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IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Sales Strategy & Value Proposition | 25% | - Identifying qualified opportunities - Pricing, packaging and financing options - Overcoming common objections - Articulating business value and ROI |
| Solution Mapping & Competitive Positioning | 20% | - Matching solutions to customer needs - Competitive differentiation - Upsell and expand scenarios |
| IBM Business Analytics Midmarket Portfolio | 35% | - IBM SPSS for midmarket applications - IBM Cognos Insight features and use cases - IBM Cognos Express family overview - Positioning and differentiators |
| Midmarket Business Analytics Landscape & Trends | 20% | - Key customer pain points in midmarket - Market trends and business drivers - Value of analytics for midmarket organizations |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
Where can you find specific Business Analytics Midmarket customer success stories?
- A. DeveloperWorks
- B. IBM.com Website
- C. AnalyticsZone.com website
- D. Customer Reference Database
Correct Answer: B 🗳️
Within IBM we use BANT to qualify an opportunity. What does BANT stand for?
- A. Budget, Access. Need, Timeline
- B. Budget. Acceptance. Necessity. Tactics
- C. Budget. Authority, Need. Timeline
- D. Budget. Affordability, Need. Thought Leadership
Correct Answer: C 🗳️
Explanation: Only visible for RealVCE members. You can sign-up / login (it's free).
Identify the capability area that is NOT directly contained within IBM's Midmarket portfolio
- A. Smarter Commerce
- B. Business Intelligence
- C. Predictive Analytics
- D. Financial Performance Management
Correct Answer: D 🗳️
What are the 4 (four) trends shaping the way we live, work and interact?
- A. Data. Security. Cloud. Social
- B. Cloud. Mobile, Security, Data
- C. Mobile, Social. Data. Storage
- D. Social, Mobile, Data, Cloud
Correct Answer: D 🗳️
Explanation: Only visible for RealVCE members. You can sign-up / login (it's free).
Which pain point can IBM Midmarket solutions help overcome?
- A. The customer needs to implement and manage group HR policy across multiple companies
- B. The customer needs an analytic solution that communicates information across the enterprise
- C. The customer has difficulty managing patient records and archiving historical data
- D. The customer is struggling with complex territory to account alignment processes
Correct Answer: B 🗳️
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