1.What are the core objectives of industry/market trend analysis?

all the above

2.What are the benefits of industry/market trend analysis? all the above

3.The Corporate Marketing Research Team provides research data only for the pre-
sales and sales functions. (b) False

4.Who should be well aware of market trends to identify potential opportunities?

sales team and sollution team

5.The success of Analyst Connects is a key enabler in TCS market positioning.? True

6.The objectives of Analyst Connects include: all the above

7.TCS already has contracts in place with leading analyst firms. true

8.Analyst connects can help drive the G&T sales enablement initiatives through: all
the above

9.A well-planned and successfully managed AR program is important to achieve the

G&T objectives of TCS. True

10.Focusing on strategic priorities of CXOs involves:

(a) Analyzing market trends
(b) Listening to customer's challenges and aspirations
(c) Understanding the organization’s Business and IT initiatives

11.Good customer relationship management can help in:

(a) Enhancing customer satisfaction
(b) Bringing more business to the organization
(c) Developing insights into industry trends
(d) Anticipating strategic changes in customer organizations

12:What should you do to be ready for a customer CXO meeting?

(a) Know each executive’s profile and background
(b) Know the priorities of each CXO
(c) Have trend analysis data for the CXO priorities
(d) Identify a set of WIIFM for the CXO

13.Interactions that have not converted into business is a success metric for good
customer relationship.? false

14.How can external forums influence customers?

(a) By establishing TCS’ market standing
(b) By demonstrating the art of possible
(c) By showcasing how TCS is driving new G&T opportunities
(d) By creating joint opportunities and go-to-market plans with customers

15.The objectives of bringing outside-in view include:

(b) Expand the footprint of TCS within the customer organization

(c) Demonstrate TCS’ market presence and reach
(d) Showcase how TCS has solved similar other problems and helped customers

16.External forums allow TCS to sell offerings regardless of customer’s needs.?

false
17.Where will we learn about TCS’ solution capabilities and G&T stories? TCS
digital store

18.The benefits of strategically positioning TCS IP/IP assets include the

following:
(a) Build sustainable competitive advantage
(b) Drive more revenue growth
(d) Contain costs

19.Strategic leveraging and positioning of TCS IP/IP assets as a capability is a

crucial differentiator for TCS while engaging with a customer in their G&T journey.
True

20.The criteria for measuring success of TCS IP/IP assets positioning include:
(a) Number of customer confirmations for successful deployment of TCS IP/IP assets
in their G&T programs
(c) Revenue specific to TCS IP/IP Asset

21.While planning about IP, you would also need to think about
(a) Number of times the IP will be reused
(b) R&D leading to IP
(c) Technical skills or the training required by employees

22.TCS network of partners includes niche technology developers.TCS network of

partners includes niche technology developers.
Yes

23.Which TCS initiative provides an environment for sophisticated IT research in

leading-edge technologies across various domains?
(a) TCS Co-Innovation Network (COIN™)

24.Which of the following is a key measure to track the success of the capability
Partner Connect to Leverage Ecosystem?
Combined solutions offerings proposed to the customer

25.If a client is concerned about the proposed solution because the TCS-introduced
partner is not well known, what will you do?
Assure the client that TCS has all the right safeguards in place to deliver the
solution in case of an unforeseen incident related to the partner, and then ensure
that those safeguards are in place.

26.Assure the client that TCS has all the right safeguards in place to deliver the
solution in case of an unforeseen incident related to the partner, and then ensure
that those safeguards are in place.
Alliance Manager

27.A well-defined problem statement has stakeholder mapping and problem statement
alone, with no reference to value enclosed:? True

28.The Value Discovery phase focuses on:?Identifying the right problem to solve

29.Problem Framing is a way of:?Design Thinking

30.The best way for Value Discovery is:?Problem Framing

31.G&T Innovation relies on ? clear problem definition

32.The benefits of PoV include the following:

(b) Early satisfaction of customer requirement
(c) Identification of value of the product/solution

33.A PoV is a tool for satisfying customer requirements in the presales phase. true

34.It is important to onboard a set of end users _________ in the development of a

PoV. Early

35.Measuring the success of a PoV Demonstration, using the methods described here,
include
(c) Instances of successful conversion of Proof of Value (PoV) demonstration into
opportunities for successful transformative proposals

36.Consultative selling is a delivery system of value: true

37.What impact does Consultative Selling typically have on the sales cycle: It
shortens the cycle

38.Consultative Selling is not able to free price from cost. false

39.Which of the following attributes does Value have?

(a) Muchness
(c) Soonness
(d) Sureness

40.In a Consultative Selling approach you cannot measure success by the impact you
have on customers. false

41.The benefits of Solution Envisioning using the design thinking process include
the following:

(a) It is an adaptable method.

(b) It can be carefully tested.
(c) Its focus is on the end user.

42.Don Norman, the American Researcher, Professor and Director of The Design Lab at
the University of California, San Diego, wrote a book on design thinking, titled
____________.
(c) The Design of Everyday Things

43.The activities associated with defining the ‘problem’ using design thinking
concepts, include:
(a) Discover
(b) Define

44.The activities associated with defining the ‘solution’ using design thinking
concepts, include:
develop
deliver

45.Ways to measure the success of a solution design include:

a) Desirability
(b) Feasibility
(d) Sustainability

46.Networking, as a skill, is useful to:? (d) Everyone

47.Good Leadership Networking would help in:

(a) Enhancing customer satisfaction
(b) Bringing more business to the organization
(c) Developing insights into industry trends
(d) Anticipating strategic changes in customer organizations

48.Networking skills cannot be developed by introverts. fasle

49.The formal TCS policy document to leverage social media is available on: Knowmax

50.Which of the following provides an indication of the success of an individual’s

networking capability : All

51.Why is prototype/PoC/PoT important to G&T deals? All

52.Select all the correct statements:

(a) PoC/PoT is used to test the new technologies for specific concepts
(b) Prototype is used to validate the business functionality with end-users

53.The following techniques/resources can be leveraged to develop

prototype/PoC/PoT: All

54.Which of the following resources can be leveraged for Prototype/PoC/PoT?

(a) Industry/market trend analysis
(b) Technology trend analysis
(c) CXO stakeholder view of priorities

54.TCS can claim IP rights of the prototype if it is developed using customer

confidential information or using customer pre-existing IP.
false

55.TCS will own the IP of the prototype/PoC/PoT if it is developed using: All

56.As TCS is shaping and developing the G&T opportunity, there is a greater
probability that TCS can retain the IP of the prototype/PoC/PoT. True

57.Identify the correct statement(s) if TCS is developing a prototype/PoC/PoT that

is its own IP.

(a) The team working on the prototype/PoC/PoT should be allocated to a TCS SWON
(and not allocated to a customer WON).
(b) The prototype/PoC/PoT should be developed using TCS infrastructure (and not the
customer infrastructure or in customer ODC).

58.For accelerated prototype/PoC/PoT development, one should visit TCS IP Asset

Registry (TIPAR) and evaluate if any assets can be reused. True

59.The following systems/methodologies/frameworks can be leveraged while developing

prototype/PoC/PoT: True

60.Lifeline Survey is conducted for the customer CXOs. True

61.CSS and Lifeline analytics are used to:

(a) Understand the strengths and opportunities for improvement in the account
(b) Draw insights on TCS performance across various segments
(d) Enable TCS sales and marketing teams to create a sales pitch

62.Lifeline Survey and CSS analytics include insights into various feedback
categories, like geography, country, P&L unit, group client, service line, and
others. true
63.G&T Partner Score is computed based on: Life line survey feedback

64.CSS/Lifeline Analytics is a Value Discovery capability because:

(b) It provides a high-level view to the sales team of customer perceptions and
expectations
(d) It helps the marketing team to identify G&T Partner accounts to collect best
practices

64.Which program is designed to build G&T program managers?

(d) Catalyst

65.To convince the customer about our ability to execute a G&T engagement, is it
critical to showcase G&T leaders who can be deployed on the project?
Yes

66.The following is a success measure for competency programs for G&T:

(a) Percentage of associates who completed any of the G&T competency development
programs
(b) Percentage of G&T trained associates working in active G&T engagements
(c) Ratio of G&T trained associates to number of active G&T engagements

67.The following is the primary tool created to help associates, accounts and units
gain a deeper understanding of each of the capabilities in the G&T framework:
(b) G&T Capability Execution Handbook

What are the important aspects that we need to amplify in a G&T story to gain
credibility?
(a) The role TCS played in helping the customer deliver better services to the end
customer
(b) The business benefits realized by the customer due to the engagement

An amplified G&T story can boost the sales team’s attempts for more business…
(a) By reinforcing our strengths such as diversity, business agility, research and
innovation capabilities and customer centricity in the market
(c) By helping improve the mindshare of decision makers/business leaders in
customer organization regarding TCS

A G&T engagement is suitable for amplification in the market if:

(a) The customer has agreed to be referenceable
(b) There is explicit acceptance from the customer of the benefits that have been
realized.

The Marketing teams may leverage the following channels for amplifying G&T stories:
All

Customers are more receptive to listen to our proposals when we can:

(a) better identify their problems (current or future)
(b) exhibit a ready to use solution to help them solve it
(c) demonstrate the value we created for other customers

A successfully delivered G&T engagement provides us great insights into which of

the following aspects that can help identify ensuing business opportunities?
(a) The problem faced by the customer, for which action needs to be taken
immediately or in the near future.
(c) The potential problem that the customer will face in the near future, for which
they need to be prepared.

Which of these options are True to complete the following statement - Learnings
from a G&T engagement with a customer can be leveraged to harvest ensuing business:
(a) With an existing customer
(b) Within the Industry, which the customer is a part of
(d) Across customers and Industries

At what stages of a G&T Value Cycle do we look at Solution Productization?

(d) Completion of delivery of a solution to the customer

A solution will be considered for Solution Productization after:

(c) Go/No Decision involving all appropriate stakeholders

In which of these Value themes will the Productized solution be

utilized/positioned?
(a) Value Delivery
(b) Value Proposition

Which of these are some TCS Solutions that have been productized for ready to
market implementation for customers? ALL

To build the capability to articulate business value to stakeholders it is required

to have:
(a) A deep understanding of business value
(b) Metrics and measure for defining values
(c) Value proposition models

A good Business Value Articulation should: All

Business Value Articulation is under which Value Theme in the G&T Capability
Matrix? (a) Value Articulation

Impactful Business Value Articulation influences high customer satisfaction score.

True

In which of these various forums should we ensure that business value delivered is
articulated effectively?

During which of these stages in the G&T Value cycle, is there a lot of scope to
leverage acquired knowledge and talent? ALL

Leverageable knowledge and talent, can be found in the areas of: ALL

At what level should the G&T Leadership Talent Pool list be managed for better
utilization? (a) Organization Level

How can we increase the list of G&T experts?

(a) Regular upskilling of people
(b) Mentoring by G&T experts
(c) Exposure to G&T opportunities and engagements

Having seamless access to G&T related information and knowhow is important during:
(a) Value Discovery Phase
(b) Value Proposition Phase
(c) Value Delivery Phase

G&T Portal advocates having all G&T related information in repositories within the
portal itself. False

Which of the following are characteristics expected from the G&T Portal?
(a) The system should act as a single window for all required information.
(b) It should have extensive and intelligent search and retrieve capabilities that
can provide contextual information that is fit for purpose.
(d) It should be able to provide information of artifacts across various
repositories which may be within the portal or anywhere in the TCS ecosystem.

What benefit does existing knowhow bring to an engagement during the delivery
phase?

(a) It helps kick start initiatives or projects with start-up templates and
guidelines.
(b) It ensures productivity improvement and quality certainty enabled by proven
assets and artifacts.
(d) Ready-to-use assets reduce the efforts required to create new ones and
determine their effectivenes

“Enablers to build/disseminate knowhow” is a capability that is being focussed on

by the Enterprise Functions guild in the G&T Framework. True

Which of the following is important knowhow that is to be built and disseminated

for a successful G&T engagement?
(a) Processes, practices, procedures
(b) Handbook, guidelines, templates
(c) Customer testimonials, market analysis and trends
(d) IP asset information, case studies

Usually business value to be delivered is committed during:

(b) The G&T Engagement contractual stage

Real-time system visibility of value delivered helps us:

(c) During all stages of the G&T engagement

System visibility of value delivered is important for the:

(a) Contracting team

(b) Sales team
(c) Delivery Team
(d) Marketing Team

At what stages of a G&T Value Cycle do we gain reusable knowledge? At what stages
of a G&T Value Cycle do we gain reusable knowledge?

(a) Developing innovative solutions

(b) Identifying potential opportunities
(c) Usage of pre-built solutions
(d) Deployment of productivity tools and templates

At what level should the G&T Acquired Knowledge be managed for better utilization
of the expertise?
(a) Organization Level
(b) Business Unit Level
(c) Customer Account Team Level
(d) Project or Engagement Level

When should we prepare the knowledge assets: ALL

What do we need to do to get a customer’s testimony on the work we delivered?

(a) Ensure that the customer is regularly kept updated on the progress of the
delivery and the benefits being delivered
(b) Deliver with certainty, with excellent quality and exceed customer’s
expectations
(c) Ensure that the customer sees us as a partner to grow and transform their
business, and not just as a technology vendor

To leverage a customer testimony for building the organization’s brand in the

market the customer has to be referenceable contractually. True

Which of the following statements are True?

(b) A customer testimonial is an artifact that can be used by the TCS Marketing
teams to build TCS’ brand value in the industry.
(d) A G&T testimonial must clearly articulate how TCS worked as a partner for the
customer and highlight the business benefits realized by them.

Which of the following are parameters that we need not maintain to manage
testimonial artifacts?
(b) Age, Email Id, Telephone Contacts of the customer

What are the three horizons for purpose-led growth?

(a) Build digital core
(c) Transform and grow around purpose-led ecosystems
(d) Innovate business models

What objective does Brand Positioning fulfil during the value proposition phase?
(a) Helps in positioning our solution and delivery roadmap
(b) Eliminates competition
(c) Establishes TCS as a Trusted Partner

What are the most effective success measures of brand positioning?

(a) Participation in events (Leader speak)
(b) Social Media Image (Quotient) of TCS Leaders/Subject Matter Experts

Brand positioning could be established through:

(a) Case Studies
(b) Products and Platforms
(c) Patents and Innovations
(d) Participation in Industry Forums

Who are primarily involved in brand positioning within customer fraternity?

CMO
Marketing lead

The objectives of a testimonial capability are to:

(a) Maintain a repository of customer testimonials commending TCS' G&T capabilities
(b) Ensure customer testimonials are from the CxO level

Which are the acceptable formats for testimonials?

(a) Case Studies
(c) Video Testimonials
(d) Media Coverage

The capability ‘Testimonials’ is strongly related to the following capabilities:

(a) G&T story amplification
(b) Business value articulation
(d) Brand Positioning

What are the channels for amplification of customer testimonials?

(a) tcs.com portal
(b) Digital Store
(c) TCS Annual Report
(d) G&T Case Studies

By ‘Capability’ we mean:
(a) Domain expertise
(b) Digital services
(d) Global Delivery Centers

Bundling of Products and Capabilities approaches are:

(a) COTS product and custom solution
(b) TCS IP and COTS products
(c) TCS IP and custom solution
(d) Only custom solution

The advantages of Bundling TCS IP are:

(b) Cost-effective solution
(c) Easily customizable solution
(d) Faster implementation

Which of the following are TCS IP?

(a) JileTM
(b) SalesforceTM
(d) OptumeraTM

Our Co-Innovation Network™ (COIN™) is a rich and diverse collaborative network. It

allows collaboration with:
(a) Alliance partners
(b) Venture capitalists
(c) Research and academic institutions

The TCS BFSI Platform for Life and Pensions continues to be the operating model of
choice for the _________ industry looking to reimagine customer experience.
(c) Insurance

TCS’ consulting-led transformation framework creates an intelligent enterprise with

a range of capabilities. The framework allows for:
(b) Innovation driven business strategies
(c) Organizational change management
(d) Pre-configured business and industry solutions

Organizations with successful growth & transformation programs:

(a) Deploy high-caliber talent
(b) Have business-led modular technology platforms
(d) Have an integrated strategy with clear transformational goals

The impediments towards customers’ growth and transformation programs span multiple
areas. Which of these are NOT impediments to these programs:
(a) Share value of the company
(d) Remuneration of the CEO

The objectives of a solution delivery roadmap include:

(a) Definition of implementation approach
(b) Stakeholder shared vision
(c) Alignment to customer’s growth and transformation targets

From a customer’s perspective, the solution delivery roadmap should result in:
(a) Velocity of business value fulfilment
(b) Alignment to business targets
(d) Stakeholder buy-in
TCS JileTM is:
(a) An Agile Planning and Delivery Product

A solution delivery roadmap typically consists of:

(a) Milestones
(b) Deliverables
(c) Dependencies

The prime reasons towards building a comprehensive solution delivery roadmap are:
(a) It identifies risks and dependencies and their mitigation
(b) It increases predictability in achievement of milestones
(c) It enhances coordination and communication amongst stakeholders
(d) It provides an opportunity to quickly course correct

What are the measures that indicate successful solution delivery roadmap?
(a) Gain in customer’s mindshare on TCS delivery and solution capabilities
(b) Reduced schedule, effort, and cost slippage
(c) Achievement of customer’s growth and transformation targets

Which of the following are business values?

(a) Increased Revenue Growth
(b) Faster time to Market
(d) Increased Customer Base

Business outcomes and IT outcomes are not the same. True

It is always possible to do one-to-one mapping of business outcome KPIs with

engagement IT KPIs. false

Improvement of Net Promoter Score (NPS) of our customer depends on –

(a) Faster resolution of Service Requests
(b) Improved user experience of customer website
(d) Minimum business outage

To commit business value to the customer in the 'Value Proposition' cycle, which of
the following should we consider?
(a) Customer’s past performance
(b) Market trend
(d) Customer's business priorities

Full form of COIN is -(b) Co-Innovation Network

Benefits of COINTM are -

(a) Creates ground-breaking innovative solutions
(b) Develops risk-mitigation strategies
(d) Ensures simplification in complex IT environment

Components of COINTM are -

(a) TCS COIN™ Accelerator
(b) TCS COIN™ Reference Architecture
(c) TCS COIN™ Integration Team

TCS Pace PortTM is leveraged by -

(a) Clients
(b) Alliance Partners
(c) Academia
(d) TCS’ R&I
Benefits of TCS Pace PortTM are -
Greenfield environment for innovation
Cutting-edge collaborative research
Future-proofing of business

Financial terms and clauses only define the charges for the services : false

Which aspects need to be considered while coming up with financial terms and
clauses in a contract?
(a) Dependencies on the customer
(b) Usage of third-party tool
(c) Subcontract involvement

The financial review of the contract must be performed by:

(b) Business Finance Manager
(d) Contract Finance Manager

Examples of Exceptional Clauses are:

Deferred payment of invoice
Purchasing customer products

The objectives of a solution framing approach include:

(a) To design a customer-specific solution
(c) To provide differentiated solution with respect to competition

Identify the capabilities influencing Solution Framing.

(a) Solution Envisioning
(b) Consultative Selling
(d) Proof of Value demonstration

What are the steps in a solution framing approach?

(a) Understand the problem statement
(b) Brainstorm and ideate solution
(d) Gather and analyze input

What competencies should the solution team possess?

(a) Ability to work at varying level of abstraction
(b) Ability to model and visualize solutions
(c) Ability to add and maintain value as it is built
(d) Ability to give the solution a realistic form and character

What do we consider for measuring the success of Solution Framing?

(a) Pool of competent solution architects
(c) Usage of problem-solving techniques
(d) Design changes needed during execution

What are the steps for contract negotiation?

(a) Understand the goal of the contract
(b) Assess associated risks
(c) Know applicable laws

Why is two-way communication desired in contract negotiation?

(a) Both parties should clarify doubts
(c) It improves trust and relationship

Which of the following are useful tips for contract negotiation?

(a) Listen patiently to the other party
(b) Be prepared for anticipated questions
(d) Keep track of changes
How would you measure the success of contract negotiation?
(a) Time to complete negotiation
(b) Amendments to contract without scope change
(c) Business relationship between the parties
(d) Participation of key stakeholders

Who are the key stakeholders in contract negotiation?

(b) Legal Counsel
(c) Business Finance Manager
(d) Sales Lead

Review of Delivery Commitments is needed to –

(a) Validate feasibility of commitments
(b) Remove difficult commitments
(c) Identify and address potential risks

Which of these is a mandatory approach for Delivery Commitment Review?

(c) iQMS procedure for proposal/contract review

Which are the success measures of effective Delivery Commitment Review of a G&T
engagement?
(a) Schedule Slippage
(b) Effort Slippage
(c) User Acceptance Defects

An effective Delivery Commitment Review may result in:

(a) Minimum surprises during execution
(c) On time delivery within allocated budget
(d) Acceptable product quality

Technology enables better monitoring and reporting of contractual risks. Some of

the benefits include:
(b) Standardization and consistency
(c) An effective Management Information System

In TCS, business management owns legal risk with advice and support from the legal
function. true

Which clauses need to be checked mandatorily from a legal point of view?

(a) Ownership of Intellectual Property Rights and license conditions
(b) Statutory and Regulatory requirements
(c)Term and Termination of Agreement
(d) Liability

TCS has signed an MSA with a customer whose principal operation is in the US. The
customer also operates from Canada. What is required for TCS to sign a Statement of
Work with the customer entity in Canada?
c) TCS needs to sign a local country agreement under affiliate clause with the
customer entity in Canada.

Which enterprise systems enable contract management?

a) Contract Review System (CRS)
b) Contractual Obligations Governance System (COGS)
c) SmartSales™ Opportunity system
d) Contract Management System (CMS)

Which of the following benefits can be expected from Program Specific Upskilling?
all
Competency building programs such as ‘Elevate-Wings’ are meant for: all associates

Program Specific Upskilling in G&T engagements:

(a) helps to improve delivery quality and transformational value for the customer
(b) encourages career progression for associates
(d) enables skills development and diversified experience acquisition, to help in
current and future engagements

Which of the following are elements of G&T Value Delivery Execution Practices?
(c) Entry and Exit Criteria
(d) Tools and Accelerators

Which System in TCS is used for classifying G&T engagements during Delivery?
PWB

Which of the following are potential outcome measures of G&T Program Execution:
(a) Customer Revenue
(b) New Business Products
(d) Time to market

It is always a good practice to showcase the Solution demo to the Customer Product
Manager/other Business stakeholders after all Development cycles or sprints are
completed and just before UAT start, so that demo can be completed at one shot:
False

Which of the following are True regarding Best Practices / Knowledge Sharing
sessions from successfully completed projects:
(a) Helps Project teams in efficient delivery
(b) Helps in establishing a connect with Contextual Masters
(c) Understand Technology and Domain trends for others to pursue new transformation
opportunities in the same or other Accounts

Guidelines for converting traditional ODCs into Agile workplaces can be found in:
(b) One Click Agile Knome page

What does OACW mean, in the context of Agile Workplace? (c) Open Agile
Collaborative Workspace

Which artifact provides comprehensive guidance about forming Agile teams? (d) )
Agile Execution Handbook

How does TCS Cognitive Delivery Platform help Agile teams?

It consists of a set of pre-configured and integrated tools that are ready for use.
It helps to improve the productivity of Agile teams.

An Agile workplace offers the following benefits to TCS associates (who work in
it): All

Guidelines for converting traditional ODCs into Agile workplaces can be found in:
one clicak on knowme

What does OACW mean, in the context of Agile Workplace? (c) Open Agile
Collaborative Workspace

Continuous Customer Mindshare capability for value delivery leverages the

orchestration of the following capabilities from the G&T value delivery streams.
Choose all the correct answers.
(a) IT & Business Outcome KPIs
(b) Ideation for Perpetual Improvements
(c) Perpetual Transformation Opportunities

Which of the following is not an event in the TCS Marketing Events Calendar?
(d) F1 Races

Choose the categories that feature in the TCS Innovation framework

(a) Incremental innovation
(b) Derivative innovation
(d) Disruptive innovation

What are the components included in an operating model that enables ‘continuous
customer mindshare’ capability? ALL

The use of artifacts in a G&T Value Delivery Cycle helps in achieving:

(a) Scale in the delivery throughput
(b) Standardization
(c) Delivery discipline

From a customer’s perspective, the use of artifacts should result in:

(a) Velocity of business value fulfilment
(b) High quality

Identification of right artifacts and their usage in the Value Delivery cycle, also
enables easy adoption of business change management. The attributable reasons are:
(a) More ‘thinking’ time for proactive discussions with the customer, towards
change in value commitments
(c) Flexibility to accept and manage delivery reprioritization
(d) Capability to deliver the revised scope with quality and speed

The prime reasons for positioning artifacts in a G&T engagement are:

(a) They accelerate the demo of Proof-of-Concept, Proof-of-Technology and Proof-of-
Value
(b) They build customer confidence in TCS’ differentiation
(c) They make the execution of engagement tasks replicable and programmatic
(d) They help increase the potential to get customer testimonials

What are the measures that indicate successful positioning and usage of artifacts?
(a) Gain in customer’s mindshare of TCS delivery and solution capabilities
(b) Gain in TCS associates’ conviction to use artifacts
(d) Strengthening TCS’ IP profile and portfolio

During this step, we will use research, to gain an understanding of business,

technology, and the users: Plan

During this stage in our Design-led Perpetual Transformation approach, we create a

comprehensive list of ‘How-Might-We’ and problem statements: define

What are the perpetual transformation objectives mentioned in the TCS G&T
manifesto? All

Which team drives top-down innovation, where problem statements can come from
across units and unit strategies, client pain points or domain-related issues?
(b) TCS R&I Team

Which platform could be leveraged to conduct technical hackathons for TCS teams, as
well as customer teams and partners?
(c) iON
Which is a creative hub for our customers to provide end-to-end consulting, design
thinking, and implementation of digital services, to speed up the G&T journey?
(d) TCS Pace Port™

While discussing the innovation journey, we highlighted key enablers for end-to-end
execution from ideation to MVP release in a G&T engagement. Select all these terms.
(a) Pace Port™
(b) Agile Innovation Center
(d) COIN™

During the ‘Value Delivery’ cycle of a G&T engagement, a customer stakeholder

explains a change in the business model and goal of the organization. As Program
Head, what will be your stance?
(a) Analyze the new business model and conduct a feasibility study, to revise and
retrofit our devised value delivery plan

The key discussion points, during a customer communication in a G&T engagement,

covers:
all

Why does the ‘Value Delivery Cycle’ in a G&T engagement need to adopt ‘Perpetual
Improvements’?
(a) To ensure the relevance of business value commitments
(b) To capture the changes in business priorities and factor them into the same
solution design

What are the key constructs of ideation in a G&T ‘Value Delivery’ capability?
(a) Achieve the contractually-committed milestones
(b) Continuously deliver business value
(c) Deliver innovative solutions
(d) Look for perpetual improvement opportunities

An innovative solution generated in collaboration with the customer through our AIC
process is:
(b) Mutual IP of both TCS and the customer

A typical G&T engagement in a value delivery cycle requires the ideation process,
during the proposal building stage only. This statement is: false

Identify the programs where we consider Multi-services program management:

(a) Multiple domain services
(b) Multiple technology units included

Select the important aspects that we need to focus on in Multi-services program

management:
setup, givernance

Select all the relevant activities involved, to enable a Multi-services program:

ALL

List some of the key activities in leveraging the Multi-services program management
capability:
(a) Create a risk mitigation approach
(b) Set up an open communication channel
(c) Identify project service lines

Select the top 3 inputs that need to go into Multi-Services Program Management:
(a) Competency Programs
(c) Solution Framing
(d) Contract Review

The use of artifacts in a G&T Value Delivery Cycle helps in achieving:

(a) Scale in the delivery throughput
(b) Standardization
(c) Delivery discipline

Which of the following are TCS IP and Engineering Systems?

(a) IPRMS – IP Rights Management System
(b) TIPAR – TCS IP Asset Registry
(c) TIPAMS – TCS IP Asset Management System
(d) IPERC - IP & E Resource Center

Which of these TCS IP need to be protected?

(a) Ideas
(b) Patents
(c) Framework, Methodologies and Tools
(d) Solutions, Platforms and Products

Which of the following are considered as Intellectual Capital?

(a) Patents
(b) Products and Platforms
(c) Domain Knowledge
(d) Contextual Knowledge

If a solution developed by TCS for a customer includes TCS IP and third-party IP,
who are the stakeholders who need to approve the solution?
(c) TCS, Customer and the Third Party whose IP is part of the solution

The success of Partner Management lies in creating win-win situations for TCS,
Customers and Partners. true

What are the objectives of Partner Management? All

Your solution is based on a partner’s product. It is not important to check if the

SLA commitment to your customer is in sync with the partner’s SLA. false

Your solution is based on a partner’s product. It is okay to commit a partner’s

product patch to the customer, because you have a strategic partnership.
(a) It is advisable to have a prior partner commitment to deliver. You should not
commit what is not in your control.

I have a customer requirement for which a solution does not exist today.
(a) Take it up with TCS’ R&I organization, as a research problem for their advice
(b) Explore COINTM network for a possible solution

Which among the following are not the objectives of Partner Management?
(c) To recommend a partner for a G&T engagement, because they are facing a severe
financial crisis

It is recommended that periodic steering committee meetings are held between ?

(a) Required. Need governance at appropriate levels with executive connects.

Which of these are useful in showcasing Contextual Leadership?

(a) Domain Knowledge
(b) Knowledge of the customer’s Business & IT Landscape – current and historical
(c) Industry Knowledge

What was the number of Contextual Masters™ in TCS as of the end of 2020? >15000
What are the capabilities influenced by Contextual Leadership?
(a) Perpetual Transformation Opportunities
(b) Partner Management
(c) Continuous Customer Mindshare
(d) Leadership Networking

Which of the following are considered as Intellectual Capital?

(a) Patents
(b) Products and Platforms
(c) Domain Knowledge
(d) Contextual Knowledge

The objectives of Machine First and Knowledge Driven Development are: ALL

Why is it important to have contextual knowledge, while executing a G&T program?

(a) To enable proactive solutioning
(b) To create a solution, which positions the customer as a market leader

List some of the key activities in leveraging the Machine First Delivery and
Knowledge Driven Development capability:
(a) Review the contractual commitment
(b) Leverage MFDMTM across 3 lifecycle phases – Discover, Adapt and Transform
(c) Review the approach with client
(d) Periodic review

What are the measures that help in successful delivery?

(a) Meeting Business KPIs
(b) Meeting SLAs on Business and IT Operation
(c) Automation Leverage
(d) Knowledge Leverage

Which of the following stages are present in the 5D Framework?

(a) Discover
(a) Define
(d) Deliver & Deploy

What are the possible sources from which we can identify the Business Outcome KPIs
for a G&T engagement?
(a) Business Outcome KPIs catalogue at the TCS Unit level
(b) Market and competitor analysis
(d) CXO or Analyst connects

Which of the following actions are recommended for the G&T program team regarding
Business Outcome KPIs?
(a) Identify an owner from TCS to measure and report the KPIs dashboard
periodically
(b) Agree with the customer on the relevant Business Outcome KPIs before starting
the engagement
(d) Create a KPI dashboard covering IT and Business Outcome KPIs with lead and lag
measures

Which of the following artifacts are helpful to the G&T program team to discover,
define and track IT and Business Outcome KPIs?
(c) Corporate Metrics Deployment Plan
(d) Software Metrics Program

How are IT delivery KPIs and Business Outcome KPIs linked to each other?
(b) Many IT delivery KPIs can be derived from Business Outcome KPIs