A combination of analytical thinking, problem-solving, technical aptitude, and emotional intelligence that allow for harmonious work with others.
Specific technical abilities required to do a job that are acquired through education and experience
A combination of technical aptitude and business acumen that allow for harmonious work with others.
A combination of interpersonal skills, social skills, communication skills, emotional intelligence, and personality traits that allow for harmonious work with others.

Which of the following is NOT a hard skill?

Technical aptitude
Business acumen
Analytical thinking
Database management

Select all that apply. Which deal support request properties are used in HubSpot's sales process as quantifiable thresholds for a solutions architect to join a sales rep's deal?

Number of contacts

Number of seats

Number of integrations

Number of products

Fill in the blank: A systems map helps the solutions architect prepare for the ______ demo.

intro
systems
HubSpot
reverse

Select all that apply. What does the solutions architect do during the first fifteen minutes of the reverse demo?

They inquire about the prospect's data.
They provide context about their drafted systems map.
They present potential product features in the solutions design.
They reiterate the top three connections between the prospect’s systems they want to explore.

Select all that apply. What actions does the solutions architect take to hypothesize the future state of the prospect’s tech stack?

Consider potential improvements
Migrate all of the prospect's customer data into The HubSpot Customer Platform
Consolidate multiple SaaS applications into HubSpot products
Identify integration opportunities

True or false? During the reverse demo, the solutions architect should focus on presenting a demo of HubSpot's features.

True
False

True or false? The follow-up email after the reverse demo contains a request for information (RFI).

True
False

How long is the reverse demo scheduled for?

15 minutes
30 minutes
45 minutes
60 minutes

True or false? A completed joint evaluation plan is a centralized record of all the deal interactions with milestones, task owners, and outcomes.

True

False

True or false? Task ownership, as it relates to the joint evaluation plan, means assigning responsibilities only to the deal team.

True
False

Select all that apply. What are the solutions architect's responsibilities in developing the joint evaluation plan?

Engaging with members from various teams in the prospect's organization
Documenting outcomes and technical discoveries
Supporting the sales rep
Assigning task ownership for future meetings

True or false? The future systems map is developed after the sale has closed.

True
False

Select all that apply. What three steps does a solutions architect use to finalize the future systems map?

Evolve the drafted map
Narrow the focus
Collaborate with prospects
HubSpot customer platform mapping

What is a ‘user requirement’ in the context of designing a future systems map?

Technical specifications provided by the solutions architect
The prospect’s feedback on the LucidChart draft
Specific needs or expectations identified by a prospect
The prospect’s requirements for HubSpot customer platform mapping only

When should the solutions architect share the finalized future systems map with the prospect?

During the deal team huddle
During the solutions overview section of the solutions design presentation
One week before the solutions design presentation
Two business days before the solutions design presentation

What are the phases of the solution development phase?

Document, Diagnose, Detect, Deliver
Diagram, Diagnose, Detect, Deliver
Document, Diagram, Detect, Deliver
Diagram, Diagnose, Document, Deliver

Who is responsible for creating technical diagrams for the developer team during the solutions development phase?

Project manager
Developer team
Success manager
Solutions architect

Who approves the entity relationship diagram in the solutions development phase?

The project manager
The solutions architect
The developer team
The customer

True or false: Solutions architects are responsible for conducting account and technical discovery during the sales process.

True
False

Select all that apply. Why are solutions architects recommended for HubSpot solutions partner organizations?

They identify technical solutions where competitors can’t.
They focus solely on the pre-sales process.
They improve efficiency, quality, and customer satisfaction.
They project manage the developer team

Which of the following is NOT a soft skill?

Effective communication
Entity relationship diagramming
Collaboration
Problem-solving

Select all that apply. What do the HubSpot customer platform and solutions architect role both have in common?

They both conduct account and technical discovery.
They both create value with powerful systems.
They both simplify the rising complexity in the SaaS market.
They both enable business acceleration.

Scenario: During the sales process, a prospect raises concerns about technical challenges. What is a solutions architect primarily responsible for in this situation?

Identifying specific software solutions that may be a good fit for the prospect's needs
Developing an entity relationship diagram
Project managing the developer team
Resolving technical issues with the implementation

Scenario: A sales rep is handling an upmarket prospect, and there's a need for technical assessment. The solutions architect receives a deal support request. What is the purpose of this request?

Maintain alignment throughout every step of the deal
Define the criteria for the solutions architect's involvement
Ensure the deal team aligns their selling strategy
Provide a budget estimate for technical solutions

How often does the deal team huddle typically occur?

Daily
Weekly
Monthly
Quarterly

Who is responsible for facilitating the intro demo?

Solutions architect
Sales rep
Success manager
Deal team

Select all that apply. What preparation steps do the solutions architect and sales rep complete before the intro demo?

Assess the prospect’s pain points
Structure the demo
Research the prospect's evaluation team
Request a visualization of the prospect's tech stack

Fill in the blank: HubSpot's solutions architects use ________ to create visuals and diagrams of a prospect’s systems while collaborating with their deal team in real time.

the HubSpot customer platform
LucidChart
a summary slide
SaaS applications

Select all that apply. Which of the following are preparation steps taken by a solutions architect for a successful reverse demo?

Confirm that the prospect has reviewed the systems map and gather their questions
Identify the top three connections between systems
Display a LucidChart of the drafted systems map
Schedule a two-hour reverse demo
Coordinate with the sales rep to align their questions and agenda

Scenario: During the reverse demo, the prospect shares additional systems not covered in the initial systems map. What should the solutions architect do?

Stick to the pre-prepared questions only
Update the systems map during the demo
Update the systems map before sending the follow-up email
Schedule additional time for a second reverse demo

Select all that apply. Identify the effective queries a solutions architect would ask about a prospect’s data during the reverse demo.

“What data do you need that they don’t currently have?”
“Why does your company collect this data?”
“How many people on your team use this data to do their job?”
“What data will be coming into HubSpot, and can you describe its intended use?”

What should the solutions architect do as the reverse demo approaches the forty-minute mark?

Introduce a new system map
Ask the prospect to share their tech stack
Summarize the conclusions and let the prospect know to expect a follow-up email
Extend the demo time to sixty minutes

Select all that apply. Which of the following are ways solutions architects use requests for information (RFI)?

Solicit input from various stakeholders
Create technical case studies
Send a detailed follow-up email.
Learn about specific technical requirements

Select all that apply. What are the solutions architect's responsibilities within the strategic consideration phase?

Documenting customer requirements in the written requirements document
Contributing to the joint evaluation plan
Developing a future systems map
Supporting the solutions design presentation

Select all that apply. What sources does the solutions architect use to design the future systems map?

The solutions design presentation
The prospect's responses to the RFI
The drafted systems map in LucidChart
The findings within the JEP

Fill in the blank: Solutions design presentations are a powerful technique for solutions architects to share a _______ of their work without building a fully customized solution.

preview
future systems map
finalized version
slide deck

Select all that apply. What are the purposes of the solutions design presentation?

To propose customizations for the HubSpot demo account
To finalize the future systems map
To protect the solutions architect's time
To assess the prospect’s level of interest in finalizing the deal

Which of the following is NOT a section of the solutions design presentation?

Benefits and ROI
Business Requirements
Challenges and Mitigation
Key Features and Functionality
Future Systems Map

Fill in the blank: Post-sale solutions architecture is like a bridge that connects the _of the customer's requirements to possible solutions on the HubSpot customer platform.

business objectives
technical aptitude
technical feasibility
tech stack

Who transforms the customer's requirements into software functionality on the HubSpot customer platform?

Project manager
Developer team
Success manager
Solutions architect

Scenario: The project manager wants to share the overall implementation timeline with the customer. Which section of the written requirements document should the project manager update?

Project Overview
Customer Requirements
Project Plan
Open Questions

What is the role of the project plan in the written requirements document (WRD)?

Define terminology
Outline sequence of development phases
Foster alignment through objectives
Proactively tackle anticipated obstacles

What does the solutions architect leverage discovery loop meetings for?

To seek clarification about desired outcomes
To outline specific functionality of features
To foster alignment through objectives
To define terminology

Who is responsible for showcasing selected features during the customer adoption tour?

Developer team
Success manager
Sales rep
Solutions architect

Fill in the blanks: When detecting issues in the solutions development phase, the _ process aims to catch and resolve issues before _.

user acceptance testing (UAT), quality assurance (QA)
test case document, user acceptance testing (UAT)
test case document, quality assurance (QA)
quality assurance (QA), user acceptance testing (UAT)

Select all that apply. Who are the users in the user acceptance testing process?

End users on the customer’s team
Execution team
Decision-makers on the customer's team
Another teammate unfamiliar with the project

Fill in the blank: Solutions architects translate technical business needs into practical __________ solutions.

technology
business
problem-solving
resourceful

Select all that apply. What are the solutions architect's responsibilities within the technical discovery process?

Facilitating deal team alignment
Delivering the solutions design presentation
Supporting the intro demo
Drafting a systems map
Using a reverse demo to request information

What is the primary purpose of the test case document?

Showcase the fully developed solution
Gather feedback to verify customer requirements
Create a customer adoption scorecard
Rate features based on technical complexity

Select all that apply. What tasks does the solutions architect complete to help the success manager prepare for the customer adoption tour?

Create and rank features in the customer requirements scorecard
Complete a practice run of the presentation with the sales rep
Create onboarding tasks for the customer.
Select three to five features to showcase in the presentation

Select all that apply. Which is NOT a top soft skill in the solutions architect skill set?

Technical aptitude
Collaboration
Problem-solving
Effective communication

Fill in the blank: Creating a deal support request process is a primary responsibility of the _____at a solutions partner organization.

solutions architect
sales leaders
deal team
sales rep

Select all that apply. Where should the solutions architect source information to include in their drafted systems map?

The hypothesized future state
Interviews and emails with the prospect
LucidChart
The technical investigation

What is the primary purpose of the reverse demo in the technical discovery phase?

Showcase HubSpot features
Gather information about prospect's data and current systems
Finalize the future state of the systems map
Finalize the deal

Fill in the blank: The reverse demo is a __________-led tour of the software they're currently using and the systems they wish to integrate with HubSpot.

customer
solutions architect
sales rep
prospect

What customer journey milestone marks the halfway point of the sales process?

When the solutions design presentation concludes
When the solutions architect shares their drafted systems map
When the prospect has returned the request for information (RFI)
When the solutions architect finalizes their systems map

Select all that apply. Who contributes to the joint evaluation plan?

Developer team
Solutions architect
Deal team
Prospect’s evaluation team

Fill in the blank: A user requirement refers to a specific need or expectation identified by a ________ that the solution design must fulfill.

solutions architect
prospect
sales rep
deal team

Select all that apply. Which roles are part of the execution team in the solutions development phase?

Project manager
Developer team
Success manager
Sales rep
Solutions architect

True or false? The written requirements document becomes the guiding contract for the subsequent development phases.

True
False

What is a hard skill?

A combination of analytical thinking, problem-solving, technical aptitude, and emotional intelligence that allows for harmonious work with others
Specific required technical abilities that are acquired through education and experience.
Specific required interpersonal skills that are acquired through education and experience
A combination of interpersonal skills, social skills, communication skills, emotional intelligence, and personality traits that allows for harmonious work with others

Which of the following is NOT one of the five steps a solutions architect takes when drafting a systems map?

Gather the systems
Map relationships
Hypothesize the future state
Define user requirements

Select all that apply. Before drafting the future systems map, what questions should the solutions architect reflect on?

"What story does it tell?”
“Which SaaS applications power the prospect’s customer journey?”
"What is the map’s intended purpose?”
"Who are you creating this diagram for?”

True or false? The RFI process helps the solutions architect identify the project's scope.

True
False

Select all that apply. Joint evaluation plans are created so that any collaborator on either team can find the answer to which of the following questions?

What needs to happen?
When it will happen?
How is the solution developed?
Who needs to be involved?

In the third stage of designing a future systems map, how does the solutions architect showcase the HubSpot customer platform?

By emphasizing LucidChart features
By overlaying the prospect's map on the flywheel illustration
By focusing on only one HubSpot product
By downplaying the central role of HubSpot in the solution design

Who is responsible for creating lightweight customizations prepared in a HubSpot demo account during the solutions design presentation?

The sales rep
The solutions architect
The deal team
The success manager

Select all that apply: Which deliverables from the sales process are referenced when drafting the written requirements document (WRD)?

Joint evaluation plan

Future systems map

Drafted systems map

Solutions design presentation

Scenario: The customer has reviewed and approved the entity relationship diagram. How does the project manager team use it?

To visualize system architecture
To revisit and finalize the project plan
To collaborate with end users
To create a beta version of the HubSpot customer platform

Which of the following is NOT a category of the deal record audit snippet?

Stakeholder List
Sales Pitch Draft
HubSpot Requirements
Technical Requirements

Select all that apply. What hard skills are most sought after when hiring a solutions architect?

Collaboration
Technical aptitude
Business acumen
Effective communication

Why has the solutions architect role become so desirable in the SaaS market?

Buyers are under pressure to select the right combination of SaaS applications.
The technology market is constantly expanding.
They simplify complexity and design technological solutions.
All of the above.

In addition to answering questions, sharing additional technical details, and describing the reverse demo what does the solutions architect include in their follow up email after the intro demo?

A HubSpot meetings link and a request for the prospect's current tech stack
A HubSpot meetings link and an estimated budget for implementing the proposed solution
A list of HubSpot solutions partners who have had similar needs and a HubSpot meetings link
A request for the prospect's current tech stack and an estimated budget for implementing the proposed solution

Select all that apply. What is the solutions architect responsible for preparing for the solutions design presentation?

Creating slides for the presentation
Building customizations in the HubSpot demo account
Providing coaching to the sales rep
Sharing the future systems map with the prospect

What is the primary objective of the future systems map in the strategic consideration phase?

To help the solutions architect prepare for the solutions design presentation and close the deal
To help the solutions architect prepare for the reverse demo, develop their list of questions, and hypothesize potential solutions
To visualize how a customer’s current tech stack pain points can be resolved in the HubSpot customer platform
To connect how a prospect's current technology stack and business objectives can be achieved with the HubSpot customer platform

Why does the solutions architect collaborate with the prospect in the second stage of designing a future systems map?

To gain insights
To build trust
To ensure the solution meets their needs
All of the above

Select all that apply. Who are the users in the quality assurance process?

Solutions architect
The execution team
Decision-makers on the customer's team
Another teammate unfamiliar with the project

Select all that apply. Before the end of the customer adoption tour, what key points does the solutions architect communicate to the customer?

Remind them of the technical specifications of the solutions design
Restate that questions about the solutions design will now be directed to the success manager
Identify the level of continuing support the execution team provides
Reiterate their confidence that the solutions align with the customer's business objectives

Who is responsible for creating slides for the solutions design presentation?

The solutions architect
The solutions rep
The success manager
The deal team

Fill in the blank: With an average of ____ stakeholders participating in a typical B2B purchasing decision, joint evaluation plans are created to provide transparency and build trust.

four
eleven
seven
nine

The SaaS industry has grown by approximately ____ from 2015 to 2023.

100%
500%
87%
50%

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True or false? A completed joint evaluation plan is a centralized record of all the deal interactions with milestones, task owners, and outcomes.

By vmartinez

True or false? A completed joint evaluation plan is a centralized record of all the deal interactions with milestones, task owners, and outcomes.

True

False

How long is the reverse demo scheduled for?

By vmartinez

How long is the reverse demo scheduled for?

15 minutes
30 minutes
45 minutes
60 minutes

True or false? The follow-up email after the reverse demo contains a request for information (RFI).

By vmartinez

True or false? The follow-up email after the reverse demo contains a request for information (RFI).

True

False

True or false? During the reverse demo, the solutions architect should focus on presenting a demo of HubSpot’s features.

By vmartinez

True or false? During the reverse demo, the solutions architect should focus on presenting a demo of HubSpot’s features.

True

False

Select all that apply. What actions does the solutions architect take to hypothesize the future state of the prospect’s tech stack?

By vmartinez

Select all that apply. What actions does the solutions architect take to hypothesize the future state of the prospect’s tech stack?

Consider potential improvements
Migrate all of the prospect’s customer data into The HubSpot Customer Platform
Consolidate multiple SaaS applications into HubSpot products
Identify integration opportunities

Select all that apply. What does the solutions architect do during the first fifteen minutes of the reverse demo?

By vmartinez

Select all that apply. What does the solutions architect do during the first fifteen minutes of the reverse demo?

They inquire about the prospect’s data.
They provide context about their drafted systems map.
They present potential product features in the solutions design.
They reiterate the top three connections between the prospect’s systems they want to explore.