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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: IBM Business Analytics Midmarket Portfolio | 30% | - Cognos Insight and SPSS offerings - Deployment options: on-premises, cloud, appliance - IBM Cognos Express family |
| Topic 2: Midmarket Business Analytics Market Overview | 25% | - Key industry trends and business challenges - Value of business analytics solutions - Midmarket customer pain points by department |
| Topic 3: Selling Process and Objection Handling | 20% | - Addressing common customer objections - Needs assessment and qualification - Financing and licensing models |
| Topic 4: Sales Positioning and Value Proposition | 25% | - ROI and total cost of ownership - Competitive differentiation - Easy to buy, install, and grow messaging |
1. What is the software growth opportunity in the Business Analytics Midmarket?
A) The Midmarket is growing slower than the overall Business Analytics software market
B) The Midmarket has not grown year over year
C) The Midmarket is growing faster than the overall Business Analytics software market
D) The Midmarket is growing on par with the overall Business Analytics software market
2. What are the 4 (four) trends shaping the way we live, work and interact?
A) Mobile, Social. Data. Storage
B) Data. Security. Cloud. Social
C) Cloud. Mobile, Security, Data
D) Social, Mobile, Data, Cloud
3. You are in a meeting with the VP of Finance. Which would be a high yield question to ask?
A) Do you have visibility into how your suppliers are impacting your production line efficiency?
B) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
C) Can you tell me how you track the daily volume of your call centers by region and service center?
D) Are business users able to create reports and analyze information or are they reliant on IT for this information?
4. An existing IBM Midmarket customer wants to create reports consisting of existing data along with supporting text that adds context to the data. What capability would help them?
A) IBM Cognos Disclosure Management Express
B) IBM Cognos Controller Express
C) IBM Cognos Express
D) IBM SPSS Modeler Premium
5. What is a common pain point for a Marketing Department?
A) Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
B) Do I fully understand my company's capital structure, ROI, compliance, risk, disclosure and regulatory reporting requirements?
C) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?
D) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?"
Solutions:
| Question # 1 Answer: C | Question # 2 Answer: D | Question # 3 Answer: D | Question # 4 Answer: D | Question # 5 Answer: A |
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