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| Section | Weight | Objectives |
|---|
| Topic 1: Customer Success Foundation | 10% | - Define customer experience - Explain the stages of the customer lifecycle - Explain recurring revenue financial implications - Describe recurring revenue financial terms
|
| Topic 2: Customer Success | 10% | - Define customer success - Explain customer journey & IT purchasing models
|
| Topic 3: Roles and Responsibilities | 30% | - Explain renewals tasks and success metrics - Describe Renewals Manager role and integration
|
| Topic 4: Cisco Tools and Processes | 20% | - Describe CX Portfolio and deal management processes - Explain Smart Accounts & Smart Licensing
|
| Topic 5: Business Acumen | 30% | - Describe renewal cycle and risk action planning - Evaluate products and services to meet customer goals - Interpret key financial terms (e.g., CAPEX, OPEX)
|
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Cisco Renewals Manager Sample Questions (Q92-Q97):
NEW QUESTION # 92
Which discussion point helps up sell a customer?
- A. Focus on how much it will cost the customer.
- B. Focus on what the customer already has covered on the network.
- C. Discuss changes in the network and identify any uncovered additions to the network.
- D. Discuss your prior ties and why you need the sale.
Answer: C
NEW QUESTION # 93
What is the ATR on a $10, 000 one year recuring revenue contract?
- A. $10,000 divided by 12
- B. $10,000
- C. $1,200
- D. 10% of $10,000
Answer: B
Explanation:
ATR stands for Annualized Total Revenue, which is a metric that measures the total revenue generated by a customer contract over a 12-month period. ATR is calculated by multiplying the monthly recurring revenue (MRR) by 12. For example, if a customer pays $100 per month for a service, the ATR is $100 x 12 = $1,200.
Therefore, the ATR on a $10,000 one year recurring revenue contract is simply $10,000, since the MRR is already $10,000. ATR is useful for comparing the revenue potential of different contracts with different billing cycles or durations
NEW QUESTION # 94
A critical hardware asset supporting a customer ' s data center is listed as uncovered in the Services Coverage view of an EA in EAWS. What should the RM do to address this discrepancy?
- A. Update the asset status in EAWS to " Covered " to reflect customer expectations.
- B. Initiate a data reconciliation task with Operations to resolve the coverage gap before quoting.
- C. Notify the customer that the uncovered asset falls outside the EA scope.
- D. Flag the uncovered asset in the Risk Log and defer resolution until the renewal conversation.
Answer: B
Explanation:
An uncovered critical hardware asset represents an Installed Base and entitlement discrepancy that must be reconciled before renewal quoting. The RM should therefore engage Operations or the appropriate asset- management function to validate the asset, determine why coverage is missing, and correct the underlying data before proceeding with the commercial renewal.
Cisco's Services for Enterprise Agreement guidance states that Services EA is designed to maintain support coverage across applicable hardware and software. Cisco performs an Installed Base assessment to establish baseline service coverage, and subsequent changes to the Installed Base are tracked and managed through the applicable reconciliation and True Forward processes. Cisco also specifically identifies Installed Base reconciliation as an asset-management activity used to reduce the risk of uncovered products. (Cisco) This aligns with the current Renewals Manager v2.0 blueprint, which requires the RM to evaluate Installed Base accuracy to ensure quote readiness and coordinate with Operations when data discrepancies threaten renewal execution. (Cisco Learning Content) Option A incorrectly assumes that "uncovered" automatically means the asset is outside EA scope. Option B would alter status without validating entitlement and therefore compromise data integrity. Option D recognizes risk but delays remediation unnecessarily.
Because the asset is both critical and uncovered, the correct response is to reconcile the coverage data before quoting, making C correct.
NEW QUESTION # 95
Which statement best describes an Ask the Expert session?
- A. A 24-7 phone line providing expert advice
- B. A one on one coaching engagement covering specific use cases
- C. A hosted educational webinar with live expert Q and A
- D. A pre-recorded webinar from an expert
Answer: C
NEW QUESTION # 96
Which task must a Renewals Manager perform early in the renewal process?
- A. terms negotiation
- B. risk mitigation
- C. review new opportunities
- D. risk assessment
Answer: D
NEW QUESTION # 97
......
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