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Technical ebusiness Architecture Method TEAM Practice Steps The IBM Signature Selling Method and TeAMethod are based upon alignment with the customer buying process EvaluateBusinessEnvironmentDevelopBusinessStrategyInitiativesRecognizeNeedEvaluateOptionsSelectSolutionOptionResolveConcernsand DecideImplementSolutionand EvaluateSuccessBuying ProcessSignature Selling Method and TeAMethodEvaluateCustomersBusinessEnvironmentDevelop PlansLinked toCustomer’ sBusinessInitiativesDevelopCustomerInterest.EstablishBuying VisionDemonstrateBusinessBenefits.Capabilitiesand QualifyDevelopSolutionwithCustomerRefineSolution,ResolveConcerns.Close SaleMonitor solutionImplementationand EnsureExpectationsare MetIdentifiedValidatedQualifiedProposedWonCompletedPlan ExecuteImplement Signature Selling Method:Outes Sell Cycle Verifiable Outes Customer and IBM agreement to the value of a relationship. Customerdemonstrated interest in working with IBM. Customerstated 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 productsProjectDescriptionSystemContextDiagramNonFunctionalRequirementsUse CaseModelArchitecture DecisionsArchitecturalOverviewDiagramComponentModel Available AssetsOperationalModelViabilityAss