Last Updated: Aug 21, 2026
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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Strategy & Solution Positioning | 30% | - Competitive positioning and differentiation - Solution bundling and fit analysis - Customer pain points and value propositions |
| Topic 2: IBM Information Integration Solutions (IIS) | 35% | - IIS use cases and customer scenarios - IIS portfolio overview and components - Data integration, quality, replication and governance |
| Topic 3: IBM Master Data Management (MDM) Fundamentals | 35% | - MDM solution capabilities and use cases - MDM core concepts and business value - MDM benefits and competitive differentiation |
1. What does Gartner state that is significantly missing from Hadoop?
A) Address large data sets and volumes
B) Open Source Compatibility
C) Data Integration
D) Reliance on high-end hardware
2. During your sales cycle your analytics prospect indicates a problem with their diverse set of information technologies. You also hear these prospects asking for that "one access point" or "a common way to get to information". What IIS offering do you position?
A) Federation Server
B) ETL
C) IIDR
D) Cognos
Solutions:
| Question # 1 Answer: B | Question # 2 Answer: C |
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