Cisco IoT Essentials: AM Sales Essentials (IOTAM)

Partner Specialization Requirements:

• (2) Sales people must attend the Cisco IoT Essentials: AM Sales Essentials (IOTAM) and
• (2) Technical people must attend the Cisco IoT Essentials: SE (IOTSE) and
• (2) Technical people will also receive the recorded version of AM Sales Essentials (IOTAM)

In this course, IoT AM Sales Essentials Training, we’ll dive into Cisco’s high-level strategy and vision for IoT and explore the underlying guiding principles which will help you in your customer engagements as you become an advisor in their IoT journey. In addition, we will explore the IoT Portfolio, where we cover ‘what to sell’ with a high-level overview of Cisco’s entire landscape of offerings for the infrastructure, applications, and resources that serve as the building blocks for your customers’ IoT solutions. Finally, we will break down the ‘where to sell’ question. The student will learn how, as a Cisco Partner, to create awareness of how you can help your customer navigate their IoT journey. You will be able to position yourself and your organization to support your customers in their IoT journey by leveraging Cisco’s Portfolio of IoT products, solutions, and services.

This course will help prepare the student to take the 700-825 exam.

This course has no formal prerequisites, but it is recommended that students have the following:

• Experience with and interest in working with customers to determine, measure, and deliver business outcomes through the implementation of technology.
• Time spent in a customer facing role, including technical sales, system engineering, or similar will be especially helpful.

Upon completing this course, the learner will be able to meet these overall objectives:

• Understand the guiding principles to help in the customer engagements.
• Understand an overview of the Cisco IoT product offerings.
• Understand how to assist customers in their IoT journey.

The primary audience for this course is as follows:

• Account Managers
• Individuals preparing for the Cisco IoT Essentials for Account Managers (700-825) exam

• Introduction to Selling IoT at Cisco
• Selling Cisco IoT Solutions
• Defining the IoT Customer Journey
• Review of Cisco’s IoT Sales Motions and Solutions
• Industrial Switching and Routing Portfolio Overview
• Networking and Security Portfolio
• Industrial Switching Products
• Industrial Routing Products
• Industrial Wireless and Security Portfolio Overview
• Cisco’s Industrial Wireless Portfolio
• Cisco’s Industrial Security Portfolio
• Edge Compute, Edge Intelligence, and Industrial Asset Vision
• Cisco’s IOx and Edge Framework
• Edge Intelligence Benefits
• Industrial Asset Vision Solution
• Using Cisco DevNet
• Extended Enterprise Solutions and Sales Plays
• Extended Enterprise Solutions and Sales Plays
• Identifying Extended Enterprise Opportunities
• Review of Competitive Benefits
• Industrial Security Solutions and Sales Plays
• Identifying Customer Challenges
• Reviewing Cisco’s IoT Security Solutions
• Cisco’s Industrial Security Competitive Advantages
• Driving Customer Success
• Industry Solutions and Sales Plays
• Summarizing Industry Solutions and Sales Plays
• Manufacturing Solutions
• Utilities Solutions
• Oil and Gas Solutions
• Transportation Solutions
• Qualifying IoT Opportunities
• Cisco’s IoT Professional Services Overview
• Summarize the CX IoT Professional Services Approach
• Defining CX IoT Professional Service Offers
• Engaging with the IoT Customer Experience Team