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| Section | Objectives |
|---|---|
| Topic 1: Customer Success and Value Realization | - Customer adoption and success planning - Value tracking and expansion opportunities |
| Topic 2: Renewals and Subscription Lifecycle | - Cisco subscription models and licensing basics - Renewal lifecycle stages and timelines |
| Topic 3: Cisco Tools and Platforms | - Cisco ordering and subscription management tools - Partner and quoting systems |
| Topic 4: Commercial and Contract Fundamentals | - Contract terms and compliance basics - Renewal pricing and discount structures |
| Topic 5: Renewal Sales Process | - Renewal opportunity management - Forecasting and pipeline management |
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質問 # 39
What does TPV means ?
正解：B
質問 # 40
What is the ATR on a $10,000, one-year, recurring-revenue contract? (Choose the best answer.)
正解：C
質問 # 41
Which action can a Renewals Manager take to drive value in the account?
正解：D
解説：
An action that a Renewals Manager can take to drive value in the account is to manage and mitigate renewal risk. Renewal risk is the possibility that a customer will not renew their contract with Cisco at the end of their term, resulting in revenue loss and customer churn. Renewal risk can be caused by various factors, such as low adoption, poor satisfaction, lack of value realization, competitive pressure, budget constraints, or organizational changes. A Renewals Manager can manage and mitigate renewal risk by:
Identifying and prioritizing the accounts that have the highest risk of non-renewal, using data and tools such as ATR (Annualized Total Revenue), ARR (Annual Recurring Revenue), iARR (Incremental Annual Recurring Revenue), TPV (Total Partner Value), icebreaker (a tool that provides insights into new and unique business prospects), and Adopt on Scores (a tool that provides insight into how well customers are utilizing service and software they purchase from Cisco).
Developing and executing a risk mitigation plan for each high-risk account, involving actions such as engaging with the customer, understanding their needs and challenges, demonstrating value and ROI, addressing any issues or concerns, proposing improvements or enhancements, offering incentives or discounts, or leveraging partners or references.
Monitoring and tracking the progress and results of the risk mitigation plan, using data and tools such as CCW-R (Cisco Commerce Software Subscriptions and Services), which is a tool that allows customers and partners to quote, order, and manage their service contracts and software subscriptions from one place; and Customer Success Plan, which is a document that captures the account team's strategy and actions to achieve customer success.
Collaborating with other account team members, such as Customer Success Managers, Account Executives, or Sales Engineers, to align on the renewal strategy, share information and insights, coordinate activities and touchpoints, and deliver a consistent and positive customer experience.
By managing and mitigating renewal risk, a Renewals Manager can drive value in the account by increasing the chances of a successful renewal, retaining customers and revenue, enhancing customer satisfaction and loyalty, and creating opportunities for upsell or cross-sell.
質問 # 42
What is the intended outcome of the Customer Success Plan?
正解：D
質問 # 43
What is the primary customer value of the Cisco Services Portfolio?
正解：C
質問 # 44
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