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NEW QUESTION 22
Which action should a Renewals Manager take first?
- A. Assign an RS to priority accounts
- B. Meet and confirm the AM, CSS, CSM and their resources
- C. Meet the customer and perform a renewals diagnosis
- D. Download contract data and develop a renewals strategy
Answer: D
NEW QUESTION 23
An important Cisco customer has a large number of individual licenses for Cisco One in Enterprise Networking and engages many Webex users. The customer has expressed the intention to grow both groups and needs a compelling and simplified proposal.
Which Cisco offer represents the best value for the customer?
- A. Suggest as implied discount DSA with the total of licenses from each product Cisco One and Webex.
- B. Prepare a Partner Branded Managed Service deal.
- C. Propose to migrate to perpetual model.
- D. Ask Cisco team to engage into a Smart Account or Enterprise Agreement and propose a creation of a Customer Success Plan.
Answer: D
NEW QUESTION 24
Which business benefit of on-time renewals on Cisco products and services is valid?
- A. ability to ensure that our TAC cases get priority over others
- B. access to training programs and material
- C. rebates and discounts from Cisco
- D. exclusive relationship with the customer
Answer: A
NEW QUESTION 25
What does TPV mean?
- A. Telepresence Value
- B. Total Partner Value
- C. Total Partner View
- D. Total Product Value
Answer: D
NEW QUESTION 26
Which architecture addresses customer needs for voice, video, and data?
- A. Data Center
- B. Collaboration
- C. Enterprise networking
- D. Security
Answer: B
NEW QUESTION 27
What does iARR measure?
- A. our ability to monitor product utilization, and financial growth collectively
- B. our ability to internally align renewable resources
- C. our ability to expand upon existing customer value
- D. our ability to increase renewal rates through pricing controls
Answer: A
NEW QUESTION 28
Which two factors drive subscription value for customers? (Choose two)
- A. bundling of software and hardware
- B. freeware offers
- C. up to date security protection
- D. continuous access to innovation
- E. training access
Answer: C,D
NEW QUESTION 29
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
NEW QUESTION 30
Customer A purchased a one-year WebEx contract of 100 seats at $10 per seat. Customer B purchases a three-year WebEx contract of 100 seats at $10 per seat.
What is the annual recurring revenue (ARR) for each?
- A. $1000 and $1000
- B. $3000 and $3000
- C. $1100 and $3300
- D. $1000 and $3000
Answer: D
NEW QUESTION 31
During which activity of the renewal process would an RM provide an appropriate co-termination timeframe and gain required internal approvals?
- A. quote delivery
- B. billing
- C. proposal build
- D. deal strategy
Answer: A
NEW QUESTION 32
Which steps to develop a renewal quote are valid?
- A. Identify the barriers to adoption, Ensure the customers is using the solution, Work with the Account Manager to create a Quote.
- B. Ask the customer for Renewal data, Evaluate new requirement, Quote new services.
- C. Position the new technology, create a Quote, Order the Quote.
- D. Identify the Item store new, Verify the Discounts, Confirm the Shipping address, Verify the Billing entity.
Answer: A
NEW QUESTION 33
Which statement regarding which tools can be added as value to customer and partners is invalid?
- A. gain insight into new and unique business prospects for your customers and expand sales potential
- B. Trusted Data Source for Hardware Refresh and Software renewal insights
- C. Adopt on Scores which provide insight into how well customers are utilizing service and software they purchase
- D. help manage Discounts for Quoting
Answer: D
NEW QUESTION 34
How does Cisco define AT R?
- A. Any customer agreement where attrition has been an issue.
- B. ATR is the sum of RR and iARR, minus the attrition rate.
- C. Contracts/subscriptions that have attrition terms revoked.
- D. Contracts/subscriptions that are available to renew.
Answer: D
NEW QUESTION 35
What is the primary measurement of success for a Renewals Manager?
- A. renewal success rate
- B. percentage of contracts closed
- C. iARR rate
- D. upsell percentage
Answer: D
NEW QUESTION 36
Which case represents a risk of renewal where a mitigation analysis will help obtain a more desired outcome?
- A. Customer is willing to subscribe to a recommendation case to be publicly communicated.
- B. The adoption rate is 50%under the expected level and the plan is six months before the expiration date.
- C. The health index of a customer is over expected targets with no red flags.
- D. There are no open incidents 30 days before renewal dates.
Answer: A
NEW QUESTION 37
Who do Renewals Managers (RMs) work with?
- A. RMs work with account managers to drive ongoing revenue risk assessments and plays.
- B. RMs work with pre-sales engineers and build customer solutions.
- C. RMs work by themselves to develop a high level view customer requirements and objectives.
- D. RMs work with service delivery teams and monitor engagements.
Answer: D
NEW QUESTION 38
Which statement is the most accurate description of the Health Index?
- A. a tool for service providers to determine what stage of the lifecycle to offering training solutions
- B. a measurement tool for resolving specific product quality issues and adoption barriers
- C. an ongoing measurement of customer sentiment
- D. an ongoing measurement of several key customer health indicators
Answer: D
NEW QUESTION 39
Which statement best summarizes the intended outcome of the Success Plan?
- A. generate financial data that indicates a customer's propensity to renew
- B. provide scheduling for resolving customer qual y issues
- C. development of a customer-centric view for achieving value from their portfolio
- D. grow incremental annual recurring revenue
Answer: A
NEW QUESTION 40
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