M2020-615 - IBM Business Analytics Performance Management Sales Mastery Test v2 Exam
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Corporate budgeting, forecasting and reporting can be a major contributor to a company's success Yet, for many companies, this usually involves investing a great deal of time to coordinate and results in an outdated budget that has little effect on the company's business. Which of the following is often attributed as major contributor to the challenges around annual budgeting?
Automation of the key process
Which benefit of IBM's Business Analytics SPM solutions is most likely to appeal to a compensation administrator?
Quickly modify current compensation plan structures.
What is the major factor differentiating IBM's Business Analytics solutions from competing business analytics vendors?
Segmented views and processes tailored to specific departments
Taking into account market conditions, which type of enterprise plan is most critical because it contains the most current balance estimates?
A customer is very interested in the dispute resolution functionality of IBM's Business Analytics SPM solution. Which of the following challenges is the prospect most likely facing currently?
Compensation managers cannot evaluate plan effectiveness.
According to studies by IBM and Gartner, which agenda item is assigned the highest priority by Chief Information Officers (CIOs)?
What is the initial objective when laying the groundwork for an opportunity to sell IBM's Business Analytics FPM solutions?
Getting into the office of finance
A sales representative has just secured a meeting with the CFO. What should the sales representative focus on in their opener in order to receive the most positive reaction?
A specific capability of IBM's Business Analytics FPM solutions
Which of the following are interfaces that can be used to deploy planning applications to TM1 users?
IBM Cognos TM1 Web, IBM Cognos Insight, IBM Business Viewpoint
What is one of the major difficulties today's companies are facing in the area of financial planning and analytics?
Too much effort spent maintaining budgets and forecasts
What are the three ways the world is changing according to the IBM Smarter Planet message?
Instrumented, intelligent, interconnected
Which one of the following is not an agenda that is specifically targeted by IBM's Business Analytics Performance Management solutions?
Strategic Talent Management
Which characteristic of IBM Cognos TM1 provides near-instantaneous responsiveness when working with complex models?
A prospect is interested in IBM Cognos Incentive Compensation Management, but has been told by a competitor that the built-in capabilities are too limited. Which differentiator would you highlight in order to demonstrate how ICM can easily meet different and changing needs?
Performance & Scalability
A customer wants to increase the frequency of their forecasts, but the effort it takes and errors that arise result in slow turnaround times. Which capability of IBM's Business Analytics FPM solutions best meets the needs of this customer?
In addition to Incentive Compensation Management and Territory Management, which activities can be accomplished with IBM's Business Analytics SPM Solutions?
A Channel Management and Quota Planning
Which feature of IBM Cognos Disclosure Management ensures that all reports deliver a single, consistent version of the truth?
Link report data directly to enterprise data sources
Which statement is TRUE about integration between IBM Business Analytics Performance Management solutions and ERP platforms?
Vendor consolidation leads to better integration.
Which office often receives the greatest share of performance management budget and is increasingly a strategic sponsor on enterprise-wide performance management initiatives?
Which of the following characteristics positions IBM's Enterprise Disclosure Management solution when electronic filing is a key requirement?
Timely, accurate delivery of performance reports and narrative analysis to internal and external stakeholders.
Which of the following is a characteristic of an organization utilizing IBM Cognos TM1 for their enterprise planning, analysis and forecasting processes?
Connected across finance and operations
Which statement is true about the IT department as an entry point for selling IBM's Business Analytics FPM solutions?
IT will probably be in charge of evaluating software solutions for the organization
Which statement is TRUE regarding IBM's Business Analytics SPM solutions?
It is typically owned and managed by business users.
A prospect is interested in IBM Compensation Management, but only has a small but complex and fluid sales force of 75 sellers, and is unsure whether the solution is "too big." What key capability will you emphasize in order to overcome this objection?
A customer is concerned that the organization expends a lot of effort preparing narrative reports which leaves little-to-no time to perform analysis and improve performance of the organization. What aspects of IBM's Enterprise Disclosure Management solutions will primarily meet the needs of this customer?
Structure & automate low value, manual and error prone processes
A sales representative has just secured a meeting with a manager in the CFO's office. What tactic should they avoid for this initial meeting?
Focus on the sale.
A customer is concerned that their infrequent forecasts quickly become out of date, making it difficult to respond to current economic pressures Which capabilities of IBM's Business Analytics FPM solutions can directly meet the needs of this customer?
What-if scenarios, workflow modeling, security and access management
Which of the following buyer roles is typically not seen in the SPM sales cycle?
Which officer is most often expected to serve as the performance management expert in the organization?
Chief Executive Officer
Which role is riot responsible for system-based data governance?
Chief Information Officer
What is the most comprehensive way that the office of finance can use business intelligence and performance management to make even their own department more efficient?
To drive dynamic Financial Performance Management (FPM) practices through automation
Which of following statements is TRUE regarding the benefits of IBM's Business Analytics SPM solutions for management and sales executives?
Scenario modeling helps determine appropriate plan changes resulting in better decision making
Which aspect of IBM's Business Analytics FPM solutions is most likely to appeal to a CIO or IT director?
Keep the look and feel of Excel, but in an automated driver-based model
In addition to impacting Efficiency and Accuracy, what are the drivers that compel customers to look for an SPM solution?
Managing Pipeline and Risk Reduction
Which model properly represents how business analytics drives better performance?
Relevant information -> actionable insight -> smarter decisions -> better business outcomes
Which component of the IBM Cognos platform will appeal to executives who just want a quick glance at the key indicators of their company's success?
Which of the following are not a direct datasource for Cognos Disclosure Management?
IBM Cognos Controller
Sybase Adaptive Server