4.6 Identify Upsell and Cross-Sell Opportunities Through Renewals Motion That Can Deliver Higher Value Outcomes for the Customer and Incremental ARR for the Vendor (CX Portfolio - Solution Support, Success Tracks, PLS-S) 700-805 Practice Questions (Page 4)

Questions 16–20

1. 16expert · hard

   A customer is renewing a large Solution Support contract. They have a mature IT team that is highly skilled and has a strong internal support process. They rarely open cases and see support as a necessary cost. However, they are planning to deploy a new, complex Cisco solution and are concerned about the risk of a failed implementation. The Renewals Manager must propose an upsell that delivers value without being seen as redundant. Which offering is the best fit?

   • APLS-S for the new solution's software
   • BA discount on the renewal to offset the cost of the new deployment
   • CA higher tier of Solution Support with faster response times
   • DA Success Track focused on implementation best practices and risk mitigation
   Reveal Solution Discussion Select an answer first
2. 17foundation · easy

   What is the effect of a cross-sell of a new CX Portfolio service on the vendor's ARR?

   • AIt has no effect on ARR because the customer already has a contract
   • BIt adds a new recurring revenue stream from the same customer
   • CIt reduces the vendor's cost of service delivery
   • DIt increases the customer's one-time professional services revenue
   Reveal Solution Discussion Select an answer first
4. 18application · medium

   A customer with a $50,000 annual Solution Support contract is up for renewal. During the renewal discussion, they mention a new project to deploy 50 new switches. The Renewals Manager proposes adding Solution Support for those new switches at $200 per switch per year, and a Success Track for the deployment at $15,000 per year. What is the total incremental ARR from this renewals motion?

   • A$25,000
   • B$15,000
   • C$10,000
   • D$75,000
   Reveal Solution Discussion Select an answer first
5. 19expert · hard

   A customer has a standard Solution Support contract and is satisfied with their current support experience. They are planning a major network refresh in the next 12 months and want to ensure their team has the skills to manage the new technology. They have a limited budget for this initiative. The Renewals Manager must choose between proposing a Success Track for the migration or a PLS-S contract for the new software. Which option is the better strategic recommendation?

   • ABoth, because the customer needs both support and guidance for the refresh
   • BNeither, because the customer is satisfied with their current support
   • CSuccess Track, because it directly addresses the need for migration guidance and team readiness
   • DPLS-S, because it provides the necessary software support for the new technology
   Reveal Solution Discussion Select an answer first
6. 20foundation · easy

   What is a key customer value outcome that a cross-sell of a Success Track can provide?

   • AAccelerated adoption and realization of business value from existing Cisco solutions
   • BReduced need for customer IT staff
   • CImmediate hardware replacement for all devices
   • DGuaranteed 100% network uptime
   Reveal Solution Discussion Select an answer first