Create and Deliver Demos Questions

Study material available at: https://academy.celonis.com/learn/learning-path/create-and-

deliver-demos

What are the best solutions to deal with a technical issue during a live demo? Select TWO
options.

 a. Deliver a verbal presentation

 b. Switch to a recorded version of the demo
 c. Switch to a static demo
 d. Wrap up the session smoothly and schedule a new one

ANSWER: b. Switch to a recorded version of the demo

c. Switch to a static demo
PROOF:

Which method should a Partner utilize during a demo presentation to understand the
customer’s pain points and to kick off interaction?

 a. 5 min discovery
 b. Storytelling
 c. Tell-show-tell

ANSWER: a. 5 min discovery

PROOF:
What is an effective question for a Partner to ask management-level audiences while
establishing trust?

 a. What metrics does your team argue about the most and why?
 b. How would a decrease in rework affect the customer experience?
 c. What are your most important ongoing business initiatives?

ANSWER: b. How would a decrease in rework affect the customer experience?

PROOF:
How does TryCelonis help a Partner?

 a. It provides a wide range of pre-built demo stories that partners can access and
customize.
 b. It offers an interactive demo gallery consisting of self-service micro demos of four
core processes.
 c. It facilitates the initial customer journey to get the first insights into the processes by
analyzing their own data.

ANSWER: a. It provides a wide range of pre-built demo stories that partners can access
and customize.

PROOF:

What are some use cases where a Partner can use Celonis demos to guide customers? Select
TWO options.

 a. First Pitch Presentations

 b. Hands-On Sessions
 c. Brown Bag Meetings
 d. Retrospective meetings

ANSWER: a. First Pitch Presentations

b. Hands-On Sessions
PROOF:
A Partner has prepared a demo reflecting features of a customer’s unique business
operations. At which level is the demo customized?

 a. Full-custom
 b. Non-custom
 c. Semi-custom

ANSWER: a. Full-custom

PROOF:

In a Celonis Analysis, when a Dropdown component is configured correctly, users can

select from a list of ____.
  a. Attributes in a dimension
 b. Related dimensions
 c. Saved formulas

ANSWER: a. Attributes in a dimension

PROOF:

A business user needs to see a table containing a list of sales organizations with the
associated number of sales orders generated per organization as well as the total value of
sales orders. Which KPIs should the Partner configure? (Select TWO options.)

 a. Net value (total monetary value of sales orders)

 b. Organization count (number of sales organizations)
 c. Organization (sales orgs)
 d. Net value (average monetary value per sales order)
 e. Case count (number of sales orders)

ANSWER: a. Net value (total monetary value of sales orders)

e. Case count (number of sales orders)
PROOF:
What changes can be made to customize a TryCelonis demo? Select TWO options.

 a. Changing the order of the activities

 b. Changing the underlying raw data
 c. Manipulating dimensions
 d. Changing the logo

ANSWER: c. Manipulating dimensions

d. Changing the logo
PROOF:
Which best practices are part of the pre-emptive approach while dealing with demo
attendees’ objections? Select TWO options.

 a. Try to convince the customer with an answer even if you are not 100% sure about it.
 b. Give the audience all details they need on the objected point.
 c. Tailor to the audience’s existing knowledge before a session.
 d. Don’t present the technical details of Celonis EMS.

ANSWER: b. Give the audience all details they need on the objected point.
c. Tailor the audience’s existing knowledge before a session.
PROOF:

This visual is an example of a ____ component in a Celonis Analysis.

 a. Single KPI
 b. Chart
  c. Design

ANSWER: a. Single KPI

What kind of support does Celonis ServiceDesk provide to Partners?

 a. Partners have to create a ticket to get help from Celonis ServiceDesk.

 b. Partners can request a new demo tailored to their needs if it doesn’t exist in
TryCelonis.
 c. Celonis ServiceDesk is open to everyone and Partners can get help anonymously.

ANSWER: a. Partners have to create a ticket to get help from Celonis ServiceDesk.

PROOF:
A Partner has configured this table to display the net order value in U.S. Dollars. What
does the Partner need to do to improve how this KPI is presented?

 a. Set ascending sorting for the KPI column (low to high)

 b. Change the KPI’s displayed name to “Net Order Value ($)”
 c. Change the KPI’s formatting to “Percentage with decimals”

ANSWER: Change the KPI’s name to “Net Order Value ($)”

PROOF:

Which three techniques are among the best practices to showcase Celonis?

 a. Emotional opener, stick to the script, focus on services

 b. Story telling, emotional opener, demo hygiene
 c. Tell-show-tell, technical focus, data privacy

ANSWER: b. Story telling, emotional opener, demo hygiene

 PROOF:

Which improvement opportunities does the Order Management process offer?

 a. Optimize revenue
 b. Improve supply reliability
 c. Reduce spend

ANSWER: a. Optimize revenue

PROOF:
Which statement regarding Demo Now is true?

 a. Demo Now is not suitable for making changes in the demo.

 b. Demo Now creates a demo for the Partners according to their specific criteria.
 c. Demo Now instances will be automatically deleted after 30 days.

ANSWER: a. Demo Now is not suitable for making changes in the demo

PROOF:

How can a Partner handle the questions and objections from the “Buzzkill” customer
persona most effectively?
  a. Provide them with regular updates to keep them in the loop and engaged
 b. Persist with answering their questions honestly, relevantly, and with persuasion
 c. Let them feel heard but don't invest time in their irrelevant concerns

ANSWER: c. Let them feel heard but don’t invest time in their irrelevant concerns

PROOF:

A Partner shows customers a use case that is too generic for that particular audience. What
is the disadvantage of this?

 a. The Partner will lose credibility.

 b. The audience will not engage with the demo.
 c. It is challenging for the audience to understand the use case.

ANSWER: b. The audience will not engage with the demo

PROOF:
A Partner alters the purchasing organizations and vendor names in the demo while
customizing it. Which technique is the Partner utilizing?

 a. Changing existing KPIs

 b. Creating a new event log to change activity names
 c. Manipulating dimensions

ANSWER: c. Manipulating dimensions

PROOF:

A Partner wants to deliver a strong FIRST DEMO to showcase how Celonis can drive
value across a customer’s business. Which technique contributes to this goal?
  a. Avoid sharing personal stories with the customer and stick to the data
 b. Don’t go into too much detail about the software initially and focus on how Celonis
solves strategic business problems
 c. Start with a thorough discovery session with every team member to learn about the fine
details of the company’s pain points

ANSWER: b. Don’t go into much detail about the software initially and focus on how
Celonis solves strategic business problems

PROOF:

When creating an analytical-focused demo, which component of the Celonis EMS can be
showcased?

 a. Process Explorer
 b. Execution Apps
 c. Execution Graph

ANSWER: a. Process Explorer

PROOF:
A Partner encounters an objection from a customer due to the long implementation time.
How should the Partner respond to this objection?

 a. Celonis delivers functionalities like user and access management and continuous delta
loads which don’t limit the view of the processes.
 b. Out-of-the-box connectors facilitate the implementation further bringing value to your
organization.
 c. With the intuitive user interface of Celonis Execution Management, creating analyses
does not require programming skills.

ANSWER: b. Out-of-the box connector facilitate the implementation further bringing

value to your organization.

PROOF:
A Partner wants to tailor a demo for the customer in the banking industry but doesn’t
know which processes to show. Which resource can help the Partner create a specific
story?

 a. Value Trees
 b. Industry Wheels
 c. Celonis Analyses

ANSWER: a. Value Trees

PROOF:

What are some emotional opener techniques to engage the audience and keep their
attention? Select THREE options.
  a. Customer story
 b. Shock the audience
 c. Explaining the power of PQL
 d. Provocative statement
 e. Self-introduction

ANSWER: a. Customer story

b. Shock the audience
d. Provocative statement
PROOF:

Which Celonis tool provides insights into the customers’ processes by analyzing their data?

 a. Celonis Snap (Free Plan)

 b. Demo Gallery
 c. TryCelonis

ANSWER: a. Celonis Snap (Free Plan)

PROOF: