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| Section | Objectives |
|---|---|
| Renewal Sales Process | - Forecasting and pipeline management - Renewal opportunity management |
| Renewals and Subscription Lifecycle | - Cisco subscription models and licensing basics - Renewal lifecycle stages and timelines |
| Customer Success and Value Realization | - Customer adoption and success planning - Value tracking and expansion opportunities |
| Cisco Tools and Platforms | - Partner and quoting systems - Cisco ordering and subscription management tools |
| Commercial and Contract Fundamentals | - Renewal pricing and discount structures - Contract terms and compliance basics |
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NEW QUESTION # 24
An Account Manager states a renewal is expected to close without issues, but telemetry data shows the customer is using only 20% of purchased features. What should the RM do?
Answer: D
Explanation:
The correct action is to discuss the discrepancy with the Customer Success Manager (CSM) and incorporate the low-usage signal into the renewal strategy. Cisco's current Renewals Manager v2.0 blueprint explicitly requires the RM to identify renewal risks based on adoption, technical, commercial, and contractual early- warning indicators and to evaluate appropriate mitigation strategies. It also identifies usage as an important signal that should be aligned with Sales and the CSM. (Cisco Learning Content) Only 20% feature utilization is a material adoption concern because a customer that is not consuming the capabilities purchased may struggle to recognize sufficient realized value at renewal. The Account Manager's confidence is relevant commercial input, but it does not override objective adoption evidence. The RM should reconcile the conflicting signals collaboratively, particularly with the CSM, who is positioned to assess adoption, customer outcomes, and barriers to value realization.
Option B is inappropriate because bypassing the Account Manager breaks stakeholder alignment and can create conflicting customer communications. Option C is premature; reducing scope before determining why adoption is low could unnecessarily create contraction and reduce recurring revenue. Option D ignores a measurable early-warning indicator and therefore fails sound renewal-risk management.
Cisco's renewals methodology stresses coordination between renewals and customer success rather than treating renewal execution as an isolated quoting activity. (blogs.cisco.com) Thus, A is the appropriate RM response.
NEW QUESTION # 25
What is the future state goal of licensing at Cisco?
Answer: D
Explanation:
Smart License is the future state goal of licensing at Cisco, which aims to:
Simplify and streamline license management across Cisco products and solutions Provide customers with a flexible and transparent way to consume Cisco software Enable customers to view and manage their licenses through a single portal (Cisco Smart Software Manager) Reduce operational costs and complexity for customers and partners
NEW QUESTION # 26
During which activity of the renewal process would an RM provide an appropriate co-termination timeframe and gain required internal approvals?
Answer: A
NEW QUESTION # 27
Which licensing model is the most complex for a customer to manage?
Answer: D
NEW QUESTION # 28
A high-impact technical risk is logged due to a persistent integration failure at T-120, and the assigned Systems Engineer has not provided an update in two weeks. What should the RM do?
Answer: A
Explanation:
The RM should escalate the unresolved high-impact risk through the appropriate management path and clearly communicate the renewal value at risk. Cisco's current Renewals Manager v2.0 blueprint requires the RM to act as the Renewal Lead, maintain cross-functional alignment, prevent execution gaps through clear ownership, categorize technical renewal risks from early-warning indicators, and evaluate mitigation strategies.
In this scenario, the technical issue has already been identified at T-120, assigned to a Systems Engineer, and has remained without an update for two weeks. That combination indicates that the existing mitigation path is not progressing. The RM should not assume technical ownership; instead, the RM must ensure accountability and escalate when an unresolved dependency threatens renewal outcomes. Cisco's blueprint specifically emphasizes stakeholder alignment, clarity of ownership, and proactive management beginning at T-120 rather than waiting until later checkpoints.
Option A is inappropriate because opening and managing a TAC case is normally a technical/support responsibility and should follow defined ownership boundaries. Option B creates avoidable contraction rather than resolving the risk. Option C is incorrect because additional time does not reduce the impact of a persistent high-severity technical barrier.
Escalating to the Practice Lead, including the associated renewal revenue exposure, creates management visibility and enables intervention with the responsible technical resources. Therefore, D is correct.
NEW QUESTION # 29
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