our ability to monitor product utilization, and financial growth collectively
B.
our ability to increase renewal rates through pricing controls
C.
our ability to expand upon existing customer value
D.
our ability to internally align renewable resources
Answer:
C
Question 13
Which discussion point helps up sell a customer?
Options:
A.
Focus on what the customer already has covered on the network.
B.
Discuss changes in the network and identify any uncovered additions to the network.
C.
Focus on how much it will cost the customer.
D.
Discuss your prior ties and why you need the sale.
Answer:
B
Explanation:
Explanation:
A discussion point that helps up sell a customer is to discuss changes in the network and identify any uncovered additions to the network. This discussion point can help us understand the customer’s current situation, needs, and challenges, as well as uncover any gaps or opportunities for improvement. By discussing changes in the network, we can show our interest and curiosity in the customer’s business, as well as demonstrate our expertise and credibility in providing solutions. By identifying any uncovered additions to the network, we can highlight the risks and costs of not having adequate protection or support for those additions, as well as propose relevant products or services that can address those issues. This discussion point can help us create value for the customer, as well as differentiate our offering from competitors.
Question 14
How does Cisco define AT R?
Options:
A.
Contracts/subscriptions that are available to renew.
B.
ATR is the sum of RR and iARR, minus the attrition rate.
C.
Any customer agreement where attrition has been an issue.
D.
Contracts/subscriptions that have attrition terms revoked.
Answer:
A
Explanation:
Explanation:
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.
References: 1: Cisco Renewals Manager - Cisco
Question 15
What is the main purpose of CCW-R?
Options:
A.
to factor customer ATR, up sell and attrition
B.
to allow customers and partners to download renewal data
C.
to allow customers and partner store new software subscriptions and service contracts from one tool
D.
to capture partner and customer billing preferences
Answer:
C
Explanation:
Explanation:
CCW-R stands for 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. CCW-R enables users to create new or renew technical services and software subscription quotes, submit approved orders, and manage their contracts. CCW-R also provides features such as co-terming, contract alignment, service level changes, and deal discounts. CCW-R is designed to simplify the renewal process and enhance the customer experience
