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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Midmarket Business Analytics Landscape & Trends | 20% | - Key customer pain points in midmarket - Value of analytics for midmarket organizations - Market trends and business drivers |
| Topic 2: Sales Strategy & Value Proposition | 25% | - Pricing, packaging and financing options - Overcoming common objections - Identifying qualified opportunities - Articulating business value and ROI |
| Topic 3: IBM Business Analytics Midmarket Portfolio | 35% | - IBM Cognos Insight features and use cases - IBM Cognos Express family overview - IBM SPSS for midmarket applications - Positioning and differentiators |
| Topic 4: Solution Mapping & Competitive Positioning | 20% | - Matching solutions to customer needs - Upsell and expand scenarios - Competitive differentiation |
Question 1
Identify the offering that is NOT a part of the IBM Midmarket portfolio:
A. IBM SPSS Data Collection
B. IBM SPSS Modeler
C. IBM Social Media Analytics
D. IBM Cognos Express
Question 2
How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?
A. The 64 bit requirement is for the server, not end-users. You will be delighted by the cost/performance metrics of 64 bit machines. RAM is not expensive and 64 bit machines make great use of it.
B. If the prospect has only a single other security source, then for small numbers of users it is not difficult to load CAM with the information. Active Directory is the Microsoft standard and will be prevalent in the majority of midsize companies
C. 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, the enterprise solution may be a better fit
D. Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
Question 3
During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask?
A. Are you able to identify which promotional periods or campaigns were the most productive in converting leads?
B. What happens when you need to combine information from multiple data sources to produce business reports?
C. How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
D. How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
Question 4
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
Question 5
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 is growing on par with the overall Business Analytics software market
C. The Midmarket has not grown year over year
D. The Midmarket is growing faster than the overall Business Analytics software market
Solutions:
| Question 1 Answer: C | Question 2 Answer: D | Question 3 Answer: D | Question 4 Answer: D | Question 5 Answer: D |
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