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| Section | Weight | Objectives |
|---|---|---|
| Customer Success Foundation | 10% | - Explain recurring revenue financial implications - Describe recurring revenue financial terms - Explain the stages of the customer lifecycle - Define customer experience |
| Cisco Tools and Processes | 20% | - Explain Smart Accounts & Smart Licensing - Describe CX Portfolio and deal management processes |
| Business Acumen | 30% | - Describe renewal cycle and risk action planning - Evaluate products and services to meet customer goals - Interpret key financial terms (e.g., CAPEX, OPEX) |
| Roles and Responsibilities | 30% | - Explain renewals tasks and success metrics - Describe Renewals Manager role and integration |
| Customer Success | 10% | - Define customer success - Explain customer journey & IT purchasing models |
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質問 # 88
Which statement best describes an Accelerator?
正解：A
質問 # 89
Which two factors drive subscription value for customers? (Choose two)
正解：C、E
質問 # 90
A sales team completes a Land transaction without involving the CS or Renewals teams. What is the downstream impact on the customer lifecycle?
正解：C
解説：
When Customer Success and Renewals are excluded from the Land stage, the organization loses the opportunity to establish lifecycle continuity from the beginning. The most significant downstream consequence is that adoption barriers, customer-health concerns, and renewal risks are likely to be discovered much later, when less time remains to correct them.
Cisco ' s lifecycle approach depends on coordinated participation across Sales, Customer Success, Renewals, Technical, and Operations functions. During Land, teams should establish the customer ' s intended business outcomes, use cases, success criteria, ownership, entitlement structure, and lifecycle handoffs. The current Cisco Renewals Manager v2.0 blueprint specifically identifies the RM as the Renewal Lead across the LAER lifecycle and requires stakeholder alignment to maintain renewal readiness and prevent execution gaps. It also emphasizes the proactive T+ renewal approach, under which renewal protection begins well before the formal T-minus renewal window.
If CS is excluded, the customer may enter Adopt without clear success criteria or structured adoption management. If Renewals is excluded, contract architecture, Installed Base integrity, stakeholder ownership, and early renewal-risk visibility may also be inadequate. These deficiencies often remain hidden until T-120 or later.
Option B is not an automatic consequence of missing lifecycle participation. Option C incorrectly assumes technical onboarding cannot occur without CS/Renewals involvement. Option D is an unrelated quoting- specific issue.
Therefore, the key lifecycle impact is late discovery of adoption and renewal risks, making A correct.
質問 # 91
Which two factors drive subscription value for customers? (Choose two)
正解：C、E
解説：
Two factors that drive subscription value for customers are up to date security protection and continuous access to innovation. These factors reflect the benefits that customers can gain from subscribing to Cisco products and services, such as:
Up to date security protection: Customers can enjoy the peace of mind that their networks, devices, and data are always protected from the latest threats and vulnerabilities. Cisco provides regular security updates, patches, and enhancements to its products and services, as well as proactive threat intelligence and prevention. Customers can also leverage Cisco's security portfolio, which covers the entire network from edge to cloud, and provides integrated solutions for identity, endpoint, cloud, email, web, and network security.
Continuous access to innovation: Customers can access the latest features and functionalities that Cisco delivers through its products and services, without having to purchase new hardware or software licenses. Cisco provides frequent software updates, upgrades, and releases that introduce new capabilities, improve performance, and optimize user experience. Customers can also take advantage of Cisco's innovation ecosystem, which includes partners, developers, researchers, and customers who collaborate to create cutting-edge solutions for various industries and use cases.
質問 # 92
Which business benefit of on-time renewals on Cisco products and services is valid?
正解：A
質問 # 93
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