[Aug 03, 2024] 700-805 Exam Dumps PDF Updated Dump from ActualCollection Guaranteed Success [Q13-Q32]

An action that a Renewals Manager can take to drive value in the account is to manage and mitigate renewal risk. Renewal risk is the possibility that a customer will not renew their contract with Cisco at the end of their term, resulting in revenue loss and customer churn. Renewal risk can be caused by various factors, such as low adoption, poor satisfaction, lack of value realization, competitive pressure, budget constraints, or organizational changes. A Renewals Manager can manage and mitigate renewal risk by:
Identifying and prioritizing the accounts that have the highest risk of non-renewal, using data and tools such as ATR (Annualized Total Revenue), ARR (Annual Recurring Revenue), iARR (Incremental Annual Recurring Revenue), TPV (Total Partner Value), icebreaker (a tool that provides insights into new and unique business prospects), and Adopt on Scores (a tool that provides insight into how well customers are utilizing service and software they purchase from Cisco).
Developing and executing a risk mitigation plan for each high-risk account, involving actions such as engaging with the customer, understanding their needs and challenges, demonstrating value and ROI, addressing any issues or concerns, proposing improvements or enhancements, offering incentives or discounts, or leveraging partners or references.
Monitoring and tracking the progress and results of the risk mitigation plan, using data and tools such as CCW-R (Cisco Commerce Software Subscriptions and Services), which is a tool that allows customers and partners to quote, order, and manage their service contracts and software subscriptions from one place; and Customer Success Plan, which is a document that captures the account team’s strategy and actions to achieve customer success.
Collaborating with other account team members, such as Customer Success Managers, Account Executives, or Sales Engineers, to align on the renewal strategy, share information and insights, coordinate activities and touchpoints, and deliver a consistent and positive customer experience.
By managing and mitigating renewal risk, a Renewals Manager can drive value in the account by increasing the chances of a successful renewal, retaining customers and revenue, enhancing customer satisfaction and loyalty, and creating opportunities for upsell or cross-sell.

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

the Health Index is:
An ongoing measurement of several key customer health indicators, such as adoption, satisfaction, retention, and expansion A tool that helps Cisco and partners monitor and improve customer outcomes and experiences A score that ranges from 0 to 100, where higher scores indicate better health

A solutions led approach should be applied when renewing a quote. A solutions led approach focuses on understanding the customer’s pain points, challenges, goals, and desired outcomes, and then proposing a solution that can address them effectively. A solutions led approach is different from a product led approach, which focuses on highlighting the features and benefits of a product or service without considering the customer’s specific needs or situation. A solutions led approach can help create more value for the customer, as well as differentiate your offering from competitors. A solutions led approach can also help build trust and rapport with the customer, as well as increase their satisfaction and loyalty. By applying a solutions led approach when renewing a quote, you can demonstrate your commitment to helping the customer achieve their objectives, as well as showcase your expertise and credibility in providing the best solution for them

A) Contracts/subscriptions that are available to renew.
Comprehensive and Detailed Explanation: According to the Cisco website1, ATR stands for Available To Renew, which is defined as:
Contracts/subscriptions that are available to renew within a defined time period (usually 90, 180, or 365 days) A key metric for measuring the renewal opportunity and performance A report that shows the contract details, status, expiration date, product coverage, etc.

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

CX portfolio consists of five service categories that cover the entire lifecycle of a technology:
Support Services: Provide technical support, software updates, and smart capabilities to help customers maintain network availability, security, and performance Business Critical Services: Provide expert guidance, best practices, proactive support, and insights to help customers optimize their network performance, security, and availability Professional Services: Provide consulting, design, implementation, integration, optimization, and migration services to help customers deploy and adopt Cisco solutions Managed Services: Provide end-to-end management, monitoring, and operation of customer’s network infrastructure and applications by Cisco or certified partners Learning Services: Provide training, certification, and enablement programs to help customers develop their skills and capabilities on Cisco technologies

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.

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.