Test: Oracle E-Business Suite R12 Projects PreSales Specialist Assessment

Requirements Elicitation - Solution Architecture / Technical

(Answer all questions in this section)

1. What does the term 'Move off the Solution' refer to?
Mark for Review
(1) Points

It refers to focusing the customer on the features of the product

It refers to focusing on the problems the customer is having
It refers to focusing on the results the customer would like to achieve
It refers to moving to the Underlying Problem and Desired Results related to
the customer issue (*)

Correct, 'Move off the Solution' refers to moving to the underlying problem
and desired results related to the customer issue.

2. The process of discovery with a prospect or customer is to achieve what three

results? Mark for Review
(1) Points

(Choose all correct answers)

Understand the customer’s business problem (*)

Find the business owner and influencers and understand how they perceive
value
Identify what additional software you can sell them (*)
Discover if they might be willing to hire an implementation partner
Understand the customer’s business problem (*)
Engage in a collective problem finding and solving process

Incorrect, the process of discovery with a prospect or customer is to

understand the customer's business problem, engage in a collective problem
finding and solving process and find the business owner and influencers and
understand how they perceive value.

Objection Handling & Competition

(Answer all questions in this section)

3. What are three ways to counter an objection that navigating around our software
looks too complex and not intuitive? Mark for Review
(1) Points

(Choose all correct answers)

 Remind the customer that during the implementation process the screens and
processes will be tailored to their individual needs (*)
Suggest that the customer can customize the screens as much as they want
Let the customer know there are 3rd party UI vendors that can overlay a new
UI on top of the Oracle products
Remind the customer that the demo will show all functionality and processes,
but the average customer would only use a few processes or screens on a
typical day (*)
Utilize references that can speak to how using Oracle products have enhanced
their ability to complete work (*)

Correct, these are the ways to handle the customer objection around our
software being too complex and not being intuitive.

4. What are three important best practices to handle customer objections

Mark for Review
(1) Points

(Choose all correct answers)

Answer the customer objection with a question to put the onus on them
Be able to provide another customer reference early in the process (*)
Confirm that you understand the customer objection being raised (*)
Isolate the objection (*)
Don't address customer objections until the end of the demo

Correct, confirm that you understand the customer objection being raised,
Isolate the objection and Be able to provide another customer reference early
in the process are the best practices to handle customer objections.

Market Trends and Definition

(Answer all questions in this section)

5. Typical Industries that use Oracle EBS Projects applications include which three of
the following? Mark for Review
(1) Points

(Choose all correct answers)

IT Management (*)
Engineering and Construction (*)
Insurance
Health Care
Professional Services (*)

Correct.
Market Trends and Definition
(Answer all questions in this section)
 6. The two opportunities that customers will achieve from implementing EBS Release
12.1 products are Mark for Review
(1) Points

(Choose all correct answers)

Standardize and simplify with a global business platform (*)

To reduce headcount
To replace existing third party systems
Generate more data
Rapid Value from the implementation (*)

Correct, Rapid Value and standardize and simplify with a global business
platform are the two benefits that customers achieve from implementing
EBS 12.1 products.

7. Which of the following three themes does Oracle EBS Release 12.1 provide to EBS
Financials and Projects customers? Mark for Review
(1) Points

(Choose all correct answers)

Centralized administration of Global Shared Services (*)

Make better decisions with greater insight (*)
Improve talent management processes
Greater control with increased flexibility (*)
Manage location and product information centrally

Correct, EBS release 12.1 provides EBS Financials and Projects customers
with great control and increased flexibility, centralized administration of
global shared services and help them making better decisions with greater
insight.

Solution Overview
(Answer all questions in this section)

8. Which three products are included in the Oracle EBS Projects family of
applications? Mark for Review
(1) Points

(Choose all correct answers)

Oracle Project Resource Management (*)

Oracle Project Collaboration (*)
Oracle Services Procurement
Oracle Project Portfolio Analysis (*)
 Oracle Project Manufacturing

Correct, Project Resource Management, Project Portfolio Analysis and

Project Collaboration are the part of the EBS Projects family of applications.

9. Three benefits from the new Application Technology features released in EBS R
12.1 include? Mark for Review
(1) Points

(Choose all correct answers)

Drive greater end user productivity (*)

Reduced cost of ownership (*)
Enhanced focus on moving customers off of older releases
Increased agility and lower integration costs (*)
Increased focus on how much data can be stored

Correct, drive greater and user productivity, reduced cost of ownership,

increased agility and lower integration costs are the benefits of the EBS 12.1
application technology features.

10. In Release 12.1 we have introduced several new stand alone features that are
also available for customers who are not yet ready to upgrade from version 11i10 Mark for Review
to R 12.1. Which three of the following are part of the newly introduced features (1) Points
in 12.1?

(Choose all correct answers)

New Analytics solutions in Projects and Financials (*)

Payroll Integration in Projects
An On Demand offering for Sourcing (*)
New Analytic solutions in HCM (*)
Grants Management enhancements

Correct, an On Demand offering for Sourcing are, New Analytic solutions in

HCM and New Analytics solutions in Projects and Financials are the new
standalone features available for customers.
Solution Overview
(Answer all questions in this section)

11. Since Release 12.1, new views have been added so that when entering their
timecards in Oracle Time and Labor, users can see... Mark for Review
(1) Points

Project Name, Task Name in addition to the Project Number (*)

Task Name
Project Name
 Correct, with Release 12.1, when entering their timecards in Oracle Time
and Labor, users can see Project Name, Task Name in addition to the
Project Number

12. What are three of the key characteristics of the Engineer and Construction
industry when it comes to delivering Projects? Mark for Review
(1) Points

(Choose all correct answers)

Margins are very high in the E&C industry so they can afford to spend a lot
on IT budgets
Spending on IT is a large part of their total costs on projects
Firms typically only spend 1% to 3% of their budgets on IT (*)
Controlling cost and managing risk is a key issue in the E&C industry (*)
Margins in E&C are very thin, around 1% to 3% (*)

Correct, the characteristics of Engineer and Construction industry , in terms

of projects are: Firms typically only spend 1% to 3% of their budgets on IT,
Margins are very thin, around 1% to 3%, and Controlling cost and managing
risk is a key issue.

Required System Architecture

(Answer all questions in this section)

13. The process of discovery with a prospect or customer is to achieve what three
results? Mark for Review
(1) Points

(Choose all correct answers)

Understand the customer’s business problem (*)

Engage in a collective problem finding and solving process (*)
Discover if they might be willing to hire an implementation partner
Discover if they might be willing to hire an implementation partner
Identify what additional software you can sell them
Find the business owner and influencers and understand how they perceive
value (*)

Correct, the process of discovery is about understanding the customer's

business problem, engaging in collective finding and solving problem
process, finding the business owner and influencers and understanding how
they perceive the value.

Product History and Roadmap

(Answer all questions in this section)
 14. In terms of deployment options, the Fusion suite has been built as a …………
ready product. Mark for Review
(1) Points

Cloud
All Answers are correct (*)
SaaS (Software as a Service)

Correct. The Fusion suite has been built as a SaaS (Software as a Service)
and Cloud ready product.

15. Customers will be expected to migrate existing applications to Fusion by …..

Mark for Review
(1) Points

2017
2013
2015
All answers are incorrect. (*)

Correct, Customers can choose to adopt complementary solutions that work

with, or co-exist with, their existing applications if and when they find
business value
Positioning the Solution
(Answer all questions in this section)

16. What three value benefits derive from Oracle Projects Costing and Billing
(Accounting) solutions? Mark for Review
(1) Points

(Choose all correct answers)

Streamline operations by integrating cost collection and processing to

enterprise systems (*)
Improve bottom line with faster, automated asset capitalization (*)
Improve cash flow through faster and more accurate invoicing (*)
Create recommendations for implementation of approved portfolio
Optimize utilization by efficiently matching available resources to open
requirements

Correct, streamlining operations by integrating cost collection and

processing to enterprise systems, Improving cash flow through faster and
more accurate invoicing and Improving bottom line with faster, automated
asset capitalization are the benefits of the Oracle Projects Costing and Billing
(Accounting) solutions.

17. Which two features would an ideal EBS Project Management candidate have in
the Engineering and Construction industry? Mark for Review
(1) Points

(Choose all correct answers)

 They are using Project Portfolio Management
They are a current Oracle Projects Costing and Billing customer (*)
They are a Hyperion customer
They are a Primavera customer (*)
They are using Project Collaboration

Correct, being a Primavera and Oracle Projects Costing and Billing customer
are the two features of an ideal EBS Projects candidate in the E&C industry.

18. What two key features were introduced in EBS Projects 12.1 targeted to
customers in the E&C industry? Mark for Review
(1) Points

(Choose all correct answers)

Sub Contractor Payment Controls (*)

Supplier Invoice Dashboard (*)
Project Manager Reporting Pack
Project Portfolio Analysis
Project Analytics

Correct, Sub Contractor Payment Controls and Supplier Invoice Dashboard

are the two key features introduced in EBS Projects 12.1 for the customers
in the E&C industry.

19. Oracle Projects is a component of the Oracle Enterprise Project Portfolio

Management (EPPM) suite of products. What are the four characteristics of the Mark for Review
EPPM solution? (1) Points

(Choose all correct answers)

EPPM provides deep industry specialized functionality (*)

EPPM is leading strong product growth and demand with global momentum
across EMEA and APAC (*)
EPPM has many Blue Chip customers and over 10,000 customers world wide
(*)
EPPM ensures Oracle is a Project Portfolio Management market leader as
recognized by Gartner (*)
EPPM value is contingent on a customer owning several of the component
products

Correct, EPPM value is contingent on a customer owning several of the

component products it's not a characteristic of EPPM solution.

20. What are three discovery type questions to ask an Oracle Projects prospect in the
US Federal industry? Mark for Review
(1) Points

(Choose all correct answers)

Do you always know that your funds are being utilized in accordance with
any agreement stipulations? (*)
 Do you worry about what to do with a surplus of funds that need to be
deployed on public projects?
Do you need to keep tighter control on project spend to keep expected
project margins ?
Is your business funded from many different sources or do you often have
difficulty tracking the detailed use of your funds? (*)
Is your business required to comply with FSIO system requirements? (*)

Correct, these are the discovery questions to be addressed to a Projects

prospect in the US Federal industry.
Positioning the Solution
(Answer all questions in this section)

21. What are the three value propositions delivered in EBS Projects R 12.1?
Mark for Review
(1) Points

(Choose all correct answers)

Increase User Acceptance and satisfaction (*)

Improve Operational Efficiencies (*)
Reduce the number or resources required on projects
Improve Project Execution (*)
Streamline procurement spend for projects

Correct, Improve Project Execution, Improve Operational Efficiencies,

Increase User Acceptance and satisfaction are the value propositions
delivered in EBS Projects R12.1.

22. Which three statements are true of the Oracle Projects solution?
Mark for Review
(1) Points

(Choose all correct answers)

Oracle Project Management delivers the ability to plan and control project
work plans, resources and budgets (*)
Oracle Project Resource Management provides enterprise visibility to
resources (*)
Oracle Project Manufacturing is part of the Oracle Projects suite of
applications
Oracle Collaboration provides project team members the ability to manage a
project and schedule resources
Oracle Project Costing and Billing provides visibility and control of project
costs and revenues (*)

Correct, Oracle Project Management delivers the ability to plan and control
project work plans, resources and budgets, project costing and billing
provides visibility and control of project costs and revenues, project resource
management provides enterprise visibility to resources.

23. Name three challenges that are currently facing most of our EBS Projects
customers in the Engineering and Construction industry. Mark for Review
(1) Points
 (Choose all correct answers)

Maintain real-time control, accountability and full visibility into project

execution (*)
Manage change smoothly to avoid delays, cost overruns, and potential claims
(*)
Find and win project work with competitive bids and avoid underbid
contracts (*)
Ensure compliance with DCAA regulations
Manage resources to minimize downtime and maximize utilization

Correct, Managing smoothly the change to avoid delays, cost overruns, and
potential claims, find and win project work with competitive bids and avoid
underbid contracts, maintain real-time control, accountability and full
visibility into project execution, are the challenges the EBS Projects
customers are facing in the Engineering and Construction industry.

Cross-/Up-Sell
(Answer all questions in this section)

24. What are the three key user roles that would find the most value in Oracle Project
Analytics? Mark for Review
(1) Points

(Choose all correct answers)

Project Accountants (*)

Project Team Members
Project Staffing managers
Project Executives (*)
Project and Program Managers (*)

Correct, Project Executives, Project and Program Managers and Project

Accountants are the key user roles that would find the most value in Oracle
Project Analytics

25. What three discovery questions would you ask a prospect interested in Oracle
Project Analytics? Mark for Review
(1) Points

(Choose all correct answers)

Can you track the utilization of resources in your organization?

Can you track all costs, including labor, equipment, direct, indirect, burden,
billable and capitalizable, for your projects? (*)
Can you drill from the top-level cost, revenue and margin numbers down to
the supporting details? (*)
Can your project managers see the complete financial performance projects,
from inception to completion in a single dashboard? (*)
Can you view earned value reports in your data warehouse?
 Correct, Can you drill from the top-level cost, revenue and margin numbers
down to the supporting details? Can you track all costs, including labor,
equipment, direct, indirect, burden, billable and capitalizable, for your
projects? Can your project managers see the complete financial
performance projects, from inception to completion in a single dashboard?
are the discovery questions for Oracle Project Analytics.

Cross-/Up-Sell
(Answer all questions in this section)

26. What are the four components delivered complete with the Project Analytics
solution? Mark for Review
(1) Points

(Choose all correct answers)

Pre-built warehouse with 7 star-schemas (*)

Pre-built ETL to extract data from transaction tables (*)
A “best practice” library of over 100 pre-built intelligence dashboards, reports
and alerts (*)
Pre-mapped metadata, including embedded best practice calculations (*)
Pre built reports for Procurement managers

Incorrect, these are the four components delivered with the project Analytics
solution.

Product Area Features and Functions - for technical people

(Answer all questions in this section)

27. What are three new technology features introduced with EBS Release 12.1 which
drive Greater End User Productivity? Mark for Review
(1) Points

(Choose all correct answers)

Applications Change Management Pack

BI Publisher Integration (*)
Embedded and Integrated BI Analytics Applications (*)
Leveraging Modern Oracle Fusion Middleware
User Productivity Kit (*)

Incorrect, User Productivity Kit, Embedded and Integrated BI Analytics

Applications, BI Publisher Integration are the EBS R12.1 new technology
features which drive greater end user productivity.

28. What are three new technology features introduced with EBS Release 12.1 which
drive Reduced Cost of Ownership (TCO)? Mark for Review
(1) Points
 (Choose all correct answers)

Leveraging the Latest Oracle Technology Stack (*)

AIA for Oracle EBS
Applications Change Management Pack (*)
Enhanced Grid Control EBS Packs (*)
User Productivity Kit

Incorrect, the features introduced by EBS R12.1 which drive reduced cost of
ownership are: Leveraging the Latest Oracle Technology Stack, Enhanced
Grid Control EBS Packs, Applications Change Management Pack.

Target Customer Profile

(Answer all questions in this section)

29. What are three common pain points resolved with the new Supplier Invoice
Dashboard featuresin Oracle Projects R12.1? Mark for Review
(1) Points

(Choose all correct answers)

Ensuring that subcontractors are not over billing for services performed (*)
Alerting project managers when subcontractor timesheets are missing
Ensuring that approved vendors are always selected (*)
Visibility into quality of the work performed by subcontractors
Lack of visibility into amount spent on services (*)

Correct, Sub Contractor Payment Controls feature of the Oracle Projects

R12.1 solves the following common pain points: Lack of visibility into
amount spent on services, Ensuring that approved vendors are always
selected and Ensuring that subcontractors are not over billing for services
performed.

30. What are two common pain points resolved with the Project Manager Reporting
Pack? Mark for Review
(1) Points

(Choose all correct answers)

Managers often want to slice and dice the data delivered on their reports
Archiving reports is often difficult to do
The volume of data on reports is difficult to manage
Managers are often travelling and not always connected to the EBS system
to retrieve reports (*)
Building reports can be tedious and time consuming (*)
 Correct, the two pain points solved with the Project Manager Reporting Pack
are: managers who are often travelling, are not always connected to the
EBS system to retrieve reports and building reports can be tedious and time
consuming.
Target Customer Profile
(Answer all questions in this section)

31. What are three common pain points resolved with the new Sub Contractor
Payment Controls features in Oracle Projects R12.1? Mark for Review
(1) Points

(Choose all correct answers)

Visibility into quality of the work performed by subcontractors

Managing the Sub Contractor chain to ensure work is completed before
payment is made (*)
Knowing when subcontractor work has been performed and when payments
are due (*)
Controlling cash flow by automatically releasing payments to subcontractors
when invoices have been paid (*)
Alerting project managers when subcontractor timesheets are missing

Correct, Managing the Sub Contractor chain to ensure work is completed

before payment is made, Knowing when subcontractor work has been
performed and when payments are due, Controlling cash flow by
automatically releasing payments to subcontractors when invoices have
been paid are the three pain points solved by with the new Sub Contractor
Payment Controls features in Oracle Projects R12.1.

Demonstration
(Answer all questions in this section)

32. What are three key results gained from the focus on Increasing Operational
Control and Efficiency in Oracle Projects R 12.1? Mark for Review
(1) Points

(Choose all correct answers)

Make better decisions with greater insight (*)

Automating Project Operations and Finances (*)
Reduce the number or resources required on projects
Managing your full Project Lifecycle with less effort (*)
Gain better insight into your procurement processes

Correct, increasing Operational Control and Efficiency in R12.1 Oracle

Projects has the following results: automating Project Operations and
Finances, managing your full Project Lifecycle with less effort and making
better decisions with greater insight.
 33. Which option should the attribute "Pay when Paid" be set to on a Purchase Order
header, so that all invoices matched to the purchase orders be placed on payment Mark for Review
hold. (1) Points

Set to no.
Set to yes (*)
All answers are incorrect.

Incorrect, the attribute "Pay when Paid" should be set to yes on a Purchase
Order header, so that all invoices matched to the purchase orders be placed
on payment hold.

34. Which two of the following statements are true about using a storyboard to
prepare for a customer demonstration? Mark for Review
(1) Points

(Choose all correct answers)

Storyboards are used to discover customer issues they are trying to solve
The storyboard translates the information learned in the Discovery phase
into a cohesive demo (*)
The storyboard is a blueprint or plan of how to build the demo (*)
Storyboards are built using the same tools for most demos no matter the
size or scope

Incorrect, using a storyboard to prepare for a customer demonstration

translates the information learned in the Discovery phase into a cohesive
demo and helps on how to build a demo.

35. What are three of the primary benefits for customers of Services Procurement for
Projects customers? Mark for Review
(1) Points

(Choose all correct answers)

Increase the visibility into Subcontractor deliverables, invoices and payments

Minimize invoicing discrepancies (*)
Gain visibility and control of services spend, future commitments, and
approvals (*)
Drive greater cost savings with fewer resources (*)

Incorrect, Gain visibility and control of services spend, future commitments,

and approvals, Drive greater cost savings with fewer resources, Minimize
invoicing discrepancies are the primary benefits of Services Procurement
customers for Projects customers.
Demonstration
(Answer all questions in this section)

36. The output of the Project Manager reporting pack reports can be sent in the
following formats: … Mark for Review
(1) Points

PDF, RTF
 PDF, HTML, RTF or ZIP (*)
ZIP

Correct, the formats are PDF, HTML or RTF.

37. Which three products can be included in the process flow when doing a
demonstration of the Deliverable Payment Controls feature? Mark for Review
(1) Points

(Choose all correct answers)

Oracle Purchasing (*)

Oracle iSupplier Portal (*)
Oracle Financials
Oracle Time and Labor
Oracle Payables (*)

Incorrect, Oracle Purchasing, Oracle Payables and Oracle iSupplier Portal

can be included in the process flow when demonstrating Deliverable
Payment Controls feature.

38. What are two of the value propositions of the new enhancements introduced in R
12.1 for Engineering & Construction customers? Mark for Review
(1) Points

(Choose all correct answers)

The ability for customers to integrate EBS Projects with other 3rd party
schedulers
A primary benefit of Subcontractor Payment management is to manage and
increase cash flow (*)
An increase in visibility of Subcontractor deliverables, invoices and payments
ensures contractor work stays on track (*)
Greater visibility into the actual costs on projects from the Payroll system

Incorrect, Subcontractor Payment management benefit is to manage and

increase the cash flow and the increased visibility of Subcontractor
deliverables, invoices and payments ensuring that contractor work stays on
track are the value propositions introduced in R12.1 for Engineering
&Construction customers.

39. Which process flow is in the correct order to demonstrate the Deliverable Payment
Controls scenario. (note not every step of the process flow might be represented) Mark for Review
(1) Points

Enter Work Confirmation, Specify Required Deliverables, Release Invoices,

Receive Project Invoices
Enter Work Confirmation, Specify Required Deliverables, Receive Project
Invoices, Release Invoices
Process and Hold Invoices, Enter Work Confirmation, Receive Project
Invoices, Release Invoices
Specify Required Deliverables, Enter Work Confirmation, Receive Project
Invoices, Release Invoices (*)
 Incorrect, this is the process flow to demonstrate the Deliverable Payment
Controls scenario.

40. Which page can be used to view all supplier invoices related to a project?
Mark for Review
(1) Points

Budgets and Forecasts

Supplier Invoice Workbench (*)
Project Control
Financials

Incorrect, Supplier Invoice Workbench can be used to view all supplier

invoices related to a project.