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1、Technicale businessArchitectureMethod TEAMPracticeSteps TheIBMSignatureSellingMethodandTeAMethodarebaseduponalignmentwiththecustomerbuyingprocess SignatureSellingMethod Outcomes SellCycleVerifiableOutcomesCustomerandIBMagreementtothevalueofarelationship Customer demonstratedinterestinworkingwithIBM
2、Customer statedbusinessneed buyingvisionandagreementtosupportIBMaccesstoPowerSponsor CustomerPowerSponsorandIBMagreementtogoforwardwithapreliminarysolution CustomerPowerSponsor sconditionalapprovalofproposedsolution CustomerandIBMsignacontract CustomeracknowledgesthevalueoftheIBMsolution ldentified
3、Validated Qualified Proposed Won Completed TEAM WorkProductFormat TitlePurposeSIMethodworkproductenabledDescriptionCreatingtheworkproductSampleworkproduct TEAM WorkproductDependencyDiagram TEAM TaskFormat TitlePurposeSIMethodtaskenabledDescriptionAssociatedworkproducts techniquepapers Phase Activity
4、 Task GSMethodTask WorkProducts GSMethodWorkProducts PlanEvaluateCustomer sBusinessEnvironmentDefineBusinessContext ValidateBusinessIssuesandGoals DefineBusinessContext ValidateBusinessIssuesandGoals BusinessContextDiagram Samename EnvisionedGoalsandIssues EnvisionedTO BeBusinessGoals DescribeCurren
5、tOrganization DescribeCurrentOrganization CurrentOrganization none DevelopPlanLinkedtoCustomer sBusinessInitiativesDocumentI TStandards DocumentI TStandards InformationTechnologyStandards Samename AnalyzeCurrentITInfrastructure AnalyzeCurrentITInfrastructure CurrentITEnvironment CurrentITInfrastruct
6、ure moredetailed Execute part1 DevelopCustomerInterest EstablishBuyingVisionObtainorDevelopBusinessRoadmap BusinessProcessModel BusinessProcessRoadmap Usesdifferentnotation GainSponsorship none ProjectDescription ProjectGoals ProjectEstimatesandRiskAssessment DemonstrateBusinessBenefits Capabilities
7、 QualifyOpportunityOutlineSolutionRequirements Defineandcategorizerequirements Developarchitectureoverview Establishsystemcontext IdentifyKeyusecases Non FunctionalRequirement Samename SystemContextDiagram Samename ArchitecturalDecisions Samename UseCaseModel Samename AssessInitialViability AssessIn
8、itialViability ViabilityAssessment Samename Phase Activity Task GSMethodTask WorkProducts GSMethodWorkProducts Execute part2 DevelopSolutionwithCustomerDevelopArchitectureOverview Samename ArchitectureaLDecisions Samename ArchitectureOverviewDiagram Samename SurveyAvailableAssets Samename AvailableA
9、ssetList CandidateAssetList DevelopHighLevelComponentModel Samename ComponentModel Samename DevelopOperationalModelOperationalModel Samename RefineViabilityAssessment RefineViabilityAssessment UpdatedViabilityAssessment Samename RefineSolution ResolveConcerns CloseSaleAssessBusinessImpact Samename U
10、pdatedViabilityAssessment Samename EnsureClientCommitment Samename UpdatedProjectDescription UpdatedViabilityAssessment ProjectGoals ProjectEstimatesandRiskAssessment EvaluateIntegratedSolution EvaluateIntegratedSolution CreateTechnicalPrototype UpdatedProjectDescription UpdatedViabilityAssessmentby
11、theSolutionReviewrecommendations andtheresultsfromaprototype POC orperformancetest Phase Activity Task GSMethodTask WorkProducts GSMethodWorkProducts ImplementMonitorSolutionImplementation EnsureExpectationsAreMetMonitorPilot None UpdatedViabilityAssessment Samename Evaluatesuccess None UpdatedViabi
12、lityAssessment Samename HarvestAssets None Phase Activity Task GSMethodTask WorkProducts GSMethodWorkProducts ValueofTeAMethodWorkProducts forSWITAs TheValueofTeAMethod Helpsyoubreakalargeprojectintomanageable chunks GivesyoutimetothinkHelpstransitiontootherSWITAs IGS ITS AIMServices SolutionAssuran
13、ceHelpsyourememberwhereyouleftoffwithacustomer BUSINESSCONTEXTDIAGRAM HelpsdefinethescopeoftheprojectHelpsyouunderstandthecustomer sbusinessprocesses leadingtoabettersolutionHelpsyouunderstandtherelationshipsbetweenthetargetbusinessentitiesandprocessesandotherentities processesIdentifiespotentialsys
14、teminterfaces CURRENTORGANIZATION Helpsqualifytheopportunity areweinattherightleveloftheorganization Identifies potential sponsors powersponsors andenemiesIdentifiespersonswhoshouldbeinvolvedinthesalesprocessandwhattheirrolesshouldbeIdentifiesadditionalopportunitiesHelpsidentifysysteminterfaces BUSI
15、NESSPROCESSROADMAP Helpsyouunderstandthecustomer scurrentandproposedbusinessprocesses leadingtoabettersolutionHelpsyoubuildcredibilitywiththecustomerbydemonstratinganunderstandingoftheirkeybusinessprocessesHelpsyoumoreeffectivelycommunicatewiththecustomerandtheclientteamregardingthecustomer sbusines
16、sobjectives ENVISIONEDGOALS SSUES Documentsyouagreementwiththecustomerontheirgoals issues andCSFsProvidesabasisforassessingthesuccessoftheprojectProvideshigh levelfunctionalrequirementsforyouruseindesigningthesolutionHelpsItseethebigpicture they reusuallyfocusedonimmediatedeliverables ITSTANDARDS Provides givens tobeconsideredinyoursolutionHelpsyoueliminateunfeasibleoptionsupfrontIdentifiescompetitorsandopportunitiesforcompetitive replacements e g Oracle DB2UDB HelpsIDskillsandeducationrequireme
