Buying Process
Evaluate Business Environment
Develop Business Strategy& Initiatives
Recognize Need
Evaluate Options
Signature Selling Method and TeAMethod
Evaluate Customers Business Environment
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.
(GSMethod Work Products)
▪ Execute(part1)
➢ Develop Customer Interest,Establish Buying Vision
✓ Obtain or Develop Business Roadmap(Business Process Model)
Architecture Decisions
Component Model
OAssets
Viability Assessment
TEAM:Task Format
▪ Title ▪ Purpose
➢ SIMethod task enabled
▪ Description ▪ Associated work products/technique papers
Select Solution Option
Develop Solution
with Customer
Resolve Concerns and Decide
Implement Solution and Evaluate Success
Refine Solution, Resolve Concerns. Close Sale
• Updated Viability Assessment(Same name)
✓ Ensure Client Commitment(Same name)
• Updated Project Description & Updated Viability Assessment(Project Goals,Project Estimates and Risk Assessment)
Develop Plans Linked to Customer’s Business Initiatives
Develop Customer Interest. Establish Buying Vision
Demonstrate Business Benefits.
Capabilities and Qualify
Monitor solution
Implementation and Ensure Expectations are Met
Identified Validated Qualified Proposed
Won Completed
Plan
Execute
Implement
Signature Selling Method:Outcomes
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
✓ Refine Viability Assessment(Refine Viability Assessment)
• Updated Viability Assessment(Same name)
➢ Refine Solution, Resolve Concerns, Close Sale
✓ Assess Business Impact(Same name)
➢ Demonstrate Business Benefits,Capabilities,Qualify Opportunity
✓ Outline Solution Requirements(Define and categorize requirements,Develop architecture overview,Establish system context, Identify Key use cases)
• Available Asset List(Candidate Asset List)
✓ Develop High Level Component Model(Same name)
• Component Model(Same name)
✓ Develop Operational Model
• Operational Model(Same name)
✓ Analyze Current IT Infrastructure(Analyze Current IT Infrastructure)
• Current IT Environment(Current IT Infrastructure, more detailed)
Phase/Activity/Task(GSMethod Task)/Work Products
▪ 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
• Viability Assessment(Same name)
Phase/Activity/Task(GSMethod Task)/Work Products
(GSMethod Work Products)
▪ Execute(part2)
➢ Develop Solution with Customer
• Updated Viability Assessment(Same name)
✓ Evaluate success(None)
• Updated Viability Assessment(Same name)
✓ Harvest Assets(None)
Value of TeAMethod Work Products
✓ Evaluate Integrated Solution(Evaluate Integrated Solution,Create Technical Prototype)
• Updated Project Description & Updated Viability Assessment by the Solution Review recommendations, and the results from a prototype, POC, or performance test
• Non-Functional Requirement(Same name) • System Context Diagram(Same name) • Architectural Decisions(Same name) • Use Case Model(Same name)
✓ Assess Initial Viability(Assess Initial Viability)
• Current Organization(none)
➢ Develop Plan Linked to Customer’s Business Initiatives
✓ Document I/T Standards(Document I/T Standards)
• Information Technology Standards(Same name)
Project Description
Use Case Model
System Context Diagram
Non-Functional Requirements
Assets: -Reference Architecture -Architectural Briefs
Architectural Overview Diagram
• Business Process Roadmap(Uses different notation)
✓ Gain Sponsorship(none)
• Project Description(Project Goals, Project Estimates and Risk Assessment)
Phase/Activity/Task(GSMethod Task)/Work Products
(GSMethod Work Products)