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IBM M2090-618 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Midmarket Positioning and Sales Approach | - IBM sales methodology and solution positioning - Understanding midmarket customer needs and buying drivers |
| Competitive Positioning | - Differentiation of IBM analytics vs competing BI platforms - Common objection handling scenarios |
| IBM Analytics Solutions Overview | - IBM SPSS and predictive analytics basics - IBM Cognos Analytics overview and capabilities - IBM Planning Analytics overview |
| Customer Use Cases and Value Messaging | - Reporting, dashboarding, and business intelligence use cases - Forecasting and planning scenarios for midmarket organizations |
| IBM Business Analytics Portfolio Overview | - IBM analytics and data platform overview for midmarket customers - Key value propositions of IBM Business Analytics solutions |
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 competition
- B. Determine BANT
- C. Determine products
- D. Determine decision makers
Correct Answer: C 🗳️
You are in a meeting with the VP of Finance. Which would be a high yield question to ask?
- A. Can you tell me how you track the daily volume of your call centers by region and service center?
- B. Do you have visibility into how your suppliers are impacting your production line efficiency?
- C. How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
- D. Are business users able to create reports and analyze information or are they reliant on IT for this information?
Correct Answer: D 🗳️
Which pain point can IBM Midmarket solutions help overcome?
- A. The customer has difficulty managing patient records and archiving historical data
- B. The customer is struggling with complex territory to account alignment processes
- C. The customer needs to implement and manage group HR policy across multiple companies
- D. The customer needs an analytic solution that communicates information across the enterprise
Correct Answer: D 🗳️
What is the definition of an IBM sales stage 04 qualified opportunity?
- A. 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.
- B. The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).
- C. The customer has been BANT qualified.
- D. 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.
Correct Answer: A 🗳️
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
Correct Answer: B 🗳️
