cash assetsn

A. Sales
B. Finance
C. Senior Leadership
D. Customer Services

Aoswern C

Question 12

Which three optons are factors you have to take into account when identfying solutons and services in the context
of the customer's industry vertcal to meet their outcomesn (Choose three.)

A. Technology consumpton across vertcals difers.

B. Business outcomes are the same for most of the industry vertcals.
C. The regulatory requirements impede Cisco from partcipatng in government bids.
D. The value propositon has to be aligned to the nature of the business.
E. Sales approach and sales cycle difers across industry vertcals.

Aoswern A, D, E

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Question 13

Which two optons are principles of the Cisco business outcomes salen (Choose two.)

A. Defne outcomes which are tme-bound.

B. Initate the conversaton statng the compettve advantages of the Cisco solutons.
C. Always provide as much technical detail as you can.
D. Evolve to an outcome approach; as customers requirey use product and soluton selling.

Aoswern A, D

Question 14

What is true regarding the drivers for producty soluton and outcome-based salesn

A. In product salesy the driver is about the product; in soluton salesy the driver is about the value of the outcomesy
and in outcome-based salesy the driver is the customer pain points.
B. In product salesy the driver is about the customer pain points; in soluton salesy the driver is about the value of the
outcomesy and in outcome-based salesy the driver is about the product.
C. In product salesy the driver is about the customer pain points; in soluton salesy the driver is about the producty and
in outcome-based salesy the driver is about the value of the outcomes.
D. In product salesy the driver is about the product; in soluton salesy the driver is the customer pain pointsy and in
outcome-based salesy the driver is about the value of the outcomes.

Aoswern D

Question 15

In which phase of the Cisco Integrated Sales Process must the ROI be presentedn

A. Prospect
B. Qualifcaton
C. Proposal
D. Agreement
E. Closing

Aoswern C

Question 16

Which task is part of the Qualifcaton phase of the Cisco Integrated Sales Processn

A. Defne customer business issue.

B. Preliminary soluton aligned to business issue.
C. Customer budget enquiry.
D. Customer approves soluton design.

Aoswern B

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Question 17

Which opton are the stages and order proposed by the Cisco Integrated Sales Processn

A. Qualify > Prospect > Propose > Close

B. Prospect > Qualify > Propose > Close
C. Prospect > Qualify > Propose > Agree > Close
D. Qualify > Propose > Agree > Close

Aoswern C

Question 18

When assessing the solutons and services opportunites to increase the pipeline growthy which three optons must be
covered by the solutonn (Choose three.)

A. What must be delivered.

B. What capabilites need to be supported.
C. Rollout strategy.
D. Cisco team soluton knowledge.
E. Partner's team technical knowledge.

Aoswern A, B, C

Question 19

Which three optons are technical value soluton assessment factors that need to be considered and could increase
pipeline growthn (Choose three.)

A. Soluton proftability.
B. Maintenance policies.
C. Conformity to technical standards.
D. Soluton NPV.
E. Need for increased coverage.

Aoswern A, B, C

Question 20

Which three optons are real costs of maintaining outdated technologyn (Choose three.)

A. Time to market.
B. Increased risk.
C. Capital expenditures.
D. Upgrade costs.
E. Total cost of ownership.

Aoswern C, D, E

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Question 21

Which three optons are perceived costs of maintaining outdated technologyn (Choose three.)

A. Time to market.
B. Increased risk.
C. Capital expenditures.
D. Inefcient processes.
E. Total cost of ownership.

Aoswern A, B, D

Question 22

Which two categories of services does Cisco and its partners ofer to enable business outcomesn (Choose two.)

A. Business Services
B. Management Services
C. Migraton Services
D. Enablement Services
E. Operatonal Services

Aoswern B, D

Question 23

Which two optons are benefts of adding Cisco and Partner services to help deliver business outcomesn (Choose
two.)

A. Increased OPEX.
B. Reduced ROI.
C. Increased proftability.
D. Increased revenue.
E. Reducedcustomer loyalty.

Aoswern C, D

Question 24

What is true regarding Cisco solutons that provide capabilites required to meet the customer's future business
needsn

A. The current state of technology will provide the capabilites needed by the customer.
B. Cisco solutons only provide capabilites for the current state.
C. Comparing the current state of technology with capabilites provided by Cisco solutons and services helps identfy
gaps and provide opportunites for more services and solutons.
D. Comparing the current state of technology with capabilites needed by the customery the partner will confrm if the
solutons sold helped solve the problem.

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Aoswern C

Question 25

Which three optons are the features that a KPI must have in order to comply with customer expectatonsn (Choose
three.)

A. Specifc Purpose
B. Measurable
C. Achievable
D. Fair
E. Understandable
F. Logical

Aoswern A, B, C

Question 26

What has to be evaluated in an organizatony in order to establish signifcant KPIsn

A. Business Process
B. CANVAS
C. Capabilites
D. Milestones

Aoswern A

Question 27

Which is the result of establishing goalsy objectves and smart objectves in an organizatonn

A. Measured results with KPIs

B. An appropriate Project Management
C. A beter CANVAS
D. A beter Business Process

Aoswern A

Question 28

Which three pre-requisites are needed to have KPIs provide informaton regarding progress on reaching goalsn
(Choose three.)

A. To have analyzed the mission

B. To have identfed the stakeholders
C. To have defned goals
D. To have developed a CANVAS
E. To have established deadlines

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F. To have had follow up meetngs

Aoswern A, B, C

Question 29

What informaton is relevant to validate the progress towards the expected resultsn

A. Baseline vs actual status

B. Metrics
C. Simulatons
D. Strategies

Aoswern A

Question 30

Which two optons are additonal metricsy beyond KPIsy that can be considered to measure successn (Choose two.)

A. Price increases.
B. Reduced implementaton tmelines.
C. Customer loyalty.
D. Technology adopton.

Aoswern B, C

Question 31

Which three optons are actons to realize the beneftsn (Choose three.)

A. Progress should be measured once the soluton is deployed.

B. Should take into account the relatonship with the stakeholder.
C. Should focus on measurable results.
D. May be based on assumptons and risks.
E. Include actons on the wayy plus those already identfed.

Aoswern C, D, E

Question 32

Which three optons are stages of the Beneft Realizaton Managementn (Choose three.)

A. Benefts accountng.
B. Benefts identfcaton.
C. Benefts roles.
D. Beneft measurementy ranking and prioritzaton.
E. Benefts monitoring and review.

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Aoswern B, D, E

Question 33

Which of the following describes a Viewpointn

A. A perspectve expressed by one or more managers who share the same or similar role.
B. A perspectve expressed by one or more customers who may or may not share the same or similar role.
C. The perspectve or related set of concerns experienced by a group of stakeholders.
D. An informal summary of project outcomes used in the management reportng and decision making process.

Aoswern C

Question 34

How might an understanding of business and technology dependencies assist in the development of a phased
implementaton roadmapn

A. By enabling the creaton of a risk mitgaton plan to mitgate or reduce risk.

B. By determining the level of technical and business support needed to implement each roadmap component.
C. By helping to determine the most efectve order in which each technology component should be implemented.
D. By focusing the Soluton Architect onto the most mission-critcal aspects of the soluton frst.

Aoswern C

Question 35

Which three optons are fnancial challenges when determining the fnancial value of a Cisco solutonn (Choose three.)

A. Financial resources are distributed across functonal areas.

B. Long term and cycles for deployment and adopton.
C. Cost efciencies and reductons.
D. Difculty to determine NPV.
E. Increase revenue and margins.

Aoswern A, B, D

Question 36

Which opton is the best descripton for NPVn

A. The adopton of licensed third-party solutons and services may result in a lower NPV.
B. The NPV takes into consideraton the direct and indirect costs of maintaining technology solutons and services.
C. NPV is factored into the ROI calculaton.
D. The opportunity to reduce NPV is a measureable business outcome and beneft to the customer business.
E. The NPV of technology solutons and services indicates the monetary value that those solutons bring to the
business.

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Aoswern E

Question 37

Which two optons are direct fnancial benefts of the outcome-based salesn (Choose two.)

A. Increased NPV.
B. Lower project costs.
C. Process efciencies.
D. Faster tme to market for new solutons.

Aoswern A, B

Question 38

Which two optons are indirect fnancial benefts of the outcome-based salesn (Choose two.)

A. Increased NPV.
B. Lower project costs.
C. Process efciencies.
D. Faster tme to market for new solutons.

Aoswern C, D

Question 39

Which two optons are true regarding chargeback and showbackn (Choose two.)

A. Chargeback is an internal billing mechanism where departments directly pay for their consumpton of IT services.
B. Showback is an internal billing mechanism where departments directly pay for their consumpton of IT services.
C. Chargeback provides departments with visibility to their consumpton of IT services but do not directly pay for the
services.
D. Showback provides departments with visibility to their consumpton of IT services but do not directly pay for the
services.

Aoswern A, D

Question 40

What is the purpose of the Soluton Business Impact Indexn

A. It is a number that identfes how sooner in the implementaton roadmap should the benefts appear.
B. It is a matrix that lists the solutons and business priorites of the customery and ranks the solutons according to the
impact they generate.
C. It is a chart to display the importance of Cisco technologies.
D. It is an alternatve to the business outcome-based sales approach.

Aoswern B

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Question 41

Which two optons are reasons why we are seeing increasing levels of business-led changen (Choose two.)

A. Because IT solutons are going through a trend of decreasing costs.

B. Because business requirements are changing rapidly.
C. Because the technology led change is too expensive.
D. Because of the disrupton created by the megatrends: cloudy mobilityy big datay video.

Aoswern B, C

Question 42

Which three optons are the main areas where customers will see the benefts for their investmentn (Choose three.)

A. Demand
B. Payroll
C. Operatons
D. Supply
E. Business

Aoswern A, D, E

Question 43

What two elements should be considered in an investment casen (Choose two.)

A. Delivering business results.

B. Eliminatng OPEX.
C. Increasing CAPEX.
D. Optmizing costs.

Aoswern A, D

Question 44

Which optons are three characteristcs of the new billing and licensing models for IT productsy solutons or servicesn
(Choose three.)

A. Provides fxed rates.

B. Infuences the value IT brings to the business.
C. Drives long term business outcomes.
D. Allows the IT department to focus on the core business.
E. Allows the customer to pay Cisco instead of the Partner.

Aoswern B, C, D

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Question 45

Which two optons are benefts of implementng IT as a Servicen (Choose two.)

A. Shif from CAPEX to OPEX.

B. Shif from OPEX to CAPEX.
C. Does not require technical support.
D. Increases device dependency.
E. Provides predictable expenses.

Aoswern A, E

Question 46

Which two optons are characteristcs you will fnd on a roadmap of business-aligned IT initatvesn (Choose two.)

A. Must contain the details of the sales proposal.

B. Must target the right approach.
C. Must involve the appropriate group intelligence and profle a specifc level of detail.
D. Must include network diagrams of all the solutons involved.

Aoswern B, C

Question 47

Which three benefts will partners see when creatng a roadmap that aligns IT initatves to the customer's businessn
(Choose three.)

A. Clear view of investments.

B. Revenue growth.
C. Technology adopton.
D. Compettve advantage.
E. Increased proftability.

Aoswern B, C, E

Question 48

Which three benefts will the customer see when the partner creates a roadmap that aligns IT initatves to their
businessn (Choose three.)

A. Elevate the relevance of the IT department.

B. Clear view of IT investments.
C. Beter alignment between business standard roadmap and IT.
D. Revenue growth.
E. Technology adopton.

Aoswern A, B, C

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Question 49

Which three optons are potental customer benefts of agreeing regulary formaly follow up meetngs post
implementatonn (Choose three.)

A. Improved alignment of project to KPIs

B. Higher quality security management
C. Increased ability to mitgate risk
D. Enhanced end user support services
E. Improved responsiveness to changes in required business outcomes
F. Focus on solutons

Aoswern A, C, E

Question 50

Which three optons are potental Cisco and Partner benefts of agreeing to regulary formaly follow-up meetngs post
implementatonn (Choose three.)

A. Increased proft margin from the project

B. Increased levels of customer satsfacton
C. Faster tme to sale
D. Opportunity to identfy further opportunites
E. Opportunity to promote special ofers to the customer
F. Closer relatonship with the customer

Aoswern B, D, F

Question 51

Which opton describes the recommended process for managing service improvementn

A. Defne what you should measure; Gathery process and analyze the data; Present the informaton for management
decision making; Implement correctve acton.
B. Take measurements; Make one or more correctve actons; Take new measurements.
C. Determine requirements; Gather data; Analyze problems; Report on outcomes.
D. Determine requirements; Gather data and analyze data; Take correctve actons; Present management report on
outcomes.

Aoswern A

Question 52

Which opton describes a beneft of using a Balanced Scorecard approach to performance measurementn

A. Allows project managers to detect and mitgate problems as they arise

B. Indicates the fnancial return on investment for a project
C. Combines qualitatve and quanttatve metrics to give a well-rounded view of the performance of a project
D. Allows management to focus their full atenton on one outcome at a tme

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Aoswern C

Question 53

Which two phases of the TOGAF ADM manage the process of creatng a phased roadmap for technology
implementatonn (Choose two.)

A. Phase D: Technology Architecture

B. Phase E: Opportunites and Solutons
C. Phase F: Migraton Planning
D. Phase G: Implementaton Governance
E. Phase H: Architecture Change Management

Aoswern B, C

Question 54

Which opton can assist with determining technology requirements arising from a customer initatve to implement a
business process improvementn

A. Create a Use Case diagram to model the improved business process and from this determine what technology is
required.
B. Use the Business Motvaton Model to analyze business and technology requirements for a given initatve.
C. Undertake an Ishikawa Analysis to determine root causes and determine how technology can resolve these issues.
D. Perform a gap analysis between "as-is" and "to-be" states to determine what technology will be required.

Aoswern D

Question 55

When would you say your customer has adopted a solutonn

A. When they purchase the soluton from the Cisco partner.

B. When the soluton is deployed.
C. When the soluton is deployed and there has been one year with no operatng issues.
D. When the soluton is deployedy features and optons are actvatedy and customer is realizing the benefts of your
value propositon.

Aoswern D

Question 56

Which opton is a beneft of technology adoptonn

A. Customer realizes the benefts stated by Cisco and the partner during thenegotaton phase.
B. Customer gets to replace their old systems and solutons.
C. Adopton increases sales.
D. Customer pays only when the technology is adopted.

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Aoswern A

Question 57

Why is it important for the customer to communicate the plan to deploy an IT soluton to his or her organizatonn

A. So that the CEO approves the deployment.

B. So that the Cisco Partner can claim the Sofware Actvaton promoton credits.
C. Because communicatng gives the IT organizaton more relevancy.
D. Because communicatng provides the organizaton with a vision of the benefts and an expectaton to realize the
results.

Aoswern D

Question 58

What should an adopton communicatons plan includen

A. Key messagesy target audiencey communicatons channelsy roles and responsibilites and success metrics.
B. Key messagesy sales forecasty communicatons channelsy roles and responsibilites and success metrics.
C. Sales forecasty communicatons channelsy roles and responsibilites and sales metrics.
D. Target audiencey communicatons channelsy sales quotay roles and responsibilites.

Aoswern A

Question 59

Which three optons are the purpose of change managementn (Choose three.)

A. To guarantee risks related to the business need disappear.

B. To help increase the adopton of the technology soluton.
C. To ensure that standardized methods and procedures are used for efcient and prompt handling of all changes.
D. To guarantee business risk is managed and minimized.
E. To ensure that all authorized changes support business needs and goals.

Aoswern C, D, E

Question 60

Which three optons are recommendatons to implement change managementn (Choose three.)

A. Involve real infuencers that help create engagement and support change.
B. Deliver and communicate real business benefts periodically.
C. Consider change has been accepted when it becomes part of the day to day operatons.
D. Only deploy the soluton when 100% of the stakeholders agree.
E. Consider change has been accepted when the partner has signed of the project.

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Aoswern A, B, C

Question 61

Which two optons best describes sales leadership role during outcome-based sellingn (Choose two.)

A. Ensuring the stakeholders are empowered to make the sales decisions.

B. Providing an understanding of the average tcket size of the customer.
C. Providing visionary leadership.
D. Helping the systems engineers construct the appropriate BOM.
E. Allowing the sales team to forecast with an understanding of where the customer is in the buying process.

Aoswern C, E

Question 62

Which three optons are characteristcs of Change Leadershipn (Choose three.)

A. Creatng a shared vision.

B. Creatng a unique vision.
C. Encouraging and empowering people to act.
D. Addressing the emotonal dimension.
E. Solving the customer problems.

Aoswern A, C, D

Question 63

What is the 360 degree feedback processn

A. Process to collect feedback from the sales force regarding the efectveness of the solutons.
B. Process to collect feedback from multple sourcesy aiming for acceleratng user adopton of the Cisco solutons.
C. Process to require feedback to Cisco from multple customers.
D. Process that Cisco executes every quarter to ask customer about partner feedback.

Aoswern B

Question 64

Which three optons are skills and behaviors that could be measured using the 360 degree feedback processn (Choose
three.)

A. Strategic thinking.
B. Managing and leading change.
C. Sales quota achievement.
D. Infuencing others.
E. Atachment and renewal rates.

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Aoswern A, B, D

Question 65

Which are the features that a KPI must have in order to have beter impact on the organizaton goalsn

A. Clear and specifc KPIs

B. Several KPIs to measure every process
C. Complex KPIs
D. Risky but transformatve

Aoswern A

Question 66

Which informaton is the most important to know early in a business requirements projectn

A. the customer's go-to-market approach for generatng revenue

B. compettor prices
C. the organizatonal structure
D. the company's budget for marketng products planned for two years in the future

Aoswern A

Question 67

Which acton is the recommended way to establish trusted-advisor credibility with a senior business executven

A. Ask open-ended questons about the organizaton's priorites and goals.

B. Ask questons about the IT organizaton's track record for problem resoluton.
C. Provide an overview of your sales team's reportng structure and metrics.
D. Ask detailed questons about the process to acquire cloud computng solutons.

Aoswern A

Question 68

Which opton is a way to validate that you have established credibility with a business executven

A. Ask an IT stakeholder to inquire with the executve on your behalf.

B. Brainstorm with the internal team to get feedback from peers.
C. Ask the executve whether you could join a future staf meetng and present for 15 minutes.
D. Ofer to show the executve a demonstraton of the latest security sofware.

Aoswern C

Question 69

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Which statement about why stakeholder analysis for a large initatve can be challenging is truen

A. A higher level of politcs and uncertainty typically exists with larger initatves.
B. The IT department most likely has a higher level of infuence as compared to other projects.
C. The stakeholder analysis 2x2 framework -- interest vs. power -- only works for small scope projects.
D. It is necessary to assess 90% or more of the stakeholders for an efort.

Aoswern A

Question 70

Which statement about discovery meetngs for larger scope projects is truen

A. Discovery should be performed to a lower level of detail than for smaller projects.
B. Planning for discovery actvites may take more eforty but this step is essental.
C. The project team should be stafed with more subcontractors to keep the costs down.
D. Request that the customer captures a baseline of needs in advance of your work.

Aoswern B

Question 71

Which statement about how Business Model Canvas diagrams are a useful tool is truen

A. They depict the operatng procedures for system management.

B. They establish a consensus view among customer executves about the organizaton strategy and major processes.
C. They decompose the processes for a single department.
D. They identfy the botlenecks within a customer service process.

Aoswern B

Question 72

Which statement is a characteristc of future state capabilitesn

A. They identfy operatng practces for a single department.

B. They depict all of the requirements that a customer organizaton desires (best case).
C. They convey the most important business elements that are needed to achieve goals in the future.
D. They should defne very detailed needs for the near-term and high-level needs for one or more years out.

Aoswern C

Question 73

Which statement about a roadmap is truen

A. Requirements are subjectve and viewpoints are fact.

B. It can be created earlier in a projecty as compared to an architectural blueprint.
C. It focuses on a broader scope than an architectural blueprint.

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D. It shows a path for projects or initatves that is consistent with the architectural directon.

Aoswern D

Question 74

Which statement explains why a requirement is diferent than a viewpointn

A. Requirements are subjectve and viewpoints are fact.

B. Requirements must come from one person.
C. Requirements state needs and viewpoints are thoughts.
D. Requirements come from users and viewpoints come from executves.

Aoswern C

Question 75

Which opton explains how a manager's viewpoint can be confrmedn

A. by validatng with the manager's boss

B. by running a group session
C. by asking the manager for evidence
D. by restatng the manager's view and asking if you understood correctly

Aoswern D

Question 76

How does a business value approach contribute to the sales processn

A. gives the CIO a blueprint for organizing the IT department

B. provides a framework to align the business strategy and priorites with the processes that are needed to achieve
goals
C. ensures that best practces are included in the design of new workfows
D. allows for pieces of a larger project to be designed independently without concern for linkages

Aoswern B

Question 77

Which statement about PEST analysis is truen

A. Politcal aspects can be identfed easily through surveys.

B. Economic and social implicatons are relevant only with the public sector.
C. A PEST analysis allows you to take an independenty outside-in view of factors that impact the customer's situaton.
D. A PEST analysis ofen can be related directly to specifc fndings from the operatng process analysis.

Aoswern C

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Question 78

Which opton describes what a fve forces model showsn

A. industry players: suppliersy complementersy customersy and compettors

B. a list of industry trends and drivers for total market growth
C. the top three compettve advantages owned by each of the major suppliers
D. an analysis of customer priorites for technology purchase decisions

Aoswern A

Question 79

Which statement describes when it is a good tme to apply a "use case"n

A. You must identfy how many transactons should be included in a system test cycle.
B. You must understand the major process steps a customer wants for collaboraton among its sales force personnel.
C. You must identfy the network capacity required by a new Cisco TelePresence system.
D. You must estmate a company's cash fow impacts from upgrading security sofware to the latest version.

Aoswern B

Question 80

Which step is important when you defne pain points for a multdepartment business initatven

A. Prioritze needs and opportunites across the full scope of the departments.
B. Ask each department to rate their priorites on a 1-10 scale of importance.
C. Use a survey to gain feedback on service-level expectatons for network infrastructure.
D. Avoid using customer estmates of benefts since the departments are likely overstatng value and competng for
funding.

Aoswern A

Question 81

Which statement about customer value chain analysis is truen

A. It shows the specifc cost that is associated with each process step.
B. It depicts the major communicatons actvites that are executed by senior execs.
C. It shows relatonships between key pieces of the customer's operatng model.
D. It shows the dependencies to realize benefts from a new IT infrastructure efort.

Aoswern C

Question 82

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Which opton describes what extending requirements analysis allows you to don

A. expand the scope of your project

B. give you more tme to deliver on existng project commitments
C. go beyond the inital core requirementsy to the next level of needy while also adding in new capabilites and
solutons
D. speed up the procurement process for a cloud-based soluton

Aoswern C

Question 83

Which statement describes a beneft of using scenarios for business transformatonn

A. They allow you to prototype the user interface without full development of all screens.
B. They give the customer a way to relate needs and potental benefts through example situatons.
C. They increase your infuence with the customery because scenarios selectvely show your industry insight.
D. They show the customer what is possible with the latest version of your technology solutons.

Aoswern B

Question 84

Which opton is included in a business scenarion

A. actvity-based costng used to perform the actvites.

B. peaky lowy and average transacton volumes
C. business goaly major actvitesy informaton usedy and interactons among people and technology
D. list of recommended technology productsy to provide automaton and reduce costs

Aoswern C

Question 85

Which statement describes a beneft of using SWOT analysisn

A. It allows you to confrm the status of a customer's specifc improvement initatves.

B. It helps you gain a broader perspectve about the customer's strategic situaton.
C. It allows the IT organizaton to show business leaders that they understand service-level impacts on fnancial
results.
D. It provides a snapshot of the industry forcesy compettorsy suppliersy and market leaders.

Aoswern B

Question 86

Which statement about SWOT analysis is truen

A. Strengths can be turned into compettve advantage by aligning with opportunites.

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B. Weaknesses most likely can be relieved by higher investment in technology.

C. Opportunites indicate details of sales situatons that the company has within their pipeline.
D. A threat indicates long-term concerns that the customer should address within a three-year period.

Aoswern A

Question 87

What is the purpose of a gap analysisn

A. Identfy the major capabilites that are needed but are not present today in the operatng model.
B. Identfy specifc problems with executon of the customer's network management process.
C. Defne new sofware that is required for stronger security and threat preventon.
D. Increase the customer's level of awareness about Smart Soluton features and value.

Aoswern A

Question 88

Which statement describes the recommended level of detail for analysis when you frst identfy Cisco Architectures
and Smart Solutons that could meet business needsn

A. A fne level of detaily to provide the most informaton for benefts determinaton.
B. A high levely with focus on the major architectural or Smart Soluton elements that provide signifcant beneft.
C. A high level for architectures and low level of detail for Smart Solutons.
D. There is no recommended level of detail. Do the analysis as based on the skills and knowledge of the account team.

Aoswern B

Question 89

Which optons describes a main objectve for identfying Cisco Architectures and Smart Solutons early in the sales
processn

A. to give the account team the most elapsed tme for closing a sale with the customer
B. to infuence the customer's requirements so that they ft the Cisco solutons portolio
C. to provide a baseline for the solutons design actvitesy and to leverage proven oferings in the Cisco portolio
D. to keep the opportunity more focused on standard solutons vs. needing to design out custom or account-specifc
capabilites

Aoswern C

Question 90

Which statement about Partner capabilites combined with Cisco soluton elements is truen

A. They are a recommended way to reduce soluton cost.

B. They are a required element for proposals that involve implementaton of the soluton.
C. They are a recommended way to lower risky by retaining scope of efort within the control of Cisco or the Partner.

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D. They provide a way to meet customer or industry-specifc needsy beyond the general Cisco core oferings.

Aoswern D

Question 91

Which acton is the recommended way to describe business unit benefts from upgrading a customer's 2-year old
networkn

A. Highlight the improved response tme and service level possible.

B. Relate the increase in reliability and performance to the impact on business actvites that are supported by the
network.
C. Describe how the capacity upgrade allows the customer to reduce support headcount within the IT organizaton.
D. Focus on the unique aspects of Cisco advanced technologyy as compared with the customer's current network.

Aoswern B

Question 92

The customer has previously implemented a Cisco network management soluton. You have an opportunity to
improve security and threat detecton. Which approach is an appropriate way to te together the benefts of the
solutonsn

A. Explain how the security sofware leverages underlying capabilites of the network management soluton.
B. Describe how proprietary technology elements provide the customer with the most advanced solutony which
eliminates risk to a business unit.
C. Identfy the fnancial benefts not yet realized with the network management solutony and ensure they can be
atained through the security soluton.
D. Select the top fve value-added aspects of the security solutony and model the fnancial beneft under three
scenarios. This exercise gives insight into possible levels of beneft.

Aoswern A

Question 93

Which statement describes the beneft of identfying soluton interdependenciesn

A. This shows the customer that you have a strong understanding of the Cisco portolio.
B. It greatly shortens the tmeframe and number of hours it takes to implement a complex soluton.
C. It allows you and the customer to assess risks and opportunites for situatons involving integraton and critcal
prerequisites.
D. It allows you to see a detailed picture of customer responsibilites across an implementaton efort.

Aoswern C

Question 94

When you rate the severity of technical constraintsy which acton should you take for an unexpected obstaclen

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A. Resolve the obstacle as soon as possible to reduce the likelihood that a customer uncovers this new informaton.
B. Assess the impact on the soluton implementaton and benefts to the customery and then explain the situaton in
context of the big picture.
C. Note the obstacle for atenton in the next phase of work.
D. Identfy ways to address the problem and choose the lowest costy fastest opton available.

Aoswern B

Question 95

Which opton represents a business constraint for a video solutonn

A. The customer does not have enough capacity to deliver video at an acceptable performance level.
B. Users for the soluton are not yet executng new processes for which video is a core capability to improve business
results.
C. The steering commitee has not yet seen a demo of the video soluton.
D. Two of the customer's lead architects disagree on the approach for network management.

Aoswern B

Question 96

Which acton is the recommended way to mitgate or minimize risksn

A. Assign the most experienced resource to a single risk item.

B. Add customer IT personnel to the project team so that they can bear responsibilites along with Cisco and the
Partner.
C. Rate the priority and potental impact from risks and assign resources accordingly.
D. Include more capabilites in the soluton to reduce risks without concern about the cost or tmeframe impacts.

Aoswern C

Question 97

Which acton is the recommended way to address a business constraint on "user training tme"n

A. Create a self-study module and inform users that they are responsible to train themselves as tme allows.
B. Revise the training so that it fts into tme available from the busiest users.
C. Train a core set of users and develop a plan for them to get others to the required level of executon capability.
D. Extend the project tmeline and delay future deployment or the next phase untl users are trained.

Aoswern C

Question 98

Which opton is a beneft of communicatng a soluton in business termsn

A. The customer is more likely to invest because Cisco or the Partner is commitng to a specifc level of fnancial
beneft.

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B. The customer IT executve can beter identfy how the soluton afects their headcount for problem resoluton.
C. The customer's business and IT personnel can have improved dialogue about the solutony its impacty and optons
for deployment.
D. The lead customer business stakeholder is given a detailed explanaton about the value of most advanced
technologies.

Aoswern C

Question 99

Which statement describes a risk that is associated with relying on a customer's IT departmentn

A. The tmeframe for executng the tasks may be longer than if Cisco or a Partner did this work.
B. The business unit executve uncovers that the soluton required some customizatony tailoringy or confguraton.
C. The IT executve takes credit for an actvity which Cisco or the Partner should have executed.
D. The total cost of implementaton is lower than you originally antcipated.

Aoswern A

Question 100

Which opton best refects informaton that must be captured before you create the business casen

A. customer's budget and expectatons for ROI

B. estmate of investment required: inital investmenty recurring for each periody and specifc to a project or
component
C. assessment of the customer's procurement process
D. detailed analysis of cost savings that results from a pilot

Aoswern B

Question 101

Which statement about assumptons that are defned when you create the business case is truen

A. They refect best case situatons for obtaining the highest level of beneft.
B. They are defned to reduce the risk that the customer is unhappy with soluton benefts.
C. They should refect factors or actvites that are not yet knowny but require some estmate or basis to develop a
credible business case.
D. They should be validated only with the IT representatvesy not with business unit personnel.

Aoswern C

Question 102

Which example is a business case assumpton that is most likely to be provided by the IT executven

A. The expected weighted cost of capital can defne the rate of return.
B. The number of personnel can be reduced in the business unit due to automaton.

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C. IT transacton volumes will grow 10% annually for the next 2 years.
D. The business will outsource customer service to a third party.

Aoswern C

Question 103

Which acton should you take when you analyze fnancial and non-fnancial factors for a business casen

A. Remain objectvey using facts where possible and assumptons where needed.
B. Use assumptons for fnancial items more heavilyy but leave nonfnancial items more general.
C. Ask the customer business executve to sign of on nonfnancial factors because the IT department typically has
limited impact on them.
D. Limit communicatons to only a few nonfnancial factors because they are of litle impact on a decision.

Aoswern A

Question 104

Which opton is a nonfnancial impactn

A. number of new sales wins due to improved collaboraton

B. percentage reducton in atriton (resignatons) among customer service reps due to improved tools
C. retrement of servers previously used for capacity spikes
D. improved brand image and reputatony as refected in an informal set of interviews by someone writng an industry
blog

Aoswern D

Question 105

Which opton is recommended when you document potental soluton optonsn

A. Only list two possible choices to make it easiest for the customer to make a selecton.
B. Communicate informaton about various optons at a relatvely similar level of detail.
C. Provide analysis to the lowest level of detail for each of the available choices.
D. Only provide data on Cisco and Partner solutons. If ecosystem partners are used in the solutony refer the customer
to these companies for soluton informaton.

Aoswern B

Question 106

When you select a solutony which opton should guide your decisionsn

A. lowest possible cost

B. most advanced solutony both technically and for the business operaton
C. an appropriate mix of risky technology capabilityy and business capabilityy based on customer priorites
D. must ft within the current IT budget

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Aoswern C

Question 107

Which approach is recommended when you justfy a solutonn

A. Support solutons that can be fully implemented with current capabilites on the IT staf.
B. Give extra weight to projects that give the business unit responsibility for risky actvites.
C. Bring the IT and business executves together where possible to forge a unifed viewpoint.
D. Push investments out to the futurey where possibley to delay larger investments.

Aoswern C

Question 108

Which acton should be done when you present the business case to stakeholdersn

A. Focus mainly on near-term investments and leave discussion about rollout untl afer a pilot is complete.
B. Give a comprehensive picture of the costsy beneftsy and consideratons that the customer should think about.
C. Ask the IT executve to publicly commit their support for your recommendaton.
D. Be cautous when you discuss the risks that the organizaton should consider to gain support without raising
possible challenges.

Aoswern B

Question 109

Who are the two primary users of an implementaton strategyn (Choose two.)

A. the technical architect

B. the leaders for training
C. executve sponsor and steering commitee
D. the program leader responsible for achieving business results
E. major work package owners

Aoswern D, E

Question 110

Which statement about implementaton tmelines is truen

A. They should allow for the shortest total project elapsed tmey regardless of risk.
B. They should have a good balance across a variety of business groups.
C. The tming should be realistcy given the scopey budgety risky and potental benefts.
D. The duraton should be set by a single executve sponsor so that accountability is easiest to determine.

Aoswern C

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Question 111

Which opton is the recommended scope for a work packagen

A. three business capabilites

B. one technical subsystem
C. one major business capability
D. no recommended size

Aoswern C

Question 112

Which opton is part of an implementaton strategyn

A. sequence of major work packages or projects

B. design criteria for meetng security requirements
C. maintenance schedule for hardware
D. antcipated transacton volumes during periods of maximum actvity

Aoswern A

Question 113

Which opton is part of an implementaton strategyn

A. names of employees and their user IDs

B. completon criteria for major work packages that are dependent on other projects
C. name of the fnance rep who is responsible for tracking costs
D. response tme requirements for executve quarterly update videos

Aoswern B

Question 114

Which opton describes a reason to document the benefts and risks expected from a business casen

A. to have a basis for the project manager's performance ratng

B. to have a consistent basis for judging the efectveness of a soluton
C. so that everyone has common understanding of problems that are likely to occur with the frst release
D. to give the project sponsor a basis to support additonal funding for deployment on a larger scale

Aoswern B

Question 115

Which acton is a recommended way to capture concerns about beneftsn

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A. Ask people their opinion in a large group meetng.

B. Conduct a focus group with people who are close to the plan and who know the business area.
C. Watch a user who is trying to do her job.
D. Include a queston in the company employee satsfacton survey.

Aoswern B

Question 116

Which statement describes why it is important to separate major from minor problems in getng expected beneftsn

A. Major problems are always harder to fx.

B. Minor problems usually afect more people.
C. This informaton is used for system status reportng.
D. An accurate breakdown allows for putng resource on items with high impact.

Aoswern D

Question 117

You are working on a project to install a new RFID system for a logistcs company. Which obstacle to realizing benefts
should you expectn

A. The users have not been trained to capture before and afer data points.
B. Transacton volumes are 5% diferent than expected.
C. The system is in a pilot stage.
D. The infrastructure has not been in producton mode for at least 3 months.

Aoswern A

Question 118

You are working on a project to install a new RFID system for a logistcs company. Which obstacle to realizing benefts
should you expectn

A. A network upgrade is in the planning stage.

B. Users are in transiton from three old systems and technologies where measurements from old to new processes
are unreliable.
C. The soluton requirements do not include analytcsy so measuring results is out of scope.
D. The RFID chip and sensor technology is old and an upgrade is planned for next year.

Aoswern B

Question 119

Which pieces of informaton help to assess user readiness for a rolloutn

A. number of users and years in role

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B. user awareness and tme scheduled for training

C. budget and testng script
D. number of changes in processes and number of open help desk problems

Aoswern B

Question 120

Which statement about a forum for feedback is truen

A. It is used to broadcast status.

B. It is for managers only.
C. It provides a way to exchange positve and negatve things that happen.
D. It is the best way to announce training.

Aoswern C

Question 121

Which opton is a governance approach for a projectn

A. commitee of stakeholder reps

B. measurements of system security
C. operatng procedures for data backup
D. status reports on total IT systems

Aoswern A

Question 122

Which opton is a governance approach for a projectn

A. a process for approving changes

B. an annual strategy planning session
C. informal surveys
D. a job descripton for network architect

Aoswern A

Question 123

Which opton describes what a change leader is responsible forn

A. telling people how they should do their work

B. assigning key people to be role models
C. planning to fll open jobs
D. deciding how to give out favors

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Aoswern B

Question 124

Which opton is part of a communicaton plann

A. name and department number of email recipients

B. frequency and method to distribute status informaton
C. reportng structure for a department
D. ratng of support

Aoswern B

Question 125

Which acton should be done to assess training needsn

A. Ask mangers if their employees need new skills.

B. Look at prior problem tckets.
C. Conduct interviews with people who represent major user roles.
D. Identfy where the system is most confusing to use.

Aoswern C

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