Monitor solution
Implementation and Ensure Expectations are Met
Identified Validated Qualified Proposed
Won Completed
Plan
Execute
Implement
Signature Selling Method:Outcomes
Project Description
Use Case Model
System Context Diagram
Non-Functional Requirements
Assets: -Reference Architecture -Architectural Briefs
Architectural Overview Diagram
Sell Cycle
Verifiable Outcomes
Customer and IBM agreement to the value of a relationship.
ldentified Customer-demonstrated interest in working with IBM.
Customer-stated business need,buying vision and agreement to
Phase/Activity/Task(GSMethod Task)/Work Products
(GSMethod Work Products)
▪ Plan
➢ Evaluate Customer’s Business Environment
✓ Define Business Context, Validate Business Issues and Goals(Define Business Context & Validate Business Issues and Goals)
Architecture Decisions
Component Model
Operational Model
Available Assets
Viability Assessment
TEAM:Task Format
▪ Title ▪ Purpose
➢ SIMethod task enabled
▪ Description ▪ Associated work products/technique papers
▪ Description ▪ Creating the work product ▪ Sample work product
TEAM:Work product Dependency Diagram
Execute phase work products
Plan Phase Work Products: -Business Context Diagram -Current Organization Descr. -Business Process Roadmap -Envisioned Goals and Issues -IT Standards -Current IT Environment
Buying Process
Evaluate Business Environment
Develop Business Strategy& Initiatives
Recognize Need
Evaluate Options
Signature Selling Method and TeAMethod
Evaluate Customers Business Environment
Technical e-business Architecture Method
TEAM
Practice Steps
The IBM Signature Selling Method and TeAMethod are based upon alignment with the customer buying process
Select Solution Option
Develop Solution
with Customer
Resolve Concerns and Decide
Implement Solution and Evaluate ห้องสมุดไป่ตู้uccess
Refine Solution, Resolve Concerns. Close Sale
• Business Context Diagram(Same name) • Envisioned Goals and Issues(Envisioned TO-Be Business Goals)
✓ Describe Current Organization(Describe Current Organization)
Develop Plans Linked to Customer’s Business Initiatives
Develop Customer Interest. Establish Buying Vision
Demonstrate Business Benefits.
Capabilities and Qualify
Won
Customer and IBM sign a contract.
Completed Customer acknowledges the value of the IBM solution.
TEAM:Work Product Format
▪ Title ▪ Purpose
➢ SIMethod work product enabled
Validated support IBM access to Power Sponsor.
Customer Power Sponsor and IBM agreement to go forward with a
Qualified
preliminary solution.
Proposed Customer Power Sponsor’s conditional approval of proposed solution.