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上海IBM项目经理培训
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上海IBM项目经理培训上海IBM项目经理培训上海IBM项目经理培训上海IBM项目经理培训
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Technical e-business Architecture Method
TEAM
Practice Steps
The IBM Signature Selling Method and TeAMethod
are
based upon alignment with the customer buying
process
Eval uate
Busi ness
Envi ronment
Devel op
Busi ness
Strategy&
I ni ti ati ves
Recogni ze
Need
Eval uate
Opti ons
Sel ect
Sol uti on
Opti on
Resol ve
Concerns
and Deci de
I mpl ement
Sol uti on
and Eval uate
Success
Buyi ng Process
Si gnature Sel l i ng Method and TeAMethod
Eval uate
Customers
Busi ness
Envi ronment
Devel op Pl ans
Li nked to
Customer’ s
Busi ness
I ni ti ati ves
Devel op
Customer
I nterest.
Establ i sh
Buyi ng Vi si on
Demonstrate
Busi ness
Bene+ ts.
Capabi l i ti es
and Qual i f y
Devel op
Sol uti on
wi th
Customer
Re+ ne
Sol uti on,
Resol ve
Concerns.
Cl ose Sal e
Moni tor sol uti on
I mpl ementati on
and Ensure
Expectati ons
are Met
I dent i f i ed
Val i dated
Qual i f i ed
Proposed
Won
Compl eted
Pl an
Execute
I mpl ement
Signature Selling
Method:Outcomes
Sell
Cycle Veri+able Outcomes
Customer and IBM agreement to the value of a relationship.
Customer-demonstrated interest in working with IBM.
Customer-stated business 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 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
Execute phase work products
Proj ect
Descri pt i on
Syst em
Context
Di agram
Non- Functi onal
Requi rement s
Use Case
Model
Archi tecture Deci si ons
Archi t ectural
Overvi ew
Di agram
Component
Model
Avai l abl e Assets
Operati onal
Model
Vi abi l i ty
Assessment
Pl an Phase Work Products:
- Busi ness Context Di agram
- Current Organi zat i on Descr.
- Busi ness Process Roadmap
- Envi si oned Goal s and I ssues
- I T St andards
- Current I T Envi ronment
Assets:
- Ref erence Archi tect ure
- Archi t ectural Bri ef s
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资源评论
- 战歌IT2012-11-20内容很丰富,不错,好东西
- lan199005122012-09-21内容很丰富,不错,好东西
- Jlins2012-03-22这个文件不错,文档里面的内容质量很高,适合项目经理看,谢谢
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