利用业务架构加速和改善并购整合.pdf

1、Promote to LeadLead to OrderManage to Renew/UpsellOrder to CashIssue to ResolveFulfil to UseValue streamKey:1.Capture processes,tech,data,policies for each relevant capability along TRs Business Capability MapCross-SellingCo-Terms&BridgesList&Renewal PriceDiscounting ModelsBilling TermsCreditsCancel

2、lationsBusiness RequirementPricing ModelsCommercial Models+Usage-BasedMLAsProf.Services+ProjectsPartnershipsIndirect TaxSpecial Offers(incl.MSAs)Rep CompensationVersioned ProductsCredit Card FeesCustomer Credit CheckLegal EntitySignature RemindersRoyaltiesStoring Credit Card InfoApproved Global Desi

3、gn(GD)GD WIP/BacklogGD RequestedPurchase OrdersConversation AnalysisRevRec ModelMid-Term ModificationsCapacity Based SellingCustomer LeadsMEDDIC MethodologyFit Assessment FormsPost-Project SurveysSales GamificationTrialsCustomer SuccessMarketing ManagementDiary ManagementStore FrontEntitlement&Admin

4、Self LearningCustomer Service&SupportRenewalsBundlingAdditional ChargesLead ManagementPre-Sales ManagementPurchase ManagementEntitlement&Order Mgmt.Billing/Invoicing ManagementCS&S ManagementCampaign ManagementCustomer Relationship Mgmt.L2 Business Capability2.Map captured information along TRs Valu

5、e Streams to identify any gaps for how value is delivered to customers E2E3.Categorize captured requirements into topics,including Global Designs to:Logically structure requirements deep-divesCompare differences of Target vs.TRs established Global Design standardsPrioritize further investigation/dev

6、elopment(e.g.,based on unavailable GD standards)APPROACHILLUSTRATIVE EXAMPLE BASED ON A RECENT ACQUISITIONFind&LearnTryBuyOnboardUsePaySupportRenew&Up/DowngradeTouchpointsSentiment curveDelightPain pointsOpportunitiesAPPROACH1.Capture the Target Customer Journey based on the TR Customer Journey Stag