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Q11. In a cloud implementation scenario, what does the sales professional must take into consideration regarding the revenue of a business outcomes selling?
A. Revenue from this model could increase in25%.
B. Revenue from this model is immediate.
C. Revenue from this model is realized over a longer period of time.
D. Revenue from this model is three times bigger than in the traditional product selling.
Q12. How does a performance measurement help the customer business?
A. Provides feedback on progress towards settled goals.
B. Compliance of certain industries regulations.
C. Help companies monitor its past state.
D. To reward and to discipline employees.
Q13. Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose three.)
D. Decision makers
Q14. How does an open plan volume licensing model works?
A. It does not specify individual users, so any user can access the service.
B. It provides the organization with an agreed number of users.
C. The costs are directly related to usage, not quantity of users.
D. The enterprise pays as it acquires services.
Q15. From the customer perspective, which are two benefits that result when moving from an on-premise solution to a Cloud solution? (Choose two.)
A. Recurring revenue stream
B. Lower initial investment
C. Higher ROI from investment
D. Increased value of company
E. Long-term business cycles benefits
Q16. Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two)
A. In product-based sales the customer knows the issue and is likely to fix it, in outcome-based sales the customer understands the business goal and what success looks like.
B. In product-based sales the customer expects to make product comparisons, in outcome-based sales the customer decides whether to make an investment based on comparing current and future state.
C. In product-based sales the customer may or may not be aware of the opportunity or problem, in outcome-based sales the customer will answer questions to clarify pain points.
D. In product -based sales the customer wants to hear about multiple solutions, in outcome -based sales the customer does not know value or benefit from a change.
Q17. Which two benefits does IT as a Service provide to the customer? (Choose two.)
A. Reduced OPEX.
B. Reduced CAPEX.
C. Reduced ROI.
D. Reduced TCO.
E. Reduced Chargeback.
Q18. At what three major levels can Cisco and its partners provide outcomes? (Choose three.)
A. strategic level
B. operational level
C. technology innovation level
D. executive level
E. business level
Q19. There are approximately nineteen industry verticals. Which five are relevant to Cisco? (Choose five.)
A. Connected Learning
B. Connected Buildings
C. Connected Public Safety
D. Health Care
E. Disaster Management
F. Connected City
G. Connected Utilities
H. Connected Factory
Q20. Emerging trends in technology are impacting business outcomes with respect to optimization and innovation. Which are the big four emerging trends?
A. Cloud, Industry Issues, Consumerization, IT Appliances
B. Cloud, Mobility, Activity-Based Working, Security
C. Cloud, Social Media, Software-Defined Networking, Big Data
D. Cloud, Mobility, Analytics, Social Media
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