Growth and Transformation - Primer - E0 Assessment

You should reach out to the _____________ to gain a deeper understanding of the partner ecosystem.
(1)Project Manager
(2)Project Leader
(3)Solution Architect
(4)Alliance Manager
Analyst connects can help drive the G&T sales enablement initiatives through
(1)Creation and curation of various artifacts, like pre-approved content, for Sales Enablement by leveraging Knome and TCS Digital
Store
(2)Analyst report distribution and customer impact workshops to drive sales conversations and thought leadership
(3)Sales enablement initiatives that leverage positive analyst rankings and quotes
(4)All of the above
The Corporate Marketing Research Team provides research data only for the pre sales and sales functions.
(1)True
(2)False
What are the benefits of industry market trend analysis?

(1)Identify possible opportunities in the market
(2)Influence the prospects and customers
(3)Plan for investment in people and technology
(4)All of the above
A well planned and successfully managed AR program is important to achieve the G&T objectives of TCS.
(1)Yes
(2)No
Who should be well aware of market trends to identify potential opportunities?

(1)Sales Team
(2)Solution Team
(3)Finance Team
(4)IT Team
G&T Innovation relies on

(1)POCs, not MVPs
(2)MVPs, not POCs
(3)Both MVPs and POCs
(4)Clear problem definition
Focusing on strategic priorities of CXOs involves

(1)Analyzing market trends
(2)Listening to customer's challenges and aspirations
(3)Understanding the organization’s Business and IT initiatives
(4)Trying to build a personal connect with the CXO
The benefits of strategically positioning TCS IP/IP assets include the following
(1)Build sustainable competitive advantage
(2)Drive more revenue growth
(3)Focus on the end user
(4)Contain costs
The benefits of PoV include the following

(1)Need for extensive execution
(2)Early satisfaction of customer requirement
(3)Identification of value of the product/solution
(4)Need for more time and resources
A PoV is a tool for satisfying customer requirements in the presales phase.

(1)True
(2)False
A well defined problem statement has stakeholder mapping and problem statement alone, with no reference to value enclosed
(1)True
(2)False
Good customer relationship management can help in

(1)Enhancing customer satisfaction
(2)Bringing more business to the organization
(3)Developing insights into industry trends
(4)Anticipating strategic changes in customer organizations
While planning about IP, you would also need to think about
(1)Number of times the IP will be reused
(2)R&D leading to IP
(3)Technical skills or the training required by employees
(4)None of the above
Problem Framing is a way of

(1)Brainstorming
(2)Ideating
(3)Design Thinking
(4)Mind Mapping
It is important to onboard a set of end users _________ in the development of a PoV.

(1)Early
(2)Midway
(3)Late
(4)The time of onboarding does not matter
Consultative Selling is not able to free price from cost.

(1)True
(2)False
The benefits of Solution Envisioning using the design thinking process include the following
(1)It is an adaptable method.
(2)It can be carefully tested.
(3)Its focus is on the end user.
(4)It follows the tried and tested Waterfall model.
Which of the following is a key measure to track the success of the capability Partner Connect to Leverage Ecosystem?
(1)Partner solutions offerings proposed to the customer
(2)Combined solutions offerings proposed to the customer
The objectives of Analyst Connects include

(1)Insights
(2)Exposure
(3)Influence
(4)All of the above
The best way for Value Discovery is

(1)Adopting a fail-fast approach
(2)Brainstorming ideas
(3)Developing a blueprint
(4)Problem Framing
The Value Discovery phase focuses on

(1)Solutioning
(2)Identifying the right problem to solve
(3)Designing the right architecture for a problem
(4)Coming up with a portfolio of problems
Consultative selling is a delivery system of value

(1)True
(2)False
Which of the following attributes does Value have?

(1)Muchness
(2)Smoothness
(3)Soonness
(4)Sureness
The activities associated with defining the problem using design thinking concepts, include
(1)Discover
(2)Define
(3)Deliver
(4)Articulate
What impact does Consultative Selling typically have on the sales cycle
(1)It lengthens the cycle
(2)It shortens the cycle
(3)It has no impact on the cycle
(4)The two are mutually exclusive
Ways to measure the success of a solution design include

(1)Desirability
(2)Feasibility
(3)Complexity
(4)Sustainability
Networking, as a skill, is useful to

(1)Leadership and senior executives
(2)Associates in sales and client facing roles
(3)Program managers working with multiple stakeholders
(4)Everyone
Measuring the success of a PoV Demonstration, using the methods described here, include
(1)Number of customer confirmations of successful deployment of TCS IP/IP assets in their G&T programs
(2)Cost of PoV
(3)Instances of successful conversion of Proof of Value (PoV) demonstration into opportunities for successful transformative
proposals
(4)Total number of G&T deals
In a Consultative Selling approach you cannot measure success by the impact you have on customers.
(1)True
(2)False
The activities associated with defining the solution using design thinking concepts, include
(1)Develop
(2)Discover
(3)Deliver
(4)Survey
The Three Horizons of Purpose led Growth are

(1)Build digital core
(2)Drive growth & transformation
(3)Transform and Grow around Purpose-led Ecosystem
(4)Innovate business models
How can we convince the customer to recognize us as a G&T Partner in their testimonials?
(1)By ensuring that the customer is treated to regular lunch parties
(2)By regularly demonstrating to the customer how each engagement milestone has delivered the expected benefits and
customer concurring
(3)By ensuring quarterly senior executive governance meetings
(4)By promoting the customer in various forums
G&T Guild consists of

(1)Functional Communities
(2)Governance Leads
(3)Program Team
(4)Steering Committee
G&T Guild Charter involves

(1)Facilitation of G&T engagements
(2)Building organization-level repository of G&T assets
(3)Development of people capability on G&T
(4)Formation of G&T workgroups
In a G&T engagement, the preferred contracting approach is

(1)Input-based contracting
(2)Output-based contracting
(3)Outcome-based contracting
(4)All of the above
Which of the following is an example of Legacy Modernization?

(1)Enterprise Transformation
(2)Management Transformation
(3)IT Transformation
(4)Business Process Transformation
Existing customers are unlikely to have G&T opportunities, hence we should focus primarily on new customers.
(1)True
(2)False
G&T tagging of an opportunity happens in

(1)Project Workbench
(2)Project Commercial Management System
(3)Contract Management System
(4)Customer Relationship Management System
Which of the following is not a business growth impact measure?

(1)Sales Growth
(2)Cost Savings
(3)Productivity Improvement
(4)Increased Market Share
Each G&T capability is listed under which of the following?

(1)One Business Group
(2)One Value Theme
(3)One Functional Area
(4)One Governamce Layer
The mentors of each of the functional communities are typically

(1)Members of the Steerco
(2)BG Heads
(3)Client CXOs
(4)Unit G&T Leaders
Consultative Selling refers to

(1)A sales technique
(2)A consulting approach
(3)A combination of (a) and (b)
(4)None of the above
What are the channels that can be used to amplify G&T stories?
(1)Press Releases
(2)Television Ads
(3)Social Media
(4)All the above options are correct
Which of the following is an example of Changing Operating Model?

(1)Enterprise Transformation
(2)Management Transformation
(3)IT Transformation
(4)Business Process Transformation
Guild is best defined as a

(1)Center of Excellence
(2)Team of Domain Consultants
(3)Subject Matter Experts Pool
(4)Community of Practitioners
G&T Framework consists of

(1)4 Value Themes
(2)48 Capabilities
(3)8 Functional Areas
(4)3 Governance Levels
In a G&T engagement, which of the following are potential business values to the customer?
1) Revenue growth
2) Productivity increase
3) Reduction in service requests
4) Increase in customer base

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You should reach out to the _____________ to gain a deeper understanding of the partner ecosystem.

What are the benefits of industry market trend analysis?

Who should be well aware of market trends to identify potential opportunities?

G&T Innovation relies on

Focusing on strategic priorities of CXOs involves

The benefits of PoV include the following

A PoV is a tool for satisfying customer requirements in the presales phase.

Good customer relationship management can help in

Problem Framing is a way of

It is important to onboard a set of end users _________ in the development of a PoV.

Consultative Selling is not able to free price from cost.

The objectives of Analyst Connects include

The best way for Value Discovery is

The Value Discovery phase focuses on

Consultative selling is a delivery system of value

Which of the following attributes does Value have?

Ways to measure the success of a solution design include

Networking, as a skill, is useful to

The Three Horizons of Purpose led Growth are

G&T Guild consists of

G&T Guild Charter involves

In a G&T engagement, the preferred contracting approach is

Which of the following is an example of Legacy Modernization?

G&T tagging of an opportunity happens in

Which of the following is not a business growth impact measure?

Each G&T capability is listed under which of the following?

The mentors of each of the functional communities are typically

Consultative Selling refers to

Which of the following is an example of Changing Operating Model?

Guild is best defined as a

G&T Framework consists of

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