TeAM方法(PPT 29頁)

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:Outcomes
Sell
Cycle Verifiable Outcomes
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.

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