Exam Name: IBM Business Analytics Midmarket Foundational Sales Mastery Test v2
Certification Provider: IBM
Corresponding Certification: Sales Mastery
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IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Midmarket Business Analytics Landscape & Trends | 20% | - Market trends and business drivers - Key customer pain points in midmarket - Value of analytics for midmarket organizations |
| Solution Mapping & Competitive Positioning | 20% | - Upsell and expand scenarios - Competitive differentiation - Matching solutions to customer needs |
| IBM Business Analytics Midmarket Portfolio | 35% | - IBM Cognos Insight features and use cases - Positioning and differentiators - IBM Cognos Express family overview - IBM SPSS for midmarket applications |
| Sales Strategy & Value Proposition | 25% | - Overcoming common objections - Articulating business value and ROI - Identifying qualified opportunities - Pricing, packaging and financing options |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
What is the first and most important validation step that should be taken with any new opportunity?
- A. Determine decision makers
- B. Determine BANT
- C. Determine products
- D. Determine competition
An existing IBM Midmarket customer would like to grow beyond 100 IBM Cognos Express users. What do they need to buy?
- A. Entitlements for IBM Cognos Disclosure Management Express
- B. Entitlements for IBM Cognos Insight
- C. A trade up to entitlements of IBM Cognos TM1 and or IBM Cognos Business Intelligence
- D. Entitlements for additional IBM Cognos Express users
An existing IBM Midmarket customer wants to create reports consisting of existing data along with supporting text that adds context to the data. What capability would help them?
- A. IBM Cognos Disclosure Management Express
- B. IBM Cognos Controller Express
- C. IBM SPSS Modeler Premium
- D. IBM Cognos Express
You are in a meeting with the VP of Finance. Which would be a high yield question to ask?
- A. Are business users able to create reports and analyze information or are they reliant on IT for this information?
- B. Can you tell me how you track the daily volume of your call centers by region and service center?
- C. Do you have visibility into how your suppliers are impacting your production line efficiency?
- D. How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?
- A. Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
- 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. 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.
- D. Look at total cost of ownership (entitlements, IT installation, configuration and programming)
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