Which action is the recommended way to describe business unit benefits from upgrading a customer's 2-year old network?

Question

Options

• AHighlight the improved response time and service level possible.
• BRelate the increase in reliability and performance to the impact on business activities that
• CDescribe how the capacity upgrade allows the customer to reduce support headcount within
• DFocus on the unique aspects of Cisco advanced technology, as compared with the

• A
  5% (2)
• B
  79% (33)
• C
  2% (1)
• D
  14% (6)

Explanation

Option B is correct because effective sales and technical conversations with business decision-makers require connecting technical improvements to business outcomes - reliability and performance only matter to a business unit when framed in terms of operational continuity, productivity, or revenue impact.

• A is wrong because response time and service levels are still technical metrics; they describe what the network does, not what it means for the business - a VP of Operations cares about orders processed, not milliseconds.
• C is wrong because suggesting headcount reduction is presumptuous and potentially threatening to the contact - it implies eliminating someone's team, which can alienate the audience and derail the conversation.
• D is wrong because focusing on Cisco's unique technology is vendor-centric, not customer-centric; it shifts the discussion to product features rather than business value, which is the opposite of the recommended approach.

Memory tip: Think "B = Business impact first." Whenever an exam question asks how to justify an upgrade to a business unit (not IT), the right answer always translates technical specs into operational or financial language - never lead with features, speeds, or vendor advantages.

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