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NEW QUESTION # 45
Which case represents a risk of renewal where a mitigation analysis will help obtain a more desired outcome?
- A. The health index of a customer is over expected targets with no red flags.
- B. The adoption rate is 50% under the expected level and the plan is six months before the expiration date.
- C. Customer is willing to subscribe to a recommendation case to be publicly communicated.
- D. There are no open incidents 30 days before renewal dates.
Answer: B
NEW QUESTION # 46
What is the main purpose of CCW-R?
- A. to factor customer ATR, up sell and attrition
- B. to allow customers and partner store new software subscriptions and service contracts from one tool
- C. to allow customers and partners to download renewal data
- D. to capture partner and customer billing preferences
Answer: B
Explanation:
CCW-R stands for Cisco Commerce Software Subscriptions and Services, which is a tool that allows customers and partners to quote, order, and manage their service contracts and software subscriptions from one place. CCW-R enables users to create new or renew technical services and software subscription quotes, submit approved orders, and manage their contracts. CCW-R also provides features such as co-terming, contract alignment, service level changes, and deal discounts. CCW-R is designed to simplify the renewal process and enhance the customer experience
NEW QUESTION # 47
Which two factors drive subscription value for customers? (Choose two)
- A. bundling of software and hardware
- B. training access
- C. freeware offers
- D. up to date security protection
- E. continuous access to innovation
Answer: D,E
NEW QUESTION # 48
What is the intended outcome of the Customer Success Plan?
- A. develop a customer-centric plan for achieving value from their purchases
- B. provide a schedule for resolving customer quality issues
- C. allow customers to manage the implementation independently
- D. generate financial data that indicates a customer's propensity to renew
Answer: A
NEW QUESTION # 49
What is the ATR on a $10,000, one-year, recurring-revenue contract? (Choose the best answer.)
- A. $10,000 divided by 12
- B. $1,200
- C. $10,000
- D. 10% of $10,000
Answer: A
NEW QUESTION # 50
Which is the first step in a solutions-led sales approach?
- A. identify the latest technology release
- B. present quote to customer
- C. examine previous purchases
- D. understand the customer's objectives
Answer: D
Explanation:
a solutions-led sales approach is:
A sales methodology that focuses on understanding the customer's business needs, challenges, and objectives A consultative process that involves discovering, proposing, validating, and closing solutions that deliver value and outcomes for the customer A way of differentiating Cisco and partners from competitors by offering integrated solutions that leverage Cisco's portfolio and expertise The first step in a solutions-led sales approach is to understand the customer's objectives, which includes:
Asking open-ended questions to uncover the customer's pain points, goals, and priorities Listening actively and empathetically to the customer's responses Confirming and summarizing the customer's objectives and expectations
NEW QUESTION # 51
What is the implication of on-time renewals for an IT service provider company?
- A. There is no significant impact if sales are on plan.
- B. Customer satisfaction is improved.
- C. No disruption to recurring revenue.
- D. Incentives will be paid.
Answer: C
NEW QUESTION # 52
What is the ideal licensing option?
- A. Smart License
- B. Right to Use
- C. Standby License
- D. Classic PAK
Answer: A
NEW QUESTION # 53
Which services are contained in the CX portfolio?
- A. Support Services and Business Critical Services
- B. Support Services, Business Critical Services, Professional Services and Managed Services
- C. Support Services, Business Critical Services, Professional Services, Managed Services, and Learning Services
- D. Support Services, Business Critical Services and Professional Services
Answer: C
Explanation:
CX portfolio consists of five service categories that cover the entire lifecycle of a technology:
Support Services: Provide technical support, software updates, and smart capabilities to help customers maintain network availability, security, and performance Business Critical Services: Provide expert guidance, best practices, proactive support, and insights to help customers optimize their network performance, security, and availability Professional Services: Provide consulting, design, implementation, integration, optimization, and migration services to help customers deploy and adopt Cisco solutions Managed Services: Provide end-to-end management, monitoring, and operation of customer's network infrastructure and applications by Cisco or certified partners Learning Services: Provide training, certification, and enablement programs to help customers develop their skills and capabilities on Cisco technologies
NEW QUESTION # 54
Which approach should be applied when renewing a quote?
- A. Solutions led approach
- B. Product led approach
- C. Concerns led approach
- D. Reward led approach
Answer: A
NEW QUESTION # 55
Which strategy for successful renewal of service contracts calls for discussing changes in the network and identifying any uncovered add tons to the network?
- A. validate the customer's business needs
- B. focus on benefits
- C. explore up sell opportunities
- D. lock in revenue streams through co-termination
Answer: C
NEW QUESTION # 56
Which success indicator for a Renewals manager is valid?
- A. On-time renewal
- B. New product introductions
- C. Increased deployment of licenses
- D. Stabilized customer satisfaction scores
Answer: A
NEW QUESTION # 57
Which statement best describes the success plan?
- A. A shareable document that captures all account activities
- B. A tool for reporting actions to management
- C. The blueprint for account teams to achieve customer success
- D. A document capturing a comprehensive view of all customer health scores
Answer: D
NEW QUESTION # 58
What is the Cisco definition of a Reusable Non-Standard Discount (RNSD)?
- A. A priority discount applied to third-party products for perpetuity.
- B. A discount applied to Cisco products and/or service list pricing and for a continual or ongoing basis.
- C. A discount applied to refurbished or reused Cisco hardware that includes service contracts.
- D. A limited time discount applied to Cisco products and/or services.
Answer: D
NEW QUESTION # 59
What are the primary benefits of using AutoQuote in the renewal process?
- A. increase time spent on manual quote creation and focus more on programming
- B. automatically generate quotes, consolidate opportunities, and enhance efficiency
- C. automatically offer free software upgrades and exclusive discounts
- D. eliminate the need for a Renewals Manager and all customer interactions
Answer: B
NEW QUESTION # 60
What is the ATR on a $10, 000 one year recuring revenue contract?
- A. $1,200
- B. $10,000
- C. $10,000 divided by 12
- D. 10% of $10,000
Answer: B
Explanation:
ATR stands for Annualized Total Revenue, which is a metric that measures the total revenue generated by a customer contract over a 12-month period. ATR is calculated by multiplying the monthly recurring revenue (MRR) by 12. For example, if a customer pays $100 per month for a service, the ATR is $100 x 12 = $1,200.
Therefore, the ATR on a $10,000 one year recurring revenue contract is simply $10,000, since the MRR is already $10,000. ATR is useful for comparing the revenue potential of different contracts with different billing cycles or durations
NEW QUESTION # 61
Which key benefit is included in the Cisco Services Partner Program (CSPP)?
- A. offers access to a comprehensive service portfolio, allowing partners to address diverse customer needs
- B. provides discounted software licensing to partners.
- C. provides partners with a predetermined customer base
- D. guarantees profitability to partners regardless of their performance.
Answer: A
NEW QUESTION # 62
Which task is the responsibility of the Renewals Manager?
- A. driving adoption of specific technologies
- B. billing recurring revenue contracts
- C. managing recurring revenue risk
- D. managing the Success Plan
Answer: D
NEW QUESTION # 63
Which three financial metrics are critical in renewing subscriptions?(Choose three)?
- A. Annual recurring revenue
- B. Close rate
- C. Net new sales
- D. Renewal rate
- E. Training costs
Answer: A,D,E
NEW QUESTION # 64
Which area of the Success Plan is the Renewal Manager responsible?
- A. Success Plan Hypothesis
- B. Solution Renewal
- C. Adoption Barriers Overcome
- D. Barriers Predicted
Answer: B
Explanation:
The area of the Success Plan that the Renewal Manager is responsible for is Solution Renewal. The Success Plan is a document that captures the account team's strategy and actions to achieve customer success. It defines the customer's desired outcomes, identifies the potential barriers and risks, outlines the key milestones and deliverables, and assigns roles and responsibilities to the account team members. The Solution Renewal area of the Success Plan covers the activities related to renewing the customer's contract, such as reviewing the current solution, assessing the customer's satisfaction and value realization, proposing any improvements or enhancements, negotiating the terms and conditions, and executing the renewal agreement. The Renewal Manager is in charge of leading and managing the Solution Renewal area of the Success Plan, as well as collaborating with other account team members, such as Customer Success Managers, Account Executives, or Sales Engineers.
NEW QUESTION # 65
Which action can a renewals manager take to drive value in the account?
- A. Define the account forecast
- B. Removing adoption barriers
- C. Manage and mitigate renewal risk
- D. Align partners on training
Answer: C
NEW QUESTION # 66
What is the role of a Renewals Manager in a Customer Success Plan?
- A. The Renewals Manager is a salesperson acting only when a Customer Success Plan is created.
- B. The Renewals Manager collaborates proactively with Sales and the CSM to renew all recurring offers.
- C. The Renewals Manager is an administrative role acting on the insight provided by financial tools.
- D. The Renewals Manager is a reactive resource to administrate the renewal process.
Answer: B
NEW QUESTION # 67
Which success indicator for a Renewals Manager is valid?
- A. new product introductions
- B. increased deployment of licenses
- C. on-time renewal
- D. stabilized customer satisfaction scores
Answer: D
NEW QUESTION # 68
What support should an RM take from the CSM?
- A. Communicate value and the impact of Cisco solutions.
- B. Communicate new greenfield opportunities.
- C. Oversee the closure of contracts.
- D. Book customer-service briefings.
Answer: A
NEW QUESTION # 69
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