700-805 CRM
Duration: 60 minutes
Available languages: English, Japanese
Exam overview
The Cisco Renewals Manager exam (CRM 700-805) is a 60-minute assessment for a Cisco partner’s Renewals Manager to demonstrate their knowledge of the Customer Experience (CX) concepts and tools covered in the Renewals Manager curriculum learning map. Those achieving a passing score on this exam will have met one of the requirements for Cisco Partners seeking a Specialization in Customer Experience.
Exam preparation
Partner training
Cisco partners can access Cisco SalesConnect for access to a variety of training content to help them prepare for this exam.
Exam Description
The Cisco Renewals Manager exam (CRM 700-805) is a 60-minute assessment for a Cisco partner’s Renewals Managers to demonstrate their knowledge of the Customer Experience (CX) concepts and tools covered in the RM curriculum learning map. Those achieving a passing score on this exam will have met one of the requirements for Cisco Partners seeking a Specialization in Customer Experience.
The following topics are general guidelines for the content likely to be included on the exam. However, other related topics may also appear on any specific delivery of the exam. To better reflect the contents of the exam and for clarity purposes, the guidelines below may change at any time without notice.
1.0 Customer Success Foundation 20%
1.1 Describe the components of a Success Plan
1.2 Identify the RM responsibilities within the Success Plan
1.3 Describe the components of a Health Index
1.4 Describe the key recurring revenue financial terms
1.5 Identify the RM role across the RACI
1.6 Explain RM tasks
1.7 Describe the role of a Renewals Manager
1.7.a integration with other account team roles
1.7.b in renewals
1.8 Describe the measurements of success for the RM role
2.0 Business Acumen 35%
2.1 Evaluate the products, solutions, and services currently in customer’s network to help the customer to achieve business objectives/goals
2.2 Explain the value of the products, solutions and services to meet business objectives
2.3 Utilize the output from tools (such as TPV and icebreaker) to communicate customer products, solutions, and services.
2.4 Interpret the implications of key financial terms (such as CAPEX, OPEX) on customer procurement options and buying motions
2.5 Describe:
2.5.a Available To Renew
2.5.b Annual Recurring Revenue
2.6 Describe the renewal cycle
2.7 Assess the financial and service impacts of on-time and delayed renews
2.8 Develop an action plan based on renewal risks
2.9 Determine the impact of renewals related to Cisco and other products on the company’s metrics
2.10 Describe contract elements that drive value for customers
2.11 Identify recommended actions for contract success
3.0 Leadership 30%
3.1 Perform risk assessment at T-9, T-6 and T-3 for all contracts, products and services, by leveraging data/insights from all account resources
3.2 Perform an end-to-end renewals motion with the customer, in a partnership with the account team
3.3 Identify upsell/ cross sell opportunities through renewals motion, that can deliver higher value outcomes for the customer and incremental ARR for vendor
3.4 Describe the customer’s procurement process
3.5 Explain how the customer perceives value of their IT solutions
3.6 Identify the steps for developing a renewal quote
3.7 Identify steps to process exceptions or non-standard elements of a renewal quote
3.8 Identify the steps for processing an order
4.0 Cisco Tools and Processes 15%
4.1 Explain Smart Accounts and Smart Licensing
4.2 Describe:
4.2.a TPV
4.2.b Cisco Ready toolset
4.3 Explain Enterprise agreements
4.4 Explain licensing models
4.5 Explain the CX Portfolio (including newly introduced offers)
4.6 Explain the deal management (example: CCW) process
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QUESTION 1
Which critical task must be performed during the Qualification phase?
A. validate customer inventory
B. develop a Success Plan
C. quote delivery
D. Renewal Plan development
Answer: A
QUESTION 2
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. billing
C. proposal build
D. quote delivery
Answer: C
QUESTION 3
Which licensing model is the most complex for a customer to manage?
A. Managed service agreement
B. Subscription
C. Enterprise agreement
D. A La Carte
Answer: D
QUESTION 4
Which licensing model represents the highest value?
A. Transactional
B. Subscription
C. Pay as you go
D. Enterprise Agreements
Answer: D
QUESTION 5
Who do Renewals Managers (RMs) work with?
A. RMs work with account managers to drive ongoing revenue risk assessments and plays.
B. RMs work with pre-sales engineers and build customer solutions.
C. RMs work by themselves to develop a high level view customer requirements and objectives.
D. RMs work with service delivery teams and monitor engagements.
Answer: D