Smben20s09l02 Lab

7/28/2019 Smben20s09l02 Lab

1/9

2008 Cisco Systems, Inc. All rights reserved. SMBEN v2.08-1

Course Lab Guide

Module 9End-of-Course Activity

7/28/2019 Smben20s09l02 Lab

2/9


End-of-Course Activity: Setup

Time for entire activity: 45 minutes

A LASIK surgery center has expanded recently to fournew locations across a large metropolitan area. Theowner is considering opening a new branch in a nearby

suburb in the next year. Here are some issues with thisrapid growth:

The network the business runs on was assembled fromequipment bought at electronics stores.

There are intermittent network outages, and the customer has hadto bring in specialists as needed to help them when there is aproblem.

Patient booking at multiple locations is starting to presenttechnical problems, as is tracking contact information and settingup automated follow-up calls.

7/28/2019 Smben20s09l02 Lab

3/9


End-of-Course Activity: Setup (Cont.)

Here are some additional issues with this rapid growth:

For advertising purposes, the owner of the business wants tohave one phone number for people to call for appointment settingand to have a system that directs customers properly to the officenearest them when they need personal assistance.

The partner organization working with the LASIK surgery center iscapable of offering the full range of Cisco technology solutionsand services to the SMB market.

7/28/2019 Smben20s09l02 Lab

4/9


End-of-Course Activity:Previous Customer Discussions

You refer to your notes on previous discussions you hadwith the customer, including the Account Manager (AM):

There are 25 users at main site.

There will be 5-10 users at each new site.

All sites can get internet access via cable.

The main site has a refurbished key system for voice, with leasenear expiration.

No phone system decision has been made yet for new sites.

A competing LASIK provider has recently started offering Internetaccess in the patient waiting room.

Voice mail is needed at all sites.

7/28/2019 Smben20s09l02 Lab

5/9


End-of-Course Activity:Discussions with the Customer

While you, the System Engineer, were at the customersite last time, the AM walked out of the room briefly.

At that time, the customer confided to you that he isworking with their network consultant to improve network

performance.

7/28/2019 Smben20s09l02 Lab

6/9

7/28/2019 Smben20s09l02 Lab

7/9 2008 Cisco Systems, Inc. All rights reserved. SMBEN v2.08-7

Discussion

How did you work with your AM to come up with a technology andproduct solution?

Which technology and product solution did you recommend andwhy?

How did you position the technology and product solution with theCustomer?

How did the Customer respond?

7/28/2019 Smben20s09l02 Lab

8/9 2008 Cisco Systems, Inc. All rights reserved. SMBEN v2.08-8

Key Sites

The Cisco Smart Business Roadmap for Small and MediumBusiness:www.cisco.com/web/partners/sell/smb/tools_and_resources/smart

_business_roadmap.html

Cisco Smart Services for Small and Medium Business:www.cisco.com/web/partners/sell/smb/products/services.html#~acc~selling-services

Cisco Capital:www.cisco.com/go/ciscocapital

The Cisco Services Accelerate Program, which provides detailedtraining information about selling services:

www.cisco.com/go/accelerate
http://www.cisco.com/web/partners/sell/smb/tools_and_resources/smart_business_roadmap.htmlhttp://www.cisco.com/web/partners/sell/smb/tools_and_resources/smart_business_roadmap.htmlhttp://www.cisco.com/web/partners/sell/smb/products/services.htmlhttp://www.cisco.com/web/partners/sell/smb/products/services.htmlhttp://www.cisco.com/go/ciscocapitalhttp://www.cisco.com/go/acceleratehttp://www.cisco.com/go/acceleratehttp://www.cisco.com/go/ciscocapitalhttp://www.cisco.com/web/partners/sell/smb/products/services.htmlhttp://www.cisco.com/web/partners/sell/smb/products/services.htmlhttp://www.cisco.com/web/partners/sell/smb/products/services.htmlhttp://www.cisco.com/web/partners/sell/smb/products/services.htmlhttp://www.cisco.com/web/partners/sell/smb/tools_and_resources/smart_business_roadmap.htmlhttp://www.cisco.com/web/partners/sell/smb/tools_and_resources/smart_business_roadmap.html

Documents

Smben20s09l02 Lab