M2020-618 무료 덤프문제 온라인 액세스

Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?

• A.Look at total cost of ownership (entitlements, IT installation, configuration and programming)
• B.Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
• C.If the prospect has only a few OLAP cubes, there is a reasonable case to be made to migrate to ICAS (IBM Cognos TM1) as it is a highly rated OLAP server. If they have many heterogeneous OLAP sources, this may be a better fit for the enterprise solution.
• D.Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.

How would you overcome the objection "IBM is too expensive"?

• A.Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
• B.Compare total cost of ownership (entitlements, IT installation, configuration and programming)
• 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.

Which entitlement type does a user need to receive a personalized report from IBM Cognos Express?

• A.IBM Cognos Express Performance Management User
• B.No entitlement is required
• C.IBM Cognos Express Consumer User
• D.IBM Cognos Express Recipient User

What would you look for as an indication that an opportunity is ready to close?

• A.The customer has revealed their business pains
• B.The customer indicates the solution being offered balances functionality with affordability
• C.The customer is BANT qualified
• D.The customer has a compelling reason to act

Within IBM we use BANT to qualify an opportunity. What does BANT stand for?

• A.Budget. Affordability, Need. Thought Leadership
• B.Budget, Access. Need, Timeline
• C.Budget. Authority, Need. Timeline
• D.Budget. Acceptance. Necessity. Tactics