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IBM M2090-618 Exam Overview:
| Certification Vendor: | IBM |
| Exam Name: | IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 |
| Exam Number: | M2090-618 |
| Certificate Validity Period: | 12 months |
| Passing Score: | 75% |
| Exam Format: | Multiple Choice |
| Available Languages: | English |
| Related Certifications: | IBM Business Analytics Sales Mastery |
| Exam Price: | Free / Varies by region (typically $0-$200 USD) |
| Exam Duration: | 60 minutes |
| Real Exam Qty: | 41-45 |
| Recommended Training: | IBM Business Analytics Sales Enablement Resources |
| Exam Registration: | IBM Certification Portal |
| Sample Questions: | IBM M2090-618 Sample Questions |
| Exam Way: | Online proctored or via authorized IBM testing platforms |
| Pre Condition: | No formal prerequisites; recommended basic knowledge of IBM analytics and midmarket sales |
| Official Syllabus URL: | https://www.ibm.com/certify |
IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Selling Process and Objection Handling | 20% | - Needs assessment and qualification - Financing and licensing models - Addressing common customer objections |
| IBM Business Analytics Midmarket Portfolio | 30% | - Deployment options: on-premises, cloud, appliance - Cognos Insight and SPSS offerings - IBM Cognos Express family |
| Midmarket Business Analytics Market Overview | 25% | - Value of business analytics solutions - Midmarket customer pain points by department - Key industry trends and business challenges |
| Sales Positioning and Value Proposition | 25% | - Competitive differentiation - Easy to buy, install, and grow messaging - ROI and total cost of ownership |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
1. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?
A) 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.
B) 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.
C) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
D) Look at total cost of ownership (entitlements, IT installation, configuration and programming)
2. How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?
A) 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, the enterprise solution may be a better fit
B) The 64 bit requirement is for the server, not end-users. You will be delighted by the cost/performance metrics of 64 bit machines. RAM is not expensive and 64 bit machines make great use of it.
C) If the prospect has only a single other security source, then for small numbers of users it is not difficult to load CAM with the information. Active Directory is the Microsoft standard and will be prevalent in the majority of midsize companies
D) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
3. Within IBM we use BANT to qualify an opportunity. What does BANT stand for?
A) Budget, Access. Need, Timeline
B) Budget. Acceptance. Necessity. Tactics
C) Budget. Authority, Need. Timeline
D) Budget. Affordability, Need. Thought Leadership
4. Which entitlement type does a user need to receive a personalized report from IBM Cognos Express?
A) IBM Cognos Express Recipient User
B) No entitlement is required
C) IBM Cognos Express Consumer User
D) IBM Cognos Express Performance Management User
5. Which pain point can IBM Midmarket solutions help overcome?
A) The customer is struggling with complex territory to account alignment processes
B) The customer needs to implement and manage group HR policy across multiple companies
C) The customer needs an analytic solution that communicates information across the enterprise
D) The customer has difficulty managing patient records and archiving historical data
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: D | Question # 3 Answer: C | Question # 4 Answer: C | Question # 5 Answer: C |
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