Business Partners can earn more margin when they implement certain Plays.
For example, when IBM Business Partners sell the combination of IBM Cognos and IBM Case Manager OR IBM Optim/Guardium and IBM StoredIQ, this would be called:
A . an Extended Play
B . a Land and Expand Play
C . a Synergy Play
D . a Road to Success Play
Answer: C
The broader Commercial market, as IBM defines it, represents a significant growth trend over the next 3 years.
The 2016 IT revenue potential and Growth quoted as:
A . $100B + revenue at 3% CAGR
B . $200B + revenue at 5% CAGR
C . $275B + revenue at 7% CAGR
D . $400B + revenue at 15% CAGR
Answer: B
Fill in the blank. Adding a Capability Solution Fee or an Industry Solution fee offers an additional ______% over an SVI Sell.
A . 5%
B . 10%
C . 20%
D . 25%
Answer: B
Which is NOT an IBM SaaS incentive program?
A . SaaS Referral
B . Software Value Incentive
C . SVP SaaS New & Reactivated Incentive
D . Certify Business Value Incentive
Answer: D
What is the IBM Analytics strategy in regards to Industry Solutions?
A . Develop complete industry solutions targeted at the line of business.
B . Develop specialized infrastructure offerings to meet unique Industry needs.
C . Engage business partner experts to assist IBM customers in developing custom solutions.
D . Build deep internal IBM skills in each Industry to help IBM engage with Industry executives.
Answer: A
Does a Business Partner Seller find out which customers are up for renewal?
A . Their VAD would contact IBM to obtain information on which S&S orders will renew within the next year.
B . They would contact the IBM field team with the customer relationship to get a current list.
C . They would contact their BPR, who is informed each month of customers that are renewing their S&S contracts.
D . They would contact their VAD for the report that IBM sends them of all S&S orders about to renew within the next 180 days
Answer: D
Which is an accurate behavior of the buyers in the Business Analytics Commercial space?
A . Buyers in the Commercial space are shifting toward Information Technology.
B . Buyers in the Commercial space are shifting toward Operations.
C . Buyers in the Commercial space are shifting toward the Line of Business.
D . Buyers in the Commercial space are shifting toward Finance.
Answer: C
When selling into an organization, what does the Seller need to know from each individual on the customer team involved with the project?
A . What products do they prefer?
B . What is their role and individual agenda?
C . What is their role in the project?
D . How does the project impact their job?
Answer: B
IBM Watson is cognitive technology that processes information more like a human than a computer.
Cognitive computing is described by which of the following attributes?
A . Analyze unstructured data, store it in a repository, and synthesize it for decision making.
B . Combine structured data in new ways to generate new analytic questions to explore.
C . Describe current data, prescribe actions to take, and predict outcomes.
D . Understand natural language, generate hypotheses, and learn as you go.
Answer: D
IBM projects that the Analytics Business Unit for Commercial will grow by 74% from 2015- 2018.
What was the projected revenue for Analytics in the Commercial market for 2016?
A . $14B
B . $7.7B
C . $7.1B
D . $5B
Answer: A