IT Certification and Career Paths

646-976 DCNS

Cisco Data Center Network Solutions Sales

Retired October 31, 2009

    Exam Number:     646-976
Associated Certifications: Data Center Networking Sales Specialist
Duration: 75 minutes (45 -55 questions) English
Available Languages: English and Japanese
Click Here to Register: Pearson VUE
Exam Policies: Read current policies and requirements
Exam Tutorial: Review type of exam questions

Exam Description

The 646-976 Cisco Data Center Network Solutions Sales exam tests a candidate's knowledge of the skills needed by an account manager to articulate a Cisco Data Center Networking Solution to a customer.

Exam Topics

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. 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 capabilities of a Cisco Data Center solution

  • Describe the positioning of a Cisco Data Center solution (What does Cisco consider Data Center?)
  • Describe the products included in a Cisco Data Center solution
  • Describe the features and functions of a Cisco Data Center solution

Describe the business value of a Cisco Data Center solution

  • Describe the Cisco end-to-end Data Center approach
  • Describe the benefits of a Cisco Data Center solution
  • Describe the market trends in Data Center solutions
  • Describe the Cisco approach to a Green data center
  • Describe Cisco Data Center solution competitive differentiators

Analyze customer business requirements

  • Qualify an opportunity with a customer
  • Identify key customer business drivers
  • Identify customer needs and pain points
  • Identify customer objections and respond appropriately
  • Identify the key customer influencers and decision-makers
  • Identify complete customer application delivery infrastructure
  • Identify current Data Center projects

Recommend the appropriate Cisco Data Center Network solution and advanced services

  • Describe the Cisco resources available to assist in the sales cycle
  • Identify a Cisco Data Center Networking solution for a particular customer situation
  • Develop a financial justification for Cisco Data Center solutions in a particular customer situation
  • Position the Cisco Data Center Networking Infrastructure solutions
  • Identify future opportunity potential for a particular customer situation

Understand the competitive positioning of Cisco Data Center solutions

  • Describe the key Cisco comepetitive differentiators in Data Center solutions
  • Describe the value of the Cisco end-to-end Data Center solution vs competitive point solutions
  • Describe the value of a Cisco Data Center solution in a multi-vendor environment
Recommended Training

The following course is recommended training for this exam.

Selling Cisco Data Center Networking Solutions (DCNS for Channel Partners)

Courses listed are offered by Cisco Learning Partners—the only authorized source for Cisco IT training delivered exclusively by Certified Cisco Instructors. Check the Global Learning Partner Locator for a Cisco Learning Partner near you.