Exam: 820-422

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820-422 BTPBTAE
Performing Business-Focused Transformative Architecture Engagements

Exam Number 820-422 BTPBTAE
Associated Certifications Accelerating Sales

This exam tests a candidate's knowledge about how to use a business consulting skillset and Cisco's Transformative Networking Methodology to help customers align IT investments with their business strategy.

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 gaps in knowledge about the company or stakeholders/li>
Resolve gaps before trying to establish credibility

Gain Core Knowledge and Capabilities Architectural Selling
Understand Cisco's Architectural approach and its value
Create a personal pitch as basis for gaining credibility
Understand ITIL and TOGAF basics, including relevance to architecture-based solution definition
Use skills to understand the customer organization
Use skills to understand the customer's business strategy and objectives
Facilitate customer agreements, consensus, and buy-in
Understand consultative selling roles and interactions that create value
Understand basics in planning and running a customer meeting / workshop
Identify, understand, and explain categories of business value
Be capable to communicate with business-oriented and technically-oriented stakeholders
Understand business operating models at a high level plus implications for using an architectural strategy approach to solution definition

Execute Transformational Networking (TN) Methodology: Business Workshop
Prepare: Gain customer sponsorship for Transformational Networking (TN) workshop
Prepare: Provide an overview of architectural relevance workshop deliverables
Prepare: Identify workshop attendees and gain their agreement to participate
Prepare: Create a stakeholder map and analyze for implications
Prepare: Create detailed workshop plan and supporting inputs
Prepare: Create internal team view of potential solutions
Prepare: Conduct team run-through of workshop
Prepare: Ensure workshop leader has required resources for the session
During: Capture and understand the customer's business and IT strategies
During: Document and understand the customer's value proposition
During: Discuss and capture customer's business priorities and challenges
During: Capture key business drivers and outcomes for each business priority
During: Conduct open discussion on how potential capabilities could provide value
During: Notice and resolve obstacles to a successful workshop
After: Consolidate and package workshop outputs
After: Present workshop summary and deliverables to the sponsor and validate accuracy
After: Diagnose findings from a Cisco / partner perspective
After: Plan to confirm details of customer's current state

Execute Transformational Networking (TN) Methodology: Discovery
Identify the scope for discovery work
Set customer's expectations about discovery activities
Prepare discovery workplan and assign resources
Select approaches to identify technology gaps or weaknesses
Investigate and document facts about the customer's current technical environment
Identify current environment's strengths and weaknesses
Gain agreement on assessment results from customer IT and business stakeholders
Discuss opportunities for improvement with other customer stakeholders and advocates

Execute Transformational Networking (TN) Methodology: Create Architectural Roadmap
Create an inventory of potential solutions aligned to business strategies
Define solution details as preparation for architectural design work
Identify solutions by type: foundation, enabling, impacting
Create solutions impact matrix (priority vs. impact)
Identify solution inter-dependencies
Create draft Unique Architectural Roadmap (UAR)
Draft a roadmap showing business initiatives to fulfill vision, strategy, and objectives
Facilitate business and IT stakeholder discussions about UAR and business roadmap

Create Business Case
Identify first pass view of investments, costs, risks, and benefits
Define assumptions about investments, costs, risks, and benefits
Create an executive summary covering investment, costs, risks, and major benefit areas
Review investment, costs, risks, and high level benefits with Partner, Cisco, and customer SMEs
Write business impact statement
Provide updated data inputs to SME creating the formal business case
Assist in presenting business case to stakeholders
Apply customer input to refine details on investments, costs, risks, and benefits

Execute Methodology: Present Recommendations
Prepare outline for presentation / proposal to customer
Compile key inputs from workshop and other analysis
Refine Business Roadmap and UAR based on stakeholders' inputs and business case
Create draft presentation / proposal and conduct internal team review
Review recommendations with advocates and refine for delivery to sponsor
Present recommendations to sponsor, then acknowledge and respond to feedback
Follow up on customer requests for further analysis
Ensure solution alignment to business strategies, priorities, objectives, and stakeholders' needs
Capture, understand, and execute post-presentation actions
 

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