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IBM M2090-618 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Competitive Positioning | - Common objection handling scenarios - Differentiation of IBM analytics vs competing BI platforms |
| Customer Use Cases and Value Messaging | - Reporting, dashboarding, and business intelligence use cases - Forecasting and planning scenarios for midmarket organizations |
| Midmarket Positioning and Sales Approach | - IBM sales methodology and solution positioning - Understanding midmarket customer needs and buying drivers |
| IBM Business Analytics Portfolio Overview | - IBM analytics and data platform overview for midmarket customers - Key value propositions of IBM Business Analytics solutions |
| IBM Analytics Solutions Overview | - IBM SPSS and predictive analytics basics - IBM Planning Analytics overview - IBM Cognos Analytics overview and capabilities |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
What would you look for as an indication that an opportunity is ready to close?
- A. The customer indicates the solution being offered balances functionality with affordability
- B. The customer is BANT qualified
- C. The customer has a compelling reason to act
- D. The customer has revealed their business pains
Correct Answer: A 🗳️
What is a common pain point for a Sales Department?
- A. How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
- B. Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
- C. Are my back-office and supply chain infrastructure and processes effective, maximizing profitability?
- D. Do I fully understand my company's capital structure. ROI. compliance, risk, disclosure and regulatory reporting requirements?
Correct Answer: B 🗳️
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Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?
- A. Look at total cost of ownership (entitlements, IT installation, configuration and programming)
- B. 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.
- C. Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
- D. Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with 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.
Correct Answer: D 🗳️
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What are the 4 (four) trends shaping the way we live, work and interact?
- A. Mobile, Social. Data. Storage
- B. Cloud. Mobile, Security, Data
- C. Social, Mobile, Data, Cloud
- D. Data. Security. Cloud. Social
Correct Answer: C 🗳️
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Which is the most important question to focus on to address customer need?
- A. Are they using a data warehouse?
- B. Are they looking for a Business Analytics product?
- C. Are they satisfied with their current Business Intelligence solution?
- D. Are they having specific business pains?
Correct Answer: D 🗳️
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