|Exam Name||:||IBM Cloudant Sales Mastery Test v1|
|Questions and Answers||:||31 Q & A|
|Updated On||:||April 18, 2019|
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IBM this week quietly introduced it will quickly require companions meet greater stringent certification necessities to resell a few products in its utility community.
The movement comes as a result of consumers demand of bigger skill degrees from answer suppliers delivering options round huge Blue’s Websphere, Tivoli, Rational database and Lotus choices, among others, says Shaun Jones, vp of IBM’s global Channels and well-known company advertising.
"in the past, any IBM solution provider could resell application choices, we’ll now base companions’ means to promote some options on more stringent qualification criteria," he says.
As valued clientele find IT budgets slashed, application tasks become tougher to justify and sales appointments are more tricky to comfy. Jones says companions with the highest degree of certification, training and proven competencies are doing greatest in the market at the moment, and the stricter certification requirements will aid these companions additional differentiate themselves from their competition.
companions could be required to dangle IBM technical certifications, demonstrate income mastery and file detailed product plans with IBM, Jones says. through satisfying these standards, companions will extra hone their talents on products and services they’re most knowledgeable at, qualify for larger levels of seller incentives and marketing assist and consequently, receive bigger margins.
For ISVs and custom application developer companions that principally goal the SMB and midmarket, there is an additional course to satisfy IBM’s stricter standards, says Jones. solution suppliers who bring customized applications constructed on top of IBM middleware can use those purposes to display mastery and income success of their solution and the underlying IBM software, and can then meet the new necessities.
"partners that create solutions that sit on precise of our middleware – CRM, ERP, as an instance – they always must have in-depth advantage of the utility their options are constructed upon," says Jones. "if they can show IBM what they’ve developed and that they’ve had a a success promoting list, we look at those accessories and could qualify them on that solution," he says.
Dave Kemper, managing partner at IBM answer company Dataskill, says he believes the brand new necessities will aid force new company and additionally increase opportunities with latest customers.
"here's a chance to evangelize on present applied sciences we already present, but it surely additionally permits us to ramp up in know-how areas where we haven’t been as amazing in the past," Kemper says. The improvement for Dataskill’s shoppers is the assurance that their solution issuer holds the optimum set of knowledge and might choose and accurately put in force the appropriate technology to remedy their company needs.
"There’s a far better diploma of assurance for customers that the correct answer and implementation paths are chosen, and that their investment will pay better dividends in preference to changing into 'shelfware,’" Kemper says.
Kemper says the new requirements will aid to weed out answer providers who may also have gained enterprise from customers based mostly completely on rate in preference to abilities, and will allow Dataskill to win greater customers and put into effect more finished solutions.
"We hope that those partners who’ve treated IBM software as a commodity product might be eradicated from the marketplace," he says. "We then can hope to drive additional price for purchasers, a good way to carry better margins in accordance with extra solution revenue and extra comprehensive options," Kemper says.
Jones says after consulting with companions across IBM’s utility group, he feels the strategy may be fairly straightforward for these partners who’ve already demonstrated a excessive diploma of dedication to IBM and options in response to its software.
even though the circulation turned into introduced the previous day, the alterations will now not take impact until October 2009, giving partners about seven months to make adjustments and assess their company fashions, he says.
"For these partners who’ve already had fantastic success with us, this aren't a huge inhibitor for them to continue doing company with us," he says. For other partners, the new requirements will push them to evaluate their solution choices and make a stronger dedication to increase their abilities and skills based on their company models and how profitable carriers’ solutions are for them.
"We’re giving partners a seven-month possibility to consider their dedication and their readiness, and we will continue to work with partners to find the place there are gaps of their ability units so one can work harder on filling those gaps," Jones says.
partners who wish to make stronger their dedication to IBM can take potential of IBM’s current earnings and technical working towards and certifications, says Jones. With the tests and processes already in place, the onus is on companions to make a decision how they'll proceed.
Jones says IBM will proceed to offer training and certification at a native degree, as well as at country wide and global accomplice conferences. He cites fresh Tivoli- and Lotus-focused movements at which IBM provided the certification checks freed from can charge, and provides that IBM is already seeing calendars replenish as partners circulation to reap training and education.
Jones says the end result might be accelerated revenues and profits for both IBM and its most committed solution suppliers.
"We’re now not attempting to penalize any one; we suppose this will aid all boats to rise, together with ours," he says.
however some fret whether they may be capable of meet the brand new technical and sales certification necessities IBM will require for all application resellers beginning in October. and a few extent resellers that supply little in the means of cost-add capabilities may be in for challenge.
"We're very bullish on this total thing. in the short term, or not it's going to be a lot of work. but in the long term it's going to aid us," spoke of Toby Banks, software earnings director at Toronto-primarily based Softchoice Optimus solutions. whereas he became assured his enterprise might meet the certification necessities for practically all of the IBM software products Softchoice Optimus includes, he brought: "We're now not at one hundred percent and that i don't know if we will get to 100%."
final month, IBM suggested the about one hundred,000 answer providers that promote IBM utility that it is switching from an uncontrolled distribution plan, beneath which solution providers were free to resell the company's application products after doing little greater than registering as an IBM partner, to a managed distribution plan with new certification necessities.
The change applies across all of IBM's software product traces, including WebSphere, Tivoli, information management, Lotus and Rational software. IBM channel executives stated the "increase through abilities" initiative, known as "Tuscany" whereas the application changed into under building, is designed to make certain that channel partners have the advantage to add cost to the utility they are selling consumers and are not easily relocating items.
"i am actually somewhat encouraged by it," spoke of Stan Duda, executive vice chairman of earnings and advertising and marketing at Alpine Consulting, a Schaumburg, sick.-primarily based answer provider. "We're increasingly operating into the situation of holding the margin in a deal," he referred to, noting competition from low-cost resellers.
"This in reality is the place IBM would love its companions to move. It keeps out the riffraff and the people who do not consider the solutions," Duda pointed out. terrible implementations of IBM software and disenchanted valued clientele hurt all solution suppliers in that market, he introduced. "This affords us extra margin in the end."
"We view it as an opportunity," Dave Kemper, a managing partner at Dataskill, a San Diego-based solution company, noted on the time of the IBM announcement. "repeatedly companions sell &#ninety one;IBM utility&#ninety three; as a commodity or don't advocate the right utility. This program will be sure that the correct advantage are used in the sales procedure and on the technical aspect to make sure a solution is deployed thoroughly."
One associate who requested no longer to be recognized, despite the fact, noted he has bought calls from a number of other resellers who are nervous about meeting the certification requirements. "there may be a lot of people freaking out about it," the govt spoke of. The trade additionally could lead on to reduced income of IBM utility ordinary when the certification necessities kick in and push some talents shoppers to competing products.
Duda spoke of the new distribution restrictions might additionally eliminate cases the place a solution company stumbles throughout a earnings opportunity outdoor of their core enterprise. with out the mandatory certification, they may not be able to shut such offers.
Banks observed the brand new distribution plan may have the most have an impact on on extent resellers, such as utility condominium foreign and Dell's ASAP application subsidiary, that give few implementation capabilities. "This allows agencies like us to compete more relatively against application properties that have been competing against us on a really, very cutthroat percent," he talked about.
beneath the new plan IBM created 14 categories of utility items wherein solution suppliers have to have at the least two technical employees licensed by way of IBM to work with these products and at the least one revenue consultant that has handed IBM's "revenue mastery" look at various for these items. IBM software resellers are now evaluating what abilities they've in-apartment to fulfill these necessities and the place they want further practicing.
Dataskill sells application from 10 of the 14 product companies and on the time of IBM's announcement Kemper stated the answer company already met the certification necessities for five of these groups. The business is planning to educate employees and hire capabilities from outdoor -- increasing headcount in technical areas by way of 30 p.c and in revenue through as a good deal as 50 p.c.
Banks mentioned Softchoice Optimus already has some 60 to 70 licensed employees masking about ninety eight percent of the business's IBM utility-connected enterprise. He noted there may be one product enviornment the enterprise is at "medium-chance" of not meeting the certification requirements and one at "high-possibility." since the business is based mostly in Toronto, Banks spoke of it has to get certifications in each the U.S. and Canada. "For me, that is very high priced."
a number of IBM application resellers also raised issues concerning the can charge of the practicing companions should get certified. IBM didn't announce a formal program to cowl these prices, however on the time of the announcement, Salvatore Patalano, vp of company accomplice program sales within the IBM software group, hinted the company would be helping partners with working towards fees. "You move, we pay," he referred to at one factor during an interview.
Banks referred to IBM has been offering coupon codes for some working towards, comparable to for Tivoli-related classes eventually month's Pulse convention in Las Vegas, and vouchers to cover charges for certification checks.
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Imagine that you’re taking a test in a large public hall. Obviously, your knowledge and confidence will determine your score, but could the number of people around you have an influence too? According to psychologists Stephen Garcia from the University of Michigan and Avishalom Tor from the University of Haifa, the answer is yes. They have found that our motivation to compete falls as the number of competitors rises, even if the chances of success are the same.
The simple act of comparing yourself against someone else can stoke the fires of competition. When there are just a few competitors around, making such comparisons is easy but they become more difficult when challengers are plentiful. As a result, the presence of extra contenders, far from spurring us on by adding extra challenge, can actually have the opposite effect. Garcia and Avishalom call this the “N-effect” and they demonstrated it through a number of experiments.
First, they showed that US students tended to score more highly in SAT tests in states where there were fewer people on average at each testing venue. For each state, they compared SAT scores in 2005 with the total number of test-takers divided by the number of venues, and adjusted the figures for factors such as education budget, general performance on the SATs and so on. A similar analysis of scores from the Cognitive Reflection Test (CRT) revealed the same pattern – a greater density of test-takers led to lower average scores.
Obviously, this is a very crude analysis. For a start, crowded testing venues could also be rife with distractions that could lie behind a dip in performance. Garcia and Avishalom knew that they had to come up with better evidence, so they ran an experiment.
They approached 74 students on their own, and asked them to complete a short quiz as quickly and accurately as possible. They were told that they were up against either 10 or 100 other students, and the top 20% would receive the princely sum of five dollars. Those who were pitched against a hypothetical 9 contenders completed the quiz in 29 seconds – significantly faster than the 33 seconds taken by those who were competing against 99.
This is clear example of the N-effect, of people behaving with different intents depending on how many others they thought they were competing against (none of whom were actually present). Garcia and Avishalom believe that the N-effect depends on people’s propensity to compare themselves against their peers. The easier and more tangible those comparisons are, the more fuel there is for competition.
To demonstrate that, they told 50 students that they would have a week to win $100 by adding as many Facebook friends as possible. They found that the students felt more motivated to compete when facing 10 competitors compared to 10,000, and they were also more likely to compare themselves against the others within the smaller contest. The number of competitors predicted the students’ motivations to compete, but that association disappeared after adjusting for their tendency to compare themselves with others.
This same experiment allowed them to rule out the possibility that the students were more motivated in the smaller group, simply because they thought the task would be easier. They certainly felt that way (albeit wrongly – in both cases, the prizes went to the top 20% and the students understood that) but it didn’t affect their behaviour. Adjusting for this perception of difficulty didn’t strongly affect the link between number of competitors and motivation.
Garcia and Avishalom admit that there are probably many other factors that lie behind the N-effect (and you may want to posit your own theories in the comments) but certainly, sizing yourself up against your peers is one of them. It’s also unclear how far the effect extends. What are the smallest group sizes where the effect becomes apparent? When groups get larger, do you need larger differences to stimulate the effect? And does the effect apply across all forms of competition?
The answers to these questions will have to wait, but for now, Garcia and Avishalom suggest a couple of areas where the N-effect should be considered. In competitive workplaces (such as sales teams), workers may be more motivated and productive if they work in small branch offices rather than in one large, central location. In the education sector, the N-effect suggests that students may try harder in smaller classrooms (quite apart from the benefits of increased individual attention), and that they may even score slightly higher in exams if they are tested in smaller venues.
Reference: Garcia, S., & Tor, A. (2009). The -Effect: More Competitors, Less Competition Psychological Science DOI: 10.1111/j.1467-9280.2009.02385.x
34. It's a normal day in the hospital with a couple of surgeries on going. Dr John, on the left, is a
general surgeon performing a simple surgery for his patient. He cut open the patient, fixed the
problem, and is now closing the patient up. His intern, Christina, watches over and assists him
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surgeries, Christina would learn more and become a great surgeon. Christina watches on and
is amazed at Dr John's fine stitching skills. She aspires to be like him.
35. It was finally the final examination. John had studied very hard for it, and he had to do well.
As he stared at the paper, he felt nervous and tried to calm himself down. The paper was
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36. The picture shows a girl writing something with her pencil, probably taking a test. In the
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37. A female student taking notes in a class while the two guys in the background are busy
talking. The female student will be thinking of understanding what the person she is listening
too saying, while the two guys are thinking about their conversation instead.
38. The surgeon's hands shook lightly, barely visible to anyone, but he knew it himself. The man
on the patient's bed was his father, the man who brought him up singlehandedly and gave him
his education. Now he was lying here in pain, pleading with his eyes for his son to put him out
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39. This is a test happening in the lecture theatre. The guy in the centre of the picture is stumped -
he does not know the answers to the foreign looking questions on his paper. He is feeling
anxious and wishes that somehow, the answers would magically appear in his head.
Unfortunately, that did not happen and he left the lecture theatre calculating how well he
would have to score in the upcoming tests so that a B+ is still possible for this module.
40. this is an ice-skating race. the first two skaters are sprinting to the final. both of them want to
get the champion. the second skater wants to overrun the first one so as to win the race.
41. Guy: “What? You are pregnant?”
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Polycom [2 Certification Exam(s) ]
PostgreSQL-CE [1 Certification Exam(s) ]
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Zend [6 Certification Exam(s) ]
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