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| Section | Weight | Objectives |
|---|---|---|
| Midmarket Business Analytics Landscape & Trends | 20% | - Market trends and business drivers - Value of analytics for midmarket organizations - Key customer pain points in midmarket |
| IBM Business Analytics Midmarket Portfolio | 35% | - Positioning and differentiators - IBM SPSS for midmarket applications - IBM Cognos Express family overview - IBM Cognos Insight features and use cases |
| Sales Strategy & Value Proposition | 25% | - Overcoming common objections - Pricing, packaging and financing options - Articulating business value and ROI - Identifying qualified opportunities |
| Solution Mapping & Competitive Positioning | 20% | - Competitive differentiation - Upsell and expand scenarios - Matching solutions to customer needs |
What is a common pain point for a Finance Department?
Correct Answer: A 🗳️
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?
Correct Answer: D 🗳️
Where can you find specific Business Analytics Midmarket customer success stories?
Correct Answer: A 🗳️
The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?
Correct Answer: A 🗳️
You are in a meeting with the VP of Finance. Which would be a high yield question to ask?
Correct Answer: B 🗳️
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