What is the primary purpose of the CKIP in the discovery stage?

To align IT initiatives to business goals & corporate objectives

Which of the following are best practice expectations for Proposal calls? Select all that apply.

Present 1 Membership Recommendation, Anchor High., Present to Power, Lead with Multi Year Deals, Lead with Core Memberships

Which of the following are Concierge Services we offer? Select all that apply.

IT Strategy Visualization, Security Policy Review, Custom Vendor Landscape, Grant Application Review

What are the 4 phases of the CKIP lifecycle?

Discovery, Planning and Build, Presentation, and Execution

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

provide deep technical expertise & guidance within a specific IT domain

What are the components of Differentiated Vision Match? Select all that apply.

Vision of Solution, Business Issue/Goal, Corporate Objective, Problem, Key Projects

Which is true about Price Benchmarking & Negotiation?

All identified savings go back to the member (no % is taken by Info Tech)

What triggers indicate that AIWD would be a good fit? Select all that apply.

Lack of AI skills, Pressure to deploy AI solutions

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

Membership Package Recommendation

What is the value proposition of IT Staff & Spend Benchmarking?

To map & analyze IT spend & staffing to showcase IT value to the business

Which of the following are areas of vendor differentiation our clients look for? Select all that apply.

Customer Experience, Terms & Conditions, Price, Capabilities, Risk Mitigation

On the Info Tech website, under which tab(s) would you find information on Industry Roundtables (Select 1 or more)

Industry Coverage, Events & Webinars

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ACQ CD Final Exam - February 2025

98 termsStudBud Administration39 plays

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Questions 98

Answers

1
T/F: GI's have the same output/deliverable as blueprints.
True
False
2
What is the primary purpose of the CKIP in the discovery stage?
To implement new AI strategies
To finalize project budget
To align IT initiatives to business goals & corporate objectives
To conduct employee training
3
What services are included within the Counselor product? Select all that apply
All of the above
Leadership Training
CKIP
Monthly Cadence Calls
4
T/F: Info-Tech takes a theoretical, high level approach to supporting our members with their IT needs.
True
False
5
T/F: A CKIP is a dynamic engagement plan for prospects and members
True
False
6
T/F: Following a Discovery call, it is common practice to send the prospect pricing.
True
False
7
T/F: IT Spend & Staff Benchmark provides transparency into business consumption of IT.
True
False
8
What are some problems that CWD solves for members?
Increased demand and cost for security professionals
All of the above
Lack of success with external hires
Lengthy candidate searches
Outsourcing without adequate internal skill doesn't lead to success
9
I am in charge of change management, cloud strategy, and asset management. What domain am I in?
CIO
Security
Office of the CIO
I&O
10
T/F, our Industry Research product covers IT Strategy, Top Trends, Benchmarking, and Core Technologies
False
True
11
How many phases are there in the RASF?
6
4
3
5
12
I am in charge of disaster recovery planning, business continuity, and external compliance. What domain am I in?
CIO
I&O
Security
Office of the CIO
13
T/F: Discovery, Solution & Proposal calls should all end with planning next steps.
True
False
14
T/F: Counselor Services are for members who want to move beyond an operational focus and drive greater business value.
False
True
15
T/F: Onsite workshop delivery is available for an additional fee
True
False
16
T/F: An organization can leverage Info Tech and Gartner simultaneously.
True
False
17
T/F: You must have your Industry CKIP slide prepped & inserted into the deck for every Discovery Call.
False
True
18
"I need software capability assessments to inform my selection process." What am I?
Key IT Project
Corporate Objective
Vision of the solution
Problem
19
Which of the following are parts of the AIWD program?
Structured Assessment
AI Virtual Labs
Personal Development Plan
Ready to Deploy Deliverables
All of the above
20
Which of the following are best practice expectations for Proposal calls? Select all that apply.
Present 1 Membership Recommendation
Anchor High.
Present to Power
Lead with Multi Year Deals
Lead with Core Memberships
21
Adding additional counselor seats on a Core Membership unlocks additional account level services & features.
False
True
22
T/F: The objective of a cold call is to book a meeting.
False
True
23
T/F: SalesLoft enables us to drive high quality activity across a large number of target prospects.
True
False
24
Which of the following are Concierge Services we offer? Select all that apply.
IT Strategy Visualization
Security Policy Review
Custom Vendor Landscape
Grant Application Review
25
Which is NOT a trigger for Price Benchmarking?
Upcoming Vendor Renewal
Vendor Sprawl
All of the above are triggers
Upcoming Vendor Purchase
26
Why are Core Memberships valuable?
Increase # of multi seat accounts
Provide clear upgrade pathways
Simplify member purchasing decisions
All of the above
27
What are the 4 phases of the CKIP lifecycle?
Planning, Execution, Review, and Closure
Discovery, Planning and Build, Presentation, and Execution
Initiation, Development, Testing, and Deployment
Analysis, Design, Implementation, and Maintenance
28
T/F: The Management & Governance Framework blueprints each contain an Academy Course that can be assigned.
False
True
29
T/F: the CWD curriculum includes instruction, application, and assessment
True
False
30
T/F: On a day to day basis, you are expected to start 8 new cadences in Sales Loft.
True
False
31
"Our IT department suffers from application sprawl & redundancy". What am I?
Problem
Key IT Project
Corporate Objective
Business Issue/Goal
32
Complete the sentence so it is true: Technical Counselors ...
provide strategic support and budget counseling with members
provide deep technical expertise & guidance within a specific IT domain
do not provide 1:1 coaching
support the building of CKIPs for all members
33
For BDR booked meetings, who is responsible for show rate?
BDR
ACD/CD
Director
BDR Manager
34
What are the components of Differentiated Vision Match? Select all that apply.
Vision of Solution
Business Issue/Goal
Corporate Objective
Problem
Key Projects
35
T/F: IT is complex, yet simple. You need to understand WHY our prospects are doing projects, not the technical details.
False
True
36
RASF is best suited for low to medium complexity applications.
True
False
37
Which is true about Price Benchmarking & Negotiation?
We meet with the vendor on the member's behalf
All identified savings go back to the member (no % is taken by Info Tech)
It's included in a single seat membership
38
What triggers indicate that AIWD would be a good fit? Select all that apply.
Lack of AI skills
Pressure to deploy AI solutions
Purchasing AI Software
39
The key goal of the AI Workforce Development program is to make responsible, reliable & effective decisions around AI
False
True
40
Which of the following is NOT part of the Solution call agenda?
Review of previous discussion
Membership Package Recommendation
Overview of Info Tech
CKIP
41
T/F: We update the Opportunity stage to Discovery only after the Discovery call has been completed.
True
False
42
T/F: Once we complete a Discovery call, we have to update the Salesforce VS Questions & send a MAP.
False
True
43
"ABC Corp has set a 15% growth target for 2023". What am I?
Solution
Key Project
Problem
Corporate Objective
44
T/F: During the solution stage, the CKIP is our primary tool for selling the value of Info Tech.
False
True
45
I want a customized report highlighting my departments process effectiveness. Which diagnostic should I run?
Assess Core IT Processes
CEO-CIO Alignment
IT Staffing Diagnostic
CIO Business Vision
46
What is the value proposition of IT Staff & Spend Benchmarking?
To offer unlimited IT consulting
To provide long term project management support
To develop a new IT strategy
To map & analyze IT spend & staffing to showcase IT value to the business
47
Which of the following are areas of vendor differentiation our clients look for? Select all that apply.
Customer Experience
Terms & Conditions
Price
Capabilities
Risk Mitigation
48
Adding additional Counselor seats on a Core Membership unlocks additional account-level services and features
True
False
49
On the Info Tech website, under which tab(s) would you find information on Industry Roundtables (Select 1 or more)
Industry Coverage
Technology Research
Events & Webinars
Concierge Services
50
T/F: Selecting a new CRM is an IT project.
False
True
51
T/F: Industry Research is included in our Base Core Membership.
True
False
52
Which of the following is NOT a benefit of Concierge Services?
Our analysts do the heavy lifting
All answers are benefits
Get tangible results fast
Highly polished deliverables
53
What elements of the QPE do you need to have satisfied before moving into the Proposal stage? Select all that apply.
VMD
Power
Value
Plan
54
T/F: Info-Tech covers the full breadth of topics in IT, even niche topics that only select clients may use.
False
True
55
Which of the following events often take place during the Solution stage? Select all that apply.
Analyst Call
Solution Call
Counselor POC
Dedicated call with product team (workshops, concierge, diagnostic etc.)
56
T/F: Effectively pitching a Blueprint is a core component of a reps ability to communicate ITRGs value prop.
True
False
57
What is the Software Reviews report that ranks vendors in a category based on customer experience?
Product Scorecard
Emotional Footprint Report
RASF
Data Quadrant Report
58
T/F: Workshops are training sessions focused on theory, not on developing an output/deliverable.
False
True
59
What is the Software Reviews report that ranks vendors in category based on features & functionality?
Emotional Footprint Report
Product Scorecard
RASF
Data Quadrant Report
60
What is the primary objective of Discovery?
Pitch Info Tech Products
Present Pricing
Establish VMD
61
T/F: Our website is designed to make it easy for members to navigate, find & share resources on their own.
True
False
62
T/F: On a proposal call, you will walk your prospect through all seat levels & membership options.
False
True
63
What is the value proposition of the Rapid Application Selection Framework (RASF)?
Evaluate customer & vendor relationships
Perform extensive analysis on a single vendor
Select software faster, better & cheaper
Gain a comprehensive review & assessment on an enterprise software (ERP)
64
T/F: We only move into the Solution stage once we have established VMD.
False
True
65
What is true about Guided Implementations?
GI's do not follow the structure of ITRG blueprints
GI's are a series of calls with a SME to support project execution
GI's are 30 minute conversations about key technology trends
GI's are delivered onsite
66
T/F: A blueprint is a step by step methodology with all the tools & templates a member needs to execute on a project.
False
True
67
I want a detailed report on my organizations satisfaction with IT - which diagnostic should I run?
CIO Business Vision
CEO-CIO Alignment
IT Staffing Diagnostic
Assess Core IT Processes
68
T/F: Building & delivering a CKIP during the new business sales cycle accelerates the sales cycle and time to value.
False
True
69
What is FALSE about ITRG blueprints?
They contain step by step instructions
They can be shared with other team members
They can only be accessed via the Management & Governance framework
They contain customizable tools & templates
70
Which of the following describes the value proposition of diagnostics? Select all that apply.
Diagnostics are low effort, high impact data assessment tools
All of the above
Diagnostics enable effective communication of results to drive improvement
Diagnostics collect internal data and turn it into actionable insights
71
Which is NOT a workshop type that we offer?
Distributed
Small Enterprise
Enterprise
Standard
72
CWD allows members to:
Establish impenetrable firewalls
Upskill IT team beyond certification knowledge to assured competence
Do security awareness training with employees
73
What is included in our base Core Membership?
1 Counselor Seat, 1 Advisory Seat, 1 Leadership Summit Pass
1 Counselor Seat, 4 Reference Seats
2 Counselor Seats, 4 Reference Seats, 2 Leadership Summit Passes
74
Info-Tech Software Reviews are:
Market research written by analysts
Neither of the above.
Vendor agnostic reports & data sourced from verified end users
75
BDRs use the Assign to Rep workflow after FAC completion, but before the opp is updated to Discovery-FAC
False
True
76
Which component is not part of the Qualified Prospect Equation (QPE)?
Value
Power
Plan
All of the above are components.
Differentiated Vision Match
77
What is TRUE about concierge services?
They are pre scoped, mini consulting engagements
They are custom engagements
Turnaround time is less than 24 hours
Members can only use 1/year
78
Which of the following are triggers that ITSS may be a good it?
Recession Proofing
Budget reduction
All of the above are triggers
Need for spend transparency
79
T/F: Our differentiator is NOT that we are cheaper than Gartner but that we offer more value for the price.
True
False
80
What are the 4 common gaps where workshops are a good fit?
Time, Consensus, Experience, Compliance
Time, Effort, Experience, Knowledge
None of the above
Time, Consensus, Effort, Experience
81
A Chief Information Security Officer (CISO) would be best suited for a:
Security Technical Counselor
Executive Counselor
CIO Counselor
82
How many analyst calls & GI's are members entitled to each year?
Unlimited
25
10
50
83
IT Spend & Staff Benchmarking (ITSS) covers which 4 categories?
Expense (CFO), Business (CXO), Innovation (CEO), Service (CIO)
Expense, Operations, Innovation, Reserve
Expense, Business, Training, Service
Capex, Opex, Training, Reserve
84
In Value Selling, what is the perceived impact or worth of a purchase?
Expense
Cost
Price
Value
85
T/F: Info-Tech takes a "how to" approach with passive, collaborative, and active services to drive exceptional value.
True
False
86
Which of the following are potential triggers for tiering your territory accounts? Select all that apply.
Win Back/Laggard
Dec Fiscal Year End
Marketing Leads
Segment (Tenure, Core, Receptive, Growth)
87
What is a Corporate Objective?
An IT project that is underway or needs to be delivered
The enterprise level goal or strategy that is measurable & time bound
Prospects vision of how they will solve their challenges
The roadblocks getting in the way of project success
88
T/F: Concierge Services are custom engagements.
True
False
89
T/F: Workshops can be purchased as a standalone product or as part of a membership subscription
True
False
90
I am in charge of IT Finance, IT HR & Governance. What domain am I in?
I&O
Office of the CIO
CIO
Security
91
Which of the following are triggers for marking contacts as Green & importing to SalesLoft.
Using the mark as green & Loft button
All are triggers
Adding contact roles & moving opp stage to attempting contact
Creating opportunity & assigning primary contact
92
Which workshop type includes 7-Days of effective work by Info-Tech?
Enterprise Workshop
Standard Workshop
SE Workshop
Distributed
93
T/F: The best practice for ensuring a high show rate is booking your FABs within 2-3 business days.
True
False
94
Which membership seats include unlimited access to Diagnostics? (select all that apply)
Reference
Advisory
Counselor
Team
95
T/F: The Business Goal is often the "why" behind an IT project.
False
True
96
T/F: The solution stage is typically only 1 call
False
True
97
Which of the following is NOT part of the value proposition of workshops?
Get 90% of the project (blueprint) complete
An intense, collaborative learning experience
High value, standard pricing - no hassle negotiating
A 2 day engagement
98
Info-Tech's Contract Review service is.. Select all that apply.
A legal review
Unlimited (# pages, # contracts)
A review of IT contract terms & conditions
Part of the diagnostic program

ACQ CD Final Exam - February 2025 Flashcards | StudBud