Cisco Renewals Manager Training (CRM 700-805)

Description

The Customer Experience Renewal Manager (RM) role is a prominent, tactical position to enable key clients to keep processing their business and satisfy their objectives via Cisco solutions. The renewal Manager will be responsible for possessing and accomplishing a portfolio of Cisco products and service renewal contracts throughout an assigned customer account. You need to take Cisco Renewals Manager (CRM 700-805) exam to become a skilled Customer Experience Renewal Manager.

The Cisco Renewals Manager (CRM 700-805) is a 60-minute exam for a Cisco partner’s Renewals Managers to prove their understanding of the Customer Experience (CX) theories and tools included in the RM curriculum learning map. Those who pass this exam will have satisfied one of the demands for Cisco Partners seeking a Specialization in Customer Experience.

The objectives of the exam are to measure the applicants’ understanding and skills in the following areas:

Customer Success Foundation (20%)

- Describe the components of a Success Plan
- Identify the RM responsibilities within the Success Plan
- Describe the components of a Health Index
- Describe the key recurring revenue financial terms
- Identify the RM role across the RACI
- Explain RM tasks
- Describe the role of a Renewals Manager
- Describe the measurements of success for the RM role

Business Acumen (35%)

- Evaluate the products, solutions, and services currently in customer’s network to help the customer to achieve business objectives/goals
- Explain the value of the products, solutions and services to meet business objectives
- Utilize the output from tools (such as TPV and icebreaker) to communicate customer products, solutions, and services
- Interpret the implications of key financial terms (such as CAPEX, OPEX) on customer procurement options and buying motions
- Describe the renewal cycle
- Assess the financial and service impacts of on-time and delayed renews
- Develop an action plan based on renewal risks
- Determine the impact of renewals related to Cisco and other products on the company's metrics
- Describe contract elements that drive value for customers
- Identify recommended actions for contract success

Leadership (30%)

- 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
- Perform an end-to-end renewals motion with the customer, in a partnership with the account team
- Identify upsell/ cross sell opportunities through renewals motion, that can deliver higher value outcomes for the customer and incremental ARR for vendor
- Describe the customer’s procurement process
- Explain how the customer perceives value of their IT solutions
- Identify the steps for developing a renewal quote
- Identify steps to process exceptions or non-standard elements of a renewal quote
- Identify the steps for processing an order

Cisco Tools and Processes (15%)

- Explain Smart Accounts and Smart Licensing
- Explain Enterprise agreements
- Explain licensing models
- Explain the CX Portfolio (including newly introduced offers)
- Explain the deal management (example: CCW) process

Who this course is for:

• Individuals preparing for the Cisco Renewals Manager certification
• Individuals who have experience working with customers to determine, measure, and deliver business outcomes through the implementation of technology