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| Section | Weight | Objectives |
|---|---|---|
| Midmarket Business Analytics Landscape & Trends | 20% | - Market trends and business drivers - Key customer pain points in midmarket - Value of analytics for midmarket organizations |
| Solution Mapping & Competitive Positioning | 20% | - Competitive differentiation - Matching solutions to customer needs - Upsell and expand scenarios |
| Sales Strategy & Value Proposition | 25% | - Articulating business value and ROI - Overcoming common objections - Identifying qualified opportunities - Pricing, packaging and financing options |
| IBM Business Analytics Midmarket Portfolio | 35% | - Positioning and differentiators - IBM Cognos Insight features and use cases - IBM SPSS for midmarket applications - IBM Cognos Express family overview |
What are the top 2 (two) functional objectives identified by organizations with active big data pilots or implementations?
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What would be a good next step to develop the relationship with the customer after the sale?
The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?
When selling into an organization, what do you need to know from each individual on the customer team involved with the project?
Where can you find specific Business Analytics Midmarket customer success stories?
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