IBM TRIRIGA Real Estate and Facility Management Sales Mastery Test v1 Set 1

1.

What is a benefit of the TRIRIGA Workplace Enterprise-Class Application system?

A single suite of modular applications that manages across the entire workplace function Five low-cost stand-alone applications integrated using Omnibus and SOAP interfaces Automates EH&S regulatory compliance Fully compliant with Sarbanes-Oxley regulatory requirements

2.

All pricing includes first year maintenance and support.

1 Only for first-time purchases of the software Only for additional license purchases after initial order

3.

TRIRIGA Projects offers enterprise project management, program management, fund source management and vendor bid management capabilities to deliver which business benefits?

Identifies program funding priorities to streamline project portfolio management Analyzes project risks and rewards to improve project planning decisions Increases effectiveness of project delivery to accelerate project schedules All of the above

4.

Why is it recommended to introduce a Business Value Analysis early in the sales cycle?

It helps to qualify the opportunity and introduces TRIRIGA value propositions to build a business case. You need to charge for the BVA. and establish that requirement earlier is better. There's typically no time at the end of the cycle to gather required information. The customer will not believe the numbers past the mid-point of the sales cycle.

5.

What is a good way to communicate the quantified benefits of the TRIRIGA IWMS system to a prospect?

Setup a site visit with an existing customer. A Business Value Analysis whose goal is to quantify potential benefits based on best practices and proven customer results. Invite the prospect to attend PULSE to hear results from peers in the industry. Make up some numbers and name-drop various analyst reports.

6.

Licensee must obtain an entitlement for each Install of the Program on a Java Application Server (e.g. Webshpere. JBoss, WebLogic).

1 Only for first-time purchases of the software Only for additional license purchases after initial order

7.

TRIRIGA Projects offers enterprise project management, program management, fund source management and vendor bid management capabilities to deliver which business benefits?

Reduce inventory and spare parts Improve maintenance work order to technician ratios Improve worker productivity Reduce operating costs while delivering high quality services

8.

Identity the benefits of conducting a Cost-Benefit Analysis.

Helps you charge higher prices for the solution. Gives Executives analysis required to manage their operations. Presents a narrow-focus on trouble spots and best way to resolve. Provide investment justification based on expected results and identifies areas of greatest potential payback.

9.

Compliance with new rules is driving the need tor new software systems, including:

New transaction-level systems simplify loading leases, maintaining financial assumptions, and producing auditable reports 55% fewer workspaces required, 2% less water consumed Move away from Excel-based tracking to lease accounting software that scales to thousands of leases Solution to support facility planning to increase returns on assets across their portfolio All of the above

10.

What is the best way to position Challengers, like FM Systems. Oracle and SAP?

Challengers require multiple applications and database integrations to build single IWMS solution Challengers have untested products and service quality Challengers have weaknesses or gaps in their product or service offerings Challengers are typically limited to one geographic region

IBM TRIRIGA Real Estate and Facility Management Sales Mastery Test v1 Set 1

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IBM TRIRIGA Real Estate and Facility Management Sales Mastery Test v1 Set 1

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