Introduction to Cisco Sales (ICS)

This instructor-led course provides customer-facing teams with the introductory information they need to effectively position and sell Cisco's products, solutions and architectures.

It will also help attendees prepare for the Introduction to Cisco Sales (ICS) exam (Pearson Vue 700-150) to then become ICS certified. This qualification will satisfy the Account Manager role for various Cisco Express Certification tracks.


Who should attend

Partner Account Managers (AM), Business Development Managers (BDM), Sales Engineers (SE) and other customer-facing team members and also anyone preparing to take the Cisco ICS exam


Course Content

This intensive classroom-based course will help attendees understand Cisco's vision, what Cisco sells, the Cisco Architectures, its channel routes to market and the Cisco ONE software bundles. It will go on to briefly cover the general and Cisco specific concepts of the Business Architecture Approach to sales engagement.


Attendees will learn about Enterprise Architectures and Cisco's Enterprise and Digital Network Architecture (DNA) including network infrastructure components (Routing, Switching, Wireless and Mobility) and Digitization.


We will also discuss Cisco's Security architecture covering Cisco's approach to Security and Threat Centric Security.


Also covered is Cisco Data Center and Cloud architectures including Cisco's Unified Data Center, Converged

Infrastructures, Hyperconvergence, Cloud and Multi-Cloud solutions.


Attendees will learn about Cisco's Collaboration, the Collaboration Architecture, platform, end points, Webex Teams and Cisco On-premise, Cloud and Hybrid collaboration solutions.


Finally, attendees will review the requirements of the ICS exam, including an exam practice.

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Detailed Course Outline

Cisco Certification

  • A Brief History of Cisco
  • Cisco's Vision
  • What Cisco Sells
  • Cisco's Architectures
  • Cisco's Channel Routes to Market
  • Partner Incentives and Promotions
  • Cisco ONE – A new way to Sell


Cisco's Approach to Selling

  • General Concepts of Outcome Based Selling
  • Cisco's Approach to Business Outcomes Sales
  • Business Outcomes Sales Role
  • Customer Value Proposition and Value Chain
  • Identifying Customer Business Requirements
  • Identifying Routes to Market with BMC
  • Business Outcomes Across the Technology Cycle
  • Stakeholder Management
  • Presenting the Business Outcomes Story


Selling Cisco's Enterprise and Digital Network Architecture

  • The Enterprise Network Architecture
  • Infrastructure
  • Routing and Switching
  • Wireless (CUWN)
  • Software Defined Access
  • Digitisation and DNA
  • The 4 Pillars of DNA
  • The Design Principles of DNA
  • Network-enabled Applications
  • Solutions Underpinning DNA (SD-Access. SD-WAN, Wireless-Assurance)
  • Management Price and DNAC


Selling Security Solutions

  • Cisco's Approach to Security
  • The Threat-Centric Security Model
  • Technologies Covering the Attack Continuum
  • Network Security
  • Firepower NGFW
  • Meraki MX
  • NFV ENCS Virtualized Branch
  • NVE TrustSec, ISE, Stealthwatch
  • Visibility and Enforcement
    • ISE
    • Stealthwatch
    • TrustSec
    • Advanced Threat
    • AMP for Endpoint
    • ThreatGrid
    • Cloud, Web and Email
    • Umbrella
    • Cloudlock
    • ESA
    • WSA
  • Cisco Talos


Selling Cisco's DC and Cloud Architecture

  • The Unified Data Centre
  • Unified Computing
  • Unified Fabric
  • Unified Management
  • Converged Infrastructures
  • Hyperconvergence and HyperFlex
  • Cisco's DC & Cloud Architecture and Strategy
  • Cisco's Cloud Strategy
  • Cisco Multi-Cloud
  • Cisco InterSight


Selling Collaboration Solutions

  • Cisco's Collaboration Architecture
  • Collaboration evolution overview
  • Cisco's UC Platforms
  • Cisco Business Editions BE4k, BE6k, BE7k
  • Hosted Collaboration Solution
  • Webex and Webex Teams
  • Cloud and Hybrid Collaboration
  • Collaboration Endpoints
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