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1、The IBM Signature Selling Method and TeAMethod are,based upon alignment with the customer buying process,Signature Selling Method:Outcomes,Sell,Cycle,Verifiable Outcomes,Customer and IBM agreement to the value of a,relationship.,Customer-demonstrated interest in working with IBM.,Customer-stated bus
2、iness need,buying vision and agreement to,support IBM access to Power Sponsor.,Customer Power Sponsor and IBM agreement to go forward with a,preliminary solution.,Customer Power Sponsor,s conditional approval of proposed solution.,Customer and IBM sign a contract.,Customer acknowledges the value of
3、the IBM solution.,ldentified,Validated,Qualified,Proposed,Won,Completed,TEAM:Work Product Format,Title,Purpose,SIMethod work product enabled,Description,Creating the work product,Sample work product,TEAM:Work product Dependency Diagram,TEAM:Task Format,Title,Purpose,SIMethod task enabled,Description
4、,Associated work products/technique papers,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),Business Context D
5、iagram(Same name),Envisioned Goals and Issues(Envisioned TO-Be Business Goals),Describe Current Organization(Describe Current Organization),Current Organization(none),Develop Plan Linked to Customer,s Business Initiatives,Document I/T Standards(Document I/T Standards),Information Technology Standard
6、s(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,(GSMethod Work Products),Execute(part1),Develop Customer Interest,Establish Buying Vision,Obtain or Devel
7、op Business Roadmap(Business Process Model),Business Process Roadmap(Uses different notation),Gain Sponsorship(none),Project Description(Project Goals,Project Estimates and Risk Assessment),Demonstrate Business Benefits,Capabilities,Qualify Opportunity,Outline Solution Requirements(Define and catego
8、rize requirements,Develop architecture overview,Establish system context,Identify Key use cases),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),Viability Assessmen
9、t(Same name),Phase/Activity/Task(GSMethod Task)/Work Products,(GSMethod Work Products),Execute(part2),Develop Solution with Customer,Develop Architecture Overview(Same name),ArchitectureaL Decisions(Same name),Architecture Overview Diagram(Same name),Survey Available Assets(Same name),Available Asse
10、t List(Candidate Asset List),Develop High Level Component Model(Same name),Component Model(Same name),Develop Operational Model,Operational Model(Same name),Refine Viability Assessment(Refine Viability Assessment),Updated Viability Assessment(Same name),Refine Solution,Resolve Concerns,Close Sale,As
11、sess Business Impact(Same name),Updated Viability Assessment(Same name),Ensure Client Commitment(Same name),Updated Project Description&Updated Viability Assessment(Project Goals,Project Estimates and Risk Assessment),Evaluate Integrated Solution(Evaluate Integrated Solution,Create Technical Prototy
12、pe),Updated Project Description&Updated Viability Assessment by the Solution Review recommendations,and the results from a prototype,POC,or performance test,Phase/Activity/Task(GSMethod Task)/Work Products,(GSMethod Work Products),Implement,Monitor Solution Implementation,Ensure Expectations Are Met
13、,Monitor Pilot(None),Updated Viability Assessment(Same name),Evaluate success(None),Updated Viability Assessment(Same name),Harvest Assets(None),Value of TeAMethodWork Products,for SWITAs,The Value of TeAMethod,Helps you break a large project into manageable,chunks,Gives you time to think,Helps tran
14、sition to other SWITAs,IGS,ITS,AIM Services&Solution Assurance,Helps you remember where you left off with a customer!,BUSINESS CONTEXT DIAGRAM:,Helps define the scope of the project,Helps you understand the customer,s business processes,leading to a better solution,Helps you understand the relations
15、hips between the target business entities and processes and other entities/processes,Identifies potential system interfaces,CURRENT ORGANIZATION:,Helps qualify the opportunity:are we in at the right level of the organization?,Identifies(potential)sponsors,power sponsors,and enemies,Identifies person
16、s who should be involved in the sales process and what their roles should be,Identifies additional opportunities,Helps identify system interfaces,BUSINESS PROCESS ROADMAP:,Helps you understand the customer,s current and proposed business processes,leading to a better solution,Helps you build credibility with the customer by demonstrating an understanding of their key business processes,Helps you more effectively communicate with the customer and the client team regarding the customer,s business
某国际知名公司项目管理培训资料3——TeAM方法
