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| Section | Objectives |
|---|---|
| IBM Security Portfolio Overview | - Core IBM Security products and capabilities
|
| IBM Go-to-Market Strategy | - Sales strategy execution
|
| Value Proposition and Differentiation | - IBM Security competitive positioning
|
| IBM Security Sales Methodology | - Sales approach for IBM Security solutions
|
1. What should a seller say to a customer who says deploying MaaS360 takes too long and is too expensive?
A) IBM has a full suite of mobile software that spans the complete mobile landscape.
B) MaaS360 can be deployed in less than 6 hours and has an return on investment of 12 months or less.
C) A proof of concept can be created to demonstrate that MaaS360 can meet your security needs.
D) Although deploying MaaS360 takes considerable time, the protection of your entire mobile environment is worth it.
2. Which IBM Information, Risk and Protection (IRP) product aligns with the listed customer challenges?
1. Trusteer
2. AppScan
3. Privileged Identity Manager
4. MaaS360
A) 2 -> B
B) Identify vulnerabilities in code
C) 3 -> C
D) 4 -> D
E) 1 -> A
F) Protect against fraud
G) Detect and block insider threats
H) Secure the mobile enterprise
3. Which IBM Security Operations and Response (SOAR) product installs patches and quarantines infected endpoints?
A) MaaS360
B) BigFix
C) Resilient
D) AppScan
4. In what way can the seller benefit from bringing IBM Global Financing into a deal early, in the sales cycle?
A) The seller can simplify the client's budget management by matching payments to project costs.
B) The seller can change a large upfront payment into an easily budgeted item, reducing pressure to discount.
C) IBM's financing options help clients dispose of old IT equipment, freeing up space and budget for new acquisitions.
D) The seller can sell more to the client if the client avoids technology obsolescence.
Solutions:
| Question # 1 Answer: D | Question # 2 Answer: E | Question # 3 Answer: B | Question # 4 Answer: B |
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