土工布相关规范.doc

The IBM Signature Selling Method and TeAMethod are based upon alignment with the customer buying process
Signature Selling Method:es
Sell
Cycle Verifiable es
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
TEAM:Task Format
Title
Purpose
SIMethod task enabled
Description
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 Diagram(Same name)
Envisioned Goals and Issues(Envisioned TO-Be Business Goals)
Describe anization(Describe anization)
anization(none)
Develop Plan Linked to Customer’s Business Init