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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Roles and Responsibilities | 30% | - Describe Renewals Manager role and integration - Explain renewals tasks and success metrics |
| Topic 2: Cisco Tools and Processes | 20% | - Explain Smart Accounts & Smart Licensing - Describe CX Portfolio and deal management processes |
| Topic 3: Customer Success | 10% | - Define customer success - Explain customer journey & IT purchasing models |
| Topic 4: Business Acumen | 30% | - Describe renewal cycle and risk action planning - Interpret key financial terms (e.g., CAPEX, OPEX) - Evaluate products and services to meet customer goals |
| Topic 5: Customer Success Foundation | 10% | - Explain recurring revenue financial implications - Describe recurring revenue financial terms - Define customer experience - Explain the stages of the customer lifecycle |
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NEW QUESTION # 31
Which is the first step in a solutions-led sales approach?
Answer: B
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 # 32
A customer ' s login frequency to a security platform has declined steadily over 30 days, and advanced features remain unused. How should this renewal risk be categorized based on early warning indicators?
Answer: C
Explanation:
This pattern is a clear adoption risk. Declining login frequency combined with continued non-use of advanced features indicates that the customer is not actively consuming the platform or progressing toward broader use of the capabilities they purchased. These are classic early-warning signals of weakening engagement and incomplete value realization.
In Cisco ' s Renewals Manager framework, adoption risks are identified through indicators such as low utilization, declining usage, stalled activation, limited feature consumption, and failure to realize intended use cases. These signals matter because customers that do not consistently use the solution are less likely to perceive sufficient business value when the renewal decision approaches.
Option A would apply if the primary issue involved budget pressure, pricing, procurement, or funding availability. Option B would involve contract terms, entitlement structure, expiration alignment, or other contractual dependencies. Option C would require evidence of a technical barrier such as an integration failure, product defect, deployment issue, or unresolved support problem. None of those conditions are stated here.
The RM should therefore flag the account as an adoption risk, align with the CSM to understand why engagement has declined, and establish a mitigation plan focused on restoring usage, activating relevant capabilities, and reconnecting the platform to measurable customer outcomes before the renewal progresses.
Therefore, D is correct.
NEW QUESTION # 33
When renewing a contract with a customer,which action is important?
Answer: B
NEW QUESTION # 34
What is the first recommended action for a Renewals Manager?
Answer: D
NEW QUESTION # 35
An RM receives an automated notification for a complex software renewal expiring in 120 days. What must the RM do before engaging the customer to properly execute the Preparation phase of the renewal workflow?
Answer: A
Explanation:
At T-120, the RM is entering the Preparation phase, where the primary objective is to establish renewal readiness before formal customer engagement. For a complex software renewal, that means validating the Installed Base (IB) and resolving any discrepancies that could later create quoting errors, incorrect entitlement scope, or booking delays.
Cisco's current Renewals Manager v2.0 (700-805) blueprint explicitly requires the RM to analyze the three- phase renewal workflow-Preparation, Engagement/Proposal, and Execution/Continuity-and to prioritize activities at the T-120, T-90, T-60, and T-30 checkpoints. It separately requires the RM to evaluate the accuracy of the Install Base to ensure quote readiness. (Cisco Learning Content) Cisco's renewal-readiness guidance reinforces this operational sequence. It states that renewal readiness involves validating data and taking corrective actions before quoting, so that renewal products can be quoted without downstream issues. (Cisco) Cisco's more recent IB verification guidance also directs users to review Installed Base status and identify quoting errors before proceeding. (Cisco) Option A belongs to a later engagement/proposal stage. Option C attempts to quote before data validation is complete. Option D is a commercial execution step that occurs much later in the cycle.
Therefore, the RM should first cross-check and reconcile the IB, making B the correct answer.
NEW QUESTION # 36
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