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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Customer Success Foundation | 10% | - Describe recurring revenue financial terms - Define customer experience - Explain the stages of the customer lifecycle - Explain recurring revenue financial implications |
| Topic 2: Customer Success | 10% | - Define customer success - Explain customer journey & IT purchasing models |
| Topic 3: Business Acumen | 30% | - Evaluate products and services to meet customer goals - Interpret key financial terms (e.g., CAPEX, OPEX) - Describe renewal cycle and risk action planning |
| Topic 4: Cisco Tools and Processes | 20% | - Explain Smart Accounts & Smart Licensing - Describe CX Portfolio and deal management processes |
| Topic 5: Roles and Responsibilities | 30% | - Explain renewals tasks and success metrics - Describe Renewals Manager role and integration |
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NEW QUESTION # 46
An RM receives an automated notification for a complex software renewal expiring in 120 days. What must the RM do before engaging the customer to properly execute the Preparation phase of the renewal workflow?
Answer: C
Explanation:
At T-120, the RM is entering the Preparation phase, where the primary objective is to establish renewal readiness before formal customer engagement. For a complex software renewal, that means validating the Installed Base (IB) and resolving any discrepancies that could later create quoting errors, incorrect entitlement scope, or booking delays.
Cisco's current Renewals Manager v2.0 (700-805) blueprint explicitly requires the RM to analyze the three- phase renewal workflow-Preparation, Engagement/Proposal, and Execution/Continuity-and to prioritize activities at the T-120, T-90, T-60, and T-30 checkpoints. It separately requires the RM to evaluate the accuracy of the Install Base to ensure quote readiness. (Cisco Learning Content) Cisco's renewal-readiness guidance reinforces this operational sequence. It states that renewal readiness involves validating data and taking corrective actions before quoting, so that renewal products can be quoted without downstream issues. (Cisco) Cisco's more recent IB verification guidance also directs users to review Installed Base status and identify quoting errors before proceeding. (Cisco) Option A belongs to a later engagement/proposal stage. Option C attempts to quote before data validation is complete. Option D is a commercial execution step that occurs much later in the cycle.
Therefore, the RM should first cross-check and reconcile the IB, making B the correct answer.
NEW QUESTION # 47
An RM identifies a renewal at T-30 with no quote submitted in the pipeline. What should the RM do immediately?
Answer: C
Explanation:
At T-30, a renewal with no quote in the pipeline is materially behind the expected renewal workflow and presents an immediate on-time renewal risk. The RM should first determine what prevented quote readiness or submission-such as unresolved Installed Base discrepancies, missing commercial decisions, incorrect SKUs, incomplete approvals, procurement dependencies, or stakeholder delays-and then escalate the blocking issue with clear ownership and deadlines.
Cisco's current Renewals Manager v2.0 blueprint requires the RM to manage renewal activities through the T-
120, T-90, T-60, and T-30 checkpoints and to facilitate commercial execution and order booking in a manner that maximizes OTRR (On-Time Renewal Rate). By T-30, the motion should be focused on resolving remaining execution barriers, not beginning ordinary preparation activities.
Option A is incorrect because T-30 is not an acceptable point to treat a missing quote as routine. Option B starts customer discovery far too late and may bypass established account-team ownership. Option C is also inappropriate: creating a placeholder quote does not resolve the underlying workflow failure and may introduce inaccurate commercial data.
The RM's role is to act as the renewal coordinator, diagnose the stalled workflow, establish the responsible owner, communicate the revenue and timing exposure, and escalate as needed to preserve on-time booking.
Therefore, D is correct.
NEW QUESTION # 48
Which action can a Renewals Manager take to drive value in the account?
Answer: C
Explanation:
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.
NEW QUESTION # 49
Which strategy for successful renewal of service contracts calls for discussing changes in the network and identifying any uncovered add tons to the network?
Answer: D
Explanation:
one of the strategies for successful renewal of service contracts is to explore up sell opportunities, which means:
* Discussing changes in the network and identifying any uncovered additions to the network
* Recommending new or upgraded products or services that can enhance customer value and outcomes
* Aligning with the account team on the up sell value proposition and proposal References: 2: Cisco Renewals Manager (700-805 CRM) Practice Exam - TestPrep
NEW QUESTION # 50
During the Preparation phase, an RM discovers 30 decommissioned assets are still listed in the customer ' s IB. Which action should the RM take?
Answer: C
Explanation:
The RM should reconcile the Installed Base before quoting so that assets genuinely removed from service are correctly reflected as decommissioned. Cisco ' s current Renewals Manager v2.0 blueprint explicitly requires the RM to interpret Installed Base data through Cisco Ready for Partners, identify coverage issues, and remediate data misalignments to maintain entitlement accuracy. Accurate IB data is fundamental to quote readiness because obsolete or decommissioned assets can incorrectly inflate renewal scope and create downstream commercial discrepancies. (Cisco Learning Content) Cisco describes Cisco Ready as a centralized source of current Installed Base information and specifically notes that authorized sellers can correct certain data, including marking equipment that customers have removed from service. Cisco guidance further confirms that IB records remain mapped unless assets are marked as decommissioned or removed from the customer ' s network through the appropriate asset- management process. (Cisco) Option B waits until order booking, which is too late; Preparation is specifically intended to resolve IB inaccuracies before quoting. Option C is incorrect because Smart Account administration is not the mechanism for correcting physical Installed Base disposition. Option D would leave inaccurate assets in the renewal configuration rather than correcting the underlying IB.
The appropriate workflow is therefore to reconcile the customer ' s IB in Cisco Ready and ensure the 30 decommissioned assets are removed or correctly marked before generating the renewal quote. Therefore, A is correct.
NEW QUESTION # 51
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