Sales Effectiveness

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 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 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

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

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 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.

MAPPING Phase 1 PHASE DEFINITION CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES

MAPPING Phase 1 (continued) PHASE DEFINITION CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES

Phase 1: Core IO PHASE DEFINITION MAPPING CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES

Phase 1: BPIO PHASE DEFINITION MAPPING CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES

Phase 1: APO PHASE DEFINITION MAPPING CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES

Phase 1: Core IO PHASE DEFINITION MAPPING CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES TECHNOLOGIES

Phase 1: BPIO PHASE DEFINITION MAPPING CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES TECHNOLOGIES

Phase 1: APO PHASE DEFINITION MAPPING CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES TECHNOLOGIES

Phase 1Category Products PHASE DEFINITION MAPPING CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES TECHNOLOGIES

Phase 1 PHASE DEFINITION MAPPING CONCEPTUAL ARCHITECTURE CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES

Phase 1 PHASE DEFINITION MAPPING LOGICAL ARCHITECTURE CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE TECHNOLOGIES

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: Customized Solution Requirements

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

Sales Effectiveness