A prospect's needs were determined in an initial discovery call, the seller was invited for an on-site visit, a product demonstration has been delivered and the purchase decision maker has been identified. What does this indicate?

A. The prospect needs to identify potential business users.

B. The prospect is seriously considering making a purchase.

C. The opportunity is ready to be entered into the CRM system.

D. The seller needs information about the prospect's implementation.

A prospective customer has expressed a desire for a business intelligence tool and is not interested in really changing how things are done in their Accounting and Finance department. Which product are you LEAST likely to include and demonstrate in the proposed IBM solution?

A. IBM Cognos TM1

B. IBM Cognos Workspace

C. IBM Cognos Report Studio

D. IBM Cognos Framework Manager

A financial services organization has large amounts of data including data on their customers. They are currently using Microsoft Excel and running reports manually. They typically take anywhere from a few hours to two weeks to run. These reports are then reviewed by the executive team. Additionally, certain parts of some of the report are personalized for different division leads.

Why would this company be a candidate for IBM Cognos Business Intelligence?

A. The organization is a financial services organization running individual reports.

B. The CEO and CIO are reviewing these reports, which are personalized.

C. A number of people outside of the executive team including Human Resources and Sales and Operations, use the standardized reports.

D. The organization has large amounts of data, reports take a long time to run. used by executives and personalized for individuals.

Which scenario describes the MOST compelling buying event?

A. The customer is acquiring another company and adding headcount.

B. It is the beginning of the year and the customer has money to spend.

C. The customer's main competition is now using business intelligence solutions.

D. The customer has a renewal fast approaching and they'd like to wrap everything in and buy net new.

An IBM Cognos Business Intelligence seller wants to win a deal where Oracle and SAP are also competing. Which talking point highlights IBM Cognos Business Intelligence capabilities over the competition?

A. IBM Cognos Business Intelligence can be implemented both seamlessly and faster than the competition.

B. IBM Cognos software is the only IBM MobileFirst technology.

C. IBM Cognos dashboards are the best of breed and have greater interactive capabilities.

D. It provides actionable insight in real-time, mobile, and business processes that improve business outcomes.

A new client asks about the core differentiators between IBM Cognos Business Intelligence and the competition. Which topic favorably positions IBM Cognos Business Intelligence?

A. It provides a unified workspace for all users.

B. Its license cost.

C. Its implementation.

D. It provides write back capabilities.

A sales professional has closed an IBM Cognos Business Intelligence opportunity. Which will help develop the customer relationship now that the sale has closed?

A. Invite the customer to attend IBM virtual seminars, local user groups, and annual conferences.

B. Send the customer annual license renewal information in a timely fashion.

C. Invite the customer to be an official IBM customer reference prior to implementation.

D. Ask the customer to participate in a reference call for another prospective client.

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 application can connect with IBM Cognos Business Intelligence?

A. IBM Cognos can connect to any data source.

B. IBM Cognos can only connect to its native connections, such as DB2

C. IBM Cognos can connect to SAP.

D. IBM Cognos can connect to Oracle.

Which is an example of a post-sale best practice when it comes to continued development of the customer relationship?

A. Before beginning the implementation, ask the customer to introduce you to other business units that would be interested in the product.

B. Provide the customer's contact information to other colleagues to allow them to prospect into the account.

C. Offer quarterly or annual Business Intelligence Health Check.

D. Begin focusing on other client opportunities and use this deal as a customer reference.