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.
Users would look at a business intelligence solution such as IBM Cognos when they want to:
A. Create manual reports using SAP Crystal Reports and Microsoft Excel spreadsheets.
B. Deploy a new enterprise resource planning (ERP) system that includes embedded solution for business intelligence.
C. Deploy an enterprise resource planning (ERP) system that does not include canned reports.
D. Analyze data for themselves to drive better, smarter business decisions.
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.
Which prospective customer fits the profile of an ideal IBM Cognos Business Intelligence candidate?
A. A start-up company with venture capital funding and 20 employees.
B. An organization with 700 employees that has culture of decentralized data.
C. A public company with 2300 employees, $2.7 billion in revenue using Business Objects along with SAP enterprise resource planning (ERP).
D. A company with 1100 employees looking to become analytically driven, constrained by traditional business intelligence including wide use of spreadsheets.
In 2014 new user roles were added to IBM Cognos Business Intelligence. Identify the new roles.
A. Professional Author, Advanced Business Author, Enhanced Consumer. Administrator. Remote Recipient
B. Analytic Administrator, Analytic Author, Analytic User. Analytic Contributor. Forward Looking Analytics Architect
C. Analytic Administrator. Information Distribution. Analytic Explorer, Analytic User. Forward Looking Analytics Architect
D. Analytic Enterprise User, Analytic Performance Management User, Analytic Contributor, Forward Looking Analytics Architect. Analytic Enhanced Consumer
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.
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
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
IBM Cognos Business Intelligence's capabilities can be seen and implemented through which need?
A. The customer is looking for driving factors for sales performance.
B. A college is looking for a way to find out how to predict student enrollment for sophomores.
C. A college wants to employ a dashboard solution to better understand student enrollment numbers.
D. A retail company is looking for a solution which will take current data and predict future sales.
Which question could a sales representative ask to uncover an opportunity to pitch IBM Cognos Business Intelligence?
A. Does your agriculture company have an information management data warehouse in place today?
B. Are you looking to understand patterns, identify risk and new opportunities to shape future success?
C. What are your biggest compensation management issues for your Sales department?
D. How are you looking to improve operations within the Office of Finance department?
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