ACQ CD Final Exam - February 2025

How many analyst calls & GI's are members entitled to each year?

T/F, our Industry Research product covers IT Strategy, Top Trends, Benchmarking, and Core Technologies

What is true about Guided Implementations?

Info-Tech's Contract Review service is.. Select all that apply.

What is FALSE about ITRG blueprints?

T/F: Effectively pitching a Blueprint is a core component of a reps ability to communicate ITRGs value prop.

What is the Software Reviews report that ranks vendors in category based on features & functionality?

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

I am in charge of disaster recovery planning, business continuity, and external compliance. What domain am I in?

T/F: Once we complete a Discovery call, we have to update the Salesforce VS Questions & send a MAP.

Which of the following events often take place during the Solution stage? Select all that apply.

T/F: Workshops are training sessions focused on theory, not on developing an output/deliverable.

"Our IT department suffers from application sprawl & redundancy". What am I?

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

What services are included within the Counselor product? Select all that apply

T/F: Info-Tech takes a theoretical, high level approach to supporting our members with their IT needs.

What is the Software Reviews report that ranks vendors in a category based on customer experience?

T/F: Discovery, Solution & Proposal calls should all end with planning next steps.

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

T/F: A CKIP is a dynamic engagement plan for prospects and members

T/F: IT Spend & Staff Benchmark provides transparency into business consumption of IT.

T/F: The best practice for ensuring a high show rate is booking your FABs within 2-3 business days.

T/F: the CWD curriculum includes instruction, application, and assessment

Info-Tech Software Reviews are:

T/F: Counselor Services are for members who want to move beyond an operational focus and drive greater business value.

Adding additional counselor seats on a Core Membership unlocks additional account level services & features.

T/F: Selecting a new CRM is an IT project.

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

RASF is best suited for low to medium complexity applications.

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

Why are Core Memberships valuable?

T/F: Following a Discovery call, it is common practice to send the prospect pricing.

T/F: GI's have the same output/deliverable as blueprints.

T/F: IT is complex, yet simple. You need to understand WHY our prospects are doing projects, not the technical details.

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

What is the primary objective of Discovery?

Which workshop type includes 7-Days of effective work by Info-Tech?

I am in charge of change management, cloud strategy, and asset management. What domain am I in?

T/F: Onsite workshop delivery is available for an additional fee

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

Which of the following are triggers that ITSS may be a good it?

T/F: Building & delivering a CKIP during the new business sales cycle accelerates the sales cycle and time to value.

T/F: Info-Tech takes a "how to" approach with passive, collaborative, and active services to drive exceptional value.

What elements of the QPE do you need to have satisfied before moving into the Proposal stage? Select all that apply.

"ABC Corp has set a 15% growth target for 2023". What am I?

What are the 4 phases of the CKIP lifecycle?

T/F: We update the Opportunity stage to Discovery only after the Discovery call has been completed.

Which of the following are triggers for marking contacts as Green & importing to SalesLoft.

Which of the following are potential triggers for tiering your territory accounts? Select all that apply.

Adding additional Counselor seats on a Core Membership unlocks additional account-level services and features

I am in charge of IT Finance, IT HR & Governance. What domain am I in?

I want a detailed report on my organizations satisfaction with IT - which diagnostic should I run?

Which membership seats include unlimited access to Diagnostics? (select all that apply)

What is the value proposition of the Rapid Application Selection Framework (RASF)?

T/F: On a day to day basis, you are expected to start 8 new cadences in Sales Loft.

T/F: On a proposal call, you will walk your prospect through all seat levels & membership options.

Which component is not part of the Qualified Prospect Equation (QPE)?

What is TRUE about concierge services?

What are some problems that CWD solves for members?

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

IT Spend & Staff Benchmarking (ITSS) covers which 4 categories?

Which of the following is NOT part of the value proposition of workshops?

For BDR booked meetings, who is responsible for show rate?

BDRs use the Assign to Rep workflow after FAC completion, but before the opp is updated to Discovery-FAC

T/F: Our differentiator is NOT that we are cheaper than Gartner but that we offer more value for the price.

T/F: An organization can leverage Info Tech and Gartner simultaneously.

Which of the following describes the value proposition of diagnostics? Select all that apply.

T/F: We only move into the Solution stage once we have established VMD.

T/F: The objective of a cold call is to book a meeting.

Which is NOT a trigger for Price Benchmarking?

T/F: Info-Tech covers the full breadth of topics in IT, even niche topics that only select clients may use.

A Chief Information Security Officer (CISO) would be best suited for a:

T/F: The Management & Governance Framework blueprints each contain an Academy Course that can be assigned.

T/F: During the solution stage, the CKIP is our primary tool for selling the value of Info Tech.

Which is true about Price Benchmarking & Negotiation?

T/F: A blueprint is a step by step methodology with all the tools & templates a member needs to execute on a project.

CWD allows members to:

T/F: Our website is designed to make it easy for members to navigate, find & share resources on their own.

What is a Corporate Objective?

How many phases are there in the RASF?

T/F: Industry Research is included in our Base Core Membership.

T/F: The Business Goal is often the "why" behind an IT project.

T/F: Workshops can be purchased as a standalone product or as part of a membership subscription

The key goal of the AI Workforce Development program is to make responsible, reliable & effective decisions around AI

T/F: Concierge Services are custom engagements.

T/F: The solution stage is typically only 1 call

"I need software capability assessments to inform my selection process." What am I?

Which is NOT a workshop type that we offer?

I want a customized report highlighting my departments process effectiveness. Which diagnostic should I run?

T/F: You must have your Industry CKIP slide prepped & inserted into the deck for every Discovery Call.

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

T/F: SalesLoft enables us to drive high quality activity across a large number of target prospects.

What is included in our base Core Membership?

Which of the following are parts of the AIWD program?

In Value Selling, what is the perceived impact or worth of a purchase?

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

Which of the following is NOT a benefit of Concierge Services?

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