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Test Code : 00M-248
Test Name : IBM Cognos Midmarket Foundational Sales Mastery Test v1
Vendor Name : IBM
Q&A : 45 Real Questions

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IBM Cognos Midmarket Foundational Sales Mastery Test v1 certification

Certify Or Die: IBM Unveils utility 'managed Distribution' Plan | 00M-248 Real Questions and VCE Practice Test


Wednesday IBM informed the approximately one hundred,000 solution providers that promote IBM software that it's switching from an uncontrolled distribution plan, beneath which solution providers had been free to resell the enterprise's utility products after doing little greater than registering as an IBM partner, to a controlled distribution plan with the brand new certification requirements.

The trade applies throughout all of IBM's software product strains, together with WebSphere, Tivoli, advice administration, Lotus and Rational.

IBM channel executives mentioned the stream, which or not it's calling the "boom through potential" initiative, is designed to ensure that channel partners have the potential so as to add cost to the services they're proposing valued clientele and not effectively moving items. They even offered it as a chance for channel companions to discover simply what knowledge they've and take steps to improve them.

"We're now going to ask their companions to show us they are certified from a technical and sales perspective to sell IBM software," stated Shaun Jones, vice chairman of international channel and frequent company advertising and marketing, in the IBM software group. "it be a very good look at various of any accomplice's cost equipment," he stated in a telephone interview.

Jones expects "the massive majority"of utility channel partners to meet the certification necessities. "I suppose those who are offering value will do very neatly."

but Jones and different IBM executives stated that no longer all and sundry would make the cut. Some resellers that lack the potential imperative to fulfill the certification requirements would with ease make a decision it's no longer price the investment to are attempting, Jones predicted. IBM executives wouldn't speculate how many of its 100,000 software channel companions would or would no longer achieve the needed certifications.

below the latest uncontrolled distribution model, IBM has no approach of evaluating a channel companion's technical and revenue ability stages. The company has provided certification for solution suppliers. "but has it ever been obligatory? No," spoke of Salvatore Patalano, vice president of business companion application earnings within the IBM software community. He spoke of the existing condition is sort of a dance corridor where anybody can enter after providing a name and address. "Now they've obtained to prove to us they can dance."

at least one accomplice, San Diego-based answer issuer Dataskill, is applauding the IBM initiative.

"This software will be sure that the right expertise are used within the sales method and on the technical aspect to be certain an answer is deployed accurately," pointed out Dave Kemper, a managing associate at Dataskill, in a mobilephone interview. He pointed out some resellers with no trouble push IBM software as a commodity with little or no cost-add or do a negative job in recommending options to their valued clientele.

IBM has been selling a few of its got software products, such as the FileNet content material administration gadget and Cognos business intelligence applications, below a controlled distribution plan known as "utility ValueNet." however most of IBM's a whole bunch of software products had been sold on an uncontrolled basis, IBM application neighborhood's Patalano stated.

beneath the managed distribution plan, IBM is creating 14 product groups, reminiscent of WebSphere commerce, Lotus portal application and Tivoli safety and compliance administration. To promote products from anyone of those product groups, solution suppliers must have as a minimum two technical personnel certified by way of IBM to work with those items and at the least one income consultant that has handed IBM's "revenue mastery" examine for the items.

a different means for channel companions to make the grade to proceed promoting IBM utility is to become a licensed member of IBM's price capabilities Plus (VAP) application. VAP application participants construct options that comprise IBM middleware and are certified by IBM. last month, IBM increased the VAP application so as to raise earnings to midmarket shoppers.

The controlled distribution plan is IBM's newest effort to get its channel partners so as to add extra price to IBM items, similar to via consulting capabilities, in preference to effortlessly reselling IBM products. past this month, IBM launched an initiative to supply working towards, advertising and marketing and revenue counsel to help companions extend their consulting services choices.

IBM is surroundings a deadline of October for channel companions to fulfill the brand new certification requirements. The enterprise has developed what it calls the "partner Readiness tool," which it be using to verify the advantage of application channel companions and provide resellers with a file. IBM is also constructing a plan to expand education and training to assist companions meet the certification requirements.

Patalano also stated IBM is not making any adjustments in the margins or different fiscal incentives it offers utility resellers.

Kemper referred to Dataskill sells application from 10 of the 14 product businesses and after conducting an in-house evaluation has concluded that it already meets the certification requirements for five of those corporations. The business is now given that where it could train present employees to elevate its ability ranges and the way a whole lot it must appoint from outdoor.

"We even have a hiring plan related to this &#ninety one;IBM&#ninety three; initiative," Kemper spoke of, adding that Dataskill may additionally raise its headcount in technical areas via 30 p.c and in revenue with the aid of as tons as 50 percent. but he changed into short to add that the enterprise is hiring to meet a chance, no longer because it feels compelled by way of IBM.

IBM has created a page on its PartnerWorld web website with extra assistance on the application at http://www-200.ibm.com/partnerworld/pwhome.nsf/weblook/pat_sw_growthroughskills.html.

along with the three previously mentioned product businesses, the other utility organizations resellers should be certified in are WebSphere SOA basis, WebSphere Connectivity, WebSphere business system administration, WebSphere SOA home equipment, WebSphere enterprise solutions, Tivoli Storage useful resource and Infrastructure administration, Tivoli Automation, Tivoli enterprise Asset management, information administration, commercial enterprise content material management, counsel management records administration and Rational software.

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