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NEW QUESTION # 57
How does Cisco define AT R?
- A. Contracts/subscriptions that have attrition terms revoked.
- B. Contracts/subscriptions that are available to renew.
- C. ATR is the sum of RR and iARR, minus the attrition rate.
- D. Any customer agreement where attrition has been an issue.
Answer: B
NEW QUESTION # 58
Which licensing model is the most complex for a customer to manage?
- A. A La Carte
- B. Enterprise agreement
- C. Managed service agreement
- D. Subscription
Answer: A
Explanation:
La Carte licensing model is the most complex for a customer to manage because it requires the customer to purchase and activate individual licenses for each product and feature they want to use. This can result in a large number of licenses to track and renew, as well as compatibility issues between different products and versions. A La Carte licensing also does not provide the benefits of Cisco's Software Buying Programs, such as financial predictability, access to incentives, and subscription co-termination1.
References: 1: Cisco Software Licensing Guide - Cisco
NEW QUESTION # 59
Which statement best summarizes the intended outcome of the Success Plan?
- A. development of a customer-centric view for achieving value from their portfolio
- B. provide scheduling for resolving customer qual y issues
- C. grow incremental annual recurring revenue
- D. generate financial data that indicates a customer's propensity to renew
Answer: A
Explanation:
the Success Plan is:
A document that outlines the customer's goals, challenges, desired outcomes, and success metrics A collaborative effort between Cisco, partners, and customers to align on the customer's vision and strategy A roadmap that guides the customer through the lifecycle stages of plan, build, adopt, and renew A development of a customer-centric view for achieving value from their portfolio
NEW QUESTION # 60
Which two factors drive subscription value for customers? (Choose two)
- A. up to date security protection
- B. training access
- C. bundling of software and hardware
- D. continuous access to innovation
- E. freeware offers
Answer: A,D
NEW QUESTION # 61
Which architecture addresses customer needs for voice, video, and data?
- A. Enterprise networking
- B. Collaboration
- C. Data Center
- D. Security
Answer: B
Explanation:
The architecture that addresses customer needs for voice, video, and data is C. Collaboration. Collaboration is one of the four main architectures that Cisco offers to its customers and partners, along with Security, Data Center, and Enterprise Networking. Collaboration is the architecture that enables people to communicate and work together effectively across different locations, devices, and applications. It includes solutions for voice over IP (VoIP), video conferencing, unified communications, contact center, webex meetings, and more. Collaboration helps customers and partners improve productivity, efficiency, innovation, and customer satisfaction.
NEW QUESTION # 62
Which licensing model represents the highest value?
- A. Pay as you go
- B. Transactional
- C. Enterprise Agreements
- D. Subscription
Answer: C
NEW QUESTION # 63
Which is the first step in a solutions-led sales approach?
- A. identify the latest technology release
- B. understand the customer's objectives
- C. present quote to customer
- D. examine previous purchases
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
NEW QUESTION # 64
Which two customer values are included in an Enterprise Agreement? (Choose two.)
- A. priority services
- B. on-demand deployment
- C. true forward
- D. Lifetime warranty
- E. dedicated on-site support 24/7
Answer: B,C
NEW QUESTION # 65
Which group of products are enterprise networking products?
- A. Routing, Switching, Access Points
- B. Salesforce, Box, AWS
- C. iWAN, Viptela, Meraki
- D. WAN, LAN, Wireless
Answer: A
NEW QUESTION # 66
Which two factors drive subscription value for customers?(Choose two)
- A. Freeware offers
- B. Bunding of software and hardware
- C. Continuous access to innovation
- D. Up to date security protection
- E. Training access
Answer: C,D
NEW QUESTION # 67
What does a renewal proposal contract outline?
- A. the customer's current needs, challenges, and goals
- B. guarantee that the customer will participate in an advocacy blog post
- C. the updated terms, services, and pricing options
- D. detailed information about the resources that will support the implementation
Answer: C
NEW QUESTION # 68
Which statement is the most accurate description of the Health Index?
- A. An ongoing measurement of several key customer health indicators
- B. An ongoing measurement of customer sentiment
- C. A tool for service providers to determine what stage of the lifecycle to offering training solutions
- D. A measurement tool for resolving secific product quality issues and adoption barriers
Answer: C
NEW QUESTION # 69
What are Cisco's four steps to higher renewals?
- A. Align, Simplify, Automate, Build a practice
- B. Plan, Streamline, Digitize, Establish routine
- C. Investigate, Diversity, Personalize, Initiate a strategy
- D. Analyze, Implement, Regulate, Maintain consistency
Answer: A
NEW QUESTION # 70
Which service offering assists the customer in preparing for emerging industry trends?
- A. Training
- B. Advisory
- C. Trending Technical
- D. Managed
Answer: B
NEW QUESTION # 71
What is the Cisco definition of a Reusable Non-Standard Discount (RNSD)?
- A. A priority discount applied to third-party products for perpetuity.
- B. A limited time discount applied to Cisco products and/or services.
- C. A discount applied to refurbished or reused Cisco hardware that includes service contracts.
- D. A discount applied to Cisco products and/or service list pricing and for a continual or ongoing basis.
Answer: B
NEW QUESTION # 72
What is the Cisco definition of a Reusable Non-Standard Discount(RNSD)?
- A. A discount applied to Cisco products and/or service list pricing and for a continual or ongoing basis
- B. A priority discount applied to third-party products for perpetuity.
- C. A limited time discount applied to Cisco products and/or serices
- D. A discount applied to refurbished or reused Cisco hardware that includes service contracts.
Answer: A
NEW QUESTION # 73
During which activity of the renewal process would an RM provide an appropriate co-termination timeframe and gain required internal approvals?
- A. Quote delivery
- B. Proposal build
- C. Deal strategy
- D. Billing
Answer: B
NEW QUESTION # 74
Which architecture addresses customer needs for voice, video, and data?
- A. Enterprise networking
- B. Collaboration
- C. Data Center
- D. Security
Answer: B
NEW QUESTION # 75
Which action should a Renewals Manager take first?
- A. Assign an RS to priority accounts
- B. Download contract data and develop a renewals strategy
- C. Meet and confirm the AM, CSS, CSM and their resources
- D. Meet the customer and perform a renewals diagnosis
Answer: B
Explanation:
the first action that a Renewals Manager should take is to download contract data and develop a renewals strategy, which involves:
Using tools such as TPV, icebreaker, or CCW-R to access and analyze contract data Segmenting contracts based on their size, complexity, expiration date, product coverage, etc.
Defining objectives, actions, timelines, and resources for each segment Aligning with the account team on the renewals strategy and value proposition
NEW QUESTION # 76
What is the Cisco definition of a Reusable Non-Standard Discount (RNSD)?
- A. A priority discount applied to third-party products for perpetuity.
- B. A limited time discount applied to Cisco products and/or services.
- C. A discount applied to refurbished or reused Cisco hardware that includes service contracts.
- D. A discount applied to Cisco products and/or service list pricing and for a continual or ongoing basis.
Answer: A
NEW QUESTION # 77
Which case represents a risk of renewal where a mitigation analysis will help obtain a more desired outcome?
- A. The health index of a customer is over expected targets with no red flags.
- B. The adoption rate is 50% under the expected level and the plan is six months before the expiration date.
- C. There are no open incidents 30 days before renewal dates.
- D. Customer is willing to subscribe to a recommendation case to be publicly communicated.
Answer: B
NEW QUESTION # 78
What is the first recommended action for a Renewals Manager?
- A. Meet the customer and perform a renewals diagnosis.
- B. Review the customer history and goals with Cisco and partner resources.
- C. Schedule a meeting with the customer to negotiate contract terms.
- D. Download contract data and independently develop a renewals strategy.
Answer: B
NEW QUESTION # 79
What are the steps to develop a renewal quote?
- A. Position the new technology, create a quote, and order the quote.
- B. Identify the barriers to adoption, ensure that the customer is using the solution, and work with the account manager to create a quote.
- C. Identify the items to renew, verify the discounts, confirm the shipping address, and verify the billing entity.
- D. Ask the customer for renewal data, evaluate new requirements, and quote new services.
Answer: C
NEW QUESTION # 80
Which detail is provided in the scorecard by using the Total Program View tool?
- A. new products
- B. EOL products
- C. renewal rate
- D. program rate
Answer: C
Explanation:
According to the Total Program View (TPV) User Guide1, the scorecard is a dashboard that provides a summary of the partner's performance across different programs and metrics. One of the metrics that is provided in the scorecard is the renewal rate, which is defined as:
The percentage of recurring revenue that is retained or renewed within a defined time period (usually 90, 180, or 365 days) A key indicator of customer satisfaction, retention, and loyalty A factor that affects the partner's incentives and rebates
NEW QUESTION # 81
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