The Cisco MANO Consultative Based Selling (MANO) v1.0 is a 2-day instructor-led course that introduces the learners to the value-based and consultative-based selling approaches as a more effective alternative to product or feature selling when dealing with Cisco Clouds. The course discusses the current Cisco Cloud industry, and market trends and how the rigid business and network architectures are making it difficult for Cisco Clouds to be able to quickly and effectively adapt to market changes and demands. The course gives and overview of how Cisco management and orchestration (MANO) products can enable an agile network and business architecture that loosens up the rigidity of legacy Cisco Cloud architectures by using automation, orchestration and programmability.
To prepare the attendees for customer engagements, the course gives an outline of typical Cisco Cloud organizational structures and decision maker positions. The learners are exposed to what these decision makers typically care about and what is important for their particular job role. The course also discusses how budgeting and business decisions are typically done in these environments and how Cisco MANO products can be positioned according to that process.
To enable the learners for constructing a relevant business case and presenting it to the decision makers, the business impacts of Cisco MANO products are discussed. The impacts covered in the course are categorized as time to market reduction, increased operational efficiency and increased service quality. The business impact topics are further enforced by case studies, where the course attendees need to assess a current Cisco Cloud situation and come up with a business proposition for Cisco MANO products, which are then discussed with the rest of the class.