Course/Section 1 - Day 1: Foundation, Product Knowledge, and Strategy

Objective: Build a strong understanding of the enterprise networking evolution, Cisco (NX) Solutions, and strategies to identify opportunities and articulate value.

Topic 1.1 – Introduction

Topic 1.2 – Module 1: Understanding the Evolution of Enterprise Networking

Objective: Explore trends and challenges that are changing minds and shaping modern enterprise networking and examine how Cisco is addressing this evolution with an intrinsic security approach across the portfolio from a zero-trust campus all the way to the secure edge with SASE and into the Clouds.

Subtopics:

• Digital transformation and cloud adoption

• New requirements for agility, scalability, and security

• Customer pain points: complexity, cost, performance

• Cisco Network Experiences (NX)

• Case Study: Sample Customer, Needs and Challenges

Topic 1.3 – Module 2: Comprehensive Look at Cisco Catalyst Solutions

Objective: Understand the value proposition of Cisco Catalyst switches.

Subtopics:

• Cisco Catalyst portfolio overview

• Power over Ethernet (PoE) options

• Use cases (campus networking, branch offices)

• Demonstrating reduced Capex/Opex and ROI

Topic 1.4 – Module 3: At the Helm with Cisco Catalyst Center

Objective: Leveraging Cisco Catalyst Center for Campus-Wide Visibility and Insights.

Subtopics:

• Introduction to SDA Access and Catalyst Center

• Driving Workflows and Network Automation

• Visualizing Network Assurance

• Insights for Business Intelligence

• 3rd Party Integration Capabilities

• Illuminating Observability with ThousandEyes

• Instructor Lab Demo: Explore Cisco Catalyst Center Dashboard and Discover the Power of Centralized Management

Topic 1.5 – Module 4: Exploring Cisco SDWAN and Routing Solutions

Objective: Gain insight into the capabilities and value proposition of Cisco SDWAN and routing.

Subtopics:

• Cisco SDWAN architecture and components

• Integration with Catalyst 8000 routers

• Use cases for Cisco SDWAN and Enterprise Routing Solutions

• Qualifying reduced Capex/Opex and ROI

• Instructor Lab Demo: Explore Cisco Catalyst SDWAN (vManage) Dashboard and Experience Streamlined Operations

Topic 1.6 – Module 5: Cisco Wireless and Industrial Networking

Objective: Develop skills to position Cisco's wireless and industrial networking offerings.

Subtopics:

• Cisco wireless portfolio

• Industrial networking solutions and use cases

• IoT integration

• Demonstrating improved productivity and efficiency

• Instructor Lab Demo: Explore Cisco Cybervision Dashboard and Benefit from Complete Visibility

Topic 1.7 – Module 6: Discovering the Value of Cisco Spaces

Objective: Learn about Cisco Spaces and its value proposition.

Subtopics:

• Overview of Cisco Spaces platform

• Location services and analytics

• Use cases

• Qualifying business outcomes and ROI

• Hands On Lab: Explore Cisco Spaces Dashboard and Get Meaningful Reports

Topic 1.8 – Module 7: Selling the Simplicity of Meraki

Objective: Realize the Meraki Revolution and its Impact on NX. Discuss the Cisco’s strategy to unify Meraki and Catalyst line of products.

Subtopics:

• Overview of Meraki Dashboard

• Covering the Meraki Portfolio

• Cisco Catalyst and Meraki product and strategy unification

• Integrating Meraki with other Cisco Products

• Vertical Approaches to Success

Course/Section 2 - Day 2: Application, Practice, and Mastery

Objective: Apply knowledge in real-world scenarios and gain hands-on experience.

Topic 2.1 – Module 8: Identifying Opportunities and Articulating Value

Objective: Develop skills to uncover customer needs and position solutions.

Subtopics:

• Effective questioning techniques

• Value mapping (solutions to challenges)

• Communicating solution value (ROI, business outcomes)

• Leveraging Cisco Validated Designs (CVDs)

Topic 2.2 – Module 9: Navigating the Competitive Landscape and Overcoming Objections

Objective: Learn the value of competitive analysis and effective objection handling.

Subtopics:

• Cisco differentiators in EN (NX) solutions

• Anticipating common objections

• Objection handling strategies

• Battlecard scenarios review

Topic 2.3 – Module 10: Role-playing Real-world Scenarios

Objective: Practice solution positioning and objection handling.

Subtopics:

• Simulate customer interactions

• Needs assessment

• Objection handling

• Instructor and peer feedback

Topic 2.4 – Module 11: Solution Design Workshops

Objective: Gain practical experience with designing Cisco EN (NX) solutions.

Subtopics:

• Customer scenario-based solution design

• Group presentations and feedback

• Solutions Specialists
• Sales Engineers
• Technical Sales Representatives