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| Section | Weight | Objectives |
|---|---|---|
| Leadership and Renewals Process | 30% | - Upsell / cross-sell opportunity identification - Quote development, exceptions and order processing - End-to-end renewals motion and account team collaboration - Risk assessment at T-9, T-6, T-3 milestones |
| 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% | - Contract management and entitlement verification - Renewal workflows and escalation procedures - CCW, renewal tools and automation - Smart Accounts and licensing frameworks |
| Business Acumen | 35% | - Financial terms: CAPEX, OPEX, procurement models - Value communication and tool usage - Available To Renew, contract value and renewal types - Evaluate customer products and business alignment |
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NEW QUESTION # 33
What does a high Renewal Rate indicate about the performance of a Renewals Manager?
Answer: B
NEW QUESTION # 34
What is the ATR on a $10, 000 one year recuring revenue contract?
Answer: A
Explanation:
ATR stands for Annualized Total Revenue, which is a metric that measures the total revenue generated by a customer contract over a 12-month period. ATR is calculated by multiplying the monthly recurring revenue (MRR) by 12. For example, if a customer pays $100 per month for a service, the ATR is $100 x 12 = $1,200. Therefore, the ATR on a $10,000 one year recurring revenue contract is simply $10,000, since the MRR is already $10,000. ATR is useful for comparing the revenue potential of different contracts with different billing cycles or durations
NEW QUESTION # 35
Which of the Cisco Security product offerings focuses on identifying abnormal or suspicious network behaviors?
Answer: D
Explanation:
Stealthwatch is one of the Cisco Security product offerings that focuses on identifying abnormal or suspicious network behaviors, which can help customers with:
Detecting and responding to advanced threats across their network
Gaining visibility and control over their network traffic and activity
Improving their network performance, security, and compliance
NEW QUESTION # 36
Which statement best summarizes the intended outcome of the Success Plan?
Answer: B
NEW QUESTION # 37
A customer ' s Secure Endpoint deployment shows only 40% of endpoints actively protected and zero activation of advanced features. What should the RM do to address this risk before proceeding with the renewal?
Answer: D
Explanation:
The strongest signal in this scenario is not simply low utilization; it is insufficient value realization. With only
40% of endpoints actively protected and no activation of advanced capabilities, the customer is not meaningfully consuming the solution as intended. That creates a clear adoption risk and should be addressed before the renewal is positioned commercially.
Cisco's Renewals Manager framework requires the RM to identify renewal risks from early-warning indicators across Adoption, Technical, Commercial, and Contractual categories and to coordinate mitigation with the appropriate lifecycle owner. In an adoption scenario, the CSM is the primary partner for understanding usage, business outcomes, barriers, and corrective actions. The RM should therefore flag the risk, align with the CSM, and ensure an adoption-recovery plan is underway before the quote becomes the focal point.
Option A is too narrow because training may or may not be the root cause; the RM should first assess the broader adoption and outcome gap with the CSM. Option B prematurely accepts contraction without attempting to restore usage and customer value. Option C incorrectly assumes satisfaction from low consumption and ignores a measurable risk signal.
The correct renewal strategy is to address the adoption deficiency first so that the customer can connect the solution to realized outcomes before the renewal discussion advances.
Therefore, D is correct.
NEW QUESTION # 38
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