上海IBM项目经理培训.ppt

Technical e-business Architecture Method
TEAM
Practice Steps
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 Initiatives
Document I/T Standards(Document I/T Standards)
Information Technology Standards(Same name)
Analyze Current IT Infrastructure(Analyze Current IT Infrastructure)
Current IT Environment(Current IT Infrastructure, more detailed)
Execute(part1)
Develop Customer Interest,Establish Buying Vision
Obtain or Develop 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,C