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IBM M2090-618 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Topic 1: IBM Analytics Solutions Overview | - IBM Planning Analytics overview - IBM SPSS and predictive analytics basics - IBM Cognos Analytics overview and capabilities |
| Topic 2: Customer Use Cases and Value Messaging | - Forecasting and planning scenarios for midmarket organizations - Reporting, dashboarding, and business intelligence use cases |
| Topic 3: Competitive Positioning | - Common objection handling scenarios - Differentiation of IBM analytics vs competing BI platforms |
| Topic 4: Midmarket Positioning and Sales Approach | - Understanding midmarket customer needs and buying drivers - IBM sales methodology and solution positioning |
| Topic 5: IBM Business Analytics Portfolio Overview | - Key value propositions of IBM Business Analytics solutions - IBM analytics and data platform overview for midmarket customers |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
What is the definition of an IBM sales stage 04 qualified opportunity?
- A. The customer has been BANT qualified.
- B. An opportunity exists within an organization to either solve a problem or take advantage of an opportunity that either decreases costs, increases revenue, complies with regulations or decreases risk.
- C. The organization has funding (budget) or can achieve funding (budget) that is commensurate with the solutions 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.
- D. The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).
Correct Answer: C 🗳️
What is the software growth opportunity in the Business Analytics Midmarket?
- A. The Midmarket has not grown year over year
- B. The Midmarket is growing slower than the overall Business Analytics software market
- C. The Midmarket is growing faster than the overall Business Analytics software market
- D. The Midmarket is growing on par with the overall Business Analytics software market
Correct Answer: C 🗳️
What would be a good next step to develop the relationship with the customer after the sale?
- A. Create a case study based on their successful implementation
- B. Recommend entitlement expansion immediately after closing
- C. Offer a blanket discount on future purchases
- D. Create a case study directly after the sale closes
Correct Answer: A 🗳️
Where can you find specific Business Analytics Midmarket customer success stories?
- A. AnalyticsZone.com website
- B. DeveloperWorks
- C. IBM.com Website
- D. Customer Reference Database
Correct Answer: C 🗳️
Identify the capability area that is NOT directly contained within IBM's Midmarket portfolio
- A. Smarter Commerce
- B. Business Intelligence
- C. Financial Performance Management
- D. Predictive Analytics
Correct Answer: C 🗳️
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