This 2-day course was created to prepare Cisco Channel Partners for the Account Manager role requirements for the Unified Communications specializations. Content will be covered in an accelerated format with emphasis on exam preparation along with real-world sales training examples.

• Telecommunications Strategies
• Overview
• Traditional vs. IP Telephony
• Business Concerns
• Conclusion
• Cisco Solutions
• Overview
• Convergence and IP Telephony Infrastructure
• Cisco Integrated Services Routers
• Cisco Gateways
• Cisco Call Processing and Messaging
• Cisco IP Phones and Endpoints
• Trends and Business Drivers
• Conferencing and Contact Management
• Opportunities for XML Applications
• Migrating to IP Telephony
• Positioning IP Telephony Solutions
• Conclusion
• Customer Objections
• Overview
• Decision Drivers for Key Customers
• Telecommunications Manager Objections
• Financial Manager Objections
• IT Manager Objections
• Human Resources Manager Objections
• Marketing Manager Objections
• Conclusion
• Competition
• Strategies to Address the Competition
• Positioning the Cisco Solution
• Conclusion
• Building the Business Case
• Overview
• Key Financial Terms
• Business ROI on IP Telephony
• Constructing a Successful Financial Analysis
• Conclusion