What is the first action item to take when an account is flagged as at risk?

Book a meeting with the account team

Which of the following is NOT part of the Solution Call agenda?

Membership package recommendation

Which is NOT a goal of the retention lifecycle?

Meeting as many people as possible to build relationships

Contract Review Service is:

Unlimited (# of pages, # of contracts)

Which is NOT a goal of account planning?

Setting personal goals for the year

What question does ITSS NOT answer for a member?

How can I upskill IT staff members?

What is TRUE about Guided Implementations?

A series of calls with a subject matter expert to support execution

Cybersecurity Workforce Development allows members to:

Upskill IT team beyond certification knowledge to assured competence

Which is NOT a goal of the QBR & Midyear?

Review & present financial proposal

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Duplicate of ENG Final - Nov F25

98 termsStudBud Administration

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Questions 98

Answers

1
Which of the following is NOT a benefit of Concierge Services?
Get tangible results fast
Our analysts do the heavy lifting
All answers are benefits
Highly polished deliverables
2
Select the qualities of effective emails:
All of the above
Clear
Concise
Show You Know Them
3
What is the first action item to take when an account is flagged as at risk?
Develop an action plan to save the account
None of the above are the first step
Book a meeting with the account team
Book discovery calls with other contacts on the account
4
Speed to lead is imperative to drive conversion to sales opportunities.
True
False
5
T/F: When booking, if you can’t find an available analyst within a reasonable timeframe, use the escalation process
False
True
6
Where on the Contact record in Salesforce could you view past interaction with marketing campaigns?
None of the above
Campaign History
Cases
Opportunities
7
A good subject line is 1-3 words that mean something to your prospect and nobody else.
False
True
8
Which are the top 2 reasons deals stall?
Power & Urgency
Power & Poor Relationship
Budget & Poor Relationship
Urgency & Budget
9
T/F: Workshops are training sessions focused on theory, not on developing an output.
False
True
10
Which of the following is NOT part of the Solution Call agenda?
Overview of Info-Tech
Membership package recommendation
Next steps
Review of key initiatives
11
T/F: You have to onboard every advisory seat & up in your accounts within 45 days of renewal.
True
False
12
Which membership types include unlimited access to Diagnostics? (select all that apply)
Advisory
Counselor
Team
Reference
13
Which is NOT a goal of the retention lifecycle?
Ensuring value throughout the membership
Confirming if they would renew at each step (except onboarding)
Consistent approach for service & renewals
Meeting as many people as possible to build relationships
14
I want a detailed report on my organization's satisfaction with IT - which diagnostic do I run?
CEO-CIO Alignment
IT Staffing Diagnostic
CIO Business Vision
Assess Core IT Processes
15
I'm in charge of disaster recovery planning, business continuity & external compliance - which department am I in?
Office of the CIO
Security
CIO
Infrastructure
16
Core Memberships are only available to prospect accounts, not members.
False
True
17
The Software Reviews report that ranks vendors based on features and functionality is:
None of the above
Data Quadrant Report
Emotional Footprint Report
Product Scorecard
18
During which member quarter do you book & conduct Discovery calls?
All of the above
MQ2
MQ4
MQ1
19
Additional products and seats can be added to a Core Membership for a ___% discount.
20
10
15
5
20
Which of the following is NOT an account level service?
AI and Innovation Board Presentation
Concierge Services
IT Spend & Staff Benchmarking
Annual Training & Development Credits
21
Contract Review Service is:
A legal review
Part of ITRG's diagnostic programs
Unlimited (# of contracts only)
Unlimited (# of pages, # of contracts)
22
Which is NOT a goal of account planning?
Growing the account
Better understanding of the account
Renewing the account
Setting personal goals for the year
23
T/F: We use the Value Selling framework to uncover what is of value to the client. It is not our job to create value.
False
True
24
What triggers an FAC in Salesforce?
Attempting Contact -> Qualification
Outlook meetings
FAB booked-> Discovery -FAC
Discovery -> Solution
25
Every counsellor seat has at least an onsite included.
True
False
26
T/F: You need to execute the full retention lifecycle with ALL levels of access within each account.
False
True
27
What question does ITSS NOT answer for a member?
How do I explain the IT budget to the executive team?
How can we optimize our IT spend?
How can I upskill IT staff members?
How does my IT spend compare to relevant peers?
28
What is TRUE about Guided Implementations?
A series of calls with a subject matter expert to support execution
They do not follow the structure of our blueprints
30m conversations about key technology topics
Delivered on site
29
A CKIP is a dynamic engagement plan for us to deliver upon & exceed client expectations for achieving their goals.
True
False
30
T/F: Your mutual plan (MAP) letter should be updated following every call you have with a prospect.
False
True
31
The Ask at 120 if your final opportunity to ask, act, and renew.
True
False
32
During which quarter of the member year do you build out blank space?
MQ1
MQ4
MQ2
MQ3
33
In the CKIP Builder Tool, where would you list a company's goals?
Import Initiative Template
Business Goal
Outcomes
Current State
34
T/F: Counselor services are for members who want to move beyond an operational focus and drive greater business value.
True
False
35
T/F: We need to speak to non-DMs first and get their buy-in, prior to proposing renewal to the decision maker.
True
False
36
T/F: Blank Space Analysis helps to identify opportunities within our territories and provide focus on how to get started
True
False
37
What can you use on a Solution Call to showcase how we can help the prospect solve their problems?
Product Collateral
POC analyst call
Any/all of the above
Website Demo
38
You can Closed Lost an opportunity at any point.
True
False
39
During what month of the member year will blank space contacts be added to marketing programs?
3
6
5
4
40
What opportunity stages appear in your Pipeline forecast category?
Solution & Propose
None of the above
Discovery FAC & Solution QO
Qualification & Discovery
41
T/F, Reference Seats include access to a Leadership Development Program.
True
False
42
Which is not included with Industry?
Executive Roundtables
Industry-specific advisory services
Industry-specific diagnostics
Industry-specific content
43
What data can you gather from the NB Planning dashboard?
Which contacts are about to be enrolled in lifecycle campaigns
Eligible contacts who could be included but are missing the contact rating
How many contacts from different accounts are going to be added
All of the above
44
I want a customized report highlight my organization's process effectiveness, importance, & ownership; what diagnostic?
CEO-CIO Alignment
Assess Core IT Processes
IT Staffing Diagnostic
CIO Business Vision
45
How many standard steps are in the retention lifecycle (RLC)?
4
5
3
2
46
What is NOT an automatic trigger to flag an account as at risk?
Multi-year ending
No CKIP
True first year account
Green in Gainsight
47
Where can we see the number of hours spent with a member?
In the Sales Hub
In Gainsight
None of the above
In Sales Force
48
T/F: When driving high quality activity, taking time to personalize your messaging is NOT worth it.
True
False
49
Cybersecurity Workforce Development allows members to:
All of the above
Upskill IT team beyond certification knowledge to assured competence
Do security awareness training
Establish impenetrable firewalls
50
More Counselor seats on a Core Membership unlocks additional account-level services and features.
True
False
51
Which is NOT a goal of the QBR & Midyear?
Review progress on CKIP and book upcoming experiences
Review & present financial proposal
Identify new research/products that can provide value and drive growth.
Confirm value received and ensure seats are filled/assigned appropriately
52
Info-Tech takes a "how-to" approach with passive, collaborative, and active services to drive exceptional value.
True
False
53
What does NOT need to be included in your Ask at 120 mutual plan?
Key dates on service
Why the member is renewing in their words
Description of next steps
All items need to be included
Key dates on renewal
Procurement details
54
T/F, Team seats include Analyst access.
True
False
55
Info-Tech LIVE is a 3 day, practical event for CIOs and IT Leaders hosted by Info-Tech.
False
True
56
In Salesforce, where can you look to see downloads?
Memberships
Cases
Subscriptions
Research Usage Report
57
What are our driving forces for Core Memberships?
All of the above
Increase number of multi seat accounts
Simplify member decisions
Clear upgrade pathways
58
T/F: You do NOT need to organize a CKIP meeting for a member during the onboarding/SKO call.
True
False
59
When a member has a Counselor Seat, who is responsible for building the FULL CKIP?
Rep
Counselor
Member
None of the above
60
Which of the following is NOT part of the Discovery Call checklist?
CKIP
Make a membership recommendation
Ask questions to uncover business issue, problem & solutions
Credibility Introduction
61
T/F: Value is created by resolving business issues.
True
False
62
Which is not a field that needs to be consistently updated on your opportunities?
Stage
Amount
All of the above need to be updated
Close Date
None of the above need to be updated
Next Step
63
Successful reps will take proactive steps in preventing risks
False
True
64
Which of the following is NOT an Opportunity type in Salesforce?
New Seat
New Account
Renewal
All of the above are opportunity types
65
T/F: Everyone is responsible in delivering impactful CKIPs.
False
True
66
What is FALSE when an opportunity is in the Qualification stage?
All statements are true
A meeting has been booked
The opportunity carries 0% weight in your forecast
A meeting has been completed
67
When we want to book a call on a topic that has written research (blueprint), which SFDC case type do we book?
Guided Implementation
Analyst Call
68
Opportunity Stages are different for New Account and New Seat opportunities.
False
True
69
T/F: On a Discovery Call, you are trying to sell by showcasing Info-Tech's capabilities.
False
True
70
What is not one of the key goals for the Ask at 120?
Present one renewal option
Confirm Value
Book discovery calls
Engage Seat Holders
71
At what opportunity stage is your deal most likely to stall?
Propose
Discovery
All are equally likely
Solution
72
T/F: Blank space analysis is one of our growth sales priorities.
False
True
73
Concierge Services are custom engagements.
True
False
74
When do we need to build a CKIP?
For every Advisory seat and above, every year
For additional seat opportunities
For every new account sale
All of the above
75
In which tab in SF, at the account level do you find info regarding the current subscription
Related
Details
Account Plan
History
76
How many phases are there in the Rapid Application Selection Framework?
2
5
10
3
77
I'm in charge of change management, cloud & asset management - which department am I?
CIO
Infrastructure
Security
Applications
78
There are 3 important questions we ask in every Service Kick-Off call. Which of the below is NOT one of them?
How will you determine the value you derive from the service?
Why did you invest in an Info-Tech membership?
If you had to renew today, would you?
What success criteria will you use?
79
T/F: We can position growth at a QBR, if we have earned the right.
False
True
80
Contract Review and Price Benchmarking engagements cannot be run separately.
False
True
81
A blueprint is a step-by-step methodology with all the tools and templates a member needs to execute a project.
False
True
82
Software Reviews are:
Vendor agnostic reports and data sourced from verified end users
None of the above
Support for terms and pricing negotiation
Market research written by analysts
83
Which of the following is NOT part of the Value Selling QPE formula?
Plan
Problems
Value
Power
84
T/F: Unfilled seats will hurt your Service Metric score.
False
True
85
What is TRUE about Concierge Services?
They are custom engagements
Turnaround time is 24h
They are pre-scoped mini consulting engagements
Members can only use 1 per year
86
What are the 4 common gaps where workshops are a good fit?
Time, Consensus, Effort, Experience
Time, Effort, Experience, Knowledge
None of the above
Time, Consensus, Experience, Compliance
87
What is the definition of a Green Contact rating?
A valid contact we are not pursuing
A contact flagged for removal
A valid contact we are pursuing
An invalid contact
88
Which is NOT a good way to drive high quality activity?
Fax
Direct Mail
Email
Phone Call
89
Complete the sentence so it is true: Technical counselors...
do not provide 1on1 coaching
provide strategic support and budget counseling with members
support the building of CKIPs for all members
provide deep technical expertise & guidance within a specific IT domain
90
Which is NOT included in our rationale for building territories?
Specialized Territories
Capacity to Serve
Capacity to Grow
Likelihood to Renew
91
Guided Implementations have the same output as Blueprints.
True
False
92
Which is NOT a guiding principle to analyst call booking?
The person on the call books the call while on the call
Value will be delivered by one analyst alone
Any listed call taker is a subject matter expert certified to take the call
Don't delay book today
93
What are some problems that Cybersecurity Workforce Development solves?
None of the above
Outsourcing without adequate skill internally doesn't work
Increased demand and cost for security professionals
No guarantee external hire will close gaps
Lengthy candidate searches
All of the above
94
Industry research will allow you to build a solid understanding of your prospect's industry's...
Unique Capabilities, Top Competitors, Business & Technology Trends
Value Streams, Unique Capabilities, Top Competitors
Value Steams, Unique Capabilities, Business & Technology Trends
None of the above
95
What describes the diagnostics value proposition?
Diagnostics enable effective communication of results to drive improvement
All of the above
Diagnostics are low effort, high impact data assessment tools
Diagnostics collect internal data and turn it into actionable insights
96
What is true about Price Benchmarking & Negotiation?
All identified savings are the member's, no percentage is taken by ITRG
We meet with the vendor on the member's behalf to negotiate pricing
It's a deep dive into the terms and conditions
It's an unlimited service members can access
97
T/F: IT is complex, yet simple. You need to understand why our members are doing certain projects, not technical details
True
False
98
You are working towards building and presenting one membership recommendation.
True
False

Duplicate of ENG Final - Nov F25 Flashcards | StudBud