Which three profit drivers are most important when selling Cisco security? (Choose three )

Question

Options

• Aemphasizing product and service specs and capabilities
• Bbecoming a security specialized partner
• Csteering customers toward the unique capabilities offered by on-premises security products
• Dattending Selling Security for Partners role-based training
• Eselling multiple services over multiple years
• Frecommending high performance products to meet possible future needs

• B
  92% (23)
• E
  4% (1)
• F
  4% (1)

Explanation

Selling Cisco security profitably depends on partner enablement, product positioning, and expertise. Becoming a security specialized partner (B) unlocks Cisco incentives, higher margins, and preferential deal registration - direct financial benefits. Attending Selling Security for Partners training (D) equips partners with the knowledge to close deals confidently and at better margins, directly improving win rates. Steering customers toward unique on-premises capabilities (C) highlights differentiated value that competitors can't easily match, justifying premium pricing and reducing commoditization pressure.

Why the distractors are wrong:

• A (specs and capabilities): Feature-dumping is a low-profit commodity approach; profit comes from value and differentiation, not spec sheets.
• E (multiple services over multiple years): While recurring revenue is beneficial, this describes an outcome of good selling, not a driver of profit in itself.
• F (high-performance products for future needs): Over-specifying misaligns with customer needs, damages trust, and doesn't reliably drive sustainable profit.

Memory tip: Think "BCD = Build Credibility and Differentiate" - becoming specialized (B), certified through training (D), and differentiating on unique product value (C) are the three pillars that drive profitable Cisco security sales.

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