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IBM M2090-618 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| 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 |
| Competitive Positioning | - Differentiation of IBM analytics vs competing BI platforms - Common objection handling scenarios |
| Midmarket Positioning and Sales Approach | - Understanding midmarket customer needs and buying drivers - IBM sales methodology and solution positioning |
| IBM Analytics Solutions Overview | - IBM Planning Analytics overview - IBM Cognos Analytics overview and capabilities - IBM SPSS and predictive analytics basics |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
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. Offer a blanket discount on future purchases
- C. Create a case study directly after the sale closes
- D. Recommend entitlement expansion immediately after closing
Correct Answer: A 🗳️
At a minimum, what IBM Cognos Express software entitlement(s) does each customer require?
- A. IBM Cognos Express Administrator and an IBM Cognos Express Connector
- B. IBM Cognos Express Connector and one of the user roles
- C. IBM Cognos Express Administrator. IBM Cognos Express Connector and IBM Cognos Express Consumer
- D. IBM Cognos Express Administrator
Correct Answer: B 🗳️
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. How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
- C. Do you have visibility into how your suppliers are impacting your production line efficiency?
- D. Are business users able to create reports and analyze information or are they reliant on IT for this information?
Correct Answer: D 🗳️
Which is an accurate description of the buyers in the Business Analytics Mid market?
- A. Buyers in the Midmarket are shifting toward the Line of Business.
- B. Buyers in the Midmarket are shifting toward Information Technology.
- C. Buyers in the Midmarket are shifting toward Finance.
- D. Buyers in the Midmarket are shifting toward Operations.
Correct Answer: A 🗳️
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Within IBM we use BANT to qualify an opportunity. What does BANT stand for?
- A. Budget. Affordability, Need. Thought Leadership
- B. Budget. Acceptance. Necessity. Tactics
- C. Budget, Access. Need, Timeline
- D. Budget. Authority, Need. Timeline
Correct Answer: D 🗳️
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