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| Section | Weight | Objectives |
|---|---|---|
| Business Acumen | 35% | - Available To Renew, contract value and renewal types - Value communication and tool usage - Financial terms: CAPEX, OPEX, procurement models - Evaluate customer products and business alignment |
| Customer Success Foundation | 20% | - Success Plan components and RM responsibilities - Health Index and success metrics - Recurring revenue financial terms - RM role, tasks and RACI framework |
| Leadership and Renewals Process | 30% | - Quote development, exceptions and order processing - End-to-end renewals motion and account team collaboration - Upsell / cross-sell opportunity identification - Risk assessment at T-9, T-6, T-3 milestones |
| Cisco Tools and Processes | 15% | - Smart Accounts and licensing frameworks - CCW, renewal tools and automation - Renewal workflows and escalation procedures - Contract management and entitlement verification |
顧客のセキュアエンドポイント導入状況を見ると、保護されているエンドポイントはわずか40%で、高度な機能は一切有効化されていません。リレーションシップマネージャーは、契約更新を進める前に、このリスクに対処するためにどのような対策を講じるべきでしょうか?
Correct Answer: C 🗳️
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RMはT-120の時点で、顧客がLand段階で定義された主要なユースケースを採用していないことを確認しました。この時点で取るべき戦略的な行動は何でしょうか?
Correct Answer: A 🗳️
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RM(リレーションシップマネージャー)は、営業、カスタマーサクセスマネージャー、およびオペレーションチームが、RMがエスカレーションするまで更新期限が迫っていることを認識していないため、更新準備が頻繁に遅れることに気づきました。この認識のずれに対処するために、RMはどのようなアプローチを採用すべきでしょうか?
Correct Answer: C 🗳️
クロスセルの機会とは何ですか?
Correct Answer: A 🗳️
RM(リレーションシップマネージャー)は、今後の契約更新に向けた営業戦略を策定しています。顧客との価値主導型の対話を実現するために、RMはCSM(カスタマーサクセスマネージャー)からどのような重要な情報を得る必要があるでしょうか?
Correct Answer: C 🗳️
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