Latest 820-605 Exam Questions

Keep services as a primary topic

Focus on the value achieved

Incorporate the sales team’s plan

Target executive priorities

Focus on technical details

Document the session, stakeholder interests, and metrics for leadership

Create a success plan to be reviewed with the customer at the next review meeting

Provide technical configuration for development

Discuss new opportunities and new products to purchase

increase in new subscribers or increase in end users

number of incidents reported or number of compliance issues

reduction in headcount or operational support costs

customer and employee feedback

number of activities completed or increase in direct time

adoption of all the licenses and features the customer purchased leading to expansion to improve the customer’s business

full adoption of all the technologies the customer purchased 

removing barriers so the customer achieves the fastest time to value possible from the solution they purchased

ensuring the customers deployment teams and end users are trained and ready to adopt the technology

Suggest that the customer replace their existing staff

Provide the customer with a chargeable deployment service

Re-enforce the time to value of the solution

Give the customer a discount on a future purchase

expansion of solution features

renewal of solution subscription

purchase of a new solution

deployment of solution

expansion of solution services

payroll

computer equipment

software

office improvements

Service organizations must evolve from a “break fix” business model to proactive and pre-emptive services that help prevent problems for customers before they arise and accelerate solution adoption. The CSM advises and professional services team on the best services to position.

IT budgets are shifting to line of business decision makers who want to understand the business outcomes from technology investments before they purchase. The CSM supports sales with use cases and testimonials for proposed solutions.

IT is increasingly adopting new consumption models. In a subscription economy, customers can cancel subscriptions if business value and tangible outcomes are not realized. The CSM ensures that the customer’s business outcomes are achieved with the shortest time to value.

The accelerated pace of innovation in the era of the Internet of Things confuses many customers. A CSM helps sales position the right technologies that will accelerate success for their business.

risk management

market growth

sustainability

cost efficiency

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.

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.

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.

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.