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IBM M2020-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| IBM Business Analytics Midmarket Portfolio | 35% | - Positioning and differentiators - IBM Cognos Express family overview - IBM SPSS for midmarket applications - IBM Cognos Insight features and use cases |
| Solution Mapping & Competitive Positioning | 20% | - Matching solutions to customer needs - Upsell and expand scenarios - Competitive differentiation |
| Sales Strategy & Value Proposition | 25% | - Pricing, packaging and financing options - Articulating business value and ROI - Overcoming common objections - Identifying qualified opportunities |
| 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:
Question 1
Which entitlement type does a user need to receive a personalized report from IBM Cognos Express?
A. IBM Cognos Express Recipient User
B. IBM Cognos Express Performance Management User
C. IBM Cognos Express Consumer User
D. No entitlement is required
Question 2
What is a common pain point for a Finance Department?
A. How do I improve performance, profitability and grow my business?
B. Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?
C. How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
D. Do I fully understand my company's cash flow, ROI, compliance, risk, disclosure and regulatory reporting requirements?
Question 3
An existing IBM Midmarket customer wants to know how patterns and trends in their data impact their business.
What capability would help them?
A. Business Intelligence
B. Performance Management
C. Risk Analytics
D. Predictive Analytics
Question 4
A sales organization believes low sales value = low service value. What could you say to overcome that objection?
A. Smooth glide path to the Enterprise solution
B. Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
C. Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
D. Stress the "Easy to Buy" Midmarket message, the products are packaged and priced right; Start small, start anywhere, deliver immediate value, and grow; Recommend available compelling IBM Global Financing offerings
Question 5
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. Authority, Need. Timeline
D. Budget, Access. Need, Timeline
Solutions:
| Question 1 Answer: C | Question 2 Answer: D | Question 3 Answer: D | Question 4 Answer: B | Question 5 Answer: C |
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