IBM Business Analytics Midmarket Foundational Sales Mastery Test v2

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IBM Business Analytics Midmarket Foundational Sales Mastery Test v2

What is the definition of an IBM sales stage 04 qualified opportunity?

The customer has funding and will buy something, and is considering multiple sources; uncertainty
exists (no solution yet). ✘ An opportunity exists within an organization to either solve a problem or take advantage of anopportunity that either decreases costs, increases revenue, complies with regulations or decreases risk. ✘ The organization has funding (budget) or can achieve funding (budget) that is commensurate with thesolutions that you provide, has people within the sphere of influence of the sponsor with the authority to
buy. and has a compelling point in time when the solution to the issue should be implemented. ✘ The customer has been BANT qualified. ✔

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Answer & Solution

Answer: Option B

Solution:

It provides fallback for IE8.

The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?

Marketing will own and influence 50 to 60% of the IT budget ✘ Finance will own and influence a high percentage of IT budgets ✘ HR will own and influence over 50% of the of IT budgets ✘ IT has a seat at the table to facilitate innovation ✔

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Answer & Solution

Answer: Option B

Solution:

It provides fallback for IE8.

What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector?

150 ✘ 100 ✘ 50 ✘ No limit ✔

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Answer & Solution

Answer: Option B

Solution:

It provides fallback for IE8.

What is the software growth opportunity in the Business Analytics Midmarket?

The Midmarket is growing on par with the overall Business Analytics software market ✘ The Midmarket is growing slower than the overall Business Analytics software market ✘ The Midmarket is growing faster than the overall Business Analytics software market ✘ The Midmarket has not grown year over year ✔

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Answer & Solution

Answer: Option B

Solution:

It provides fallback for IE8.

You are in a meeting with the VP of Finance. Which would be a high yield question to ask?

Can you tell me how you track the daily volume of your call centers by region and service center? ✘ How do you communicate plans and forecasts to other groups in the company such as operations,research and development and sales? ✘ Do you have visibility into how your suppliers are impacting your production line efficiency? ✘ Are business users able to create reports and analyze information or are they reliant on IT for thisinformation? ✔

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Answer & Solution

Answer: Option B

Solution:

It provides fallback for IE8.

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?

IBM Cognos Express ✘ IBM Cognos Disclosure Management Express ✘ IBM Cognos Controller Express ✘ IBM SPSS Modeler Premium ✔

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Answer & Solution

Answer: Option B

Solution:

It provides fallback for IE8.

Which one of the following is a key pain point that an IT Manager in the Midmarket is most likely to mention?

I need to better identify opportunities, allocate marketing budget and track marketing campaigns. ✘ My team struggles to analyze financial data from profit and loss accounts, cash flow information andbalance sheets. ✘ I only have a small team and have difficulty servicing all the requests for ERP reports from the businessusers. ✘ I have trouble managing my company's compliance, risk, disclosure and regulatory reportingrequirements ✔

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Answer & Solution

Answer: Option B

Solution:

It provides fallback for IE8.

At a minimum, what IBM Cognos Express software entitlement(s) does each customer require?

IBM Cognos Express Administrator ✘ IBM Cognos Express Administrator and an IBM Cognos Express Connector ✘ IBM Cognos Express Administrator. IBM Cognos Express Connector and IBM Cognos ExpressConsumer ✘ IBM Cognos Express Connector and one of the user roles ✔

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Answer & Solution

Answer: Option B

Solution:

It provides fallback for IE8.

Which is an accurate description of the buyers in the Business Analytics Mid market?

Buyers in the Midmarket are shifting toward Finance. ✘ Buyers in the Midmarket are shifting toward the Line of Business. ✘ Buyers in the Midmarket are shifting toward Operations. ✘ Buyers in the Midmarket are shifting toward Information Technology. ✔

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Answer & Solution

Answer: Option B

Solution:

It provides fallback for IE8.

10.

Your prospect said. We dont have the resources or expertise in IT to implement this solution. How would you overcome the objection?

Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value. ✘ Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can helpwith building trusted data and initial applications, the system can be owned and operated by a technical
business user. Offer partner demos or a partner led try and buy. ✘ Look at total cost of ownership (entitlements, IT installation, configuration and programming) ✘ If the prospect has only a few OLAP cubes, there is a reasonable case to be made to migrate to ICAS(IBM Cognos TM1) as it is a highly rated OLAP server. If they have many heterogeneous OLAP sources, this may be a better fit for the enterprise solution. ✔

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Answer & Solution

Answer: Option B

Solution:

It provides fallback for IE8.

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