A. Buyers in the Midmarket are shifting toward Finance.

B. Buyers in the Midmarket are shifting toward the Line of Business.

C. Buyers in the Midmarket are shifting toward Information Technology.

D. Buyers in the Midmarket are shifting toward Operations.

A. Stress the "Easy to Buy" Midmarket message, the products are packaged and priced right; Start small, start anywhere, deliver immediate value, and grow; Recommend available compelling IBM Global Financing offerings

B. Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities

C. Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills

D. Smooth glide path to the Enterprise solution

A. IT has a seat at the table to facilitate innovation

B. HR will own and influence over 50% of the of IT budgets

C. Marketing will own and influence 50 to 60% of the IT budget

D. Finance will own and influence a high percentage of IT budgets

A. IBM Cognos Disclosure Management Express

B. IBM Cognos Express

C. IBM Cognos Controller Express

D. IBM SPSS Modeler Premium

A. How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?"

B. Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?

C. Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?

D. Do I fully understand my company's capital structure, ROI, compliance, risk, disclosure and regulatory reporting requirements?