IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Set 1

IBM Cognos Express Consumer User ✘ No entitlement is required ✘ IBM Cognos Express Recipient User ✘ IBM Cognos Express Performance Management User ✔

Are they looking for a Business Analytics product? ✘ Are they satisfied with their current Business Intelligence solution? ✘ Are they using a data warehouse? ✘ Are they having specific business pains? ✔

Entitlements for additional IBM Cognos Express users ✘ A trade up to entitlements of IBM Cognos TM1 and or IBM Cognos Business Intelligence ✘ Entitlements for IBM Cognos Disclosure Management Express ✘ Entitlements for IBM Cognos Insight ✔

Customer Centric Outcomes and Operational Optimization ✘ Operational Outcomes and Risk/Financial Management ✘ Employee Collaboration and Customer Centric Outcomes ✘ Risk/Financial Management and New Business Model ✔

Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills ✘ Compare total cost of ownership (entitlements, IT installation, configuration and programming) ✘ Stress the Easy to Buy message; the products are packaged and priced right. Start small, startanywhere, deliver immediate value, and grow. Investigate the availability of compelling IBM Global Financing offerings ✘ Limited IT skills are required for Express to be installed and maintained; no coding required.Partners can help with building trusted data and initial applications and the system can be owned and operated by a technical business user. Offer the Partner demos or a Partner led try and buy. ✔

Cloud. Mobile, Security, Data ✘ Social, Mobile, Data, Cloud ✘ Mobile, Social. Data. Storage ✘ Data. Security. Cloud. Social ✔

Breadth, Depth, Easy to buy ✘ Easy, Complete. Priced right ✘ Easy to use. Simple to install. Priced right ✘ Simple, Complete. Affordable ✔

What products do they prefer ✘ What is their role and individual agenda ✘ What is their role in the project ✘ How does the project impact their jobs ✔

Are my back-office and supply chain infrastructure and processes effective, maximizing profitability? ✘ How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits? ✘ Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market? ✘ Do I fully understand my companys capital structure. ROI. compliance, risk, disclosure and regulatoryreporting requirements? ✔

The customer has revealed their business pains ✘ The customer indicates the solution being offered balances functionality with affordability ✘ The customer is BANT qualified ✘ The customer has a compelling reason to act ✔