Which two activities should occur during an SE's discovery process? (Choose two.)
Correct Answer: A,E
Explanation The discovery process is a critical phase in the sales cycle, where the SE gathers information about the customer's network environment, business goals, challenges, and needs. The discovery process helps the SE to understand the customer's pain points, identify opportunities, and propose solutions that align with the customer's objectives and address their problems. The discovery process also helps the SE to establish credibility, trust, and rapport with the customer, and to map Cisco innovation to the customer's needs. Some of the activities that should occur during the SE's discovery process are: Gathering information about the current state of the customer's network environment. This includes collecting data about the network topology, devices, protocols, applications, performance, security, availability, scalability, and management. The SE can use various tools and methods to gather this information, such as interviews, questionnaires, surveys, audits, assessments, and network analysis tools. Gathering information about the current state helps the SE to understand the customer's existing network capabilities, limitations, and gaps, and to benchmark the network against best practices and industry standards12 Mapping Cisco innovation to the customer's needs. This involves identifying how Cisco products, solutions, and services can help the customer achieve their desired outcomes, address their challenges, and overcome their pain points. The SE can use various tools and methods to map Cisco innovation to the customer's needs, such as value proposition, business case, return on investment (ROI) analysis, proof of value (POV), proof of concept (POC), and demonstrations. Mapping Cisco innovation to the customer's needs helps the SE to show the value and benefits of Cisco solutions, differentiate Cisco from competitors, and influence the customer's decision making34 References: 1: Cisco Discovery Service 2: Cisco Network Assessment Services 3: Cisco Catalyst SD-WAN Demos 4: Cisco Business Critical Services
Question 17
What should you do if you are looking at a strategic win with a customer and the customer wants to examine Cisco ISE for longer than a few weeks?
Correct Answer: A
Question 18
Which two statements describes Cisco SD-Access? (Choose Two.)
Correct Answer: A,C
Question 19
Which option will help build your customers platform during the discovery phase?
Correct Answer: E
= A business case is an option that will help build your customers platform during the discovery phase. A business case is a document that outlines the rationale, objectives, benefits, costs, risks, and alternatives of a proposed project or solution. A business case helps to justify the investment and align the stakeholders on the value proposition of the project or solution12. During the discovery phase, the goal is to understand the problem that needs to be solved, the user needs and context, the constraints and opportunities, and the underlying policy intent. A business case can help to achieve this goal by providing a clear and concise summary of the problem statement, the desired outcomes, the potential solutions, and the evaluation criteria34. A business case can also help to communicate the vision and scope of the project or solution to the customers and other stakeholders, and to secure their buy-in and support56. A business case is not the same as a POV report, a detailed design, a high-level design, or a PO. A POV report is a document that summarizes the findings and recommendations from a proof of value (POV) exercise, which is a short-term trial of a solution to demonstrate its feasibility and benefits7. A detailed design is a document that specifies the technical and functional requirements, architecture, and configuration of a solution8. A high-level design is a document that provides an overview of the solution, such as the main components, interfaces, and interactions9. A PO is a purchase order, which is a document that authorizes a purchase transaction between a buyer and a seller. References := * What is a business case? Definition and examples * Business Case - Project Management Knowledge * How the discovery phase works - Service Manual - GOV.UK * Discovery Phase - Service Design - The Beginner's Guide * How to Write a Business Case 4 Steps to a Perfect Business Case Template * How to Write a Business Case: 4 Steps to a Perfect Business Case Template * What is a Proof of Value (POV)? * What is a Detailed Design Document (DDD)? * What is a High-Level Design Document? * [What is a Purchase Order (PO)?]
Question 20
Which is a function of lite Proactive Insights feature of Cisco DNA Center Assurance'?
