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| Section | Weight | Objectives |
|---|---|---|
| Success Plan Creation and Development | 25% | - Aligning solutions with customer goals - Defining measurable business outcomes and success criteria - Customer discovery and requirement analysis - Building comprehensive success plans |
| Adoption Barrier Identification and Management | 25% | - Implementing adoption acceleration frameworks - Monitoring and reporting adoption progress - Identifying technical, operational, and organizational barriers - Strategies to remove or mitigate adoption obstacles |
| Renewal and Expansion Opportunities | 15% | - Building long-term customer loyalty and advocacy - Driving successful renewals and contract extensions - Identifying expansion and cross-sell/upsell opportunities |
| Customer Lifecycle Management and Value Realization | 20% | - Demonstrating value and ROI to customers - Engagement models and touchpoints across the lifecycle - Health score assessment and risk management - Usage data analysis and insight generation |
| Customer Success Industry and Framework | 15% | - Cisco customer success methodology - Core concepts and value of customer success - Roles and responsibilities of a Customer Success Manager |
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