000816V618.docx

000816V618.docx

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000816V618

Exam:

IBM000-816

Title:

IBMCertifiedforonDemandBusiness-SolutionAdvisor

Version:

V6.18

1.IBMrecentlydeliveredanewStartNowSolutionsofferingcalledTsunamiWebStream.Thesolutionofferingistoimprovebusinessoperationssuchase-procurement,e-sales,ande-inventorybasedonWebSphereandDB2technology.Asasolutionadvisor,whatisthebestwaytobegintoidentifyappropriatecustomerstotargetforthissolution?

A.Identifycustomersintheirtargetregionandinitiateanemailcampaign.

B.Identifyatargetmarketprofilefortheirregionanddevelopastrategytomarketthesolutiontothetargetmarket.

C.DeterminewhichcustomershaveWebimplementationsintheirtargetregionanddevelopatelemarketingcampaign.

D.DevelopavaluepropositionthatshowstheexperienceandthenumberofimplementationsofIBMandIBMBusinessPartners.

Answer:

B

2.AsolutionadvisorwhodemonstratedIBMsolutionsatarecentregionalcardealerconferenceidentifiedseveraldealershipownerswhoexpressedaconcernaboutoptimizingtheircustomerrelationship,sales,andorderandinventorymanagementsystems.Heschedulescallswithsomeofthesedealerstheweekfollowingtheconference.

Whatarelogicalnextstepsthesolutionadvisorshouldtake?

（Selecttwoanswers.）

A.Developaproposalandrecommendanautomotivedealermanagementsystem.

B.Developahighlevelvisionthatwillsupportthedealer'sbusinessstrategy.

C.Researchkeyissuesandbusinessproblemsrelativetoautomotiveindustryanddealeroperations.

D.LocateanISVwithsolutionsintheautomotiveindustryandhavethemmakethecallwiththesolutionadvisor.

Answer:

BC

3.Duringaconference,thesolutionadvisorhearstheCEOofanationalgrocerystorechaindiscusscompetitivepressures.TheCEObelieveshecouldofferacompetitiveadvantagebyenablingshopperstotallytheirstorepurchasesastheproductsareselected,providingfastercheckoutcapability.Whichofthefollowingtechnologiesismostapplicabletothissituation?

A.Wirelesshandheldscanners

B.AutomatedGroceryInventorySystem

C.GroceryInformationGridTechnology

D.RadioFrequencyIdentification（RFID）

Answer:

A

4.Amajormanufacturerrecentlyacquiredeightnewcompaniestoincreasetheirmarketshareandstreamlineoperations.Themanufacturer'scurrentfixed-costbusinessmodeloperationshaveexceededtheprojectedoperationalcosts.Whatpotentialondemandopportunitiesexistforthiscustomer?

A.Outsourcecorebusinessoperations

B.Maintaindecentralizedbusinessunits

C.Centralizemostofthebusinessunits

D.Standardizeserviceswithavariablecoststructure

Answer:

D

5.Afinancialservicescustomerisseekingwaystoimprovetheircustomerservicescapability.TheCEOforthismid-sizedcompanyattendedanIBMfinancialseminarandexpressedaninterestinimprovingcustomerserviceandWebresponsiveness.Whatisthefirststepasolutionadvisorshoulddoinplanningforthisinitialcall?

A.RecommendWebhostingservicestothecustomertoimproveWebresponsiveness.

B.CreateahighlevelproductmapbetweenIBMproductsandbankingindustryprocesses.

C.Usetheindustrypointsofviewinformationtodevelopahigh-levelunderstandingofthecustomer'spainpoints.

D.CallonanITprofessionaltodetermineifexpandingthecustomer'scurrentinstallationandupgradingthehardwarewillprovidecapacityexpansion.

Answer:

C

6.IBMhasannouncedarevolutionarynewtechnologythatenablescommunicationcapabilitybetweendifferenttypesofdatabasesandsoftware.Whatkindofcompaniesshouldasolutionadvisortargetusingthisnewtechnologytogainnewcustomers?

A.Globalcompanieswithcomplexnetworkingrequirements

B.Companieswhoareusersofproductsfromasinglevendor

C.Companiesusingacombinationofmanualandautomatedprocesses

D.Companieswithlong-standingapplicationsandheterogeneoussystems

Answer:

D

7.Asolutionadvisortargetingregionalbankshasrecentlylearnedthatseveralofthesebankshavefailedinternalsecurityauditsbecausetheirproceduresdidnotmeetnewlyannouncedgovernmentrequirements.Onwhichkeybusinessissuesshouldthesolutionadvisorfocuswhendevelopingthisopportunity?

（Selectthreeanswers.）

A.RiskManagement

B.FraudManagement

C.WorkloadManagement

D.ComplianceManagement

E.CustomerResponseManagement

Answer:

ABD

8.TheresultsofaleadingindustrypublicationsurveyshowedthattheconsumertravelindustryisleveragingWebservicesforcommontransactions.Inadditiontohotels,whichofthefollowingbusinessesshouldthesolutionadvisoralsotarget?

A.Travelagenciesandairlines

B.Groundtransportationservicesandairports

C.Travelindustryassociationsandaviationequipmentsuppliers

D.Travelgoodsmanufacturersandgroundtransportationservices

Answer:

A

9.Pharmaceuticalcompaniesspendasmuchas10yearsinresearchanddevelopmentforanewdrug.Theyareunderconstantpressurefrompatients,insurers,andgovernmentstoproducehigh-qualitydrugsmorequicklyforalowerprice.Whatondemandsolutionwillbemostappropriatetohelpapharmaceuticalcompanyacceleratenewproductdevelopment?

A.Aflexible,responsive,andintegratedproductlifecyclemanagementsolution

B.Acollaborativeportalsolutionthatfacilitatesteaminteraction

C.Ahostingsolutiontomanagethecompany'sIToperations

D.Astandardized,commonfilesystemforsharingdatabetweentheresearchanddevelopmentteams

Answer:

A

10.Aprimaryobjectiveofbecominganondemandbusinessistobeabletorespondflexiblyandrapidlytonewchallengesandopportunitiesfromvirtuallyanysource.IBMresearchhasshownthatmanagementinbothlargeenterprisesandmedium-sizebusinessesconsiderwhichofthefollowingpairsoffactorswillbecrucialinachievingthiskindofresponsiveness?

A.Optimizedandcentralized

B.Adaptiveandproprietary

C.Innovativeandproductive

D.Consolidatedandinsourced

Answer:

C

11.Asuccessfulpersonnelplacementbusinesshasrecentlybeguntolosemarketsharetocompetitors.TheybelievetheproblemistheirpoorInternetpresencewhichdoesnotallowthemtorespondquicklytocustomersorprovidecustomizedservicesastheircompetitorscan.Theyhaveinvitedasolutionadvisortodiscusstheirfuturecourseofaction.

Whichofthefollowingstrategiesshouldthesolutionadvisorrecommendtohelpthecustomerregaintheirmarketshare?

A.RevamptheirexistingWebsitewithabetterlookandfeel.

B.Createacampaignstrategywithdirectmailers,printandaudiovisualads.

C.Createaportalstrategytoprovidemorevalue-addedservicestotheircustomers.

D.Upgradetheirserversforbetterresponsetimeandanalyzetheirnetworkforbottlenecks.

Answer:

C

12.AcustomerisconsideringacompetitivebusinessconsultingfirmthathasstatedthatIBMandtheirbusinesspartnersarenotvendor-neutralandareshort-termfocused.Whichofthefollowingisthemosteffectiveresponseforthesolutionadvisortomake?

A.DescribetheIBMhostingfacilitiesfornon-IBMplatforms.

B.HighlightIBMstrengthsastheonlyend-to-endsolutionprovider.

C.HighlightIBM'sinvestmentintheOpenSourceFoundationandLinuxplatform.

D.DiscussIBM'snetworkofbusinesspartnersandsupportforheterogeneousoperatingsystem.

Answer:

D

13.Asolutionadvisorhasidentifiedseveralpotentialcustomerstotarget.Shehascreatedavaluepropositiontodiscusswiththesecustomersthatincludesdescribingindustry-specificsolutionsthathercompanyhasexperienceimplementing.Usingthistypeofapproachearlyinthesalescycleiscalledwhichofthefollowing?

A.Developingaprototype

B.Establishingcredibility

C.Designinganopportunityworkshop

D.Articulatinganend-to-endsolution

Answer:

B

14.ThesolutionadvisorhasmetwiththeITmanagerofaprospectivecustomerseveraltimes.TheITmanagerwantsanewserverbecausetheapplicationsontheirpSeriesserverkeepgoingdown.ThesolutionadvisorknowsthatapplicationdowntimehasalargerimpactthanjustwiththeITinfrastructure.Whatisthemostappropriateactionforthesolutionadvisortotake?

A.MeetwiththeexecutivetowhomtheITmanagerreportsanddiscussalternativestoreplacingtheserver.

B.IdentifytheapplicationsrunningonthepSeriesserverandexploretherootcauseoftheapplicationsinstabilityproblemwiththeITmanager.

C.ExplainthatseveralcustomershavebeenabletoenhanceperformanceonpSeriesserversinthepastandrequesttheopportunitytopresentasolution.

D.Determineifthecustomer'sWebapplicationsrunonthepSeriesserverandexploretheServiceLevelAgreementsetbytheITmanagerfortheWebapplications.

Answer:

B

15.Astockbrokeragefirmwantsanonlineportalsoitsclientscantradeonline.TheyhavemetwithanIBMondemandbusinesssolutionadvisoraswellaswithtwoothervendors.Onafollowupcall,thesolutionadvisornoticedthatthestockbrokerageisstillnotsurehowIBMcanhelpwithasolutionthatmeetstheirimmediatebusinessneed.

Whataretherecommendedstepsforthesolutionadvisortobuildtherelationship?

（Selecttwoanswers.）

A.Developasolutionroadmapforthecustomeralongwiththesolutionarchitectandpresent.

B.PresentthecustomerwithfivepillarsofIBMsoftwareandIBMondemandbusinessstrategy.

C.Takethecustomertoasitewhichhasasimilarbusinesssolutionfromasimilarindustryrunningsuccessfully.

D.Presentthecustomerwithcasestudiesandsuccessstoriesfromthesimilarindustryaddressingsimilarbusinessneed.

Answer:

CD

16.AnITsolutionprovider'smobilelaptopsolutionisnotuptothestandardsoftheprovider'