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Question 1:

A chief marketing officer (CMO) is having difficulty quantifying the success of his marketing campaigns. The most effective response to the CMO is:

A. IBM has been a leader in the Gartner Magic Quadrant for the past 7 years.

B. IBM has invested over $20 billion in Analytics over the past 5 years and just opened a new briefing center for Watson in New York.

C. IBM Cognos Business Intelligence and IBM SPSS can process over 5 million records per second, according to Lab tests.

D. Share an industry specific customer reference where IBM solved a similar issue.

Correct Answer: D

Reference: knowledge.pdf

Question 2:

An existing IBM Cognos Business Intelligence customer is complaining that their users are unhappy because their reports take too long to process. After further investigation, it is determined that some reports are in fact taking over 10 minutes to generate, while the same reports previously would run in under 30 seconds. What is the next best action with this customer?

A. Recommend they upgrade to the latest version of IBM Cognos Business Intelligence.

B. Suggest the customer call IBM Support.

C. Recommend conducting a Business Intelligence Health Check.

D. Suggest the customer schedule the reports be run in off peak hours.

Correct Answer: A


Question 3:

What are the characteristics of a qualified opportunity?

A. Budget, Authority, Need and Time Frame

B. Budget, Functionality. Need and Time Frame

C. Scalability. Scope, Size and Services

D. People, Process. Pricing, Palatability

Correct Answer: A


Question 4:

A prospective customer is concerned that utilizing a business intelligence tool like IBM Cognos Business Intelligence is too advanced for their users\’ computer skills. Which response describes the value of IBM Cognos Business Intelligence to this prospect?

A. IBM Cognos Business Intelligence is built on a scalable services oriented architecture and requires almost no local client software installation.

B. IBM Cognos Business Intelligence solutions are designed with the business user in mind, providing easy to use self-service report authoring and dashboard creation.

C. The IBM Cognos Workforce Performance solution is tailored to the specific needs of Human Resources, without requiring IT to create these reports.

D. IBM Cognos Business Intelligence was designed to federate information from multiple applications and pull it together into a single report.

Correct Answer: C


Question 5:

During an initial discovery call with an existing customer, they mention they are standardized on SAP across their organization. They are looking for a business intelligence reporting platform, and will likely default to Business Objects, because it is already “built in”. Which is the next right step for the sales professional to take in this scenario?

A. Mark the opportunity as closed; the chance of winning the business is very low in this type of situation.

B. Share a SAP/IBM Cognos case study and discuss the integration options between the two products.

C. Direct the conversation to focus on IBM\’s predictive capabilities as this is a weakness of SAP.

D. Develop customer interest by introducing them to IBM\’s partnerships with Twitter and Apple.

Correct Answer: D


Question 6:

The CIO of a manufacturer of electrical components owns 20 Consumer licenses of IBM Cognos Business Intelligence, and would like the ability to distribute reports so their executive management team can view them on their mobile devices. How does the seller follow up with the CIO?

A. The Consumer license is a dead license. They need to purchase the Analytic User license.

B. The mobile component is only available with IBM Cognos Analytic Explorer. They need to trade up.

C. IBM Cognos mobile functionality is only available with Processor Value Unit (PVU) licenses.

D. He can trade up to the Analytic User license for expanded functionality, including mobile.

Correct Answer: C

Reference: 214-422

Question 7:

A typical reason organizations look to IBM Cognos Business Intelligence is:

A. The end user is using Business Objects to manually create reports.

B. It is a small, organized company with no enterprise resource planning (ERP).

C. One-to-many reports flow from the enterprise to business users.

D. Their enterprise resource planning (ERP) system currently provides standardized reporting.

Correct Answer: D

Question 8:

To register an opportunity for IBM\’s Software Value Incentive “Identify” credit, a Business Partner must:

A. Inform their IBM Partner Channel Manager that they have identified the qualified opportunity.

B. Create a qualified opportunity in GPP – the IBM Business Partner Opportunity Portal.

C. Obtain a confirming email from the customer that the customer wishes to work with the Business Partner on the opportunity.

D. Request that their IBM Inside Sales Representative create a “Partner Led Opportunity” in Sales Connect, tagging the Business Partner as the Identifier.

Correct Answer: B


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