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IBM M2090-618 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Topic 1: Customer Use Cases and Value Messaging | - Reporting, dashboarding, and business intelligence use cases - Forecasting and planning scenarios for midmarket organizations |
| Topic 2: Midmarket Positioning and Sales Approach | - IBM sales methodology and solution positioning - Understanding midmarket customer needs and buying drivers |
| Topic 3: Competitive Positioning | - Differentiation of IBM analytics vs competing BI platforms - Common objection handling scenarios |
| Topic 4: IBM Business Analytics Portfolio Overview | - Key value propositions of IBM Business Analytics solutions - IBM analytics and data platform overview for midmarket customers |
| Topic 5: IBM Analytics Solutions Overview | - IBM SPSS and predictive analytics basics - IBM Planning Analytics overview - IBM Cognos Analytics overview and capabilities |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
Where do Partner leads need to be registered to earn the Midmarket incentive?
- A. Software Value Plus
- B. Global Partner Portal
- C. Software Value Incentive
- D. Software Quote and Order
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What are the top 2 (two) functional objectives identified by organizations with active big data pilots or implementations?
- A. Customer Centric Outcomes and Operational Optimization
- B. Operational Outcomes and Risk/Financial Management
- C. Risk/Financial Management and New Business Model
- D. Employee Collaboration and Customer Centric Outcomes
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Which is an accurate description of the buyers in the Business Analytics Mid market?
- A. Buyers in the Midmarket are shifting toward Finance.
- B. Buyers in the Midmarket are shifting toward Information Technology.
- C. Buyers in the Midmarket are shifting toward the Line of Business.
- D. Buyers in the Midmarket are shifting toward Operations.
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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?
- A. IBM SPSS Modeler Premium
- B. IBM Cognos Express
- C. IBM Cognos Disclosure Management Express
- D. IBM Cognos Controller Express
How would you overcome the objection "IBM is too expensive"?
- A. Compare total cost of ownership (entitlements, IT installation, configuration and programming)
- B. Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
- C. Stress the "Easy to Buy" message; the products are packaged and priced right. Start small, start anywhere, deliver immediate value, and grow. Investigate the availability of compelling IBM Global Financing offerings
- D. Limited IT skills are required for Express to be installed and maintained; no coding required. Partners can help with building trusted data and initial applications and the system can be owned and operated by a technical business user. Offer the Partner demos or a Partner led try and buy.
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