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| Section | Weight | Objectives |
|---|---|---|
| Cisco Tools and Processes | 15% | - CCW, renewal tools and automation - Contract management and entitlement verification - Renewal workflows and escalation procedures - Smart Accounts and licensing frameworks |
| Business Acumen | 35% | - Value communication and tool usage - Financial terms: CAPEX, OPEX, procurement models - Available To Renew, contract value and renewal types - Evaluate customer products and business alignment |
| Customer Success Foundation | 20% | - Recurring revenue financial terms - Health Index and success metrics - RM role, tasks and RACI framework - Success Plan components and RM responsibilities |
| Leadership and Renewals Process | 30% | - Risk assessment at T-9, T-6, T-3 milestones - Quote development, exceptions and order processing - Upsell / cross-sell opportunity identification - End-to-end renewals motion and account team collaboration |
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NEW QUESTION # 85
An RM is preparing to present a renewal proposal at T-60. Which approach reflects the value-led positioning principle of the Engagement phase?
Answer: C
Explanation:
Value-led positioning means that the renewal discussion should be grounded first in the customer outcomes and realized value produced by the Cisco investment, rather than in expiration dates, discounts, or product features. Cisco's lifecycle methodology consistently links successful renewals to demonstrated business outcomes. Cisco states that lifecycle selling is focused on customer business outcomes and that alignment across Sales, Customer Success, Renewals, and the customer supports successful lifecycle progression. (Cisco Community) This approach is also consistent with Cisco's current Renewals Manager v2.0 blueprint, which requires the RM to understand how CX and Customer Success fundamentals drive customer outcomes, analyze the Engagement/Proposal phase, and execute renewal strategy within the T-minus operational checkpoints. At T-
60, the RM should therefore connect the proposed renewal to demonstrated value and the customer's ongoing objectives rather than positioning it merely as a commercial transaction. (Cisco Learning Content) Option A is product-led; new features may support expansion, but they should not be the primary renewal anchor. Option B creates an expiration-driven conversation rather than a value-led one. Option C leads with commercial mechanics, which risks reducing the discussion to price.
Cisco's current partner requirements explicitly state that renewal posture should be tied to realized value, including KPI trends and next-term objectives. (cisco.com) Therefore, D is correct.
NEW QUESTION # 86
What is the implication of on-time renewals for an IT service provider company?
Answer: C
NEW QUESTION # 87
What should the RM do to ensure continuity during the Execution phase after the order is successfully booked?
Answer: D
Explanation:
Once the renewal order has been successfully booked, the RM must ensure that the completed transaction transitions cleanly into the next lifecycle and renewal cycle. The appropriate action is therefore to notify the account team and update the relevant internal systems with the newly booked contract information.
Cisco ' s Renewals Manager framework treats renewal as an ongoing lifecycle discipline rather than a single transactional event. The RM serves as the renewal lead across the lifecycle and must maintain alignment among Sales, Customer Success, Operations, and other stakeholders. Following booking, accurate communication and system updates ensure that the new contract dates, entitlement status, renewal baseline, and customer information are available for subsequent adoption monitoring, Installed Base management, and future renewal planning.
Option A is incorrect because immediately creating the next CCW-R renewal quote is premature; future quoting should occur according to the appropriate renewal timeline and validated Installed Base. Option C is incomplete because simply archiving documentation and closing the opportunity does not establish lifecycle continuity. Option D concerns performance reporting rather than the operational transition following booking.
The key concept is Execution/Continuity: after commercial completion, the RM must ensure that stakeholders and systems accurately reflect the renewed relationship so that the next lifecycle cycle begins with reliable information and clear ownership.
Therefore, B is correct.
NEW QUESTION # 88
Which task is the responsibility of the Renewals Manager?
Answer: D
Explanation:
one of the tasks that is the responsibility of the Renewals Manager is to manage recurring revenue risk, which includes:
* Identifying and prioritizing renewal opportunities and challenges
* Developing and executing renewal strategies and plans
* Collaborating with other Cisco teams and partners to ensure customer satisfaction and retention
* Negotiating and closing renewal deals
References: 2: Cisco Renewals Manager - Cisco
NEW QUESTION # 89
What support should an RM take from the CSM?
Answer: C
Explanation:
* Communicate value and the impact of Cisco solutions to the customer
* Help the customer achieve their desired outcomes and realize the full potential of their investment
* Provide feedback and insights on customer health, satisfaction, and adoption
NEW QUESTION # 90
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