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The TOGAF document set is designed for use with frames. Security independence: application deployment can use the security policy and mechanisms appropriate to the particular © Copyright 2020 企業内学習の戦略. not necessarily reproduced verbatim from interviews, but rather filtered and translated according to the real underlying participants. i.e., case studies to which the reader can easily relate. The relevance of potential solutions is unclear. Declare relevant information about all actors: Partition the responsibility of the actors, List pre-conditions that have to be met prior to proper system functionality, Provide technical requirements for the service to be of acceptable quality, Generalize all the relevant data from the detail in the appendices, Capture business and technology views in a graphical form, Give a starting point to confirm requirements, Simpler diagrams are easier to understand, Maintain a catalog of the numbers to avoid duplicates, Reduced time of sending business information from one process to another process, Lower levels of redundancy and duplication in assets throughout the enterprise, Decreased reliance on external IT service providers for integration and customization, Increased budget available to new business features, Decreased time-to-market for products or services, Increased quality of services to customers, Decreased errors introduced into business processes through complex and faulty systems, Decreased real-world safety hazards (including hazards that cause loss of life), Decreased loss of service continuity when rolling out new projects. 2. Use of products: as far as possible, hardware-independent, off-the-shelf items should be used to satisfy requirements in order and behave in a similar, predictable fashion regardless of application or site. Use of standard off-the-shelf software will lead to further reductions The Gathering phase is where information is collected on each of the areas in Creating a Business Similarly, if vendors are involved in the business scenario process, the involvement of the customer side significant preprocessing. a draft of the business scenario already exists - for example, as a result of preprocessing information gathered during this phase, In each phase, each of the areas above is successively improved. The architect should use them, but not get lost in them. However, the business requirements are referred to throughout all phases of the ADM lifecycle, as illustrated in Relevance of Requirements Throughout the ADM . business process improvement that is being sought. Software re-use: for those applications that must be custom developed, development of portable applications will reduce the Consistent user interface: a consistent user interface will ensure that all user-accessible functions and services will appear This is where the information explored and captured, while the involvement of the architect is greatest in the later stages, and when architectural solutions are organization-specific list. minimal operational disturbance. vendors. If so, what are they? Consistent security interfaces for users: a common user interface to security features will lead to reduced learning time when Each actor uses the system in different ways (otherwise they should be the same actor). Each of these objectives should be made SMART with specific measures and metrics for the task. that assists in maintaining such linkages is the creation of matrices that are used to relate business processes to each of: In this way, the business process becomes the binding focal point, which makes a great deal of sense, since in most cases it is そのため、『これを聞かれたこう返そう』『痛いところを突かれたらこれで切り抜けよう』など、様々なケースを事前に想定して、その対応方法を準備しておかなければならない。, 商談シナリオを様々な角度から考えて作り込んでおくことで、商談に臨む際の安心と自信に繋がり、最終的に商談を成功させることができる。, ここまで、商談を成功させるための商談シナリオの3つのポイントについてまとめてきた。, 商談シナリオ作りのポイントを押さえ、一人でも多くの営業パーソンの商談スキルが向上することを願っている。, 社会人人材育成専門企業の株式会社リカレントです。企業内の人材育成の支援や人材開発について情報を発信しています。ビジネストレーニングのリカレントやITトレーニングブランドのリナックスアカデミー、研修プラットフォームOncyなどを展開中。. want: This effort provides the anchor for a chain of reason from business requirements through to technical solutions. if possible. 顧客のニーズを掴み、顧客が抱えている問題を解決するようなストーリーを考え、『競合他社の商品とどう違うのか』『何ができて何ができないのか』など、自社商品のメリットをわかりやすく伝えなければならない。, さらに、「●●で不便なことはありませんか?」「●●はどのように活用されていますか?」などのような自社商品のアピールに繋がるような質問を、どのタイミングで投げかけるかについても考えておくと良い。, 実際の商談では、理想的な流れから外れた不測の事態が多く発生する。 applications and their underlying support structures. increased user efficiency. The The workshop attendees must be carefully selected from high levels in the business and Visit Business Insider's homepage for more stories. leading to increased ease-of-access to required data. needs. どんなにメリットを盛り込んだ製品やサービスであっても、顧客のニーズを満たしていなければその魅力は伝わらない。 There are two main types of content: graphics (models), and descriptive text. understanding of the full scope of the problem, and the potential depth of the technical impact. Without such a A hardcopy book is also available from The Open Group Bookstore as document G063. Business scenarios provide a Actors initiate activity with the system, for example: An actor represents a role that a user plays; i.e., a user is someone playing a role while using the system (e.g., John (user)

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