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Sales Effectiveness. Solution Implementer Guide. Agenda. Recap Discussions to Date. Solution Guidance Phase 1 Phase 2 Phase 3. Customize the Capability Requirements. Next Steps. Engagement Approach. Solution areas. Business strategy. Horizontal. Industry. Audience.

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sales effectiveness

Sales Effectiveness

Solution Implementer Guide

agenda
Agenda

Recap Discussions to Date

  • Solution Guidance
  • Phase 1
  • Phase 2
  • Phase 3

Customize the Capability Requirements

Next Steps

engagement approach
Engagement Approach

Solution areas

Business strategy

Horizontal

Industry

Audience

Understand business needs and priorities

Discuss range of potential solution capabilities

Business executives

Present relevant integrated capabilities

Position the Integrated Capability approach

IT

executives

Integrated Capability Analysis > Projects, architecture, products

Architects IT pro/dev executives

Solution road map

integrated capability analysis
Integrated Capability Analysis

Ensure target business capabilities cover process improvement priorities

Translate business capabilities into required platform infrastructure capabilities

Assess current platform infrastructure maturity

Determine gaps to target platform infrastructure

Build a road map for platform and solution implementation

Specify required platform architecture, technologies, and services

Baseline platform road map

integrated capability support for priority business capabilities

Note to presenter: This is a template.

Prune, add, and prioritize per BDM and TDM feedback.

Ensure consistency with the “Business Discussion Guide” and the “Capability Discussion Guide”.

Integrated Capability Support for Priority Business Capabilities
integrated capability support for priority business capabilities1

Note to presenter: This is a template.

Prune, add, and prioritize per BDM and TDM feedback.

Ensure consistency with the “Business Discussion Guide” and the “Capability Discussion Guide”.

Integrated Capability Support for Priority Business Capabilities
integrated capability support for priority business capabilities2

Note to presenter: This is a template.

Prune, add, and prioritize per BDM and TDM feedback.

Ensure consistency with the “Business Discussion Guide” and the “Capability Discussion Guide”.

Integrated Capability Support for Priority Business Capabilities
agenda1
Agenda

Recap Discussions to Date

  • Solution Guidance
  • Phase 1
  • Phase 2
  • Phase 3

Customize the Capability Requirements

Next Steps

sophistication of the solution
Sophistication of the Solution

Phase 1

Provides basic support for the most critical elements of the business driver

KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA)

BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT)

Phase 2

Provides adequate, typical support for critical and priority elements of the business driver

SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)

OPTIMIZE SALES CYCLE

Phase 3

Provides thorough, streamlined support for the business driver that enables differentiated levels of performance

solution guidance
Solution Guidance

PHASE DEFINITION

PHASE DEFINITION

MAPPING

MAPPING

CONCEPTUAL ARCHITECTURE

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

Phase Definition

For each business driver, list the business challenges, solution features, and business benefits for this solution phase. Use this information and the “Support for Priority Business Capabilities” slides to structure the conversation with IT professional(s) for capturing, refining, and baselining business problems and solution functionality priorities.

  • Mapping
  • The Optimization mapping indicates the maturity level required for each capability of the solution to fully support the features specified in this solution phase. Use the mapping as a starting point to determine appropriate maturity levels for the solution. After mapping the solution, assess the gap between the current and desired infrastructure to:
  • Understand the scope and sequencing of work required
  • Organize a deployment road map

Technologies

Use the results of the Optimization mapping to determine the technologies required for the features and supporting capabilities specified in this solution phase.

Conceptual Architecture

Use this high-level, use case diagram to provide the “black box” definition of this solution phase. Customize to your solution definition during the integrated capability analysis.

Logical Architecture

Use this logical, component-level architecture view to show all software components and how they interact to support this solution phase. Tailor to fit your particular solution definition during the integrated capability analysis. 

Note: Physical architecture is covered in the Architecture Guide also used during the integrated capability analysis.

agenda2
Agenda

Recap Discussions to Date

  • Solution Guidance
  • Phase 1
  • Phase 2
  • Phase 3

Customize the Capability Requirements

Next Steps

phase 1

MAPPING

Phase 1

PHASE DEFINITION

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 1 continued

MAPPING

Phase 1 (continued)

PHASE DEFINITION

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 1 core io
Phase 1: Core IO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 1 bpio
Phase 1: BPIO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 1 apo
Phase 1: APO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 1 core io1
Phase 1: Core IO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 1 bpio1
Phase 1: BPIO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 1 apo1
Phase 1: APO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 1 category products
Phase 1Category Products

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 11
Phase 1

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 12
Phase 1

PHASE DEFINITION

MAPPING

LOGICAL ARCHITECTURE

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

agenda3
Agenda

Recap Discussions to Date

  • Solution Guidance
  • Phase 1
  • Phase 2
  • Phase 3

Customize the Capability Requirements

Next Steps

phase 2

MAPPING

Phase 2

PHASE DEFINITION

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

slide25

MAPPING

Phase 2 (continued)

PHASE DEFINITION

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 2 core io
Phase 2: Core IO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 2 bpio
Phase 2: BPIO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 2 apo
Phase 2: APO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 2 core io1
Phase 2: Core IO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 2 bpio1
Phase 2: BPIO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 2 apo1
Phase 2: APO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 2 category products
Phase 2Category Products

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 21
Phase 2

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 22
Phase 2

PHASE DEFINITION

MAPPING

LOGICAL ARCHITECTURE

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

agenda4
Agenda

Recap Discussions to Date

  • Solution Guidance
  • Phase 1
  • Phase 2
  • Phase 3

Customize the Capability Requirements

Next Steps

phase 3

MAPPING

Phase 3

PHASE DEFINITION

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 3 continued

MAPPING

Phase 3 (continued)

PHASE DEFINITION

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 3 core io
Phase 3: Core IO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 3 bpio
Phase 3: BPIO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 3 apo
Phase 3: APO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 3 core io1
Phase 3: Core IO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 3 bpio1
Phase 3: BPIO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 3 apo1
Phase 3: APO

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 3 category products
Phase 3Category Products

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

TECHNOLOGIES

phase 31
Phase 3

PHASE DEFINITION

MAPPING

CONCEPTUAL ARCHITECTURE

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

phase 32
Phase 3

PHASE DEFINITION

MAPPING

LOGICAL ARCHITECTURE

CONCEPTUAL ARCHITECTURE

LOGICAL ARCHITECTURE

TECHNOLOGIES

agenda5
Agenda

Recap Discussions to Date

  • Solution Guidance
  • Phase 1
  • Phase 2
  • Phase 3

Customize the Capability Requirements

Next Steps

example steps to customize the solution

Identify your top-priority business drivers

Identify the business capabilities in the Capability Discussion Guide that match your priorities (see below)

Example: Steps to Customize the Solution

Customize the pre-defined solutions

(Phase 1, Phase 2, or Phase 3) by doing the following:

  • Understand your priorities
  • Choose a starting point
  • Adjust the mapping

Choose the phase (Phase 1, Phase 2, or Phase 3) that corresponds to your priorities

Add, remove, or adjust capabilities

example tips to customize the solution
Example: Tips to Customize the Solution

Consider using an alternate maturity level that corresponds to your requirements

Keep a capability if you are unsure whether you need it

Identify, document, and discuss how a capability may be relevant

agenda6
Agenda

Recap Discussions to Date

  • Solution Guidance
  • Phase 1
  • Phase 2
  • Phase 3

Customize the Capability Requirements

NextSteps

engagement approach1
Engagement Approach

Solution areas

Business strategy

Horizontal

Industry

Audience

Understand business needs and priorities

Discuss range of potential solution capabilities

Business executives

Present relevant integrated capabilities

Position the Integrated Enterprise Platform approach

IT

executives

Integrated Capability Analysis => Projects, architecture, products

Architects IT pro/dev executives

Solution road map

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