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Exam : 646-222 IPCXAM
IP Communications Express Account Manager Exam

Exam Description
The 646-222 IPCXAM exam assesses the candidate's knowledge and skills needed by an account manager to articulate a Cisco IP Communications Express solution to small, medium and enterprise customers. The exam assesses the skill of the candidate to discuss Cisco IPC Express solutions, guiding customers in performing all of the necessary steps to ensure a successful implementation.

Exam Topics
The following information provides 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 business value of a converged solution
Describe what a converged solution means in a customer environment
Describe the benefits of a converged solution
Describe the market trends towards a converged solution

Describe and identify the capabilities of IP Communication solutions
Describe the positioning of IPCE Products/Systems
Describe the differences between CallManager and CallManager Express
Describe the features and functionality of CallManager Express, Unity Express, and endpoints
Identify 3rd party applications that can solve business issues

Describe the value proposition and benefits of an IPCE solutions
Describe how solution leverages customers' existing infrastructure
Describe how solution aligns with customers' current and future business needs
Describe how solution simplifies customers' operations

Gather and analyze customer business requirements
Qualify an opportunity with a customer
Identify key business drivers as they relate to the customer
Identify needs and pain points from customer responses to trigger questions
Identify customer objections and respond appropriately
Identify customer's PSTN requirements

Describe and recommend the appropriate Cisco solutions and services
Identify the appropriate applications for solution deployment
Describe the Cisco resources available to assist in the sales cycle (Sales Central on PEC)
Describe the features, advantages, and benefits of securing the network in relation to customer requirements
Describe the CME/CUE solution and applications as they apply to customer opportunity
Develop financial justification for customer solutions
Develop and present the business case for identified Cisco solutions demonstrating Cisco's value add over competition
Describe appropriate account management follow through and action plan creation

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