A. Problem, Pattern, Path and Proof
B. People, Process, Path and Proof
C. Problem, People, Path and Proof
D. Problem, People, Path and Pattern
A. It acts as a CRM tool for managing stakeholders
B. It assists with determining what actions to take with each stakeholder
C. It assists with understanding the viewpoints of each stakeholder
D. It assists with understanding the views of each stakeholder
A. Post implementation
B. After the pilot has been successfully conducted
C. After the critical success factors have been agreed
D. After the design has been finalized
A. Ask open ended questions about goals and impacts from challenges
B. Inform the customer of some statistics about their competitors, to get a reaction
C. Lead an exercise to define revenue the customer could gain from using remote experts on sales calls
D. Speak with peers of the customer leader, to find out whether this person has a reputation for making problems sound bigger than they really are
A. Increase the percentage of servers virtualized.
B. Increase the overall speed of the campus LAN.
C. Reduce the time to market for launching new products.
D. Increase the productivity of the sales force.
A. Bring sales opportunities earlier into the customer business roadmap, to avoid risks from possible budget cuts
B. Use various techniques to add value through the discovery process
C. Increase revenue and profit, by bundling services instead of using customer staff for implementation work
D. Ensure that requirements gathering takes the smallest possible resource and time
A. key customers
B. partner relationships
C. cash flows
D. customer segments
A. The beliefs and opinions of one or more stakeholders
B. The representation of a related set of concerns
C. A perspective from which a view is taken
D. A definition of a job role and how it is impacted by a technology implementation
A. Explaining why Cisco is better than alternative vendors
B. Establishing a common language and understanding between different teams and departments
C. Allowing departments to think more holistically about their business B Focusing on product benefits rather than product features
A. as a way to advertise current promotions and special offers
B. as a mechanism for validating the ROI for technology
C. as a way to learn about new or changed customer
D. as a forum for promoting Cisco architectures
