Cisco 820-424
Applying Cisco Specialized Business Value Analysis
Skills
Cisco 820-424 Exam
QUESTION NO: 1
Which three options are potential customer benefits of an outcome-based sales approach?
(Choose three.)
A. Alignment of technology to business needs
B. Better quality security policy
C. Increased ability to mitigate risk
D. Enhanced end user support services
E. Improved financial control over technology spending
F. Focus on solutions
QUESTION NO: 2
Which option is a trend, driving the adoption of an outcome-based sales approach?
A. Customers have more purely technical problems than they have had previously
B. Customers want to focus less on business needs and more on business outcomes
C. Customers are more empowered and skeptical, changing the way they assess and purchase
technology
D. The increase in major technology innovations has led to a more siloed approach to technology
purchasing
QUESTION NO: 3
Which option describes Step 2 of Cisco's outcome-based sales approach?
A. Get a lead, find a customer who may be interested
B. Assemble your sales team and determine your objectives
C. Gather what you know about the customer
D. Meet with your customer to uncover, validate and help them prioritize their business careabouts
Cisco 820-424 Exam
Explanation:
QUESTION NO: 4
Which two options describe the customer in an outcome-driven sales engagement? (Choose two.)
A. Knows issue and desired outcome
B. Aware of opportunities and problems that need to be solved
C. Knows the value and benefits for change
D. Is sensitive to price
QUESTION NO: 5
Which option is an operational benefit resulting from defined outcomes?
A. Greater control over business decision making
B. Higher IT asset utilization
C. Improved business intelligence
D. Faster time to market for new products
QUESTION NO: 6
Which option is a technology innovation benefit resulting from defined outcomes?
A. Lower IT support costs (TCO)
B. Higher IT asset utilization
C. Faster time to market for new products
D. Faster ROI for IT
Cisco 820-424 Exam
QUESTION NO: 7
Which option describes the 4 Ps that help sales teams understand what the customer needs?
A. Problem, Pattern, Path and Proof
B. Problem, People, Path and Proof
C. Problem, People, Path and Pattern
D. People, Process, Path and Proof
QUESTION NO: 8
Which option is the recommended approach to gain access to additional key stakeholders within
the customer organization?
A. Approach the stakeholder through their gatekeeper
B. Approach the stakeholder direct
C. External referral from a C level executive
D. Internal referral from an existing contact
QUESTION NO: 9
Which two options are examples of external sources of information about a customer
organization? (Choose two.)
A. An annual report and accounts on the customer's web site
B. An interview of the customer's CFO published on cfo.com
C. An internal briefing from your company's customer account manager
D. A Gartner Magic Quadrant for the customer's industry
E. A corporate organization chart provided by the customer's HR department
Cisco 820-424 Exam
QUESTION NO: 10
Which two options are qualities of the guardian stakeholder decision making style? (Choose two.)
A. Formal process
B. Fact-based
C. Cautious
D. Middle-of-the-road
QUESTION NO: 11
Which two options describe the qualities of a transactional leadership style? (Choose two.)
A. Democratic in nature
B. Leader provides rewards and incentives
C. Involves high level of communication
D. Motivate through encouragement
QUESTION NO: 12
What is the purpose of the Stakeholder Power/Influence Grid?
A. It acts as a CRM tool for managing stakeholders
B. It assists with understanding the viewpoints of each stakeholder
C. It assists with understanding the views of each stakeholder
D. It assists with determining what actions to take with each stakeholder
Explanation:
Cisco 820-424 Exam
QUESTION NO: 13
Which two options describe why is it important to develop a trust relationship with stakeholders?
(Choose two).
A. In order for them to share relevant information with you
B. In order to make the sales process easier
C. In order to make them like you
D. In order for them to listen to your proposals
E. In order to maximize the revenue you can get from the relationship
QUESTION NO: 14
What is a viewpoint?
A. A perspective from which a view is taken
B. The beliefs and opinions of one or more stakeholders
C. A definition of a job role and how it is impacted by a technology implementation
D. The representation of a related set of concerns
QUESTION NO: 15
Which two options are benefits of running a workshop? (Choose two.)
A. To understand the opinions of specific stakeholders
B. To establish consensus amongst a group of stakeholders
C. To disseminate information
D. To brainstorm ideas
E. To present findings and gain acceptance to move forwards
Cisco 820-424 Exam
QUESTION NO: 16
Which three options are Building Blocks within the Business Model Canvas? (Choose three.)
A. Customer Segments
B. Cash Flows
C. Key Customers
D. Customer Relationships
E. Key Partners
F. Partner Relationships
QUESTION NO: 17
When using the Business Model Canvas, which two options would justify dividing customers into
multiple customer segments? (Choose two.)
A. They purchase online or in-store
B. They are reached through different distribution channels
C. They use CAPEX or OPEX models for financing their purchases
D. They are willing to pay for different aspects of the offer
E. They require different levels of customer service
QUESTION NO: 18
Which of the business model canvas building blocks should normally be considered first?
A. Customer Relationships
B. Customer Segments
C. Value Propositions
D. Key Activities
Explanation:
Cisco 820-424 Exam
QUESTION NO: 19
When using the Business Model Canvas, which two options are motivations for creating key
partnerships? (Choose two.)
A. Diversification into niche markets
B. Optimization and economy of scale
C. Versatility and innovation
D. Reduction of risk and uncertainty
QUESTION NO: 20
How can a customer-centric business model design help uncover new business opportunities?
A. It can uncover inefficient processes which the organization may be able to make more efficient
through the use of technology.
B. It allows the organization to focus more on its sales and marketing strategy.
C. It assists with understanding how technology relates to the products and services that the
organization provides.
D. It can uncover new or additional customer needs for which the organization may be able to
innovate new products and services.
QUESTION NO: 21
Which two options are potential ways the business model canvas can help to identify new
business opportunities for the customer? (Choose two.)
A. Allowing departments to think more holistically about their business
B Focusing on product benefits rather than product features
B. Establishing a common language and understanding between different teams and departments
C. Explaining why Cisco is better than alternative vendors
Cisco 820-424 Exam
Explanation:
QUESTION NO: 22
What are two purposes of the Business Motivation Model? (Choose two).
A. To develop sales and marketing strategies.
B. To provide a high level view of the overall business landscape.
C. To identify factors that motivate the establishing of business plans.
D. To identify and define the elements of business plans.
E. To perform capability gap analysis.
Explanation:
QUESTION NO: 23
What is a business capability?
A. An organization's capacity to successfully perform a business activity.
B. A description for a business process leading to a specified outcome.
C. A view of the business from the perspective of a particular strategy.
D. An analysis of the organization's value chain.
Explanation:
QUESTION NO: 24
Which three options describe qualities of business capabilities? (Choose three.)
A. Capabilities are the building blocks of the business
B. Capabilities represent stable business functions
C. Capabilities define business goals and objectives
D. Capabilities are unique and independent from each other
E. Capabilities provide an understanding of business risk
F. Capabilities can be used to determine performance targets
Cisco 820-424 Exam
Explanation:
QUESTION NO: 25
Which three options are business benefits that may be realized from the implementation of
business outcomes focused technology intervention? (Choose three.)
A. Reduced time to market for new products
B. Reduced number of servers required in the data
C. Reduced technology management overhead
D. Improved customer relationships
E. Improved communications between departments
F. An increase in the proportion of services delivered in the cloud
Explanation:
QUESTION NO: 26
What two options explain why business outcomes focus with your customer is potentially of more
value than a technology solutions focus? (Choose two.)
A. It tends to allow a greater focus on one specific business silo
B. It allows you to align technology to the organization's vision and strategies
C. It can combine CAPEX or OPEX models to maximize the TCO
D. It ensures greater relevance to the needs of LOB Heads and C level executives
E. It provides faster implementation times and TTTV (time to value)
Explanation:
QUESTION NO: 27
How can Cisco Validated Designs help to support business outcomes?
A. provide a quick and easy way to implement technology
B. provide best practice solutions to common business challenges
Cisco 820-424 Exam
C. provide a unique selling point that helps to differentiate from competitors' offerings
D. increase the perceived value of the proposed solution
Explanation:
QUESTION NO: 28
What two key factors should you consider when determining business objectives and desired
outcomes? (Choose two.)
A. Business priorities and goals
B. Cisco architectures and smart solutions
C. Cisco validated designs
D. Critical success factors and key performance indicators
E. Cisco and partner professional services offerings
Explanation:
QUESTION NO: 29
Which option describes a key performance indicator?
A. A measurement that shows whether the activity has achieved its core purpose
B. Any measurement taken for management reporting purposes
C. Performance estimates based upon historical data
D. Any measurement taken to determine a performance level
Explanation:
QUESTION NO: 30
Why is it important to agree baseline performance targets with the customer?
A. In order to demonstrate your credentials as a trusted adviser
B. To enable ongoing measurements to take place
Cisco 820-424 Exam
C. To provide targets by which project performance can be measured
D. To demonstrate adherence to best practice
Explanation:
QUESTION NO: 31
Which option has the highest level of measurable business value?
A. Vertical solutions
B. Horizontal solutions
C. Customer specific solutions
D. Integrated services and intellectual capital
Explanation:
QUESTION NO: 32
How does a business outcomes-led approach help to ensure the relevance of Cisco and Partner
solutions and services?
A. By focusing on features rather than on business relevance, advantages or benefits.
B. By focusing on business relevance rather than on features, advantages or benefits.
C. By focusing on advantages rather than on features, business relevance or benefits.
D. By focusing on benefits rather than on features, advantages or business relevance.
Explanation:
QUESTION NO: 33
Which option describes the recommended process for creating a risk mitigation plan?
A. Categorize, analyze and prioritize
B. Perceive, act, measure
C. Document, prioritize, review
Cisco 820-424 Exam
D. Analyze, document, act
Explanation:
QUESTION NO: 34
Which three options are categories for risk? (Choose three.)
A. Strategic
B. Conditional
C. Regulatory
D. Physical
E. Financial
Explanation:
QUESTION NO: 35
What is the recommended frequency for post implementation review meetings with the
customers?
A. Weekly
B. Monthly
C. Quarterly
D. Bi-annually
Explanation:
QUESTION NO: 36
Which of the following three assessment factors are used to determine the technical value of the
business case? (Choose three.)
A. Solution portability
B. Business value
Cisco 820-424 Exam
C. Lifecycle management
D. Maintenance policies
E. Interoperability
F. Accountability
Explanation:
QUESTION NO: 37
Which of the following two options are key points for strengthening a business case? (Choose
two.)
A. Why Cisco solutions have been selected over alternative solutions from other vendors
B. The solution design and implementation plan
C. How much money is needed at what points in time?
D. The key technical value points the solution provides and the links to the financial investment in
the business case
E. Which stakeholders have been interviewed and what are their views?
Explanation:
QUESTION NO: 38
Which two options should be included within the Introduction section of a business case? (Choose
two.)
A. Finance Options
B. Background
C. Purpose of Case
D. Stakeholder List
Explanation:
QUESTION NO: 39
What is the purpose of a key performance indicator?
Cisco 820-424 Exam
A. To prove the quality of the project
B. To provide a way to measure project success
C. To justify project costs
D. To allocate responsibilities
Explanation:
QUESTION NO: 40
Who should be involved in determining key performance indicators?
A. Representatives of each stakeholder group
B. Solution architects only
C. Business decision makers only
D. Business decision makers and solution architects
Explanation:
QUESTION NO: 41
Which two options are examples of financial benefits that might relate to a technology
implementation? (Choose two.)
A. Increased customer service satisfaction levels.
B. Reduced travel costs for executives.
C. Increased revenues from e-commerce site.
D. Reduced time to deliver products to customers.
E. Reduced management time per server.
Explanation:
QUESTION NO: 42
Which two options are examples of operational costs that might relate to a technology
implementation? (Choose two.)
Cisco 820-424 Exam
A. Software maintenance and support
B. Purchase of hardware
C. Installation and configuration
D. Recruitment and training of management team
E. Co-hosting in the public cloud
Explanation:
QUESTION NO: 43
Which of the following defines a critical success factor?
A. A component of a project that is necessary to achieve project success
B. A requirement set by technical decision makers for managing risk
C. A financial value that must be returned by a project
D. A measurement taken to identify project success
Explanation:
QUESTION NO: 44
Which of the following defines the relationship between critical success factors and KPIs?
A. Critical success factors define what must happen in order for success to be achieved, whereas
KPIs are measurements that help determine the level of performance actually attained.
B. Critical success factors define how things should be measured, whereas KPIs determine when
to take each measurement.
C. Critical success factors define when to take each measurement, whereas KPIs determine
how things should be measured.
D. Critical success factors and KPIs are essentially the same thing.
Explanation:
QUESTION NO: 45
Which of the following should be set by the business decision makers to help determine what
Cisco 820-424 Exam
outcomes are required by a project?
A. Key performance indicators
B. Critical success factors
C. Metrics
D. Milestones and responsibilities
Explanation:
QUESTION NO: 46
Which of the following describes non-financial benefits provided by new capabilities or realizing
target outcomes?
A. Qualitative benefits
B. Qualitative and quantitative benefits
C. Quantitative benefits
D. Non-qualitative benefits
Explanation:
QUESTION NO: 47
Which three options should be incorporated into an implementation roadmap? (Choose three.)
A. Stakeholder analysis
B. Scope alignment and boundaries
C. Solution design
D. Adoption and consumption considerations
E. Bill of materials
F. Governance
Explanation:
QUESTION NO: 48
Cisco 820-424 Exam
Which of the following is a key step in creating an implementation roadmap and gaining customer
buy-in for it?
A. Developing a roadmap executive summary
B. Proving technical capability against business requirements
C. Validating the roadmap and all assumptions with the customer
D. Including an indexed glossary of all technical terminology
Explanation:
QUESTION NO: 49
Which two options are reasons for positioning a solution component early on within an
implementation roadmap? (Choose two.)
A. Difficult to implement
B. Generates cash quickly
C. Has few or no dependencies
D. Expensive to implement
Explanation:
QUESTION NO: 50
Which option is used to describe organizations that are less comfortable with technology and may
have some skepticism towards it?
A. Early adopters
B. Late majority
C. Early majority
D. Laggards
Explanation:
QUESTION NO: 51
Cisco 820-424 Exam
Which option is a business consideration when determining an organizational change and
adoption plan?
A. IT skills and resources
B. Outcomes realization
C. Responsibilities for managing technology
D. Managing cloud based solutions
Explanation:
QUESTION NO: 52
Which two options are examples of benefits of conducting a pilot for a technology implementation?
(Choose two.)
A. Reduces overall cost
B. Reduces risk
C. Helps to secure buy-in from business decision makers
D. Reduces time to deliver technology to customers
E. Reduces management time needed to implement the technology
Explanation:
QUESTION NO: 53
Which three factors help with technology solution adoption? (Choose three.)
A. Ongoing availability of and support for the previous technology
B. Increased quality of service for customers
C. Improved processes that generate better productivity levels
D. Strong leadership from a senior manager with authority
E. Education of users as to the need for change
F. High quality end user support during the adoption phase
Explanation:
Cisco 820-424 Exam
QUESTION NO: 54
Which are two factors that you may need to consider when creating an implementation roadmap
for your customer? (Choose two.)
A. technical dependencies between solution components
B. type of Cisco architecture to be deployed
C. hard deadlines for key capabilities to be operational
D. lifecycle management requirements
Explanation:
QUESTION NO: 55
Which option describes a dependency?
A. the reliance of one component on the functionality of another component
B. a financial term for determining revenue generation requirements
C. a reliance upon both quantitative and qualitative benefits of a solution component
D. a way of grouping and classifying similar solution building blocks
Explanation:
QUESTION NO: 56
Which two options are commonly used to help calculate the size of an identified risk? (Choose
two.)
A. complexity of solution
B. frequency of occurrence
C. number of dependencies
D. level of impact
E. number of diagnostic steps
Explanation:
Cisco 820-424 Exam
QUESTION NO: 57
Which option is the name for the overall process of monitoring and managing projects to ensure
success criteria are met?
A. Implementation plan
B. Governance
C. Lifecycle management
D. Maintenance and support
Explanation:
QUESTION NO: 58
Which three options are recommended as steps in the seven step business process improvement
process? (Choose three.)
A. Decide how to present the data
B. Define what you should measure
C. Take short, medium and long term measurements
D. Analyze the data
E. Authorize a responsible project manager
F. Gather the data
Explanation:
QUESTION NO: 59
Which option describes the purpose of a key performance indicator?
A. Specifies a factor that determines project success
B. Specifies a measurable target that must be achieved
C. Provides a way of measuring total cost of ownership
D. Mitigates project risk
Explanation:
Cisco 820-424 Exam
QUESTION NO: 60
Which option describes the relationship between critical success factors and key performance
indicators?
A. Critical success factors determine success criteria and have no relationship to key
performance indicators.
B. Critical success factors determine success criteria and key performance indicators provide a
target for performance.
C. Critical success factors provide a target for performance and key performance indicators are
the supporting metrics.
D. Critical success factors are measurements taken during project implementation and key
performance indicators provide a target for performance.
Explanation:
QUESTION NO: 61
Which three factors may increase the consumption and adoption of solutions and services?
(Choose three.)
A. increased staffing levels
B. utilization of innovative new technologies
C. increased risk
D. a culture that is resistant to change
E. inability to accurately measure outcomes
F. ability to accurately measure outcomes
Explanation:
QUESTION NO: 62
Which component of a technology implementation is often overlooked?
A. calculation of ongoing operational expenditure
B. risk mitigation
Cisco 820-424 Exam
C. user adoption
D. gap analysis
Explanation:
QUESTION NO: 63
Which are two strategies for maximizing benefits realization for the customer with respect to stated
outcomes? (Choose two.)
A. ensure critical success factors and key performance indicators are validated and signed off by
the customer prior to designing the solution
B. work alongside the customer to provide a high quality user adoption plan
C. ensure all risks are completely mitigated
D. run multiple pilots to gain valuable user feedback
Explanation:
QUESTION NO: 64
Which three options are examples of operational outcomes? (Choose three.)
A. Availability of end user support
B. Increased quality of service for managers
C. Standardized tools and processes
D. Better quality management decision making
E. Increased automation
F. Increased infrastructure resiliency
Explanation:
QUESTION NO: 65
Which option provides best practice guidance for implementing a governance process for
technology implementation?
Cisco 820-424 Exam
A. SWOT
B. TOGAF
C. ITIL
D. PMP
Explanation:
QUESTION NO: 66
Which two options show how regular post-implementation business reviews with the customer
assist with governance best practice? (Choose two.)
A. by providing a forum for learning about new or changed business requirements
B. by providing a forum for selling additional products and services
C. by providing a way to regularly review actual performance against targets set and (if necessary)
agree mitigating actions
D. by providing a way to develop and enhance the relationship with the customer's business and
technical decision makers
Explanation:
QUESTION NO: 67
Which two post-sales activities can be used to identify new opportunities and capabilities to
support the customer? (Choose two.)
A. as a way to learn about new or changed customer
B. as a forum for promoting Cisco architectures
C. as a mechanism for validating the ROI for technology
D. as a way to advertise current promotions and special offers
Explanation:
QUESTION NO: 68
Which option describes the recommended approach to identifying new opportunities and
Cisco 820-424 Exam
capabilities to support the customer?
A. Proactively ask business and technical decision makers about their challenges and
opportunities
B. Wait for the customer to approach you regarding their further technology requirements
C. Present the features, advantages and benefits of additional technology solutions with your
customer
D. Ask the technical and business decision makers to organize a sales meeting with your sales
team
Explanation:
QUESTION NO: 69
How do technology capabilities relate to business capabilities?
A. Technology capabilities map to business capabilities using a technology mapping matrix.
B. Technology capabilities form one part of business capabilities, alongside people and process.
C. Technology capabilities form a subset of business capabilities.
D. A business capability defines how one technology capability relates to one or more business
processes.
Explanation:
QUESTION NO: 70
Which two options describe technology capability? (Choose two.)
A. It defines an activity that one or more users must perform.
B. It defines a physically implementable technology system.
C. It defines what technology can do.
D. It contains the technology design or blueprint.
E. It is an abstract or logical view of technology.
Explanation: