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NEW QUESTION 28
Which of the Cisco Security product offerings focuses on identifying abnormal or suspicious network behaviors?
- A. Meraki
- B. App Dynamics
- C. Stealth watch
- D. Tetration
Answer: C
NEW QUESTION 29
Which group of products are enterprise networking products?
- A. iWAN, Viptela, Meraki
- B. Routing, Switching, Access Points
- C. WAN, LAN, Wireless
- D. Salesforce, Box, AWS
Answer: B
NEW QUESTION 30
Which area of the Success Plan is the Renewal Manager responsible?
- A. Solution Renewal
- B. Adoption Barriers Overcome
- C. Success Plan Hypothesis
- D. Barriers Predicted
Answer: D
NEW QUESTION 31
What is the primary customer value of the Cisco Services Portfolio?
- A. On-call, 24/7 service technicians at all levels
- B. Services packages tailored to specific customer needs
- C. Customers can develop their own service offerings
- D. Services priced based on usage
Answer: B
NEW QUESTION 32
What support should an RM take from the CSM?
- A. Communicate value and the impact of Cisco solutions.
- B. Oversee the closure of contracts.
- C. Communicate new greenfield opportunities.
- D. Book customer-service briefings.
Answer: A
NEW QUESTION 33
Which statement is the most accurate description of the Health Index?
- A. an ongoing measurement of customer sentiment
- B. an ongoing measurement of several key customer health indicators
- C. a measurement tool for resolving specific product quality issues and adoption barriers
- D. a tool for service providers to determine what stage of the lifecycle to offering training solutions
Answer: B
NEW QUESTION 34
What is the primary measurement of success for a Renewals Manager?
- A. renewal success rate
- B. upsell percentage
- C. iARR rate
- D. percentage of contracts closed
Answer: B
NEW QUESTION 35
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 service delivery teams and monitor engagements.
- C. RMs work with account managers to drive ongoing revenue risk assessments and plays.
- D. RMs work with pre-sales engineers and build customer solutions.
Answer: B
NEW QUESTION 36
Which success indicator for a Renewals Manager is valid?
- A. stabilized customer satisfaction scores
- B. increased deployment of licenses
- C. new product introductions
- D. on-time renewal
Answer: A
NEW QUESTION 37
What does iARR measure?
- A. our ability to monitor product utilization, and financial growth collectively
- B. our ability to internally align renewable resources
- C. our ability to increase renewal rates through pricing controls
- D. our ability to expand upon existing customer value
Answer: A
NEW QUESTION 38
How does Cisco define Business Critical Services?
- A. hardware replacement
- B. Pay-as-you-go, technology-based services
- C. subscription-based services covering the lifecycle of a technology
- D. Pay-as-you-go, services covering business-critical functions
Answer: D
NEW QUESTION 39
During which activity of the renewal process would an RM provide an appropriate co-termination timeframe and gain required internal approvals?
- A. billing
- B. deal strategy
- C. quote delivery
- D. proposal build
Answer: C
NEW QUESTION 40
Which statement best summarizes the intended outcome of the Success Plan?
- A. grow incremental annual recurring revenue
- B. generate financial data that indicates a customer's propensity to renew
- C. development of a customer-centric view for achieving value from their portfolio
- D. provide scheduling for resolving customer qual y issues
Answer: B
NEW QUESTION 41
Which is the first step in a solutions-led sales approach?
- A. understand the customer's objectives
- B. examine previous purchases
- C. present quote to customer
- D. identify the latest technology release
Answer: A
NEW QUESTION 42
What is the key implication on-time renewals have for an IT provider company?
- A. recurring business is preserved
- B. incentives will be paid
- C. no major impact if sales are on plan
- D. improved customer satisfaction
Answer: D
NEW QUESTION 43
Which task should a Renewals Manager perform during the Prospect phase?
- A. Risk Mitigation
- B. Terms negotiation
- C. Review new opportunities
- D. Risk Assessment
Answer: C
NEW QUESTION 44
What is the future state goal of licensing at Cisco?
- A. Right to use
- B. Smart License
- C. Standby License
- D. Classic PAK
Answer: B
NEW QUESTION 45
Which discussion point helps up sell a customer?
- A. Focus on how much it will cost the customer.
- B. Discuss changes in the network and identify any uncovered additions to the network.
- C. Focus on what the customer already has covered on the network.
- D. Discuss your prior ties and why you need the sale.
Answer: B
NEW QUESTION 46
Which steps to develop a renewal quote are valid?
- A. Ask the customer for Renewal data, Evaluate new requirement, Quote new services.
- B. Position the new technology, create a Quote, Order the Quote.
- C. Identify the Item store new, Verify the Discounts, Confirm the Shipping address, Verify the Billing entity.
- D. Identify the barriers to adoption, Ensure the customers is using the solution, Work with the Account Manager to create a Quote.
Answer: D
NEW QUESTION 47
How does Cisco define AT R?
- A. Contracts/subscriptions that are available to renew.
- B. Any customer agreement where attrition has been an issue.
- C. ATR is the sum of RR and iARR, minus the attrition rate.
- D. Contracts/subscriptions that have attrition terms revoked.
Answer: A
NEW QUESTION 48
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