4.1 Identify the Steps to Perform an End-To-End Renewals Motion with the Customer in Partnership with the Account Team 700-805 Practice Questions (Page 1)

Questions 1–5

1. 1application · medium

   After a renewal is signed, the customer's IT director mentions that they expect a detailed onboarding plan for the renewed services. The account team is not aware of this expectation. What should the renewals manager do?

   • ACreate the onboarding plan personally and present it to the customer.
   • BTell the customer that onboarding is not part of the renewal and they should contact support directly.
   • CInclude this expectation in the handoff to customer success and ensure they create an onboarding plan that addresses the customer's request.
   • DAsk the account team to handle the onboarding since they have the relationship.
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2. 2application · medium

   A renewals manager is preparing a renewal proposal for a customer who has a history of negotiating aggressively on price. The account team has indicated that the customer's budget is constrained this year. What should the renewals manager do when preparing the proposal?

   • APresent the renewal at the same price as last year without any value narrative to keep it simple.
   • BOffer a steep discount upfront to preempt negotiation and secure the renewal quickly.
   • CPrepare a value-based proposal that highlights the cost of downtime and the ROI of the support services, while also offering flexible payment terms if possible.
   • DInclude additional products in the proposal to increase the total value and distract from the price.
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4. 3application · medium

   A renewals manager is preparing a renewal proposal for a customer who has expanded their usage significantly over the past year. The account team has provided insights into the customer's strategic initiatives. What should the renewals manager include in the proposal to maximize the chance of a successful renewal?

   • AA proposal that focuses only on the technical features of the products being renewed.
   • BA simple renewal at the previous year's price to avoid any friction and ensure a quick signature.
   • CA proposal that includes multiple optional add-ons to increase the total contract value.
   • DA detailed pricing breakdown that reflects the expanded usage and aligns with the customer's strategic initiatives, presented with a clear value narrative.
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5. 4expert · hard

   A renewals manager is preparing a renewal proposal for a customer who has a complex environment with multiple sites and a mix of on-premises and cloud services. The customer's procurement team requires a detailed breakdown of costs by site. The account team has provided usage data but it is incomplete. What should the renewals manager do?

   • AAsk the customer to provide the missing usage data directly, bypassing the account team.
   • BPresent a single consolidated price for the entire renewal to simplify the proposal and avoid confusion.
   • CWork with the account team to fill the data gaps, then structure the proposal with a cost breakdown by site and a clear value summary for the entire renewal.
   • DUse the incomplete data to create an estimated breakdown and note that final pricing may vary.
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6. 5foundation · easy

   What does qualifying a renewal opportunity involve?

   • ANegotiating pricing with the customer
   • BAssessing the likelihood of renewal and understanding the customer's needs
   • CSending the renewal contract for signature
   • DHanding off the customer to the account team
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