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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: IBM Emptoris Telecom Expense Management Overview | 25% | - Market trends and challenges in telecom expense management - Solution positioning and value proposition |
| Topic 2: Selling and Implementation Basics | 20% | - Integration and deployment overview - Identifying sales opportunities |
| Topic 3: Competitive Positioning and Differentiation | 20% | - Key differentiators versus alternatives - Target customer segments and use cases |
| Topic 4: Product Features and Capabilities | 35% | - Reporting, analytics and cost visibility - Expense auditing and invoice reconciliation - Usage optimization and contract compliance |
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