820-421 BTASBVA
Applying Cisco Specialized Business Value Analysis Skills
Exam Number 820-421 BTASBVA
Associated Certifications Accelerating Sales
This exam tests a candidate’s knowledge of specialized skills required to discover customer business transformation challenges, identify relevant Cisco architectures / solutions, frame a business case and gain stakeholder buy-in for implementation.
Exam Topics
The following topics are general guidelines for the content likely to be included on the exam. However, other related topics may also appear on any specific delivery of the exam. In order to better reflect the contents of the exam and for clarity purposes, the guidelines below may change at any time without notice.
Prepare for Requirements Gathering
Capture insight from existing relationships
Obtain and review customer records
Consult internal SMEs about the customer
Capture insight from external sources
Review information published by the company
Review information published by 3rd parties
Review information from Partner Ecosystem SMEs
Identify customer expectations of a solution provider
Identify and resolve gaps in knowledge about the company or stakeholders
Populate an unrefined Business Model Canvas
Capture Requirements
Establish credibility to create customer confidence in your analysis skills
Conduct stakeholder analysis
Prepare meeting and plan for requirements gathering / discovery
Conduct discovery meetings
Document findings of discovery meetings
Build a Business Motivation Model
Build a refined Business Model Canvas
Define Architecture Concepts
Define the business architecture approach
Explain the difference between current and future state business capabilities
Distinguish between an architectural blueprint and a roadmap
Describe the features and benefits of using a reference model
Distinguish between viewpoints and levels of requirements
Refine Business Needs & Perform Business Transformation (Architectural) Analysis
Use the Business Model Canvas (BMC) to verify the business “as-is” state
Define pain points and opportunities for the customer
Identify target state capabilities using a “to be” BMC
Perform gap analysis and document pain points / opportunities
Perform a customer value chain analysis
Extend the requirements analysis
Identify relevant business scenarios
Exploit business use cases
Create Business Design and Deliver Solution Recommendations
Identify the Cisco Smart Solutions that address pain points and opportunities
Identify other Cisco and partner solutions to further address pain points and opportunities
Visually map solutions vs. capabilities required
Describe the business benefits from identified solutions
Identify solution inter-dependencies, risks, and assumptions
Draft presentation describing solution recommendation in business terms
Present recommendations to stakeholders
Create Business Case
Identify first pass view of investments, costs, risks, and benefits
Create an executive summary covering investment, costs, risks, and major benefit areas
Create a short introduction with business case scope and focus
Define and document assumptions
Define and document financial and non-financial benefits
Identify potential solution options
Select and justify recommended solution option
Consolidate data, results and assumptions into business case template
Present business case to relevant stakeholders and gain buy-in
Create Implementation Roadmap
Define implementation strategy
Define high level implementation timelines
Define requirements for resources from customer, Cisco, partner, and others
Define interim implementation base camps
Prepare work packages per business capability
Produce an implementation roadmap with backup
Present implementation roadmap to relevant stakeholders and gain buy-in
Measure Benefits Realization
Confirm customer expectations about benefits and risks
Quantify and document funding and staff required to measure benefits
Describe activities and/or changes (roles, processes, behaviors) required to achieve benefits
Identify, describe, and plan benefit measurement and tracking activities
Define contingencies to address obstacles in measuring benefits
Assess the level of benefit attainment and compare to projected targets
Capture and describe obstacles to benefit attainment
Deliver findings of actual benefits vs. expected benefits with recommendations
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