How are operating expenses (OpEx) different from capital expenses (CapEx)?

• A.OpEx includes software licenses with contracts that have user rights in perpetuity, while CapEx includes software services that are easily reconfigured.
• B.OpEx is expenses for the day-to-day operation of a business, while CapEx is investments in assets.
• C.OpEx has depreciation, while there is no deprecation with CapEx.
• D.OpEx are investments a company pays for up-front, while CapEx are the on-going costs to run a business.

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Which statement describes the difference between customer success and customer sales?

• A.Customer sales is about selling solutions to meet business needs. Customer success is about finding product opportunities for sales as the customer utilizes their current solution.
• B.Customer sales is about selling solutions to meet business needs. Customer success is about getting customers to utilize those solutions to get the value they intended.
• C.Customer sales is about getting customers to utilize their solutions to get the value they intended. Customer success is about expanding the customer's portfolio.
• D.Customer sales is about getting customers to utilize their solutions to get the value they intended. Customer success is about making sure the customer deploys the solution within an effective timeline.

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During the past few months, the Customer Success Manager has been working on adoption sessions with all Network Security Staff from Company ABC. They had significant progress in how administrators are using the solution, implementing best practices, and reducing by half the time they spend performing a repetitive task. However, in a recent conversation, upper management questioned the renewal of the solution subscription. Which barrier must the CSM overcome?

• A.data
• B.business
• C.operational
• D.technical

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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 the service team to form a larger internal team to lead the engagement
• C.Utilize people to focus on the elite customers for a 1:1 or 1:few onsite customer success experience
• D.Utilize people to focus your customers in a 1:many customer success experience

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Which definition of customer success is true?

• A.It is a business methodology for increasing recurring revenues by minimizing the risk of churn while driving adoption and expansion.
• B.It is the business methodology of ensuring that customers achieve their expected and unexpected outcomes while using your product or service.
• C.It is a measure of the Net Promoter Score that results from a disciplined engagement of sales, services, marketing, and customer success teams working seamlessly to deliver a positive experience for the customer.
• D.It is the business methodology of ensuring that customers are always on the latest software releases and subscription contracts so that they can focus on the core business activities that make them successful.

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