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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Cisco Tools and Processes | 15% | - Renewal workflows and escalation procedures - Contract management and entitlement verification - CCW, renewal tools and automation - Smart Accounts and licensing frameworks |
| Topic 2: Customer Success Foundation | 20% | - RM role, tasks and RACI framework - Recurring revenue financial terms - Success Plan components and RM responsibilities - Health Index and success metrics |
| Topic 3: Business Acumen | 35% | - Financial terms: CAPEX, OPEX, procurement models - Value communication and tool usage - Available To Renew, contract value and renewal types - Evaluate customer products and business alignment |
| Topic 4: Leadership and Renewals Process | 30% | - Quote development, exceptions and order processing - Risk assessment at T-9, T-6, T-3 milestones - End-to-end renewals motion and account team collaboration - Upsell / cross-sell opportunity identification |
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NEW QUESTION # 141
Which statement regarding which tools can be added as value to customer and partners is invalid?
Answer: A
NEW QUESTION # 142
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 # 143
An RM identifies a renewal at T-30 with no quote submitted in the pipeline. What should the RM do immediately?
Answer: D
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 # 144
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?
Answer: D
Explanation:
The annual recurring revenue (ARR) for each customer is $1000 and $1000. ARR is the total amount of money the company expects to receive from its subscribers over a year. It is calculated by summing up customers' monthly or quarterly subscription fees and multiplying them by 12 (for an annual period). It excludes one-time fees, transactional charges, and other non-recurring revenue sources. In this case, both Customer A and Customer B pay $10 per seat per month for 100 seats of WebEx. Therefore, their monthly recurring revenue (MRR) is $10 x 100 = $1000. To calculate their ARR, we multiply their MRR by 12: $1000 x 12 = $1000. The length of the contract does not affect the ARR calculation, as it only considers the revenue generated within one year.
NEW QUESTION # 145
A customer has low product adoption six months into a multi-year contract. How does applying the T+ proactive approach in this scenario protect recurring revenue?
Answer: B
Explanation:
The purpose of the T+ proactive approach is to protect recurring revenue by addressing renewal risk throughout the active contract term, rather than waiting until the traditional T-minus renewal window. In this scenario, low adoption at six months is an early-warning indicator that the customer may not be realizing sufficient value from the Cisco solution. The correct response is to identify the causes of low adoption and coordinate mitigation while there is still substantial time remaining in the contract.
This directly supports recurring-revenue protection because customers are more likely to renew when they have adopted the intended use cases, are consuming relevant capabilities, and can connect that usage to measurable business outcomes. The RM should work with the CSM and other appropriate stakeholders to understand barriers, improve adoption, and restore value realization before expiration becomes imminent.
Option B is premature because low adoption does not automatically justify restructuring the commercial commitment. Option C focuses on escalation and documentation rather than resolving the root cause. Logging the risk may be appropriate, but it is not the primary value of T+. Option D misinterprets T+ as early quoting; proactive renewal management is fundamentally about protecting customer value and renewal readiness, not simply accelerating a commercial transaction.
Therefore, A is correct.
NEW QUESTION # 146
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