In a cloud implementation scenario, what does the sales professional must take into consideration regarding the revenue of a business outcomes selling?

• A.Revenue from this model is realized over a longer period of time.
• B.Revenue from this model is three times bigger than in the traditional product selling.
• C.Revenue from this model could increase in a 25%.
• D.Revenue from this model is immediate.

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Which perspectives are covered in a balanced scorecard?

• A.competition, culture, financial. IT systems
• B.business process, customer, financial, learning, growth
• C.customer, employee, partner, risk
• D.business outcomes, customer, employee, risk

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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 people to focus your customers in a 1 many customer success experience.
• C.Utilize people to focus on the elite customers for a 1.1 or 1:few onsite customer success experience.
• D.Utilize the service team to form a larger internal team to lead the engagement.

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What is a business adoption barrier?

• A.services are unpurchased
• B.lack of customer stakeholder
• C.customer lacks technical knowledge
• D.solution is not implemented

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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.Engage a third-party mediator to develop contract goals and evaluate the objectives at regular intervals.
• B.Have the CIO define a clear IT strategy and implement the suggestions immediately.
• C.Have the CSM define how value should be measured at the end of the contract period.
• D.Adopt a lifecycle approach with a proactive review of service performance against KPIs.

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