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Updated: Aug 21, 2026
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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: SMB Market Overview & Customer Needs | 20% | - SMB business characteristics and challenges - Identifying SMB technology requirements - Solution selling framework for SMB |
| Topic 2: Security & Cloud Solutions | 20% | - Firewalls, VPN, and threat protection - Licensing and service agreements - Cloud migration and hybrid IT models |
| Topic 3: Solution Presentation & Business Case | 15% | - Post-sales support and renewal - Building value-based proposals - Overcoming objections and competition |
| Topic 4: Network Infrastructure Solutions | 25% | - Security and connectivity options - Routers and switches for SMB - Wireless LAN solutions |
| Topic 5: Collaboration & Unified Communications | 20% | - Video conferencing and collaboration tools - Cloud-managed communication services - IP telephony and voice solutions |
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