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| Section | Weight | Objectives |
|---|---|---|
| Cisco Partner-Led Sales Strategy & Framework | 25% | - Value Proposition & Differentiation - Partner Ecosystem & Business Model - Sales Excellence Methodology |
| Customer Engagement & Sales Cycle | 30% | - Solution Design & Positioning - Needs Analysis & Discovery - Closing & Account Management - Proposal & Negotiation |
| Tools, Incentives & Partner Enablement | 20% | - Cisco Partner Portal & Resources - Co-selling & Cisco Support - Incentive Programs & Margins |
| Cisco Portfolio & Solutions Knowledge | 25% | - Core Networking & Infrastructure - Service & Subscription Offerings - Security, Collaboration & Cloud |
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