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