Cisco Renewal Manager - Complete Guide to Getting Certified

Cisco Renewal Manager - Complete Guide to Getting Certified

The Cisco Renewals Manager exam (CRM 700-805) is a 60-minute assessment for a Cisco partner’s Renewals Managers to demonstrate their knowledge of the Customer Experience (CX) concepts and tools covered in the RM curriculum learning map. Those achieving a passing score on this exam will have met one of the requirements for Cisco Partners seeking a Specialization in Customer Experience.

This course is a foundational training curriculum that enables aspiring RMs to understand their role as part of a high-performing Customer Success practice. The course reviews the role of the RM across the Customer Lifecycle, how to build a scalable renewals strategy, common industry financial terminology, and the Cisco tools and programs that are available to grow and scale your renewals practice and execution.

This course help learners prepare for the CRM 700-805 exam as well as equipping learners with necessary knowledge and skills to be successful in Renewals Manager roles.

Course topics include

1. Customer Success Foundation

   1. Describe the components of a Success Plan

   2. Identify the RM responsibilities within the Success Plan

   3. Describe the components of a Health Index

   4. Describe the key recurring revenue financial terms

   5. Identify the RM role across the RACI

   6. Explain RM tasks

   7. Describe the role of a Renewals Manager

      1. integration with other account team roles

      2. in renewals

   8. Describe the measurements of success for the RM role

2. Business Acumen

   1. Explain the value of the products, solutions and services to meet business objectives

   2. Utilize the output from tools (such as TPV and icebreaker) to communicate customer products, solutions, and services

   3. Interpret the implications of key financial terms (such as CAPEX, OPEX) on customer procurement options and buying motions

   4. Describe:

      1. Available To Renew

      2. Annual Recurring Revenue

   5. Describe the renewal cycle

   6. Assess the financial and service impacts of on-time and delayed renews

   7. Develop an action plan based on renewal risks

   8. Determine the impact of renewals related to Cisco and other products on the company's metrics

   9. Describe contract elements that drive value for customers

   10. Identify recommended actions for contract success

3. Leadership

   1. 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

   2. Perform an end-to-end renewals motion with the customer, in a partnership with the account team

   3. Identify upsell/ cross sell opportunities through renewals motion, that can deliver higher value outcomes for the customer and incremental ARR for vendor

   4. Describe the customer’s procurement process

   5. Explain how the customer perceives value of their IT solutions

   6. Identify the steps for developing a renewal quote

   7. Identify steps to process exceptions or non-standard elements of a renewal quote

   8. Identify the steps for processing an order

4. Cisco Tools and Processes

   1. Explain Smart Accounts and Smart Licensing

   2. Describe:

      1. TPV

      2. Cisco Ready toolset

   3. Explain Enterprise agreements

   4. Explain licensing models

   5. Explain the CX Portfolio (including newly introduced offers)

The ultimate guide to fulfill the Renewals Manager role and help customers achieve their business outcomes

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What you will learn

• Gain knowledge of the Customer Experience (CX) concepts and tools covered in the Renewals Manager practices
• Explain Renewals Manager tasks and describe the role of a Renewals Manager
• Explain the value of the products, solutions and services to meet business objectives

Rating: 4.66667

Level: Beginner Level

Duration: 1.5 hours

Instructor: Trung Pham Bao