BTROAD-Building Cisco Business Outcome-Aligned IT Roadmaps



In this course, you will acquire competence in all the important elements for the capture, analysis, design, and development of business- and IT-aligned architecture propositions.

This course is divided into a series of focused modules that will enable you to build knowledge, understanding, and confidence in the skills, capabilities, and frameworks that you will need to develop across your teams to engage and present in an architecturally aligned approach.

The course is designed to help you understand the business and technology drivers that necessitate the transition from products and solutions to an architectural approach and how this will require the fundamental change of your approach. The course also presents and utilizes a methodology that you can use to engage architecturally with you customers and create a unique architecture roadmap tied to the business strategies and objectives of customers.

Each of the modules focuses on specific areas that, when combined, will provide the basis for the development toward architecturally focused engagements. The course prepares you for the Cisco Business IT Roadmap Specialist exam (#820-432).


Engineers and Architects involved in the planning of customer solutions

Learning Objectives

  • Adopt a consultative, business led sales approach to customer engagements
  • Conduct a workshop to capture business strategies, objectives, and requirements
  • Apply the Cisco Transformational Networking methodology to create a technology and initiatives roadmap (plus supporting deliverables), aligned to the customer's business priorities
  • Develop and position a business case for the roadmap to include Cisco architectural propositions, Smart Solutions, services and related offerings
  • Convey roadmap benefits; gain customer executive buy-in and commitment for action

1. Introduction

  • Learner Introductions
  • Business Transformation Roles

2. Enterprise Architecture

  • Architectural Differences
  • Architectural Framework
  • EA Methodologies
  • Architecture and Design
  • Architectural Lifecycle
  • Architectural Benefits


  • TOGAF and Other Frameworks
  • Evolution of IT Service Management
  • Align with Business Strategy and Change
  • Engagement Models and Questions
  • Application and Relevance of TOGAF 9.1
  • Application and Relevance of ITIL 2011

4. A New Approach

  • Vision, Strategy, and Execution
  • Business Focused Engagements
  • Features, Advantages, Benefits, and Business Relevance
  • Story Board Methodology
  • Exploring Business Relevance
  • Business Personas

5. Customer Conversation Framework

  • Background
  • Customer Conversation Framework
  • Three Questions
  • Smart Solutions

6. Business Transformation and IT Enabled Change

  • Evolving Landscape
  • Drivers for Business Leaders
  • Practical Steps and Frameworks
  • Example Questions

7. Architectural Plays

  • Enterprise Objectives
  • Business Value
  • The Pace of Technology Change
  • Business Relevance
  • Cisco Architectural Plays

8. Personal Story

  • The Purpose of a Personal Story
  • Developing a Personal Story
  • Case Study Personal Story

9. Competitor Landscape and Differentiation

  • Gartner Magic Quadrants
  • Differentiation

10. Business Finance Module

  • The CFO as a Stakeholder
  • Financial Concepts and Models
  • Total Cost of Ownership
  • Pricing Approaches

11. Business Consulting: Roles and Styles

12. Building Skills for the Overall Consulting Process Including: "Phase 1 - Engage"

  • Planning and Conducting Successful Client Meetings
  • Identifying and Managing Stakeholders
  • Establishing Rapport
  • Active Listening

13. Building Skills for Consulting Process: "Phase 2 - Gather and Analyze"

  • Essential Ingredients of a Successful Workshop
  • Planning and Conducting a Workshop
  • Assess Workshop Outputs and Implications

14. Building Skills for Consulting Process: "Phase 3 - Build and Validate"

  • GAP Analysis; SWOT Analysis
  • Questioning Approaches and Handling Objections
  • Understanding Change Management
  • Presenting Findings for Maximum Impact

15. Transformative Architecture Engagement Methodology: Part 1

  • Roadmapping: Aligning Business and IT
  • Transformative Architecture: Introduction, Approach, Roles, Resources
  • Customer Vision Workshop: Planning and Execution
  • Building Architecture Relevance

16. Transformative Architecture Engagement Methodology - Part 2

  • Discovery and Current State Assessment
  • Creating an Architectural Framework and Roadmap
  • Gaining Agreement: Call to Action