Test M161: e-business Hosting Sales Specialist Mastery Exam V1

Section 1 - Business Value Proposition

1. Understand the elements of business value (beyond traditional ROI)
2. Know the business-oriented questions to use in facilitating a business value conversation with a client
3. Explain how and why the value proposition statement facilitates selling managed hosting solutions
4. Outline issues important for communicating business value to C-level executives
5. Build a business value case/proposal using the SET tool and the Risk Assessment Survey Tool

Section 2 - Pricing Strategy

1. Describe the fixed and variable cost elements, as well as adjustable baselines, related to IBM's e-business +Hosting Services pricing strategy
2. Give an example of how IBM's e-business Hosting Services pricing strategy relates to business value
3. Describe how the basic elements of business value affect selling e-business Hosting Services solutions
4. Articulate the value proposition for on demand
5. Relate metrics to the value proposition for on demand solution
6. Know SMB client buying behavior and key selection criteria they use to select solution providers

Section 3 - Marketplace

1. Define SMB opportunity, IBM position, and industry growth trends
2. Understand SMB customer pain points
3. Know SMB client buying behavior and key used to select solution providers

Section 4 - Sales Positioning

1. Understand the principles of becoming a trusted business advisor
2. Know the competencies of a trusted business advisor
3. Describe the stages in the evolution of a client-advisor relationship from service-based to trust-based
4. Classify the purpose of advice and the techniques around giving advice well
5. Specify the key elements in structuring a winning client proposal

Section 5 - Solutioning Process

1. Understand post sales activities related to Transition and requirements to ready the customer for Steady State
2. Identify the key participants and their roles in transition management
3. Understand how to create a high level of customer satisfaction by initiating a smooth customer transition

Section 6 - Offerings/Products

1. Understand IBM's e-business Hosting Services offerings and solutions (e.g., partner delivered hosting services, managed hosting, Application on Demand)
2. Explain how to distinguish Software as a Service from Application Hosting or Application on Demand

Section 7 - Tools

1. Know how, when, and why to use Risk Assessment Survey Tool
2. Know how, when, and why to use the SET tool
3. Know how to use the sales aids and e-business Hosting financial tools to solution a deal