Wide Area Application Services for Account Managers

The Wide Area Application Services for Account Managers exam (WAASAM 646-653) tests the account manager candidate's ability to describe and identify the services and capabilities of the Cisco WAAS solution and to qualify WAAS opportunities with customers.

The following topics are 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.

Describe and identify the capabilities of Cisco WAAS solutions as they apply to corporate office, large commercial and vertical market environments

• Describe the features and benefits of the Cisco WAAS solution
• Describe the features and benefits of the Central Manager
• Describe Cisco WAAS technologies and supported standards
• Describe how Cisco WAAS devices integrate into a networked infrastructure
• Describe the value proposition and business case for Cisco WAAS solutions
• Describe the Cisco competitive differentiators

Qualify an opportunity with a customer

• Identify market trends and key business drivers as it relates to the customer
• Identify needs and pain points from customer responses to trigger questions
• Identify customer objections and respond appropriately
• Identify the individuals influencing the product decision-making process and key decision-makers

Describe and recommend the appropriate Cisco WAAS solution and services

• Identify the appropriate network deployment placement for a solution
• Describe the Cisco WAAS solutions for data center and branch office
• Develop financial justification for customer solutions
• Develop and present the business case for identified Cisco solutions demonstrating Cisco's value add over competition

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