Topic 1: Describe the measurements of success for the RM role/ Describe contract elements that drive value for customers
Topic 2: Identify the RM responsibilities within the Success Plan/ Describe the key recurring revenue financial terms
Topic 3: Explain the deal management (example: CCW) process/ Describe the components of a Success Plan
Topic 4: Explain the CX Portfolio (including newly introduced offers)/ Explain the value of the products, solutions and services to meet business objectives
Topic 5: Identify steps to process exceptions or non-standard elements of a renewal quote/ Assess the financial and service impacts of on-time and delayed renews
Topic 6: Perform an end-to-end renewals motion with the customer, in a partnership with the account team/
Explain how the customer perceives value of their IT solutions/ Utilize the output from tools (such as TPV and icebreaker) to communicate customer products, solutions, and services
Topic 7: Determine the impact of renewals related to Cisco and other products on the company's metrics/ Interpret the implications of key financial terms (such as CAPEX, OPEX) on customer procurement options and buying motions
Topic 8: Identify the steps for developing a renewal quote/ Identify the steps for processing an order
Topic 9: Identify recommended actions for contract success/ Describe the customer?s procurement process/ Explain Smart Accounts and Smart Licensing
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