Business Development Phase

Introduction

Process

Phases

Activities

Definitions

Phases

Business Development Activities:

>> Show up Product

>> Business Strategy Definition

Phases > Business Development > Pre Engineering > Engineering > Transition > Support

The Business Development Phase represents the first contact with the customer, from the product presentation to customer until the business contract is settled by both sides, the customer and the product supplier. The milestone for this phase is the acceptance of the business proposal establishing then a contract between both sides. The contract acceptance determines the start point of the project from the engineering stand point, because from this step forward it will be necessary to maitain a team committed with the objectives that should be achieved.

Show up Product:

In this workflow is when contact with customer is first established. The Deployment Manager, that is responsible for the customer account, should understand the real needs of the customer and should identify how the product can meet these needs. In this stage there is a presention that should show how the product can leverage customer services and what functionalities it does offer. As the software product being offered is customizable, it will be necessary to be in touch with the customer so business needs, that may be covered by the product, are identified.

Top >>

Activities

Understand Customer Needs

Objectives: Identify business needs to obtain a common understanding on what the customer is really needs to get.

Steps: Schedule meetings with customer. Collect and gather relevant information.

Present Product to Customer

Objectives: Make a presentation of the functional aspects of the product addressing the customer needs that may be covered by the product. When possible, it should be performed a demo presentation of the product.

Steps: Prepare presentation. Make presentation. Get feedback.

Business Strategy Definition:

The objective of this workflow is to define the business approach that is approriate to the customer. This approach can be better detailed in this stage since a common understanding was achieved an it indicates that the product is the solution that meets the customer business needs. In this stage, it should be evaluated what is the better business approach to deal with the customer. Once the business strategy is assessed and detailed, it is necessary to plan the infra structure that will be necessary to support this business. The focus of the infra structure planning is to identify actions and resources that will be necessary for the product deployment.

Top >>

Activities

Prioritize and Define Business Process

Objectives: Identify business process that will be covered and set priorities.

Steps: Detail business process that should be covered by the product.

Plan Infra Structure

Objectives: Plan actions necessary to setup environment according to information gathered and to business strategy defined.

Steps: Identify infra structure necessary to bear product deployment. Define actions to setup infra structure.

Artifacts: Deployment Plan.

Detail Business Strategy

Objectives: Link customer needs, business process and priorities to product. Elaborate business contract based on the information collected.

Steps: Detail Business Strategy. Elaborate contract.

Artifacts: Business Contract.