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| Section | Objectives |
|---|---|
| Topic 1: Customer Success and Value Realization | - Value tracking and expansion opportunities - Customer adoption and success planning |
| Topic 2: Cisco Tools and Platforms | - Partner and quoting systems - Cisco ordering and subscription management tools |
| Topic 3: Renewals and Subscription Lifecycle | - Renewal lifecycle stages and timelines - Cisco subscription models and licensing basics |
| Topic 4: Commercial and Contract Fundamentals | - Renewal pricing and discount structures - Contract terms and compliance basics |
| Topic 5: Renewal Sales Process | - Forecasting and pipeline management - Renewal opportunity management |
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質問 # 115
What does TPV mean?
正解：C
質問 # 116
A customer is eight months into a single-year contract with low feature adoption. The contract expires in four months. How should the RM use the T+ approach and the T-minus timeline together to manage this situation?
正解：D
解説：
The correct approach is to use T+ proactively to address the customer's adoption and value-realization gap, while simultaneously using the T-minus operational checkpoints to manage the upcoming renewal transaction.
Cisco's current Renewals Manager v2.0 blueprint explicitly distinguishes these two concepts. Objective 1.3 requires the RM to evaluate the impact of the T+ proactive renewal approach to protect recurring revenue, while objective 3.2 requires prioritizing renewal activities using the T-120, T-90, T-60, and T-30 operational checkpoints. (Cisco Learning Content) In this scenario, the customer is eight months into a 12-month contract and therefore approximately T-120 from expiration. Low feature adoption is an immediate lifecycle risk. The RM should not wait until the commercial renewal discussion to address it. T+ promotes continuous attention to customer value, adoption, and renewal readiness throughout the lifecycle, which means working with the CSM and relevant technical stakeholders now to improve usage and remove adoption barriers. Cisco's CSM framework likewise emphasizes identifying adoption barriers and interpreting usage data throughout the customer lifecycle.
(Cisco)
At the same time, the RM should begin the formal T-120 renewal workflow, including IB validation, risk assessment, stakeholder alignment, and quote readiness.
Options A and B incorrectly separate or reverse the functions of the two models. Option C incorrectly treats T+ as a replacement for the renewal countdown.
Therefore, D is correct.
質問 # 117
Which of the Cisco Security product offerings focuses on identifying abnormal or suspicious network behaviors?
正解：D
解説：
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
References: 2: Cisco Stealthwatch - Cisco
質問 # 118
A portfolio ' s ACV Growth percent has remained flat across three consecutive renewal cycles, despite a healthy OTRR. Which expansion signal does this pattern indicate?
正解：C
解説：
A healthy OTRR (On-Time Renewal Rate) indicates that the organization is executing renewals successfully and on schedule. However, consistently flat ACV Growth across multiple renewal cycles signals that the recurring-revenue base is being retained without meaningful expansion. The appropriate interpretation is therefore that expansion activity is insufficient, and the account team should identify opportunities to increase customer value through additional services, capabilities, or solutions.
Cisco's current Renewals Manager v2.0 blueprint positions the RM not only as a protector of recurring revenue but also as a strategic contributor to growth. It requires candidates to interpret metrics such as ACV and OTRR and to identify expansion signals within the installed base. (Cisco Learning Content) Cisco's current Partner Incentive framework reinforces this distinction. The Growth Rebate is specifically based on increases in eligible ACV bookings relative to the prior rolling four-quarter baseline. If ACV remains unchanged, the portfolio is retaining business but is not generating incremental recurring value.
(Cisco)
Option B incorrectly assumes that flat growth proves customers have no additional needs. Option C ignores the growth component of recurring-revenue management. Option D incorrectly connects flat ACV Growth with declining OTRR; these measure different dimensions of performance.
Therefore, the signal is limited expansion activity requiring additional services or solution-growth motions, making A correct.
質問 # 119
What are two key customer benefits from a Cisco Smart Account? (Choose two.)
正解：A、C
質問 # 120
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Ciscoの認定試験は現在とても人気がある試験ですね。この重要な認証資格をもうすでに手に入れましたか。例えば、もう既に700-805認定試験を受験したのですか。もしまだ受験していないなら、はやく行動する必要がありますよ。こんなに大切な資格を取らなくてはいけないです。ここで言いたいのは、どのようにすれば効率的に700-805認定試験の準備をして一回で試験に合格できるのかということです。
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