TeAM方法(PPT 29页)

资料简介：

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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