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| Section | Objectives |
|---|---|
| Topic 1: Renewals and Subscription Lifecycle | - Renewal lifecycle stages and timelines - Cisco subscription models and licensing basics |
| Topic 2: Renewal Sales Process | - Renewal opportunity management - Forecasting and pipeline management |
| Topic 3: Customer Success and Value Realization | - Customer adoption and success planning - Value tracking and expansion opportunities |
| Topic 4: Commercial and Contract Fundamentals | - Contract terms and compliance basics - Renewal pricing and discount structures |
| Topic 5: Cisco Tools and Platforms | - Cisco ordering and subscription management tools - Partner and quoting systems |
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NEW QUESTION # 108
Which is the first step in a solutions-led sales approach?
Answer: A
Explanation:
a solutions-led sales approach is:
* A sales methodology that focuses on understanding the customer's business needs, challenges, and objectives
* A consultative process that involves discovering, proposing, validating, and closing solutions that deliver value and outcomes for the customer
* A way of differentiating Cisco and partners from competitors by offering integrated solutions that leverage Cisco's portfolio and expertise
* The first step in a solutions-led sales approach is to understand the customer's objectives, which includes:
* Asking open-ended questions to uncover the customer's pain points, goals, and priorities
* Listening actively and empathetically to the customer's responses
* Confirming and summarizing the customer's objectives and expectations References: 2: Solutions-Led Sales Approach - Cisco
NEW QUESTION # 109
During which activity of the renewal process would an RM provide an appropriate co-termination timeframe and gain required internal approvals?
Answer: B
Explanation:
According to a practice exam question , the correct answer is C. proposal build. During this activity, an RM would:
Provide an appropriate co-termination timeframe and gain required internal approvals Align with the account team on the renewal strategy and value proposition Create a renewal proposal that meets customer needs and expectations
NEW QUESTION # 110
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: B
NEW QUESTION # 111
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: B
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
NEW QUESTION # 112
A customer currently on A La Carte licensing is identified as an EA candidate in the PXP Sales Opportunities tab under the EA Penetration signal. How should the RM act on this signal?
Answer: D
Explanation:
The EA Penetration signal is an expansion and transformation opportunity. When PXP identifies a customer using multiple A La Carte licenses as an Enterprise Agreement candidate, the RM should evaluate whether those individual licenses can be consolidated into an EA that better aligns with the customer's technology footprint, growth requirements, and purchasing model.
Cisco Enterprise Agreements are designed to simplify software procurement and lifecycle management by consolidating eligible Cisco software portfolios under a unified agreement. For the RM, an EA-candidate signal should trigger collaboration with the Account Manager and relevant specialists to review the Installed Base, current licensing mix, renewal timing, expected growth, and commercial suitability of migration. This supports both customer simplification and recurring-revenue expansion.
Option A is incorrect because True Forward applies after an EA is already in place and consumption exceeds the committed entitlement or applicable growth allowance; it is not the mechanism for converting A La Carte licenses into an EA. Option B ignores the strategic opportunity identified by PXP and simply perpetuates the existing licensing model. Option C is also incorrect because an EA Penetration signal is not evidence of license noncompliance.
The RM should treat the PXP signal as an actionable expansion opportunity, assess the customer ' s A La Carte estate, and determine whether migration to an Enterprise Agreement provides greater customer and commercial value.
Therefore, D is correct.
NEW QUESTION # 113
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