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NEW QUESTION # 47
Which statement is the most accurate description of the Health Index?
- A. An ongoing measurement of several key customer health indicators
- B. A tool for service providers to determine what stage of the lifecycle to offering training solutions
- C. An ongoing measurement of customer sentiment
- D. A measurement tool for resolving secific product quality issues and adoption barriers
Answer: B
NEW QUESTION # 48
What is Practice Maturity?
- A. a compass of how a partner is performing against key Cisco priorities and outcomes, as well as against their peers
- B. an evaluation of a partner's negotiation skills
- C. a reflection of a partner's career length based on their employees' service duration
- D. a calculation of the number of deals won and lost
Answer: A
NEW QUESTION # 49
Who do Renewals Managers (RMs) work with?
- A. RMs work by themselves to develop a high level view customer requirements and objectives.
- B. RMs work with account managers to drive ongoing revenue risk assessments and plays.
- C. RMs work with service delivery teams and monitor engagements.
- D. RMs work with pre-sales engineers and build customer solutions.
Answer: C
NEW QUESTION # 50
Which critical task must be performed during the Qualification phase?
- A. validate customer inventory
- B. Renewal Plan development
- C. quote delivery
- D. develop a Success Plan
Answer: A
Explanation:
According to the Cisco website1, one of the critical tasks during the Qualification phase is to validate customer inventory, which includes:
* Reviewing the Available to Renew (ATR) report and identifying any discrepancies or missing items
* Confirming the accuracy of the contract end dates, product IDs, serial numbers, and quantities
* Updating the ATR report with any changes or corrections
NEW QUESTION # 51
What does TPV mean?
- A. Total Product Value
- B. Telepresence Value
- C. Total Partner Value
- D. Total Partner View
Answer: A
NEW QUESTION # 52
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 # 53
What is a cross-sell opportunity?
- A. an approach centered around selling products that are not related to the customer's interests
- B. a sales technique offering suggestions for additional products or services to complement the customer's purchase
- C. a sales strategy aimed at encouraging customers to buy the highest-priced product on offer
- D. a method involving the promotion of discounted software and services during a specific season
Answer: B
NEW QUESTION # 54
Which three financial metrics are critical in renewing subscriptions? (Choose three.)
- A. net new sales
- B. training costs
- C. close rate
- D. annual re curing revenue
- E. renewal rate
Answer: B,D,E
NEW QUESTION # 55
Which strategy for successful renewal of service contracts calls for discussing changes in the network and identifying any uncovered add tons to the network?
- A. validate the customer's business needs
- B. explore up sell opportunities
- C. focus on benefits
- D. lock in revenue streams through co-termination
Answer: B
NEW QUESTION # 56
During which activity of the renewal process would an RM provide an appropriate co-termination timeframe and gain required internal approvals?
- A. deal strategy
- B. proposal build
- C. quote delivery
- D. billing
Answer: C
NEW QUESTION # 57
Which action can a renewals manager take to drive value in the account?
- A. Manage and mitigate renewal risk
- B. Removing adoption barriers
- C. Define the account forecast
- D. Align partners on training
Answer: A
NEW QUESTION # 58
How does the Renewals Manager integrate with the sales team?
- A. by directing the overall operations of the team
- B. by collaborating on customer retention and renewal strategies
- C. by handling all financial transactions
- D. by overseeing all technical support issues
Answer: B
NEW QUESTION # 59
How does the Lifecycle Advantage (LCA) program enhance the renewal process?
- A. standardizes renewals, removing all personalization
- B. eliminates the need for renewals, focusing only on acquiring new customers
- C. initiates renewal talks after service and software expiry
- D. automates renewal notifications, initiates early conversations, and ensures consistency and personalization
Answer: D
NEW QUESTION # 60
Who do Renewals Managers (RMs) work with?
- A. RMs work by themselves to develop a high level view customer requirements and objectives.
- B. RMs work with pre-sales engineers and build customer solutions.
- C. RMs work with account managers to drive ongoing revenue risk assessments and plays.
- D. RMs work with service delivery teams and monitor engagements.
Answer: C
Explanation:
According to the Cisco website1, RMs work with account managers to drive ongoing revenue risk assessments and plays, which include:
Identifying and prioritizing renewal opportunities
Developing and executing renewal strategies
Negotiating and closing renewal deals
Collaborating with other Cisco teams and partners to ensure customer satisfaction and retention
NEW QUESTION # 61
What is the ATR on a $10,000 one year recurring revenue contract?
- A. $10,000
- B. 10% of $10,000
- C. $10,000 divided by 12
- D. $12000
Answer: A
NEW QUESTION # 62
Which licensing model represents the highest value?
- A. Pay as you go
- B. Subscription
- C. Enterprise Agreements
- D. Transactional
Answer: C
Explanation:
Enterprise Agreements (EAs) represent the highest value for customers who want to simplify their software licensing and management across their organization. EAs provide customers with:
* Unlimited access to a suite of Cisco software products within a defined technology domain for a fixed term and price
* The ability to deploy software anytime, anywhere, without additional costs or approvals
* The flexibility to grow and adjust their software usage without overage fees or penalties
* The convenience of co-terminating all their subscriptions at the end of the EA term
* The option to include Cisco services and support in their EA2
References: 2: Cisco Enterprise Agreement - Cisco
NEW QUESTION # 63
Which licensing model is the most complex for a customer to manage?
- A. Enterprise agreement
- B. Subscription
- C. A La Carte
- D. Managed service agreement
Answer: C
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 # 64
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