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NEW QUESTION # 26
What is the future state goal of licensing at Cisco?
- A. Classic PAK
- B. Smart License
- C. Standby License
- D. Right to use
Answer: B
Explanation:
Smart License is the future state goal of licensing at Cisco, which aims to:
Simplify and streamline license management across Cisco products and solutions Provide customers with a flexible and transparent way to consume Cisco software Enable customers to view and manage their licenses through a single portal (Cisco Smart Software Manager) Reduce operational costs and complexity for customers and partners
NEW QUESTION # 27
Which action should a Renewals Manager take first?
- A. Download contract data and develop a renewals strategy
- B. Meet the customer and perform a renewals diagnosis
- C. Meet and confirm the AM, CSS, CSM and their resources
- D. Assign an RS to priority accounts
Answer: A
NEW QUESTION # 28
Which services are contained in the CX portfolio?
- A. Support Services, Business Critical Services, Professional Services, Managed Services, and Learning Services
- B. Support Services, Business Critical Services and Professional Services
- C. Support Services, Business Critical Services, Professional Services and Managed Services
- D. Support Services and Business Critical Services
Answer: A
Explanation:
CX portfolio consists of five service categories that cover the entire lifecycle of a technology:
Support Services: Provide technical support, software updates, and smart capabilities to help customers maintain network availability, security, and performance Business Critical Services: Provide expert guidance, best practices, proactive support, and insights to help customers optimize their network performance, security, and availability Professional Services: Provide consulting, design, implementation, integration, optimization, and migration services to help customers deploy and adopt Cisco solutions Managed Services: Provide end-to-end management, monitoring, and operation of customer's network infrastructure and applications by Cisco or certified partners Learning Services: Provide training, certification, and enablement programs to help customers develop their skills and capabilities on Cisco technologies
NEW QUESTION # 29
How does Cisco define AT R?
- A. Contracts/subscriptions that have attrition terms revoked.
- B. Any customer agreement where attrition has been an issue.
- C. Contracts/subscriptions that are available to renew.
- D. ATR is the sum of RR and iARR, minus the attrition rate.
Answer: C
Explanation:
A) Contracts/subscriptions that are available to renew.
Comprehensive and Detailed Explanation: According to the Cisco website1, ATR stands for Available To Renew, which is defined as:
Contracts/subscriptions that are available to renew within a defined time period (usually 90, 180, or 365 days) A key metric for measuring the renewal opportunity and performance A report that shows the contract details, status, expiration date, product coverage, etc.
NEW QUESTION # 30
What is the future state goal of licensing at Cisco?
- A. Classic PAK
- B. Smart License
- C. Standby License
- D. Right to use
Answer: B
NEW QUESTION # 31
Which of the Cisco Security product offerings focuses on identifying abnormal or suspicious network behaviors?
- A. Tetration
- B. Stealth watch
- C. Meraki
- D. App Dynamics
Answer: B
Explanation:
Stealthwatch is one of the Cisco Security product offerings that focuses on identifying abnormal or suspicious network behaviors, which can help customers with:
Detecting and responding to advanced threats across their network
Gaining visibility and control over their network traffic and activity
Improving their network performance, security, and compliance
NEW QUESTION # 32
Which architecture addresses customer needs for voice, video, and data?
- A. Security
- B. Data Center
- C. Collaboration
- D. Enterprise networking
Answer: C
Explanation:
The architecture that addresses customer needs for voice, video, and data is C. Collaboration. Collaboration is one of the four main architectures that Cisco offers to its customers and partners, along with Security, Data Center, and Enterprise Networking. Collaboration is the architecture that enables people to communicate and work together effectively across different locations, devices, and applications. It includes solutions for voice over IP (VoIP), video conferencing, unified communications, contact center, webex meetings, and more. Collaboration helps customers and partners improve productivity, efficiency, innovation, and customer satisfaction.
NEW QUESTION # 33
Which group of products are enterprise networking products?
- A. iWAN, Viptela, Meraki
- B. WAN, LAN, Wireless
- C. Salesforce, Box, AWS
- D. Routing, Switching, Access Points
Answer: D
NEW QUESTION # 34
Which licensing model is the most complex for a customer to manage?
- A. Subscription
- B. A La Carte
- C. Enterprise agreement
- D. Managed service agreement
Answer: D
NEW QUESTION # 35
Which two factors drive subscription value for customers? (Choose two)
- A. up to date security protection
- B. continuous access to innovation
- C. freeware offers
- D. bundling of software and hardware
- E. training access
Answer: A,B
NEW QUESTION # 36
What is the primary measurement of success for a Renewals Manager?
- A. Percentage of contracts closed
- B. Upsell percentage
- C. Renewal success rate
- D. Iarr rate
Answer: C
NEW QUESTION # 37
Which action can a Renewals Manager take to drive value in the account?
- A. Removing adopt on barriers.
- B. Def ne the account forecast.
- C. Manage and mitigate renewal risk.
- D. Align partners on training.
Answer: C
Explanation:
An action that a Renewals Manager can take to drive value in the account is to manage and mitigate renewal risk. Renewal risk is the possibility that a customer will not renew their contract with Cisco at the end of their term, resulting in revenue loss and customer churn. Renewal risk can be caused by various factors, such as low adoption, poor satisfaction, lack of value realization, competitive pressure, budget constraints, or organizational changes. A Renewals Manager can manage and mitigate renewal risk by:
Identifying and prioritizing the accounts that have the highest risk of non-renewal, using data and tools such as ATR (Annualized Total Revenue), ARR (Annual Recurring Revenue), iARR (Incremental Annual Recurring Revenue), TPV (Total Partner Value), icebreaker (a tool that provides insights into new and unique business prospects), and Adopt on Scores (a tool that provides insight into how well customers are utilizing service and software they purchase from Cisco).
Developing and executing a risk mitigation plan for each high-risk account, involving actions such as engaging with the customer, understanding their needs and challenges, demonstrating value and ROI, addressing any issues or concerns, proposing improvements or enhancements, offering incentives or discounts, or leveraging partners or references.
Monitoring and tracking the progress and results of the risk mitigation plan, using data and tools such as CCW-R (Cisco Commerce Software Subscriptions and Services), which is a tool that allows customers and partners to quote, order, and manage their service contracts and software subscriptions from one place; and Customer Success Plan, which is a document that captures the account team's strategy and actions to achieve customer success.
Collaborating with other account team members, such as Customer Success Managers, Account Executives, or Sales Engineers, to align on the renewal strategy, share information and insights, coordinate activities and touchpoints, and deliver a consistent and positive customer experience.
By managing and mitigating renewal risk, a Renewals Manager can drive value in the account by increasing the chances of a successful renewal, retaining customers and revenue, enhancing customer satisfaction and loyalty, and creating opportunities for upsell or cross-sell.
NEW QUESTION # 38
Which task is the responsibility of the renewals manager?
- A. Managing the success plan
- B. Driving adoption of specific technologies
- C. Billing recurring revenue contracts
- D. Managing recurring revenue risk
Answer: D
NEW QUESTION # 39
Customer A purchased a one-year WebEx contract of 100 seats at $10 per seat. Customer B purchases a three-year WebEx contract of 100 seats at $10 per seat.
What is the annual recurring revenue (ARR) for each?
- A. $1000 and $3000
- B. $3000 and $3000
- C. $1100 and $3300
- D. $1000 and $1000
Answer: A
NEW QUESTION # 40
Which case represents a risk of renewal where a mitigation analysis will help obtain a more desired outcome?
- A. Customer is willing to subscribe to a recommendation case to be publicly communicated.
- B. The adoption rate is 50% under the expected level and the plan is six months before the expiration date.
- C. There are no open incidents 30 days before renewal dates.
- D. The health index of a customer is over expected targets with no red flags.
Answer: B
NEW QUESTION # 41
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