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Updated: Jul 16, 2026
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IBM M2090-618 Exam Overview:
| Certification Vendor: | IBM |
| Exam Name: | IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 |
| Exam Number: | M2020-618 |
| Exam Price: | Free / No Charge |
| Available Languages: | English |
| Real Exam Qty: | 41-60 |
| Exam Format: | Multiple Choice, Multiple Response |
| Exam Duration: | 60 minutes |
| Passing Score: | 70% |
| Related Certifications: | IBM Sales Mastery - Business Analytics |
| Certificate Validity Period: | 12 Months |
| Recommended Training: | IBM Business Analytics Sales Training |
| Exam Registration: | IBM Training & Skills IBM Skills Gateway |
| Sample Questions: | IBM M2090-618 Sample Questions |
| Exam Way: | Online proctored / IBM Skills Gateway |
| Pre Condition: | No formal prerequisites; recommended basic knowledge of IBM analytics and midmarket sales |
| Official Syllabus URL: | https://www.ibm.com/training/certification/m2020-618 |
IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Strategy & Value Proposition | 25% | - Pricing, packaging and financing options - Articulating business value and ROI - Identifying qualified opportunities - Overcoming common objections |
| Topic 2: IBM Business Analytics Midmarket Portfolio | 35% | - IBM Cognos Insight features and use cases - Positioning and differentiators - IBM SPSS for midmarket applications - IBM Cognos Express family overview |
| Topic 3: Solution Mapping & Competitive Positioning | 20% | - Upsell and expand scenarios - Competitive differentiation - Matching solutions to customer needs |
| Topic 4: Midmarket Business Analytics Landscape & Trends | 20% | - Value of analytics for midmarket organizations - Key customer pain points in midmarket - Market trends and business drivers |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
1. What would be a good next step to develop the relationship with the customer after the sale?
A) Create a case study based on their successful implementation
B) Offer a blanket discount on future purchases
C) Recommend entitlement expansion immediately after closing
D) Create a case study directly after the sale closes
2. Which is an accurate description of the buyers in the Business Analytics Mid market?
A) Buyers in the Midmarket are shifting toward Finance.
B) Buyers in the Midmarket are shifting toward the Line of Business.
C) Buyers in the Midmarket are shifting toward Operations.
D) Buyers in the Midmarket are shifting toward Information Technology.
3. Identify the deployment option that is NOT available to buyers in the IBM Midmarket portfolio.
A) Mobile
B) Cloud
C) Appliance
D) On-premises
4. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?
A) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
B) Look at total cost of ownership (entitlements, IT installation, configuration and programming)
C) If the prospect has only a few OLAP cubes, there is a reasonable case to be made to migrate to ICAS (IBM Cognos TM1) as it is a highly rated OLAP server. If they have many heterogeneous OLAP sources, this may be a better fit for the enterprise solution.
D) Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.
5. An existing IBM Midmarket customer wants to know how patterns and trends in their data impact their business.
What capability would help them?
A) Performance Management
B) Risk Analytics
C) Business Intelligence
D) Predictive Analytics
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: B | Question # 3 Answer: A | Question # 4 Answer: D | Question # 5 Answer: D |
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