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| Certification Vendor: | Cisco |
|---|---|
| Exam Name: | Cisco Renewals Manager |
| Exam Number: | 700-805 CRM |
| Available Languages: | Japanese, English |
| Exam Duration: | 60 minutes |
| Exam Format: | Multiple choice |
| Related Certifications: | Cisco Customer Experience Specialization |
| Sample Questions: | Cisco 700-805 Sample Questions |
| Exam Way: | Proctored test via Cisco authorized testing partner |
| Pre Condition: | Recommended for Cisco partner Renewals Managers; access to Cisco SalesConnect training resources. |
| Official Syllabus URL: | https://www.cisco.com/site/us/en/learn/training-certifications/exams/crm.html |
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Cisco Renewals Manager 認證是對於個人在 IT 銷售和續約領域的知識和專業技能的證明。這是一個全球認可的證書，可以幫助專業人士在競爭激烈的 IT 行業中脫穎而出。該認證可以開啟新的工作機會，增加賺取能力，並幫助個人在 IT 行業中提升職業生涯。
考試涵蓋了與思科產品組合相關的廣泛主題，包括網絡、安全、協作和數據中心解決方案等。候選人需要對思科的產品和服務有深刻的理解，並具備管理和更新客戶合同、協商價格以及向客戶推銷的能力。
思科續約經理認證考試是一個高級認證，要求考生對思科產品和服務有扎實的理解。它是為已經在IT行業工作並有管理思科產品和服務經驗的專業人士設計的。通過此考試的考生將能夠展示他們在管理思科產品和服務續約流程方面的專業知識。
問題 #50
Which action can a Renewals Manager take to drive value in the account?
答案：A
解題說明：
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.
問題 #51
An RM is engaging a customer at T-60. The customer is questioning the necessity of the solution and demanding steep discounts to continue the contract. What is the root cause of this complex renewal conversation according to the LAER model?
答案：D
解題說明：
Under the LAER-Land, Adopt, Expand, Renew-model, a difficult renewal discussion at T-60 is often the downstream result of insufficient value realization earlier in the lifecycle. Cisco's customer-success methodology emphasizes that successful adoption is not merely deployment or product usage; customers must achieve the intended business outcomes from their investment. Cisco specifically states that customers expect successful outcomes and that engaging throughout Land, Adopt, Expand, and Renew enables them to obtain the full benefits of the solution and return for additional value.
The current Cisco Renewals Manager v2.0 blueprint explicitly requires candidates to interpret how the LAER model influences renewal outcomes and strategy and to understand how Customer Success fundamentals drive customer outcomes throughout the lifecycle. If the customer reaches T-60 questioning why the solution is necessary, the renewal team is effectively trying to establish value during the commercial discussion-far too late.
Option A focuses on engagement frequency rather than whether meaningful outcomes were achieved. Option B incorrectly treats discounting as the root cause. Option C is unsupported because no technical-support failure is stated.
The fundamental issue is that the customer did not clearly experience and recognize measurable value during Adopt and Expand, making D correct.
問題 #52
Which key benefit is included in the Cisco Services Partner Program (CSPP)?
答案：A
問題 #53
Customer A purchased a one-year WebEx contract of 100 seats at $10 per seat. Customer B purchases a three-year WebEx contract of 100 seats at $10 per seat.
What is the annual recurring revenue (ARR) for each?
答案：C
問題 #54
Which services are contained in the CX portfolio?
答案：B
解題說明：
CX portfolio consists of five service categories that cover the entire lifecycle of a technology:
* Support Services: Provide technical support, software updates, and smart capabilities to help customers maintain network availability, security, and performance
* Business Critical Services: Provide expert guidance, best practices, proactive support, and insights to help customers optimize their network performance, security, and availability
* Professional Services: Provide consulting, design, implementation, integration, optimization, and migration services to help customers deploy and adopt Cisco solutions
* Managed Services: Provide end-to-end management, monitoring, and operation of customer's network infrastructure and applications by Cisco or certified partners
* Learning Services: Provide training, certification, and enablement programs to help customers develop their skills and capabilities on Cisco technologies References: 4: Services - Cisco
問題 #55
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