1、Technical e-business Architecture MethodThe IBM Signature Selling Method and TeAMethod are based upon alignment with the customer buying processEvaluateBusinessEnvironmentDevelopBusinessStrategy&InitiativesRecognizeNeedEvaluateOptionsSelectSolutionOptionResolveConcernsand DecideImplementSolutionand
2、EvaluateSuccessBuying ProcessSignature Selling Method and TeAMethodEvaluateCustomersBusinessEnvironmentDevelop PlansLinked toCustomer sBusinessInitiativesDevelopCustomerInterest.EstablishBuying VisionDemonstrateBusinessBenefits.Capabilitiesand QualifyDevelopSolutionwithCustomerRefineSolution,Resolve
3、Concerns.Close SaleMonitor solutionImplementationand EnsureExpectationsare MetIdentifiedValidatedQualifiedProposedWonCompletedPlanExecuteImplementSignature Selling Method:OutcomesSellCycle Verifiable Outcomes Customer and IBM agreement to the value of a relationship.Customer-demonstrated interest in
4、 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 Sponsors conditional approval of proposed solution.Customer and IBM sign a contract.Cus
5、tomer acknowledges the value of the IBM solution.ldentifiedValidatedQualifiedProposedWonCompletedTEAM:Work Product FormatTitlePurposeSIMethod work product enabledDescriptionCreating the work productSample work productTEAM:Work product Dependency DiagramExecute phase work productsProjectDescriptionSy
6、stemContextDiagramNon-FunctionalRequirementsUse CaseModelArchitecture DecisionsArchitecturalOverviewDiagramComponentModelAvailable AssetsOperationalModelViabilityAssessmentP Pl la an n P Ph ha as se e W Wo or rk k P Pr ro od du uc ct ts s:-Business Context Diagram-Current Organization Descr.-Busines
7、s Process Roadmap-Envisioned Goals and Issues-IT Standards-Current IT EnvironmentA As ss se et ts s:-Reference Architecture-Architectural BriefsTEAM:Task FormatTitlePurposeSIMethod task enabledDescriptionAssociated work products/technique papersPhase/Activity/Task(GSMethod Task)/Work Products(GSMeth
8、od Work Products)PlanEvaluate Customers Business EnvironmentDefine 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 Current Organizati
9、on(Describe Current Organization)Current Organization(none)Develop Plan Linked to Customers Business InitiativesDocument I/T Standards(Document I/T Standards)Information Technology Standards(Same name)Analyze Current IT Infrastructure(Analyze Current IT Infrastructure)Current IT Environment(Current
10、IT Infrastructure,more detailed)Execute(part1)Develop Customer Interest,Establish Buying VisionObtain 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)Demo
11、nstrate Business Benefits,Capabilities,Qualify OpportunityOutline Solution Requirements(Define and categorize requirements,Develop architecture overview,Establish system context,Identify Key use cases)Non-Functional Requirement(Same name)System Context Diagram(Same name)Architectural Decisions(Same
12、name)Use Case Model(Same name)Assess Initial Viability(Assess Initial Viability)Viability Assessment(Same name)Phase/Activity/Task(GSMethod Task)/Work Products(GSMethod Work Products)Execute(part2)Develop Solution with CustomerDevelop Architecture Overview(Same name)ArchitectureaL Decisions(Same nam
13、e)Architecture Overview Diagram(Same name)Survey Available Assets(Same name)Available Asset List(Candidate Asset List)Develop High Level Component Model(Same name)Component Model(Same name)Develop Operational ModelOperational Model(Same name)Refine Viability Assessment(Refine Viability Assessment)Up
14、dated Viability Assessment(Same name)Refine Solution,Resolve Concerns,Close SaleAssess 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)Eval
15、uate Integrated Solution(Evaluate Integrated Solution,Create Technical Prototype)Updated Project Description&Updated Viability Assessment by the Solution Review recommendations,and the results from a prototype,POC,or performance testPhase/Activity/Task(GSMethod Task)/Work Products(GSMethod Work Prod
16、ucts)ImplementMonitor Solution Implementation,Ensure Expectations Are MetMonitor Pilot(None)Updated Viability Assessment(Same name)Evaluate success(None)Updated Viability Assessment(Same name)Harvest Assets(None)Phase/Activity/Task(GSMethod Task)/Work Products(GSMethod Work Products)Value of TeAMeth
17、odWork Productsfor SWITAsThe Value of TeAMethodHelps you break a large project into manageable chunksGives you time to thinkHelps transition to other SWITAs,IGS,ITS,AIM Services&Solution AssuranceHelps you remember where you left off with a customer!BUSINESS CONTEXT DIAGRAM:Helps define the scope of
18、 the projectHelps you understand the customers business processes,leading to a better solutionHelps you understand the relationships between the target business entities and processes and other entities/processesIdentifies potential system interfaces 111111ProductionschedulingdistributionbillingCust
19、omercurrent statushistoryCURRENT ORGANIZATION:Helps qualify the opportunity:are we in at the right level of the organization?Identifies(potential)sponsors,power sponsors,and enemiesIdentifies persons who should be involved in the sales process and what their roles should be Identifies additional opp
20、ortunitiesHelps identify system interfacesBUSINESS PROCESS ROADMAP:Helps you understand the customers current and proposed business processes,leading to a better solutionHelps you build credibility with the customer by demonstrating an understanding of their key business processesHelps you more effe
21、ctively communicate with the customer and the client team regarding the customers business objectivesENVISIONED GOALS&SSUES:Documents you agreement with the customer on their goals,issues,and CSFsProvides a basis for assessing the success of the projectProvides high-level functional requirements for
22、 your use in designing the solutionHelps It see the big picture(theyre usually focused on immediate deliverables)IT STANDARDS:Provides“givens”to be considered in your solutionHelps you eliminate unfeasible options up frontIdentifies competitors and opportunities for competitive“replacements”(e.g.Ora
23、cle-DB2 UDB)Helps ID skills and education requirementsHelps ID current assetsCURRENT IT ENVIRONMENT:Guides you architecture decisionsIdentifies candidates for re-useProvides a starting point for the to-be architecture pictureIdentifies system integration requirementsHelps define transition/release s
24、trategy to minimize riskHelps determine the sophistication of environmentPROJECT DESCRIPTION:Communicates the projects goals to all parties;answers the question:“what are we doing on this project and why?”Helps ensure agreement to the project goalsIdentifies issues early on in the projectProvides a
25、basis for development of the architecturabas solutionSYSTEM CONTEXT DIAGRAM:Identifies scope boundariesDefines interface requirementsHelps identify potential interface solutionsUSE CASE MODEL:Provides functional requirements for development of your solutionProvides a process for validating a propose
26、d solution Helps in planning a PoCPrioritizes/categorizes system capabilitiesHelps define release strategyIdentifies user and system interfacesUse Case Description helps describe(in text)the systems responsibilities.NON-FUNCTIONAL REQUIREMENTS:Documents critical requirements like performance,securit
27、y,and availability that must be met by the proposed solutionHelps validate the proposed solutionProvides a basis for estimating the size and cost of the proposed systemFirst sign of potential software product requirementsVIABILITY ASSESSMENT:Helps you determine the probability of success for a propo
28、sed solutionHighlights issues and risks early on,when they are more easily resolvedARCHITECTURAL DECISIONS:Provides your rationale for including IBM content in the solutionLets you position IBM content to customers within an architectural contextCommunicates the foundation for your choices to the im
29、plementors such as IGSARCHITECTURE OVERVIEW DIAGRAM:Communicates the architecture solution“vision”to all partiesIdentifies the IBM and third-party elements of the proposed solutionProvides input to follow-on design and implementation workThis is where themagichappensUse several views depending on th
30、e audienceAVAILABLE ASSET LIST:Helps you justify your choices to customers and other partiesHelps you keep track of your findings and thought process when researching optionsHelps avoid an RFPMay include assets found in other projects within the same customerCOMPONENT MODEL:Helps document the soluti
31、on components and their relationshipsIdentifies the components needed on the Operational ModelHelps validate a complex solutionOPERATIONAL MODEL:Helps validate a solution by showing how non-functional requirements are satisfiedHelps provide early cost and sizing estimates for the proposed solutionHe
32、lps plan for the implementation of the first project or PoCARCHITECTURE BRIEF:Helps you quickly identify products that fit the customers requirementsHelps you identify product issues that may affect the projectHelps you determine skill requirements that affect your recommendations for products or services
