Win With Mobility - Enterprise Networking Sales Training (WWM) - Outline

Detailed Course Outline

Introductions – Disruptive Technologies and their impact on Business.

  • Cisco macro global strategy and 2015 focus
  • Evolution from C/BYOD – what’s changed?

Understanding the Business Problem

  • Why Mobility – statistics to focus the mind
  • 5 Pillars of Enterprise Mobility with Case Studies
    • Smart Devices driving mobile app consumption
    • Gigabit Wifi for user experience
      • Aligned to business metrics
      • Why Cisco for 802.11ac
    • Reduce Security Risk
      • Integrated security to seamlessly meet business needs
      • Trustsec, Netflow, ISE, 802.1x
      • Reference architecture with Case studies
      • What to sell and why
    • Increase Access Switching Performance
      • Why the edge is critical
      • What to position at the edge
      • Case Studies
    • Deliver enhanced mobile experience to and in the branch
      • ISR Migration
      • Branch connectivity and IWAN
      • Including the four pillars of the Intelligent WAN (IWAN)

Selling Enterprise Mobility

  • Trigger Points – what to look for
  • What challenges is it addressing – CxO level, LoB Level, Technical
  • Who do we approach and what is our messaging?
  • Linking Customer Goals to Unified Access and BYOD
  • Linking Solutions and Concerns to UA and BYOD
  • Articulating Value and Building a Business Case


  • Sales tools/ Sales collateral :Win with Mobility
  • X - the conversation guides
  • Promotion and programs: UA Breakaway
  • Self Drive introduction

Class Exercise

  • Opportunity Spotting
  • Aligning Enterprise Mobility to Business Needs