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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Leadership and Renewals Process | 30% | - Risk assessment at T-9, T-6, T-3 milestones - Quote development, exceptions and order processing - End-to-end renewals motion and account team collaboration - Upsell / cross-sell opportunity identification |
| Topic 2: Cisco Tools and Processes | 15% | - CCW, renewal tools and automation - Smart Accounts and licensing frameworks - Renewal workflows and escalation procedures - Contract management and entitlement verification |
| Topic 3: Customer Success Foundation | 20% | - Success Plan components and RM responsibilities - Recurring revenue financial terms - Health Index and success metrics - RM role, tasks and RACI framework |
| Topic 4: Business Acumen | 35% | - Evaluate customer products and business alignment - Available To Renew, contract value and renewal types - Value communication and tool usage - Financial terms: CAPEX, OPEX, procurement models |
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NEW QUESTION # 116
What should the RM do to ensure continuity during the Execution phase after the order is successfully booked?
Answer: C
Explanation:
Once the renewal order has been successfully booked, the RM must ensure that the completed transaction transitions cleanly into the next lifecycle and renewal cycle. The appropriate action is therefore to notify the account team and update the relevant internal systems with the newly booked contract information.
Cisco ' s Renewals Manager framework treats renewal as an ongoing lifecycle discipline rather than a single transactional event. The RM serves as the renewal lead across the lifecycle and must maintain alignment among Sales, Customer Success, Operations, and other stakeholders. Following booking, accurate communication and system updates ensure that the new contract dates, entitlement status, renewal baseline, and customer information are available for subsequent adoption monitoring, Installed Base management, and future renewal planning.
Option A is incorrect because immediately creating the next CCW-R renewal quote is premature; future quoting should occur according to the appropriate renewal timeline and validated Installed Base. Option C is incomplete because simply archiving documentation and closing the opportunity does not establish lifecycle continuity. Option D concerns performance reporting rather than the operational transition following booking.
The key concept is Execution/Continuity: after commercial completion, the RM must ensure that stakeholders and systems accurately reflect the renewed relationship so that the next lifecycle cycle begins with reliable information and clear ownership.
Therefore, B is correct.
NEW QUESTION # 117
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?
Answer: D
NEW QUESTION # 118
What are the steps to develop a renewal quote?
Answer: A
NEW QUESTION # 119
How can an RM provide evidence of a mature, repeatable renewal risk management process during a Customer Success Practice Maturity capability audit?
Answer: C
Explanation:
A well-maintained Risk Log is the strongest evidence because it demonstrates that renewal-risk management is an established, repeatable operational process rather than an informal or purely outcome-based activity. A mature practice should be able to show that risks are consistently identified, categorized, assigned to accountable owners, mitigated, monitored, and ultimately resolved or closed.
Cisco's current Renewals Manager v2.0 blueprint specifically requires RMs to categorize renewal risks across Adoption, Technical, Commercial, and Contractual dimensions based on early-warning indicators and to evaluate mitigation strategies for identified renewal risks. These competencies imply a structured mechanism for recording and managing risks throughout the renewal lifecycle. (Cisco Learning Content) Cisco's Customer Success Practice Maturity model likewise evaluates organizational capability across areas including People, Process, Tools, Technical Capability, and Profitability, with requirements becoming progressively more rigorous from Basic through Intermediate to Expert maturity. Cisco specifically identifies documented processes and practices across the LAER lifecycle as part of progression toward higher maturity.
(Cisco Community)
Option A demonstrates a performance outcome but does not prove how risks were managed. Option B measures customer sentiment, not renewal-risk governance. Option C demonstrates quoting activity but not systematic risk management.
A Risk Log containing risk type, impact, owner, mitigation action, target date, status, and resolution date provides auditable evidence that the process is controlled and repeatable. Therefore, D is correct.
NEW QUESTION # 120
Which statement best describes an Accelerator?
Answer: D
Explanation:
An Accelerator is a one-on-one coaching engagement covering specific use cases that Cisco offers to its customers and partners to help them implement new technology faster and more easily. An Accelerator is a remote session with a fixed scope and a demonstrable benefit at completion. An Accelerator can cover topics such as design, configuration, migration, integration, optimization, or troubleshooting of Cisco products and solutions. An Accelerator is different from an on-call service, a deep dive on network issues, or a hosted webinar, which are not part of the Cisco Accelerator program
NEW QUESTION # 121
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