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000-SS1 IBM Systems Software Sales Mastery V1

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000-SS1 exam Dumps Source : IBM Systems Software Sales Mastery V1

Test Code : 000-SS1
Test Name : IBM Systems Software Sales Mastery V1
Vendor Name : IBM
: 32 Real Questions

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IBM IBM Systems Software Sales

$18.seventy seven Billion in income anticipated for IBM (IBM) This Quarter | killexams.com Real Questions and Pass4sure dumps

Brokerages predict that IBM (NYSE:IBM) will record $18.77 billion in revenue for the current fiscal quarter, in response to Zacks. five analysts have issued estimates for IBM’s income, with estimates starting from $18.43 billion to $19.26 billion. IBM posted sales of $19.07 billion in the identical quarter remaining year, which suggests a negative yr over 12 months growth expense of 1.6%. The business is scheduled to document its subsequent earnings results on Tuesday, April sixteenth.

according to Zacks, analysts predict that IBM will record full-12 months revenue of $78.31 billion for the current fiscal yr, with estimates ranging from $76.85 billion to $80.70 billion. For the next fiscal yr, analysts are expecting that the enterprise will record earnings of $seventy eight.09 billion, with estimates ranging from $seventy seven.02 billion to $seventy nine.sixty five billion. Zacks’ revenue averages are a median general according to a survey of promote-facet analysts that cover IBM.

IBM (NYSE:IBM) last posted its quarterly earnings data on Tuesday, January twenty second. The technology business pronounced $4.87 profits per share (EPS) for the quarter, beating the consensus estimate of $4.82 through $0.05. The enterprise had profits of $21.seventy six billion all through the quarter, compared to analysts’ expectations of $21.seventy nine billion. IBM had a net margin of 10.97% and a return on fairness of sixty eight.61%. The company’s income was down three.5% on a year-over-year foundation. during the equal duration last 12 months, the enterprise posted $5.14 revenue per share.

IBM has been the field of a couple of recent analysis studies. Wedbush cut their goal fee on shares of IBM from $185.00 to $a hundred sixty five.00 and set a “neutral” rating for the business in a research be aware on Thursday, October 18th. Zacks investment research raised shares of IBM from a “promote” rating to a “dangle” ranking in a analysis be aware on Thursday, October 18th. ValuEngine raised shares of IBM from a “promote” score to a “hold” ranking in a research observe on Wednesday. Goldman Sachs group restated a “neutral” ranking and issued a $155.00 cost target on shares of IBM in a analysis record on Monday, October twenty ninth. ultimately, BMO Capital Markets restated a “cling” ranking and issued a $145.00 price goal on shares of IBM in a research record on Friday, December seventh. Three investment analysts have rated the inventory with a sell ranking, eleven have issued a hang score and eight have issued a buy ranking to the company. IBM at the moment has a consensus ranking of “hang” and a consensus goal rate of $154.56.

IBM stock traded down $0.26 on Monday, hitting $137.27. 1,202,955 shares of the company’s stock traded palms, in comparison to its average extent of 5,224,408. IBM has a 1-12 months low of $a hundred and five.94 and a 1-12 months high of $162.eleven. The firm has a market cap of $124.98 billion, a PE ratio of 9.ninety four, a P/E/G ratio of two.37 and a beta of 1.25. The enterprise has a debt-to-equity ratio of 2.10, a present ratio of 1.29 and a short ratio of 1.24.

The enterprise additionally these days declared a quarterly dividend, which can be paid on Saturday, March ninth. buyers of record on Friday, February 8th could be given a $1.fifty seven dividend. The ex-dividend date of this dividend is Thursday, February 7th. This represents a $6.28 annualized dividend and a dividend yield of four.58%. IBM’s dividend payout ratio (DPR) is right now 45.forty seven%.

IBM announced that its Board of directors has accepted a stock buyback plan on Tuesday, October thirtieth that permits the company to repurchase $4.00 billion in shares. This repurchase authorization makes it possible for the technology business to reacquire up to 3.5% of its stock via open market purchases. inventory repurchase plans are sometimes a demonstration that the enterprise’s board believes its shares are undervalued.

In different IBM information, insider Diane J. Gherson bought 5,754 shares of the enterprise’s inventory in a transaction that happened on Wednesday, February 6th. The shares had been bought at a typical rate of $135.67, for a complete cost of $780,645.18. Following the transaction, the insider now owns 23,117 shares within the business, valued at about $three,136,283.39. The transaction changed into disclosed in a doc filed with the SEC, which can be accessed through this hyperlink. 0.17% of the stock is currently owned by using corporate insiders.

Institutional buyers have recently delivered to or reduced their stakes in the enterprise. Cozad Asset management Inc. extended its stake in IBM via 39.2% within the 4th quarter. Cozad Asset management Inc. now owns three,171 shares of the know-how enterprise’s inventory valued at $360,000 after buying an additional 893 shares during the period. Albion economic community UT expanded its stake in IBM by using 1.5% in the third quarter. Albion monetary group UT now owns 18,471 shares of the know-how enterprise’s inventory valued at $2,793,000 after buying an extra 281 shares all through the period. Paloma partners management Co improved its stake in IBM with the aid of 127.4% in the third quarter. Paloma companions management Co now owns 1,453 shares of the expertise company’s inventory valued at $220,000 after purchasing an further 6,757 shares throughout the period. Crossvault Capital management LLC accelerated its stake in IBM by way of 12.4% within the 3rd quarter. Crossvault Capital management LLC now owns 7,700 shares of the know-how business’s inventory valued at $1,164,000 after purchasing an additional 850 shares all over the length. at last, Edmp Inc. improved its stake in IBM by 2.3% in the 4th quarter. Edmp Inc. now owns eleven,032 shares of the know-how enterprise’s inventory valued at $1,254,000 after buying an extra 243 shares all the way through the length. Hedge dollars and other institutional traders personal 61.97% of the business’s inventory.

IBM enterprise Profile

overseas company Machines corporation operates as an integrated expertise and capabilities enterprise international. Its Cognitive solutions segment offers Watson, a computing platform that interacts in language, techniques big information, and learns from interactions with people and computers. This segment also offers information and analytics solutions, including analytics and data management structures, cloud data capabilities, business social utility, talent management solutions, and tailored business options; and transaction processing software that runs mission-vital systems in banking, airways, and retail industries.

suggested Story: Why is cost of Capital critical?

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IBM profits misses as server, application income sluggish | killexams.com Real Questions and Pass4sure dumps

(Reuters) - IBM Corp stated an even bigger-than-anticipated drop in income on Tuesday, hit by using slowing software revenue and wavering demand for mainframe servers, pointing to a bumpy healing for the expertise features tremendous it's in the midst of a turnaround.

FILE photo: a logo of IBM is viewed on the cellular World Congress in Barcelona, Spain February 28, 2018. REUTERS/Yves Herman/File image

Chief executive Officer Ginni Rometty has been refocusing overseas business Machines Corp in opposition t sooner-growing cloud and analytics functions to lessen dependence on its average hardware products and reverse years of earnings declines.

The Armonk, new york-based company’s universal earnings slipped 2 % within the third quarter ended September, with just about all of its corporations missing Wall highway’s profits estimates.

income at its methods unit, which comprises mainframe servers and statistics storage programs sold to colossal organizations, climbed most effective 1 p.c, in comparison with a 25 p.c bounce within the outdated quarter.

sales increase of z14 mainframe servers, introduced a couple of year ago, have slowed as customers wait for the launch of recent machines earlier than they upgrade.

IBM’s cognitive application enterprise, which residences artificial intelligence platform Watson, analytics and cybersecurity features, had sales of $4.15 billion, down 6 p.c from a year earlier.

Seasonal factors affecting demand for application such as transaction processing structures hurt salary, IBM Chief economic Officer James Kavanaugh referred to in an interview, including that there have been indications demand become getting better.

“we have a very good pipeline in transaction processing utility as they enter the fourth quarter,” he said.

IBM, which gets over 60 p.c of its earnings from outside the united states, noted a much better dollar also weighed on effects.

The enterprise said it made $39.5 billion in income over the remaining 12 months from its “strategic imperatives” — high-increase companies together with cloud functions that are spread across its divisions.

standard income slipped to $18.76 billion, missing analysts’ average estimate of $19.10 billion, according to I/B/E/S records from Refinitiv.

web revenue fell to $2.69 billion, from $2.73 billion a year prior. On a per-share groundwork, revenue rose to $2.ninety four from $2.92 as a result of a reduce variety of excellent shares.

with the exception of one-time items, IBM earned $3.forty two per share, whereas analysts had expected $three.forty.

IBM shares had been down four.7 percent to $138.29 in prolonged buying and selling. The Dow part has fallen about 8 p.c this 12 months.

Reporting by using Pushkala Aripaka in Bengaluru; editing by using Sai Sachin Ravikumar


IBM Is on a magnificent Streak, Will It Come to a bad conclusion? | killexams.com Real Questions and Pass4sure dumps

based on the facts obtainable in S&P international Market Intelligence, IBM (NYSE: IBM) hasn't booked an impairment of goodwill in 29 years -- from 1989 to 2018. huge Blue has made 178 acquisitions in that point, spending at least $seventy seven billion within the method.

a lady jogging via an IBM information middle surrounded by machine.

more

image supply: IBM.

What's goodwill, you ask? within the simplest phrases, it be the extra paid above reasonable market value to purchase an asset, always a company. in the case of purple Hat (NYSE: RHT), IBM is paying $33.eight billion to purchase the enterprise. given that red Hat become trading for $20.5 billion in market cap on the time of the deal, it's a great wager that IBM may be adding at the least $13 billion more in goodwill and intangible assets to its steadiness sheet, possible bringing the full carried to over $50 billion.

The desk below shows why this concerns. in view that 2015, over 30% of IBM's assets have been rolled up in intangibles such as patents, client lists, brand names, product recognition, market share, and the like.

Metric 2013 2014 2015 2016 2017 Goodwill $31.2 billion $30.6 billion $32.0 billion $36.2 billion $36.eight billion different intangibles $three.9 billion $three.1 billion $3.5 billion $4.7 billion $three.7 billion Subtotal $35.1 billion $33.7 billion $35.5 billion $forty.9 billion $forty.5 billion complete assets $126.2 billion $117.three billion $110.5 billion $117.5 billion $a hundred twenty five.4 billion % of complete belongings 27.eight% 28.7% 32.2% 35% 32.three%

records supply:  S&P international Market Intelligence.

The dangerous side of goodwill

within the brief time period, buying goodwill is handy to justify. once again, take purple Hat. now not simplest is the enterprise a number one provider of open-source equipment and utility, it also has the leading brand name in Linux, which is without doubt one of the world's most used operating programs and simple infrastructure for contemporary corporate computing environments. The business additionally has relationships with a major number of builders, serves gigantic, long-term bills, and produces near $1 billion in excess money flow annually. You might fairly argue that IBM is paying a fair fee for one of the vital surest companies in tech. I discover it extraordinarily not going that IBM will ever ought to write down its investment in purple Hat.

If best that mattered.

right here's the difficulty. Public agencies now not get to amortize and retire goodwill as they as soon as did. really, based on accounting standards, every yr administration is required to test the value of its bought property and assess whether reasonable price has dropped ample to force an "impairment," a write-off to revenue equal (roughly) to the extra fair price it truly is been forfeited. each time IBM rolls up a brand new deal, the chances of an impairment of goodwill increases, exceptionally on the fair value of groups that had been received decades in the past and that may no longer be principal to selling big Blue's products and capabilities.

to this point, IBM has averted writedowns by way of conserving and the use of the tech it's bought. but if you examine the annual report, that can be altering:

within the fourth quarter, the company carried out its annual goodwill impairment analysis. The qualitative assessment illustrated evidence of a potential impairment triggering experience because of the monetary efficiency of the techniques reporting unit. The quantitative evaluation resulted in no impairment as the reporting unit's estimated reasonable price exceeded the carrying quantity through over a hundred percent.

This same language appears in IBM's annual reviews for 2013, 2014, and 2016. it's at the least feasible that a element (or all) of the $1.862 billion in goodwill assigned to the methods unit as of Dec. 31, 2017 could be written down in the coming quarters or years. at the very least it be a warning signal because IBM has never suffered a writedown of goodwill and when you consider that it's stockpiling goodwill a whole lot sooner than profits.

Story continues

nonetheless it's basically worse than that. in response to information supplied by S&P international Market Intelligence, considering 1990, IBM's income is up 0.52% annualized whereas web profit is up 1.43% annualized, and cash circulate from operations is up 2.58% annualized. Goodwill and intangibles? Up eight.forty one% annualized over the equal period. investors preserving IBM stock all the way through that 28-yr duration would be up 338.6%, versus 740.5% for the S&P 500. Even with all these costly acquisitions, you would have performed more suitable with basic indexing than you could have purchasing and protecting IBM stock.

the place this has came about before

if you're thinking that this analysis may be a long highway to nowhere, i could admit that you just might have some extent. there isn't a bound solution to inform even if IBM administration is due for a goodwill writedown. And yet I suppose or not it's profitable spending some time under the hood in situations like these. buyers will pay a steep rate when years of accumulated goodwill turn into an anchor too heavy to raise. consider what's happened to time-honored electric (NYSE: GE). A $10 billion-plus deal for Alstom has long gone horribly incorrect in fresh years, forcing a $23 billion markdown of goodwill late final year.

i wouldn't presume to assert IBM is in an identical place, but i'm confident adequate that huge Blue will shed some goodwill within the subsequent two years that I've shorted the stock in my CAPS portfolio. So i hope you do not personal IBM stock. but if you do, i am hoping that i am wrong.

extra From The Motley idiot

Tim Beyers has no place in any of the shares mentioned. The Motley fool is brief shares of IBM. The Motley idiot has a disclosure policy.


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IBM Systems Software Sales Mastery V1

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IBM: 2 Important Verticals To Watch | killexams.com real questions and Pass4sure dumps

No result found, try new keyword!In 2012, the company made it clear it wants to focus on high value segments with fatter profit margins and earn 50% of sales from software development ... will have a significant positive impact on IB...

Critical Skills For Sales Leaders | killexams.com real questions and Pass4sure dumps

I’ve written a lot about the need for new skills for sales people, the traditional selling skills are in sufficient for success in the future.  I’ve even gone so far as to suggest they stop training sales people in traditional selling skills, focusing on skills critical for the future.

One might expect, the same applies for sales leaders/executives.  After all, if the skills critical for sales success are changing so much, doesn’t that imply the same thing for sales leaders?  Well, possibly–but mostly no……

The for sales leaders is different than the sales person’s job–it’s about leadership.  The fundamentals of leadership haven’t changed–the issues have, as have some of the tools available to leaders.

We tend to think the job of the manager/leader is to “make the numbers.”  The reality, is that’s the job of sales people.  Leaders provide the strategies, structures, systems, tools, processes, training, people/talent, coaching and development that enable sales people to make their numbers.

This has always been the job of leaders and will continue to be.  The problem with many leaders is they don’t do their jobs well, or they focus on one part of their job, ignoring the other parts.  The problem is, leaders have to do everything.

What’s this mean from the point of view of skills critical to do the job?

Here is a baseline of skills/attributes for great sales leaders:

Systems thinking, mental models, personal mastery, building shared visions, driving team learning, comfort with ambiguity, uncomfortable with the status quo, master of change/change management, EQ, talent focused/manager/developer, understanding/reducing complexity, personal accountability, comfort with technology, time focused, balanced strategic/execution orientation, trusting/trusted, strong internal/external communications skills, the ability to build collaborative networks, problem solver, insistent on ethical behaviors.

This is a starting point.  At the same time, there’s a lot of redundancy in just the areas I’ve identified.  For example, Systems Thinking and Understanding/Reducing Complexity have huge overlaps.  The latter could be a subset of the former.  Or Building Shared Visions and Building Collaborative Networks are virtually the same.

Others might question what might seem to be obvious omissions–for example, one of my hot issues:  Coaching.  Coaching is a skill/capability that is a subset of several items in the list (driving team learning, for one).

It’s interesting to note that I haven’t identified any sales specific skills in this list.  The ability to forecast, the ability to lead a channel development effort, the ability to drive sales strategies aren’t identified.  It’s not that they aren’t important, but they are subsets of far more important leadership capabilities (i.e. personal mastery).  But focusing just on selling creates a problem–which is why so many sales managers aren’t performing.  Sales leaders are business leaders and people leaders.  The best sales leaders have a very broad perspective, paired with the ability to translate things to “what does it mean for the sales function.”

Over the coming weeks, I’ll be diving into these much more deeply.

The astute reader will notice, the first five are straight from Peter Senge’s, The Fifth Discipline.

You will notice a huge emphasis on learning and mastery—both at an individual and organizational level.  Given the rate of change, complexity, time compression and challenges all of us face, a lack of focus on learning is a sure predictor of failure.

I’ll stop here, I’ll be diving into each of these more deeply in the coming weeks, but a question to the readers:

What would you add?


The problem with analytics | killexams.com real questions and Pass4sure dumps

IBM-Bigdata-Analytics

There is a difference between knowledge and understanding. Knowledge typically comes down to knowing facts while understanding is the application of knowledge to the mastery of systems. You can know a lot while understanding very little. Just as an example, IBM’s Watson artificial intelligence system that defeated the TV Jeopardy champs a few years ago knew all there was to know about Jeopardy questions but didn’t really understand anything. Ask Watson to apply to removing your appendix its knowledge of hundreds of medical questions and you’d be disappointed and probably dead. That’s the problem with most analytics, which is why it can be a hard sell.

The answer to this problem, we’re told, is not just machine learning but Deep Machine Learning, the difference between the two being that plain old machine learning is a statistical process that could be (and used to be) replicated by hand, while the deeper variety looks several generations deep in a longitudinal analysis that quickly grows too big for mere mortals to comprehend. Deep machine learning will, theoretically, find all the interconnections and dependencies that until now we’ve had to rely on domain experts to provide, yet even then it can only happen if you happen to be gathering the right data.

With regular machine learning, when IBM talks about Watson looking inside your business and finding answers, well that can only really happen if a few PhDs are attached to the software. But with deep machine learning the idea is that the machine can do it all. No PhDs required, which would be quite a breakthrough. And so all the big companies fighting over the future of IT are building new circuits -- hardware -- for deep machine learning. Google and IBM have made recent announcements about theirs. Microsoft told me a couple weeks ago that they have similar hardware working in their lab. It’s a space race.

And it’s also at least five years from being real on any commercial scale.

Until deep machine learning is common and fast we’ll be stuck with more mundane analytics. So no, Watson isn’t going to be crunching your company numbers soon and spitting out the right answers or even the right questions to ask. We’re simply not there yet.

Which brings us to a curious thing happening at IBM. Not closing the I.M. Pei-designed lab in Somers, New York that was announced last week. That campus has been half-empty for years. Nor am I talking about the continuation of IBM’s brutal GTS layoffs, which reportedly killed another 14,000+ IBM jobs last week. What I am talking about here is the reorganization of IBM’s analytics business unit that was announced internally two weeks ago. You won’t find a news story about it… until now.

The analytics reorg labelled "One Team, One Platform" wasn’t technically a Resource Action (forced layoff). It was explained as a streamlining of business processes to improve efficiency. Citing similar moves at Google, IBM’s analytics group would no longer have employees working from home and the number of official analytics office locations worldwide would decrease from 200 to 30. People will soon be working and meeting physically together, some of them for the first time. This is good, right?

Yet the reorg is wildly unpopular within the ranks for one important reason: If for some reason affected IBMers need to keep working from home or they can’t or won’t move to their designated IBM office location, well then they are deciding to quit in the view of IBM, which means they are out of the company with no severance -- no package.

Analytics general manager Rob Thomas, who announced the reorg, has been uniformly described to me by IBMers from that division as "an idiot", which may be some internal IBM technical term, I don’t know.

The reorg, which tellingly requires some orthodox Jewish IBMers working in Israel to reverse history and relocate to either Germany or Poland, will inevitably result in a significant reduction in head count yet not have to be accounted for as one. These are stealth layoffs.

Remember that the future of IBM is supposed to be all about CAMSS (cloud, analytics, mobile, security, social) and analytics is the A in CAMSS. In one moment IBM says analytics is strategic, that they are investing and hiring in the area, yet at the same time the company is taking actions that will inevitably lead to the loss of at least some employees who are vital to the unit.

It’s the blindness of this reorg that amazes me. Heads will go no matter what, but in this case the specific heads won’t be decided by the company but by the workers, themselves. The best workers will be the most employable and therefore the quickest to go. If analytics is so strategic how can IBM allow that to happen?

I believe I know what’s happening here. Years of layoffs and unfilled positions at IBM mean that pretty much everyone remaining who isn’t in management is already very good at their jobs. There is no more fat to cut. So why not leave it up to the employees, themselves, especially if the gambit will result in very low separation expenses?

It is unlikely that any of the IBMers who are lost in this reorg will be replaced. Rather, as has become the norm at IBM in recent years, those who are left will be expected to pick up the slack.

Yes, but what about CAMSS? What about analytics being so strategic to the future of IBM?

In order to understand that they have to also understand who is IBM’s customer. Peter Drucker wrote that the purpose of the corporation is "to find a customer". Well who is IBM’s customer if the company is effectively cutting one of the divisions it is relying upon for future growth?

IBM’s customer is Wall Street.

IBM’s products are earnings-per-share, dividends, and share buy-backs, not hardware, software or computer services.

This morning I took a quick look at IBM‘s 1Q16 statement. It was interesting what was stated, how it was stated, and what was not stated. They signed $4.2 billion in Analytics and $2.6 billion in Cloud business. The rest of CAMSS was puny. If Analytics is doing better than the rest, why mess with it? How many billions have they spent to make $11 billion a year on cloud?

IBM has mostly reported revenue. Part of the company’s sales culture, it is what you sign in deals that matters. But how much profit is each division making? That is how most companies are managed. IBM‘s big money maker is services and that is losing business. IBM wants to keep Wall Street off the scent and keeping reported earnings up is critical. So they’re cutting deep with no severance. This is all about buying time until the new business gains traction. However if the new business doesn’t make as much profit, that is going to be a big problem.

This is a very scary gamble for IBM.

What this analytics reorg means is that IBM can’t see a way to reach its near-term Wall Street product objectives without cutting heads in analytics. The division was built up in anticipation of certain sales and profit targets, those targets have not been reached, so IBM will cut expenses until the numbers look right. Forget that this reorg will actually result in less -- not more -- work being done. Forget that it makes even less likely IBM achieving its goals for analytics. Forget all of that.

What it means is the A in CAMSS has already failed. That’s my understanding.



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