Which is NOT a goal of the retention lifecycle?

Meeting as many people as possible to build relationships

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

Book a meeting with the account team

What is the definition of a Green Contact rating?

A valid contact we are pursuing

What is TRUE about Guided Implementations?

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

Complete the sentence so it is true: Technical counselors...

provide deep technical expertise & guidance within a specific IT domain

What is TRUE about Concierge Services?

They are pre-scoped mini consulting engagements

Which is not a field that needs to be consistently updated on your opportunities?

All of the above need to be updated

Software Reviews are:

Vendor agnostic reports and data sourced from verified end users

What are the 4 common gaps where workshops are a good fit?

Time, Consensus, Experience, Compliance

Which is NOT a guiding principle to analyst call booking?

Value will be delivered by one analyst alone

Which is NOT a goal of account planning?

Setting personal goals for the year

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Duplicate of ENG Final - Nov F25

98 termsStudBud Administration

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Questions 98

Answers

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

Duplicate of ENG Final - Nov F25 Flashcards | StudBud