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| Section | Weight | Objectives |
|---|---|---|
| Selling & Implementation Basics | 15% | - Pricing and licensing fundamentals - Sales process and engagement model - Deployment and support overview |
| IBM Risk Analytics Portfolio | 35% | - IBM Risk Analytics solutions overview - Solution architecture and components - Features and benefits for insurance/pensions |
| Industry & Market Overview | 25% | - Market trends for risk analytics - Insurance and pensions industry challenges - Regulatory and compliance requirements |
| Client Needs & Solution Positioning | 25% | - Identifying customer pain points - Aligning solutions with business goals - Competitive differentiation |
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