Questions

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. Who contributes to the joint evaluation plan?

 

• Developer team
• Solutions architect
• Deal team
• Prospect’s evaluation team

 

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

 

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 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

 

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