NO.1 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.
Answer: D
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Reference:
http://www-03.ibm.com/press/us/en/pressrelease/44370.wss
NO.2 While conducting prospecting activities, a sales representative is speaking to a chief customer
officer at a software company about IBM Cognos Business Intelligence. Which question would be
effective in uncovering business problems that IBM Cognos Business Intelligence could solve?
A. How does Accounting currently run reports?
B. Where is the data coming from and how do you report against it?
C. What business decisions are made on "intuition" or "gut feel" instead of data-driven analytics?
D. Who on your team uses reports and what information is important to them?
Answer: C
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NO.3 Identify the key stakeholder that you must have involved in selling an IBM Cognos Business
Intelligence deal.
A. Director of IT, Engineering Manager
B. Line of Business lead, Director of IT
C. CFO, Strategic Sourcing Manager
D. CMO, Engineering Manager
Answer: A
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Reference:
http://www.redbooks.ibm.com/abstracts/tips0947.html
NO.4 Which capabilities and strengths of IBM Cognos Business Intelligence are unmatched by its
competitors?
A. Mobile, common architectural foundation, compatible with other analytic products.
B. Modeler, visualizations, and a common architectural foundation.
C. Right sized business intelligence provides a view into the past, present and future.
D. Enterprise planning, canned reports and original equipment manufacturing (OEM) capabilities out
of the box.
Answer: C
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Reference:
http://www-03.ibm.com/software/products/en/business-intelligence
NO.5 The COO of a midmarket financial services firm has a $50,000 budget and would like to provide
their financial advisors with reporting and dashboards. She feels that with IBM Cognos Express she
can start small, and grow her footprint over time. Her plans are to implement 40 seats of IBM Cognos
Express Business Intelligence, and then grow that user footprint to 150 by next year.
What should the seller tell the prospective customer?
A. The IBM Cognos Express user count maximum is 100 and not a long term solution.
B. We cannot discount the 40 seats of IBM Cognos Express to fit into her budget.
C. Agree that her first 100 users should be Express; when she's ready for the next 50, they'll be
Cognos Enterprise OR agree that her first 100 users should be Express; when the growth is over 100
users they can upgrade to Cognos Enterprise.
D. Dashboarding is not included in IBM Cognos Express.
Answer: C
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