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 5)

Questions 21–24

1. 21foundation · easy

   How can an upsell during renewal deliver a higher value outcome for the customer?

   • ABy moving the customer to a lower-cost plan with reduced response times
   • BBy extending the contract term without changing the scope of support
   • CBy reducing the total cost of ownership through a more comprehensive support plan
   • DBy simplifying the invoice to a single annual payment
   Reveal Solution Discussion Select an answer first
2. 22application · medium

   A Renewals Manager is analyzing a customer account. The customer has a standard Solution Support contract and has recently purchased a new Cisco security product. They have not yet bought any support for this new product. The renewal for the existing contract is in 6 months. What is the most effective renewals motion action to capture incremental ARR?

   • ASuggest the customer rely on the warranty for the new product
   • BWait until the main renewal to discuss all options together
   • CProactively approach the customer now to add Solution Support for the new security product
   • DOffer a discount on the existing renewal to incentivize the purchase
   Reveal Solution Discussion Select an answer first
4. 23expert · hard

   A customer is renewing their Solution Support. They have a highly virtualized environment and are planning to migrate some workloads to a hybrid cloud. They are concerned about security and compliance in the cloud. Their current support contract does not cover cloud-specific issues. Which upsell or cross-sell offering would deliver the highest value outcome and address their concerns?

   • AA Success Track focused on hybrid cloud security and compliance best practices
   • BAn expanded Solution Support contract to cover the cloud environment
   • CA one-time Advanced Services security assessment
   • DPLS-S for the software running in the cloud
   Reveal Solution Discussion Select an answer first
5. 24foundation · easy

   Which renewals activity is most likely to reveal a cross-sell opportunity?

   • ASending the renewal quote to the customer for signature
   • BUpdating the renewal forecast in the CRM system
   • CConfirming the customer's billing contact information is up to date
   • DReviewing the customer's support ticket history and identifying recurring issues
   Reveal Solution Discussion Select an answer first