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The objectives of this workshop are to enable Account Managers
from Cisco’s partners to:

• Build a business case for a typical Cloud Collaboration customer from a
chosen market sector

• Be able to successfully position and sell Cisco’s Cloud Collaboration
solutions in the context of a customer’s needs and objectives

• Successfully engage with critical buyers of Cloud Collaboration solutions
and practice CxO engagement.

• Understand typical customer objections, including those specifically
around Cisco solutions and know how to deal with them.

• Successfully build a value proposition for key Cloud Collaboration
buyers.

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