CSM 820-605 V16.02 (ADJUSTED) Flashcards
Cisco CSM Flash Cards
Which two actions are in adoption campaign? (Choose two.)
A. messaging to users on best practice approaches to their solution
B. messaging to stakeholders on new product releases
C. messaging to stakeholders on the new features of their solution
D. survey sent to all end users
E. renewal reminder to stakeholders
A. messaging to users on best practice approaches to their solution
*C. messaging to stakeholders on the new features of their solution*
D. survey sent to all end users
Which action should be taken to identify and remove barriers when a customer moves from the Implement to the Use stage in the lifecycle?
A. Provide break-fix support for technical problems experienced or observed by the customer.
B. Provide training content to address current and existing barriers.
C. Provide a detailed cost structure for the management team.
D. Provide direct and in-depth technical expertise upon customer request.
D. Provide direct and in-depth technical expertise upon customer request.
Which type of analytics has telemetry that demonstrates the customer’s use of the software and actions to date?
A. diagnostic
B. descriptive
C. prescriptive
D. predictive
A. diagnostic
A customer’s call center unexpectedly moved from in-person to remote operations and discovered that agents could no longer record their calls. The customer escalates this problem to their Customer Success Manager and requests a resolution. The Customer Success Manager recognizes that the customer is using collaboration products with outdated software. What is the first step of the mitigation plan?
A. Evaluate the availability of resources to work on the problem.
B. Engage a specialist to identity a technical solution or workaround.
C. Conduct an assessment of the business impact of the problem.
D. Establish a timeline of when a solution must be in place.
C. Conduct an assessment of the business impact of the problem.
How are operating expenses (OpEx) different from capital expenses (CapEx)?
A. OpEx are investments a company pays for up-front, while CapEx are the on-going costs to run a business.
B. OpEx includes software licenses with contracts that have user rights in perpetuity, while CapEx includes software services that are easily reconfigured.
C. OpEx is expenses for the day-to-day operation of a business, while CapEx is investments in assets.
D. OpEx has depreciation, while there is no deprecation with CapEx.
C. OpEx is expenses for the day-to-day operation of a business, while CapEx is investments in assets.
What is the purpose of capturing moments of success with a customer?
A. expanding the purchased solution
B. recognizing the value of the engagement
C. renewing the contract and subscription
D. validating deployment of the solution
B. recognizing the value of the engagemen
You are a Customer Success Manager and have just been assigned a strategic new account. Which course of action is the best to help you prepare for the first customer introduction meeting?
A. Engage with the account team to understand the expansion opportunities
B. Perform a deep analysis of all the sales orders to the past 24 months
C. Build an understanding of your customer’s business and market trends and priorities
D. Speak the internal contacts to understand the customer sentiment and outstanding escalations
C. Build an understanding of your customer’s business and market trends and priorities
What is a key driver that is creating the need for customer success?
A. financial resources
B. subscription economy
C. advanced specializations
D. portfolio management
B. subscription economy
What is a financial implication of churn?
A. loss of revenue
B. increased production
C. reduced product utilization
D. contract expansion
A. loss of revenue Reference: https://www.clientsuccess.com/blog/true-cost-customer-churn-part-1/
A customer is coming up for renewal in 180 days for three solutions. One of the solutions has not been fully enabled. The other two solutions are in regular use in production. How should the Customer Success Manager address the one solution that has not been fully enabled?
A. Contact the services team and request that they reach out to the customer to address the solution
B. Make the renewals manager aware that the one solution is not fully implemented but the other two are fine
C. Investigate why the customer has not enabled the solution and work with the sales and renewals teams to address the issue
D. No action is needed because the customer will probably renew and you can address the issue after the renewal
C. Investigate why the customer has not enabled the solution and work with the sales and renewals teams to address the issue
Which action should be taken when new company leadership is forcing a competitor’s solution?
A. Recheck the value realized by the current solution.
B. Demonstrate how the current solution is a lower-cost solution than competitors.
C. Hold an executive briefing to evaluate risks of the proposed solution.
D. Tell the new leadership about the long-standing relationship between two companies.
A. Recheck the value realized by the current solution.
During the delivery of a security solution, adoption barriers were identified. Those barriers were addressed, and the customer’s business goals are now fulfilled. The customer is pleased with their solution and shares this experience in blogs and social media. In which stage is the customer?
A. Adoption
B. Optimize
C. Expand
D. Advocate
D. Advocate
Which two outcomes are the goals of the initial customer meeting to onboard the customer into customer success? (Choose two.)
A. completion of customer training
B. confirmation of customer business outcomes
C. review of product roadmap
D. scheduling of Quarterly Success Review
E. agreement of key stakeholders
B. confirmation of customer business outcomes & E. agreement of key stakeholders
Which of these is included in a success plan?
A. confidential customer information
B. customer business outcomes
C. customer HR processes
D. services cost
B. customer business outcomes
From a Customer Success perspective, which reason to monitor your customer’s health is the most important?
A. It provides the opportunity to address any changes in the customer’s experience or actions around the solution
B. It allows the customer to identify unused licenses so they can be addressed via a service improvement plan
C. Understanding your customer’s health directly enables renewals
D. It gives the customer valuable insight so they can automatically renew critical on time
C. Understanding your customer’s health directly enables renewals Reference: https://www.gainsight.com/customer-success-best-practices/how-to-score-customer-health/
What are two examples of leveraging data to identify a customer barrier? (choose two)
A. noting change in customer executive team
B. consulting the health index
C. providing training recommendations
D. reviewing installed base details
E. evaluating feedback from the customer operations team
B. consulting the health index & E. evaluating feedback from the customer operations team
What is the customer success objective of a Quarterly Success Review?
A. Introduce new products and services.
B. Evaluate renewal contract.
C. Align work effort to outcomes.
D. Create a success plan.
D. Create a success plan.
*C. Align work effort to outcomes.*
What is the term for the gap between the features and functions that customers purchase and the features and functions that they use?
A. capability gap
B. financial gap
C. consumption gap
D. organizational gap
C. consumption gap Reference: https://www.customersuccessmanager.com/blogs/the-consumption-gap
Which method is directly associated with evaluating a customer outcome?
A. milestones
B. key performance indicators
C. metrics
D. benchmarks
D. benchmarks
Your client, the Director of IT Policy and Governance of Easternbank, has just informed you that the CIO is dissatisfied with the current level of utilization of the collaboration solution that was deployed 3 months ago. The client has requested a meeting to improve the situation. Which reports are critical to the success of the meeting?
A. number of users registered, bandwidth utilization, number of training sessions user joined
B. number of users registered, service logs, number of users
C. number of users registered, number of meetings user initiated, number of meetings user joined
D. network utilization, number of meetings user initiated, number of users
C. number of users registered, number of meetings user initiated, number of meetings user joined
In which stage does the Customer Success Manager initially validate stakeholders?
A. onboarding
B. deployment
C. utilization
D. purchase
A. onboarding
Which two actions should the Customer Success Manager take throughout the quarter to support their customer? (Choose two.)
A. No action is necessary as long as the health index is green
B. Observe the online image of the customer
C. Review and update the success plan for ongoing activities
D. Manage the service issues and escalations
E. Join the sales and marketing strategy meetings
A. No action is necessary as long as the health index is green
C. Review and update the success plan for ongoing activities
*D. Manage the service issues and escalations* instead of A.
Throughout the customer lifecycle, opportunities can occur that lead to customers becoming advocates for the Customer Success Manager’s company. Which two opportunities can lead to advocacy? (Choose two.)
A. moments of success when the customer acknowledges progress
B. successful contract renewal
C. green health scores over intermittent time periods
D. continuing results based on unexpected value
E. results that are not measurable
A. moments of success when the customer acknowledges progress & B. successful contract renewal
A customer voices frustration because the purchased solution is not being adopted as expected within the organization, and the organization’s new leadership does not have a historical perspective of the expected outcomes. Which two activities should the Customer Success Manager initiate to create mitigation plans to address these risk factors? (Choose two)
A. Research the list of accelerators.
B. Review the account health score.
C. Analyze the adoption report.
D. Examine the recent QBR results.
E. Evaluate the architecture value cards.
C. Analyze the adoption report. & D. Examine the recent QBR results.
Which activity reduces the risk of chum?
A. providing a discount on renewal
B. lowering the service level
C. expanding the customer footprint
D. educating on product features
C. expanding the customer footprint
*D. educating on product features*
What defines customer success?
A. the business methodology of ensuing that customers are always on the latest software releases and subscription contracts so customers can focus on core business activities.
B. a measure of the Net Promoter Score resulting from a disciplined engagement of sales, services, marketing, and customer success teams working seamlessly together to deliver a positive experience.
C. the business methodology of ensuring that customers achieve their expected and unexpected outcomes while using the product or service.
D. the business methodology for increasing recurring revenues by minimizing the risk of churn while driving adoption and expansion.
C. the business methodology of ensuring that customers achieve their expected and unexpected outcomes while using the product or service.
What is the first step a Customer Success Manager should take to identify why the solution was purchased?
A. Review the bill of materials
B. Evaluate the Customer Success Plan
C. Collaborate with the sales team.
D. Engage with the customer
D. Engage with the customer
The CIO of a bank and their vendor have a significant disagreement over the value of the work that was delivered the past two years under the existing managed-services contract. The contract renewal process was delayed over three months, with considerable risk to both parties. Which best practice will help prevent this type of disagreement?
A. Adopt a lifecycle approach with a proactive review of service performance against KPIs.
B. Have the CSM define how value should be measured at the end of the contract period.
C. Engage a third-party mediator to develop contract goals and evaluate the objectives at regular intervals.
D. Have the CIO define a clear IT strategy and implement the suggestions immediately.
*A. Adopt a lifecycle approach with a proactive review of service performance against KPIs.*
C. Engage a third-party mediator to develop contract goals and evaluate the objectives at regular intervals.
Which element evaluates a customer outcome?
A. key performance indicators
B. milestones
C. metrics
D. benchmarks
A. key performance indicator
Which Key Performance Indicators contribute to customer value achievements?
A. profit and risk reduction
B. employee usage and training volume
C. product, services, and sales
D. cost, time, and customer satisfaction
D. cost, time, and customer satisfaction
What is a consideration in evaluating readiness for adoption?
A. Identify features or functions that are not deployed or underutilized.
B. Identify potential accelerators that could optimize performance.
C. Review customer acceptance test plan.
D. Validate that all required items have been purchased.
C. Review customer acceptance test plan.
What is Quarterly Success Review?
A. new success plan that focuses on the upcoming goals for the customer.
B. gap analysis that focuses on the state of the customer’s current architecture.
C. technical analysis that outlines the implementation plan and adoption barriers.
D. a conversation that outlines key initiatives that are agreed upon in the success plan.
A. new success plan that focuses on the upcoming goals for the customer.
*D. a conversation that outlines key initiatives that are agreed upon in the success plan.*
On which two objectives should communication with customer executives focus? (Choose two)
A. return on investment
B. new sales
C. product improvement
D. user training
E. time to value
A. return on investment & E. time to value
Which definition of a use case is true?
A. comparison of the marketing description of what a product does to the customer’s experience
B. list of actions or event steps that a customer uses
C. list of actions or event steps that typically defines the interactions between a role and a system to achieve a goal
D. list of instructions that customer uses for their software
C. list of actions or event steps that typically defines the interactions between a role and a system to achieve a goal
A large university has deployed a new IT solution designed to improve the overall student and staff experience. Which approach to measure success is the best?
A. Twice yearly student and staff surveys with two QUESTIONs related to IT
B. Measure the number of complaints raised by students
C. Combination of tailored surveys and IT tools-based metrics
D. Implement staff Super Users to provide feedback
C. Combination of tailored surveys and IT tools-based metrics
A Customer Success Manager must deliver high touch customer success experience. Which customer engagement model must be used?
A. Utilize a digital engagement so all your customers experience the touch of customer success
B. Utilize people to focus on the elite customers for a 1:1 or 1: few onsite customer success experience
C. Utilize the service team to form a larger internal team to lead the engagement
D. Utilize people to focus your customers in a 1: many customer success experience
B. Utilize people to focus on the elite customers for a 1:1 or 1: few onsite customer success experience
Which role within a Customer Success organization acts as a single contact point for a customer across multiple technologies?
A. Delivery Team
B. Account Manager
C. Customer Success Manager
D. Customer Success Specialist
C. Customer Success Manager
A customer has finalized all of their solution planning and will be deploying it over the next two weeks. As the customer Success Manager, what is the next logical step to focus on for the customer’s lifecycle journey?
A. Quarterly Success Review build and delivery
B. service introduction to confirm that they know how to submit service issues at the go live
C. initial user group identified and their use cases confirmed
D. customer’s stakeholders and their business outcomes
E. additional features that will align with the business outcomes
C. initial user group identified and their use cases confirmed & D. customer’s stakeholders and their business outcomes
Which tool is used by a Customer Success Manager to establish cross-functional alignment, ensure efficient execution and communication across a project team, and facilitate stakeholder management?
A. KPIs
B. Stakeholder Map
C. RACI
D. Health Index Report
B. Stakeholder Map
What is the value proposition of customer success for customers?
A. business vision support
B. technical assistance prioritization
C. external publicity
D. incremental rewards
A. business vision support