Last day to test May 9, 2008
The 646-222 IPCXAM exam assesses the candidate's knowledge and skills needed by an account manager to articulate a Cisco IP Communications Express solution to small, medium and enterprise customers. The exam assesses the skill of the candidate to discuss Cisco IPC Express solutions, guiding customers in performing all of the necessary steps to ensure a successful implementation.
The following information provides general guidelines for the content likely to be included on the exam. However, other related topics may also appear on any specific delivery of the exam. In order to better reflect the contents of the exam and for clarity purposes the guidelines below may change at any time without notice.
Describe the business value of a converged solution
- Describe what a converged solution means in a customer environment
- Describe the benefits of a converged solution
- Describe the market trends towards a converged solution
Describe and identify the capabilities of IP Communication solutions
- Describe the positioning of IPCE Products/Systems
- Describe the differences between CallManager and CallManager Express
- Describe the features and functionality of CallManager Express, Unity Express, and endpoints
- Identify 3rd party applications that can solve business issues
Describe the value proposition and benefits of an IPCE solutions
- Describe how solution leverages customers' existing infrastructure
- Describe how solution aligns with customers' current and future business needs
- Describe how solution simplifies customers' operations
Gather and analyze customer business requirements
- Qualify an opportunity with a customer
- Identify key business drivers as they relate to the customer
- Identify needs and pain points from customer responses to trigger questions
- Identify customer objections and respond appropriately
- Identify customer's PSTN requirements
Describe and recommend the appropriate Cisco solutions and services
- Identify the appropriate applications for solution deployment
- Describe the Cisco resources available to assist in the sales cycle (Sales Central on PEC)
- Describe the features, advantages, and benefits of securing the network in relation to customer requirements
- Describe the CME/CUE solution and applications as they apply to customer opportunity
- Develop financial justification for customer solutions
- Develop and present the business case for identified Cisco solutions demonstrating Cisco's value add over competition
- Describe appropriate account management follow through and action plan creation
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