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| Section | Weight | Objectives |
|---|---|---|
| Leadership and Renewals Process | 30% | - Upsell / cross-sell opportunity identification - Risk assessment at T-9, T-6, T-3 milestones - End-to-end renewals motion and account team collaboration - Quote development, exceptions and order processing |
| Customer Success Foundation | 20% | - Success Plan components and RM responsibilities - RM role, tasks and RACI framework - Health Index and success metrics - Recurring revenue financial terms |
| Cisco Tools and Processes | 15% | - Renewal workflows and escalation procedures - CCW, renewal tools and automation - Contract management and entitlement verification - Smart Accounts and licensing frameworks |
| Business Acumen | 35% | - Financial terms: CAPEX, OPEX, procurement models - Value communication and tool usage - Evaluate customer products and business alignment - Available To Renew, contract value and renewal types |
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NEW QUESTION # 140
What is the main purpose of CCW-R?
Answer: A
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 # 141
Which product addresses network segment a in issues and is comprised of Viptela and Meraki products?
Answer: C
NEW QUESTION # 142
Which two actions can a partner or customer perform within CCW-R? (Choose two.)
Answer: A,E
NEW QUESTION # 143
A portfolio shows a consistently declining OTRR over the past three quarters. The RM reviews operational habits across the renewal team. Which leading indicator identifies the cause of this trend?
Answer: B
Explanation:
A sustained decline in OTRR (On-Time Renewal Rate) points to a failure to complete eligible renewals within the required renewal window. The strongest leading operational indicator is therefore insufficient T-
120 pipeline coverage combined with late Installed Base (IB) reconciliation.
Cisco's current Renewals Manager v2.0 blueprint explicitly requires RMs to prioritize renewal activities at the T-120, T-90, T-60, and T-30 operational checkpoints, evaluate IB accuracy for quote readiness, and execute commercial activities that maximize OTRR. These objectives establish a direct operational chain:
early pipeline visibility # accurate IB # quote readiness # timely customer engagement # successful on-time booking.
If opportunities are not identified and worked adequately at T-120, the team enters later checkpoints with insufficient preparation time. Late IB reconciliation compounds the problem because inaccurate coverage, contract, entitlement, or subscription information can delay quote generation and require remediation close to expiration. Cisco also requires RMs to use PXP data to prioritize the renewal pipeline and track partner KPIs.
Option A may indicate adoption-related renewal risk but does not specifically diagnose an operational pattern of late renewals. Option B concerns expansion and ACV growth, not OTRR execution. Option C is principally a financial outcome rather than an upstream operational indicator.
Therefore, D is correct.
NEW QUESTION # 144
Which statement best describes an Ask the Expert session?
Answer: C
NEW QUESTION # 145
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