Explanation
The 4D Training is a methodology that helps Systems Engineers and Field Engineers to understand and sell Cisco Enterprise Networks solutions, such as SD-Access, SD-WAN, and ISE. The 4D stands for Discovery, Design, Demonstrate, and Defend12. These are the four phases of the sales cycle that the training covers, with each phase having specific objectives, activities, and outcomes.
Discovery: This phase involves identifying the customer's needs, challenges, goals, and opportunities, as well as the current state of their network. The objective is to establish a trusted relationship with the customer and uncover their pain points and requirements. The activities include conducting interviews, surveys, assessments, and audits. The outcome is a clear understanding of the customer's business and technical drivers, as well as their readiness and willingness to adopt Cisco solutions.
Design: This phase involves creating a high-level solution architecture that meets the customer's needs and aligns with their vision. The objective is to demonstrate the value proposition and benefits of Cisco solutions, as well as the differentiation from the competition. The activities include developing use cases, scenarios, diagrams, and presentations. The outcome is a compelling and customized solution design that addresses the customer's challenges and opportunities.
Demonstrate: This phase involves showing the capabilities and features of Cisco solutions in action, using live or simulated environments. The objective is to validate the solution design and showcase the advantages and benefits of Cisco solutions, as well as the ease of deployment and operation. The activities include conducting demos, proofs of concept, pilots, and trials. The outcome is a positive customer experience and feedback, as well as a confirmation of the solution fit and feasibility.
Defend: This phase involves addressing the customer's objections, concerns, and questions, as well as overcoming any barriers or risks that may prevent the deal closure. The objective is to reinforce the value proposition and benefits of Cisco solutions, as well as the trust and credibility of Cisco as a partner. The activities include providing references, testimonials, case studies, and best practices. The outcome is a successful deal closure and customer satisfaction.
Therefore, the definition that is not part of the 4D Training is Deploy, which is not one of the four phases of the sales cycle that the training covers.
References:
1: [500-470 ENSDENG - Cisco] : 2: [500-490 ENDESIGN - Cisco]