CSE – Cisco Sales Essentials v3.0

Duration: 16 hours

Course Description:

Cisco Sales Essentials (CSE) provides an introduction to Cisco's technologies, solutions, and resources and is the baseline training for Cisco Account Managers and Cisco hardware, software, and channel partner salespeople. In this 2-day course, Cisco channel partner account managers and sales professionals get a sales-focused introduction to the business needs, value, and impact of a network. Along with basic training on network infrastructure as well as Cisco technologies and solutions, you’ll learn how they impact a business. The Cisco Channel Partner Program requires partners to maintain designated numbers of certified Cisco Sales
Experts within their organizations. In CSE, get the knowledge and skills you need to pass the Cisco Sales Expert exam (646-203 CSE) and obtain certification, demonstrating your knowledge of Cisco technologies and
solutions.

What You'll Learn in Class:

•    Cisco technology groups
•    The following Cisco Solutions:
•    Campus LAN
•    Wireless LAN
•    WAN
•    IP Telephony
•    Security and VPN
•    Network Management
•    Service and Support
•    Optical Networking
•    Storage Networking
•    Content Networking
•    Video
•    High-Speed Access
•    For each Cisco Solution category listed, you’ll learn:
•    Main business operational needs which require the solution

Course Detail Form:

•    General IT solution for the operational needs
•    Cisco product families and series that make up the Cisco IT solution
•    ROI benefits of the Cisco solution
•    Probing questions and other strategies which help identify a company’s operational needs in order to
•    position the optimal Cisco solution
•    Importance of complete sale
•    How Cisco solutions can combine to meet customer needs
•    AVVID and how it relates to Cisco products and solutions
•    Cisco tools and resources available to help account managers succeed

Who Needs to Attend:

Cisco Account Managers and Cisco hardware, software, and channel partner salespeople who are new to Cisco and need a conceptual understanding of Cisco products and solutions as well as an understanding of how to sell those products and solutions.

Course Outline:

1. Overview
• Course Outline
• Introduction
• Course Design: Introduction
• Course Design: Solutions
• Icons
• Course Design: Tools and Resources
• Additional Resources
• Summary
2. Why Cisco?
•    What Does Cisco Do?
•    Origins of Cisco
•    Cisco Timeline
•    Benefits Cisco Provides to Partners and Resellers
•    Cisco Financial Strength
•    Customer Focus
•    The Cisco Vision
•    A Cisco Priority: Customer and Partner Satisfaction
•    Cisco Improvement Activities
•    Software Troubleshooting
•    New Product Communication
•    Problem Resolution
•    Market Leadership
•    Cisco Products and Solutions
•    Cisco Technologies
Course Detail Form
•    Benefits of Cisco Solutions
•    Cisco-Powered Networks
•    Cisco IOS Definition
•    Cisco IOS Capabilities
•    Benefits of Cisco IOS
•    Cisco Complete Solution Offerings
•    Multivendor Networks
•    Service and Support
•    Cisco Service and Support Portfolios
3. Campus LAN
•    Business Example: Consulting Firm
•    Business Example: Pharmaceutical Company
•    The Solution
•    Campus LAN Definition
•    OSI Reference Model
•    OSI: Layer 1
•    Building the Network
•    OSI: Layer 2
•    Hubs vs. Switches
•    Campus Networking
•    Wiring Closet
•    OSI: Layer 3
•    Router
•    Build the Network Team Exercise
•    Campus LAN Areas
•    Access Area
•    Distribution Area
•    Layer-2/3 Switching
•    Layer-2/3 Connectivity
•    Core Area
•    Campus Network Summary
•    Cisco Campus LAN Solutions
•    Access-Area Switches
•    Access-Area Switches: Positioning
•    Distribution-Area Switches
•    Distribution-Area Switches: Positioning
•    Core-Area Switches
•    Core-Area Routers
•    Core-Area Routers: Positioning
•    Specialized Solutions
•    Cisco Strengths
•    What Cisco Series? Team Exercise
•    Business Needs Group Exercise
•    Opportunity Indicator: Business Growth
•    Opportunity Indicator: E-Business
•    Opportunity Indicator: New Applications
4. Wireless LAN
•    Business Example: University
Course Detail Form
•    Business Example: Hotel
•    The Solution
•    Wireless LAN Definition
•    Wireless LAN Components
•    Client Adapters
•    Access Points
•    Access Point Range
•    Bridges
•    Antennas
•    Antennas and Bridges Together
•    Wireless Standards
•    802.11b
•    802.11a
•    802.11g
•    Wireless LAN Security
•    Wireless Security: SSID
•    Wireless Security: Encryption
•    Wireless Security: Authentication
•    Roam on the Range Activity
•    Cisco Wireless LAN Solutions
•    Cisco Aironet Wireless LAN Solutions
•    Cisco 1100 Series Access Points
•    Cisco 1200 Series Access Points
•    Cisco 1300 Series Access Point/Bridge
•    Cisco 1400 Series Bridge
•    Aironet Client Adapters, Bridges, and Antennas
•    Cisco Security Solutions: LEAP and WEP
•    Opportunity Indicator: Freedom of Movement
•    Opportunity Indicator: A Short-Term Situation
•    Opportunity Indicator: Added Services or Features
5. WAN
•    Business Example: Catalog Retailer
•    Business Example: Global Corporation
•    The Solution
•    WAN Definition
•    WANs, MANs, and LANs
•    Centralized WANs
•    Distributed WANs
•    WAN Design Types
•    Leased Line
•    Frame Relay
•    ATM
•    Network Backbone vs. Edge
•    WAN Components
•    Routers
•    Switches
•    Access Servers and Gateways
•    Puzzler Game
•    Cisco WAN Solutions
Course Detail Form
•    Frame Relay Routers for Small Office Applications
•    Frame Relay Routers for Large Offices and Enterprises
•    High-End Internet Routers for Large Enterprises
•    High-End Internet Routers for Service Providers
•    CRS-1 Carrier Routing System
•    Cisco WAN Router Market Positioning
•    Cisco Access Servers and Universal Gateways
•    Possible Solutions Leader-Led Discussion
•    Opportunity Indicator: Building a Global ISP Network
•    Opportunity Indicator: Migration to a Converged Network
6. IP Telephony
•    Business Example: Mobility
•    Business Example: Sophisticated Call Handling
•    The Solution
•    Voice Networks
•    Data Networks
•    Enterprise Networks
•    LANs and WANs
•    Network Convergence
•    IP Telephony Definition
•    Quality of Service
•    Migration to IP Telephony
•    IP Telephony Components
•    Understanding IP Telephony Terms
•    Cisco IP Telephony Solutions
•    Cisco IP Clients
•    Cisco IP Client Positioning
•    Cisco IP Telephony Infrastructure
•    Cisco Voice Gateways
•    Cisco Routers as Voice Gateways
•    Cisco CallManager
•    Cisco IOS Telephony Service
•    Cisco CallManager Express
•    Cisco Survivable Remote Site Telephony (SRST)
•    Cisco Voice Applications
•    Cisco IP Contact Center Enterprise
•    Cisco IPCC Express
•    Cisco Unity
•    Cisco Unity Express
•    Human IP Telephony Network Exercise
•    Opportunity Indicator: Multiple Call Centers
•    Opportunity Indicator: Toll Bypass
7. Security and VPN
•    Security Attacks Discussion
•    Business Example: Internal Security Threats
•    Business Example: Remote Partners
•    The Solution: Consulting Firm
•    The Solution: Architectural Firm
Course Detail Form
•    Network Security Definition
•    Virtual Private Network Definition
•    Network Security Threats
•    Denial of Service (DoS)
•    Distributed DoS (DdoS)
•    Data Theft and Interception
•    Viruses and Worms
•    Driving Security Demand
•    E-Business
•    Flexible Access
•    Legal Mandates
•    Security Policies
•    Security Policy Effectiveness
•    The Security Wheel
•    Developing a Security Policy
•    Securing the Network
•    Firewalls
•    Authentication
•    Access Control
•    VPN Tunneling and Encryption
•    Monitoring and Responding
•    Testing the System
•    Analyzing and Improving
• Security Definitions Activity
• Cisco Security Strategy
• Organizational Security Requirements
• Evolution of Cisco Security Strategy
• Adaptive Threat Defense in Action
• Integrated Security
• Customer Security Concerns
• Key Issues Facing Organizations
• Pain Point: Threat from Outbreaks
• Pain Point: Threat from Theft
• Pain Point: Threat from Application Abuse
• Pain Point: Threat from DdoS
• Cisco Security Portfolio
• Cisco Security Products
• Cisco SAFE Blueprint
• VPN/Security Management Solution
• Cisco Network Security
• Cisco 500 Series PIX Firewalls and Firewall Services Modules
• Cisco IOS Firewall
• Cisco IOS Firewall Value Proposition
• Cisco Integrated Services Routers
• DdoS Protection: Cisco Services Modules
• Cisco NAC Solution
• Cisco Clean Access
• Cisco Secure Access Control Server (ACS)
• Cisco Security Monitoring
• Intrusion Detection System (IDS) vs. Intrusion Prevention Systems (IPS)
Course Detail Form
• Cisco Security Agent
• IPS 4200 Series Network Sensor Appliances
• Catalyst 6000 Series IPS Module
• Host Intrusion Prevention System
• Cisco Security Posture Assessments
• Cisco VPN Products
•    VPN Routers
•    VPN Concentrators
•    VPN Services Module for the 6500
• CiscoWorks Security Information Management Solution (SIMS)
• Cisco Security Monitoring, Analysis, and Response System
• Opportunity Indicator: E-Business Growth
• Opportunity Indicator: Recent Breach
• Opportunity Indicator: Secure Access
8. Network Management
• Business Example: A Hospital System Network
• Business Example: Global Corporation
• Network Management Definition
• Network Management Responsibilities
•    Operational Support
•    Growth and Maintenance
•    Security
• The Solution
• Concepts and Components
• Concepts and Components (Cont.)
• Types of Network Management
• Cisco Network Management Solutions
• CiscoWorks: LAN Management Solution
• CiscoWorks: LMS Functionality
• CiscoWorks: LAN Management Solution Components
• Cisco Security Management Solutions
• Cisco Security Management Portfolio
• CiscoWorks IP Telephony Monitor
• CiscoWorks Wireless LAN Solution Engine
• Opportunity Indicator: A Large and Growing Enterprise
• Opportunity Indicator: A Global Converged Network
• Summary
• Cosmopolitan Coffee Case Study
• Network Management Problem Solving Activity
• Network Management Acronyms Exercise
• CiscoWorks: Routed WAN Management Solution
•    Functionality
•    Components
•    CiscoWorks: Quality of Service Policy Manager
9. Service and Support
• Service and Support Risks Activity
• Business Example: Hardware Support
• Service Benefits to Customers
Course Detail Form
• The Solution
• Cisco Services Portfolio
• Cisco Technical Support Services
• Cisco Advanced Services
• Cisco Advisory Services
• Cisco Services Go-to-Market Strategy
• Partner Technical Support Services
• TSS Delivery Options
• Warranty vs. Service Entitlement: Key Differences
• Availability and Performance
• SmartNet and SmartNet Onsite
• Cisco.com Online Tools and Resources
• Technical Assistance Center (TAC)
• TAC Benefits
• Software Support
• Hardware Replacement
• SAS and SASU
• Cisco Advanced Services
• Focused Technical Support
• Network Optimization Support
• Network Availability Improvement Support
• Technology Application Support
• Partner Consultative Support
• Levels and Support Exercise
• Opportunity Indicator: Network Protection
• Opportunity Indicator: Enterprise Planning
10. Optical Networking
• Business Example: Brokerage Firm
• Traditional Networks
• Optical Networking Definition
• Public Network Topology
• Optical LAN to LAN
• Optical Data Networking
• Cisco COMET
• Cisco Optical Solutions
• Cisco Optical Benefits
• ONS 15500 Series Optical Platforms
• Opportunity Indicator: Real-Time Collaboration
• Opportunity Indicator: Telemedicine
• Opportunity Indicator: Up-to-Date Information
11. Storage Networking
• Business Example: Pharmaceutical Company
• The Solution
• Storage Networking Definition
• Direct-Attached Storage
• Network-Attached Storage
• Storage-Area Networks
Course Detail Form
• Limitations of Current Storage Technologies
• Storage Networking Business Goals
• Storage Consolidation
• Business Continuance
• Business Benefits of Business Continuance
• Cisco Storage Networking Solutions
• 5400 Series
• MDS 9000 Family
• ONS 15500 Series Optical Platforms
• Storage Networking Opportunities Activity
• Opportunity Indicator: Data Protection
12. Content Networking
• Business Example: Internet Reliability
• The Solution
• Content Networking Definition
• Content Distribution
• Content Routing
• Content Switching
• Content Engines
• Content Networking Modes
• Cisco Content Networking Solutions
• CE-565A/7305A Content Distribution Manager
• CE-565A and CE-7305A Content Routers
• CSS 1150x Content Switches
• Cisco 500/7300 Series Content Engines and NM-CE Network Modules
• Cisco Content Distribution Manager
• Cisco Content Routers
• The Cisco ACNS Solution
• Opportunity Indicator: ACNS Solution
13. Video
• Business Example: Corporate Sales Force
• The Solution
• IP Videoconferencing Definition
• IP Television Broadcasting Definition
• Video Delivery: Push Model
• Video Delivery: Pull Model
• Broadcast Video: Components
• Control Server
• Broadcast Server
• Content Engine
• Other Components
• Videoconferencing Network Components
• Videoconferencing User Components
• Video Components Activity
• Cisco Video Solutions
• IP/TV Product Family
• IPVC Product Family
• Opportunity Indicator: Peer Collaboration
Course Detail Form
• Opportunity Indicator: Instant Information
• Opportunity Indicator: Communication Channel
• Opportunity Indicator: Expanded Training
14. High-Speed Access
• Business Example: Access to Remote Data
• Broadband Access
• Uses and Benefits
• Types of Broadband Access
• DSL Definition
• Broadband Cable Definition
• DSL Customer Premises Equipment
• DSL Aggregation
• DSL Termination
• Cable Customer Premises Equipment
• Cable Aggregation
• Cable Modem Termination System
• Introduction: Cisco DSL Solutions
• Introduction: Cisco Cable Solutions
• Cisco Customer Focus
• Opportunity Indicator: Expanded Service Offerings
• Business Benefits
Hands-on Labs
Lecture Only