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IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Sales Strategy & Value Proposition | 25% | - Overcoming common objections - Articulating business value and ROI - Identifying qualified opportunities - Pricing, packaging and financing options |
| Midmarket Business Analytics Landscape & Trends | 20% | - Value of analytics for midmarket organizations - Market trends and business drivers - Key customer pain points in midmarket |
| 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 - Positioning and differentiators - IBM Cognos Insight features and use cases - IBM Cognos Express family overview |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
1. You are in a meeting with the VP of Finance. Which would be a high yield question to ask?
A) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
B) Do you have visibility into how your suppliers are impacting your production line efficiency?
C) Can you tell me how you track the daily volume of your call centers by region and service center?
D) Are business users able to create reports and analyze information or are they reliant on IT for this information?
2. Which entitlement type does a user need to receive a personalized report from IBM Cognos Express?
A) No entitlement is required
B) IBM Cognos Express Consumer User
C) IBM Cognos Express Performance Management User
D) IBM Cognos Express Recipient User
3. An existing IBM Cognos Express Performance Management customer needs self service reporting, visualization capabilities in the form of reports and dashboards to drive decision making. Which solution would provide those capabilities?
A) IBM Cognos Express Business Intelligence
B) IBM SPSS Modeler
C) IBM Cognos Insight
D) IBM Cognos Disclosure Management Express
4. Where do Partner leads need to be registered to earn the Midmarket incentive?
A) Global Partner Portal
B) Software Value Plus
C) Software Value Incentive
D) Software Quote and Order
5. At a minimum, what IBM Cognos Express software entitlement(s) does each customer require?
A) IBM Cognos Express Administrator
B) IBM Cognos Express Connector and one of the user roles
C) IBM Cognos Express Administrator and an IBM Cognos Express Connector
D) IBM Cognos Express Administrator. IBM Cognos Express Connector and IBM Cognos Express Consumer
Solutions:
| Question # 1 Answer: D | Question # 2 Answer: B | Question # 3 Answer: A | Question # 4 Answer: C | Question # 5 Answer: B |
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