enterprise directions
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Enterprise Directions
Motivation Diagrams
Metamodel of Motivational Concepts
Concepts Legenda 1/2
Notation Definition
The role of an individual, team, or organization (or classes thereof) that represents their interests in, or concerns relative to, the outcome of the architecture.
Something that creates, motivates, and fuels the change in an organization.
The outcome of some analysis of some driver.
An end state that a stakeholder intends to achieve.
Concepts Legenda (2/2)
Notation Definition
A statement of need that must be realized by a system.
A restriction on the way in which a system is realized.
A normative property of all systems in a given context, or the way in which they are realized.
Relationships Legenda
Relationship Intention Notation
Aggregation Aggregation models that some intentional element is divided into multiple intentional elements.
Realization Realization models that some end is realized by some means.
Influence
Influence models that some motivational element has a positive or negative influence on the realization of another motivational element.
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Management Improvement
Improve theManagement
Your CompanyBest in Class
Corporate Culture DeterioratingUnion Relations
CoreCompetence
Focus
RegulatoryCompliance
Innovation
F&AImprovement
BusinessPlanning
SalesImprovement
OperationalEfficiency
LeadershipBuilding
Know ledgeBased System
CommunityAw areness
ImproveManagementProcesses
BusinessModeling
HR Strategy
ProductivityIncrease
Management Processes
SecurityPlanning
ResourceDevelopment &Management
ImproveManagementProcesses
ProcessMangement
Stakeholder &External
Relations Mgmt
CorporateStrategy
Product &Infrastructure
LifecycleManagement
High LevelPlanning
Knowledge &Research
Management
Line of BusinessPlanning
StrategyImplementation
EnterpriseEffectiveness Mgt
Enterprise Effectiveness Management
Enterprise Effectiveness Mgt
Environmental Influences
Customers
Competition
CompanyProducts
CompanyResources
Shareholders
- Regulations
Government
- interest rates- demand- prices
Economy
- Group Actions
Culture
CompetitionProducts
CompetitionResources
Suppliers
ResearchLabs
LaborAgencies
Banks
Segment A
Segment C
Segment D
Segment B
Technology
- Materials- Equipment- Software
Capital
Talent
Invoices
Payments
Returns
Refunds
Orders
Services
Needs
Earnings
Investments
Management Improvement
Improve theManagement
Your CompanyBest in Class
Corporate Culture DeterioratingUnion Relations
CoreCompetence
Focus
RegulatoryCompliance
Innovation
F&AImprovement
BusinessPlanning
SalesImprovement
OperationalEfficiency
LeadershipBuilding
Know ledgeBased System
CommunityAw areness
ImproveManagementProcesses
BusinessModeling
HR Strategy
ProductivityIncrease
Organizational Intelligence
Organizational Intelligence Service
Communication & Collaboration
Sense-Making
Knowledge& Memory
Learning &Developme
nt
KnowledgeDeployment
Decision &Policy
InformationGathering
Management Improvement
Improve theManagement
Your CompanyBest in Class
Corporate Culture DeterioratingUnion Relations
CoreCompetence
Focus
RegulatoryCompliance
Innovation
F&AImprovement
BusinessPlanning
SalesImprovement
OperationalEfficiency
LeadershipBuilding
Know ledgeBased System
CommunityAw areness
ImproveManagementProcesses
BusinessModeling
HR Strategy
ProductivityIncrease
Sales Improvement
Improve SalesProcesses
Effective Distribution
Emerging MarketsSales Improvement
Better Forecasting
Additional Sales
Sales & Distribution
Sales ContractManaging
Sales OrderManaging
Price Managing
ProspectsManaging
Sales
eCommerceSales BackOffice Services
ChannelManaging
Direct SalesServices
QuotationManaging
Sales Improvement
Improve SalesProcesses
Effective Distribution
Emerging MarketsSales Improvement
Better Forecasting
Additional Sales
Sales Growth Prism
Sales ProcessesFacet
Sales LearningFacet
Sales ProductivityFacet
Customer RevenuesFacet
Improve
Commision
PayoutsImprove
Communication
Add/Retain High
Value CustomersIncrease
Revenue per
Customer
Reward Lead
Generation
Optimize
Employee Skills
Increase Sales
Efficiency
Customer
Benefit
Introduce Sales
Process
Grow Revenues
Better
Forecasting
Increase
Pipeline
Management Improvement
Improve theManagement
Your CompanyBest in Class
Corporate Culture DeterioratingUnion Relations
CoreCompetence
Focus
RegulatoryCompliance
Innovation
F&AImprovement
BusinessPlanning
SalesImprovement
OperationalEfficiency
LeadershipBuilding
Know ledgeBased System
CommunityAw areness
ImproveManagementProcesses
BusinessModeling
HR Strategy
ProductivityIncrease
Business Planning
Business Planning
AvoidMisunderstandings
Discover Waste /Inefficiencies
Business ProcessReengineering
Improve BusinessProcesses
Make AccurateDecisions
Accurate PlanningTransform
ChangingBusiness World
Tight Budget
Management Improvement
Improve theManagement
Your CompanyBest in Class
Corporate Culture DeterioratingUnion Relations
CoreCompetence
Focus
RegulatoryCompliance
Innovation
F&AImprovement
BusinessPlanning
SalesImprovement
OperationalEfficiency
LeadershipBuilding
Know ledgeBased System
CommunityAw areness
ImproveManagementProcesses
BusinessModeling
HR Strategy
ProductivityIncrease
F&A Improvement Context
ImproveBudgetingProcess
Improve AssetsManagement
Process
Improve CapitalExpenditure
Process
Improve CostControl Process
CurrencyManagement Project
Eliminate DuplicateContractor Payments
Define NewFinancial Proces ses
ABM - ABC
Improve FinancialProcesses
Improve Costs /Profits Ratio
Assets ROIImprovement
Increas eNet Profit
F&AImprovement
EconomyTurmoil
Funding
F&A Mission - Prism
Internal ProcessesFacet
Financials Facet
Customers Facet
Learning & GrowthFacet
Cost Control Theme Leverage / Innovate ThemeSystems Integration Theme
Partner forRequirements
Develop Full Costs byProgram
Maximize Impact ofExpenditures
ImproveAccountabili ty
Improve OutcomeMeasures
Improve EconomicAnalysi s Processes
Integrate Requirements
Report Financial &Non-financial
Embed Cost Culture
Develop a CostCulture
Provide MgmtInformation
Learn BusinessProcesses
Implement CurrentIniti artives
Produce CleanAudi t Positi ons
Maximize use ofAssets
GenerateInvestment Funding
Requirements =Funding
Increase Fundingfor Program
Develop BudgetRequests
Control & ReduceProgram Costs
F&A Improvement Context
ImproveBudgetingProcess
Improve AssetsManagement
Process
Improve CapitalExpenditure
Process
Improve CostControl Process
CurrencyManagement Project
Eliminate DuplicateContractor Payments
Define NewFinancial Proces ses
ABM - ABC
Improve FinancialProcesses
Improve Costs /Profits Ratio
Assets ROIImprovement
Increas eNet Profit
F&AImprovement
EconomyTurmoil
Funding
Costs / Profits Ratio
ShareholdersSatisfaction
Improve Costs /Profits Ratio
MonitorAssets Usage
Cost ReductionCampaign
MonitorPerformance
StockClearance
No Budget Cuts
F&A Improvement Context
Eliminate DuplicateContractorPayments
ImproveBudgetingProcess
Improve AssetsManagement
Process
Improve CapitalExpenditure
Process
Improve CostControl Process
CurrencyManagement
Project
Define NewFinancial
Processes
ABM - ABC
Improve FinancialProcesses
Improve Costs /Profits Ratio
Assets ROIImprovement
IncreaseNet Profit
F&AImprovement
EconomyTurmoil
Funding
Financial Processes
Define New FinancialProcesses
CorporateFinance and
Control
Enterprise RiskManagement
TreasuryManagement
General LedgerMgmt
FinancialPlanning
FinancialManagement
Cost Control
CapitalExpenditureAuthorization
AssetsManagement
Budgeting
OperationsBack Office
Financial
FinancialStrategy Setting
CustomersAccountancyManagement
DealersAccountancyManagement
SuppliersAccountancyManagement
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Enterprise Architecture
Implement an EA
Build a Basel ineArchitecture
Bui ld a TargetArchitecure
Develop aSequencing Plan
Publ ish anApproved EA
Operations &Customer Focus
Related Process
ContinuouslyChange
Total Participation
Notional EAOrganization
ContinuousImprovement
Data Must BeCollected From
Experts
Minimize theBurden of Data
Col lection
Reflect theStrategic Plan
EnterpriseDrivers
StandardizedBusiness
Processes
Projects LastFew Years
Define theScope
Faci l i tateChange
TechnicalDiversi ty
EnterpriseConsol idation
EnterpriseRestructuring
Cost Saving EnterpriseExpansion
BusinessReal ignment
BusinessEfficiency
+++ ++ +
Enterprise Architecture Process
ObtainExecutive Buy-in and Support
(The decomposition of this task isthe same as for Baseline
Architecture)
Develop TargetEnterprise
Architecture
DevelopBaseline
EnterpriseArchitecture
Use theEnterprise
Architecture
Define anArchitectureProcess and
Approach
Maintain theEnterprise
Architecture
Develop theSequencing
Plan
EstablishManagementStructure and
Control
Oversee theEA Program
PRM
Step 1 Step 2
Step 3
Step 4
Step 5Step 6
Step 7
Step 8
Enterprise Architecture
Implement an EA
Build a Basel ineArchitecture
Bui ld a TargetArchitecure
Develop aSequencing Plan
Publ ish anApproved EA
Operations &Customer Focus
Related Process
ContinuouslyChange
Total Participation
Notional EAOrganization
ContinuousImprovement
Data Must BeCollected From
Experts
Minimize theBurden of Data
Col lection
Reflect theStrategic Plan
EnterpriseDrivers
StandardizedBusiness
Processes
Projects LastFew Years
Define theScope
Faci l i tateChange
TechnicalDiversi ty
EnterpriseConsol idation
EnterpriseRestructuring
Cost Saving EnterpriseExpansion
BusinessReal ignment
BusinessEfficiency
+++ ++ +
Notional EA Organization
EACT
EnterpriseArchitecture Core
Team
CCB
ConfigurationControl BoardBusiness and
TechnicalRepresentatives
TRC
TechnicalReview
Committee
Business LineOrganization
EA ExecutiveSteering
Committee
StaffOrganization
(CIC)
CapitalInvestment
Council
Business UnitManagers
SME
Subject MatterExperts
(QA)
EA QualityAssurance
SeniorArchitecturalConsultants
Chief Architect
DomainOwners
ITConfiguration
Manager
Division /Business
Unit Heads
SeniorArchitectureConsultants
CIO
InfrastructureArchitect
SeniorProcurement
CEO
IT Line
TechnicalWriter
SeniorRepresentativ
es
SecurityArchitect
SeniorBudgetOfficial
IT Evaluator
IT RiskManager
DataArchitect
BusinessArchitect
CEO Deputy
SystemsArchitect
CFO
Enterprise Architecture
Implement an EA
Build a Basel ineArchitecture
Bui ld a TargetArchitecure
Develop aSequencing Plan
Publ ish anApproved EA
Operations &Customer Focus
Related Process
ContinuouslyChange
Total Participation
Notional EAOrganization
ContinuousImprovement
Data Must BeCollected From
Experts
Minimize theBurden of Data
Col lection
Reflect theStrategic Plan
EnterpriseDrivers
StandardizedBusiness
Processes
Projects LastFew Years
Define theScope
Faci l i tateChange
TechnicalDiversi ty
EnterpriseConsol idation
EnterpriseRestructuring
Cost Saving EnterpriseExpansion
BusinessReal ignment
BusinessEfficiency
+++ ++ +
Enterprise Drivers
Infrastructuresare Expensive
Plants areObsolete
Facilities areObsolete
Product Linetoo Narrow
Disalignmentwith Market
Expectations
Slow MarketGrowth
Image Decline
SlowDevelopment
Weak MarketingSkills
Next-ReleaseSyndrom
ECOs Rate toohigh
Substitute Products
DevelopmentCost too High
Distribution isInefficient
BargainingPower
High RelativeCosts
Information isSegregated
Sales Shrinkage
Changing BuyerNeeds
Products arenot Competitive
ProductComplexity
Poor ProductQuality
Manual Design
Information isnot Reused
Lack of Skills
Lead Time tooLong
LittleManagerial
Talent
Competition
Incentives areConflicting
EmployeeDemotivation
DeterioratingUnion Relations
DepartementalBarriers
No clearStrategicDirections
OwnershipLacking
Falling behindin R&D
Decisions areLengthy
Communicationis poor
Resistance toChange
Sub-parProfitability
Follow upCriteria are
Missing
Delivery Delays
CrummyAssistance
CustomerComplaints
Customers areUnloyal
Bank Interests Foreign Affairs
Standards
AdverseDemographic
Changes
ImpendingEconomicDownturn
CostlyRegulatory
Requirements
PublicInfrastructure
EnvironmentalAwareness
Legislation withAdverse Impact
Product RelatedDrivers
Politics &Legislation Drivers
DevelopmentRelated Drivers
ManagementRelated Drivers
Economical Drivers Other Drivers
Enterprise Drivers
Plants & FacilitiesDrivers
CustomersRelated Drivers
Sales & MarketingDrivers
HR Related Drivers Financial Drivers
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Effective Governance
Effective Governance
Deploy
Governance and
Control Tools
Programs /
Projects
Monitoring
Process
Improvement
Business
Modeling
Roles /
Authority
Clarification
Business / IT
Alignment
Strategy
Sharing
Improve
Customer
Operations
Unions
SatisfactionIncrease
Customer
Revenues
Productivi ty
IncreaseTime-To-
Market
Reduction
Assets
ExploitationContinual
Improvemen
t
Operations
ControlDefine
Sales Focus
++ ++ +++ ++
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Invest in Systems
InformationOverload
Technology
Collaboration
Evolve from Datato Wisdom
IT ComplaintTracking
Define ITProcesses
Business / ITAlignment
Deploy ITTechnologies
Invest in Systems
WMS Tools
ImproveSystems
Development
Assure DataAccess
RequirementsMgt Tools
NavigationRequirements
Fulfi llment
CAE
ImproveWork Flow
IT Processes
SystemMaintenance
IT SecurityInformationManagement
IT Lifecycle /Change
Management
Provide ITUser Support
Develop andOperate ITSystems
IT Risk Mgmtand Mitigation
ITInfrastructureManagement
Define ITProcesses
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Personnel Quality
ImprovePersonnel Quality
EmployeeMotivation
Affiliation Sense
Role/AuthorityClarif ication
EmployeeCommittment
Job Enrichment
Team Building
Human CapitalEnhancement
Employee Rotation
Netw orkSharing
Know ledgeIncrease
StrategySharing
Attract & RetainBest People
InformationSharing
SpecialTraining
PeopleInvolvement
Leadership
Nature of Work
PeopleEducation
ManagementStyle
IndustryKnow ledge
LittleManagerial
Talent
High Skill Level
EmployeeDemotivation
Incentivesare
Conflicting
Improve HRProcesses
Improve HR Processes
Improve HRProcesses
EmployeeInvolvement
Payroll Monitoring HR Management
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Value for Shareholders Prism
Learning and GrowthFacet
Customers CareFacet
Customer ProcessesFacet
Revenue GrowthFacet
Database network onoperational
performance
Re-align organizationwith core competencies
Training on bestpractices in cost
management
High Skill Level
Customer Serv ice
Employ eeSatisfaction
Grow Rev enues
Improv eOperationalEf fectiv ness
ResourcesUtilization
OutstandingLeadership
Increase MarketShare
CustomersRelations
Optimal CostEf fectiv e Serv iceReduce OperatingCosts
Fast Deliv ery
Improv eOperationalEf f iciency
OperatingImprov ements
IncreaseCustomer
Prof itability
New Sources ofRev enues High Utilization of
Assets
Lower Costs
Reduce Non CoreActiv ities
Expandknowledgedistribution
Satisf y Customers
Improv e QualityTime-To-Market
Acquire MoreCustomers
Retain Customers
Leader in PricingEnhance Image Enhance
Reputation
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Production Excellence
Improve Production
Process PlansImprovement
Production CostsReduction
Lead TimeReduction
PlantImprovement
CapacitySaturation
OptimizeProduction
Process
Quality Control
OptimizeProduction Mix
InventoryReduction
WIP Reduction
VersatileManufaturing
ManufaturingPlanning
Automation
ManufacturingEngineeringAutomation
Productivity Time To Market Poor ProductQuality
DeliveryDelays
Lead Time tooLong
Production Processes
ImproveProductionProcesses
ManufacturingStrategy Setting
Production &MaterialsPlanning
ManufacturingMaterials
Procurement
ManufacturingOversight
Assemble /PackageProducts
Make Products
Make or BuyPlanning
Subcontracting
Plant InventoryManagement
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Marketing Orientation
Major AccountsMgt
EnhanceDistribution
Play theProduct Mix
Global MarketAnalysis
Customer FocusGroup
Improve MarketingCampaigns
MarketLeasdership
Profitable Growth
Become MarketingDriven
Marketing Campaigns
ResellersCampaigns
Autom ateCampaignSelectionProcess
Decline Rateof
Unsuscribing
Rise Effectof Marketing
LeverageMultichannels
ImproveMarketing
Campaigns
High ChurnIT PlatformSupport
StrongIdeas
CompetitorsIncentives
Lack ofVis ibility
Promotions/ Incentives
ResellerUnloyalty
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Industry Rank
Create new Adsand Promotion
Campaigns
Retrain Dealers
Push FlagshipProducts
DevelopNew Products
Do MarketResearch
< below 2.0 >
Reduce D/ERatio
< by 13% >
GrowRevenues
< by 14% >
Grow NIAT
Market ShareIncrease
Expand theMarket
BroadenBrand Appeal
Get NewCustomers
Raise IndustryRank
New marketspenetration
AdditionalSales
ImproveMarketing
Acquire MoreCustomers
Enhance Image
Improve Marketing
Forecas tingCapability
Improvement
Lifestyle
Key CustomersIncrease
Brand Reputation
Groups ofInterest
Speed
Agility
Corporate Image
MarketUnderstanding
MarketSaturation
Perceived ValueIncrease Develop
MarketingProjects
Define NewMarketingProcesses
Competition
Get NewCus tomers
Market Dynamics
MarketingEffectiveness
Caliber ofManagement
Competitive Edge
Enhance Image
Cus tomersRelations
New marketspenetration
ImproveMarketing
Marketing Processes
Define NewMarketing Processes
MatchingDevelopment &Effectiveness
ProductMarketing
MarketingCampaigns
MatchingSupply and
Demand
ProgramsManagement
ConsumerServices
ManageProduct
Inventory
Category /Brand Strategy
Brand P&LManagement
MarketResearch &
Analysis
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Development Cost Reduction
ReduceDevelopment Costs
Prototypes CostReduction
InformationAccess &
Distribution
DocumentationMass
Reduction
EmployeeCost
Reduction
ChangesReduction
NewSupplies
Reduction
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Design Excellence
No Last-minuteChange Requests
Excell in theDesign Process
Fast Draw ings &Documentation
Effic ientInformation Flow
Low er ChangeRequests Rate
Easy InformationRetrieval
Increase ProductLyfe Cycle
Design TimeReduction
Low erInnovation Costs
Few PhysicalPrototypes
Design CostsReduction
Empow eredConceptual
Design
Multi-Disciplinary
Teams
DesignProcessMetrics
QFDDeployment
DesignMethodologies
Voice of theCustomer
Product Quality
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Development Leadership
SimultaneousEngineering
Development Leadership
Cost Effectiveness
Cost / PerformanceTradeoff
Simulation BasedAcquisition
Virtual Modeling
Global DesignOptim ization
VirtualPrototyping
End-to-End Traceability
RapidPrototypes
His torical Data Reuse
Modular Design
Model Driven Design
(Prism)
DevelopmentInnovation
Dis tributedDevelopment
Feature BasedDesign
Product Quality
ProductFunctionality
ProductDurability
ProductReliability
ProductConformity
Parametric Design
Product Simulation
Improve ProductDesign
Optim izeProduct Portfolio
AdditionalSales
AcquireMore
Customers
+
+
Improve Product Design
Improve Product Design
InnovationVocation
Short ProductLife Span
ProductComplexity
High RelativeCosts
SlowDevelopment
Product Linetoo Narrow
Commoditization
Product ChangeControl
QualityOrientation
Partnering withCustomers
Customer First
Time-To-Market
Cope withProduct
Complexity
MonitorDevelopmentProcesses
CAD Diffusion
OpenCommunications
StandardizeComponents
InformationSharing
QFDDeployment
DesignMethodologies
CustomerReqm'ts
Fulfillment
Assure DataAccess
Change Culture
PLMDeployment
Product Change
No CorrectiveActions
Improve ProductChange
ManageProduct Data
ManageComplexity
CollaborativeDesign
StandardsUsage
DefineProcess
Objectives
DefineProduct
Requirements
SynchronizeBOMs
Consider AllConfigurations
InstantOverview
FastSearch
Manage theChangeProcess
Minimize DataStoring
SingleDatabase
ReduceCarrying Costs
ProductsQuality
Engineering Changes
CM Specialist CRBDesigner CIBM ulti Functional Team
ConfigurationChecking
Measurement
Evaluate theSize ofChange
ImpactEvaluation
Rejection orPostponeme
nt of ECR
Version &ReleaseMgmt
Create aChange Plan
BaselineCreation &Release
CIIdenti fication
Info Del ivery
Val idate andSpl i t Order
ChangeExecution
GenerateECR
ReleaseNew
Documents
Create aChangeOrder
CIBEvaluation
FastT rack
Service
DFMEAService
ProductStructure
Report toStakeholder
DerivationHistory
Answer toUser
Rejection Note
Baseline
ECO
ECR ECN
smallchange
Development Leadership
SimultaneousEngineering
Development Leadership
Cost Effectiveness
Cost / PerformanceTradeoff
Simulation BasedAcquisition
Virtual Modeling
Global DesignOptim ization
VirtualPrototyping
End-to-End Traceability
RapidPrototypes
His torical Data Reuse
Modular Design
Model Driven Design
(Prism)
DevelopmentInnovation
Dis tributedDevelopment
Feature BasedDesign
Product Quality
ProductFunctionality
ProductDurability
ProductReliability
ProductConformity
Parametric Design
Product Simulation
Improve ProductDesign
Optim izeProduct Portfolio
AdditionalSales
AcquireMore
Customers
+
+
Product Innovation Prism
People Readiness Facet
Financial Strength Facet
Customer Health Facet
Design Processes Facet
DesignersCompetence
Creativity inProduct Design
Reduce Cost /Revenue Ratio
Design ToolsDeployment
Grow Revenues
ProductFunctionality
DevelopmentLeadershipIncentives to
Designers
PromoteCustomerPurchases
SatisfyCustomers
Maximize theReturn on Equity
ProductAcceptance
DesignersMotivation
Revenues fromCustomers
ArchiMate_Inf luence_32
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
QFD Deployment
QFD Deploy ment
CustomerReqm'ts Fulf illment
RequirementsComplexity
Improv e QFDProcesses
MarketOpportunitiesExploitation
Dev elopmentProcess
Improv ement
ProductsPerf ormance
ProductionCosts
Reduction
IncreaseMarket Share
Prof itIncrease
Dev elopmentCosts
Reduction
Additional Sales ProductsQuality
ProductionProcess
Improv ement
Early ProductsAv ailability
Additional ProductsAv ailability
QFD Processes
Improve QFD Processes
CustomerRequirements
Elicitation
CustomerRequirements
Analysis
Define FunctionalRequirements
HoQ 1 Management
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Quality Assurance
(Preventive Quality)
Reduce ReactiveQuality
Deploy a QualitySystem
(Reactive Quality)
Assure ProductQuality
RegulationsConformity
ProcessStandardization
ProductCertification
ProductConformity
ProcessMonitoring
SystematicMeasurements
QS Certification
QSDevelopment
QS Training
Total Quality
QSGlobalization
ProcessOrientation
Benchmarking
Zero Defects
Quality Mangement System
Quality System Service
QSDocumentation
QS Procedures
Deploy QSCertify QSDevelop QS
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Customers First
Customer FocusDrivers
Focus onCustomerProcesses
CustomerCare
Requirements
Customer FocusFollow theproduct sold in all
its lyfe cicle
Define NewCustomerProcesses
MarketingRequirements
Add/RetainHigh ValueCustomers
CustomerAssistance
Key CustomersInvolvement
SalesRequirements
ImproveCommunication
Deploy a CRMSystem
IncreasePipeline
CustomerChoices Control
IncreaseRevenue
per Customer
Value forCustomers
BetterForecasting
MonitorCustomerProcesses
Customer Processes
Define New Customer Processes
CustomerQoS/SLA
Management
ProjectMonitoring
Spare PartsInventory Mgmt
UnderstandCustomer
Needs
Track andReport
ProspectResult
AssessingPurchasingSatisfaction
DefineCustomerContactPolicies
CustomerDirectory Mgmt
ProjectPlanning
CustomerRelation
Management
Installlations CustomerRelationship
Planning
CustomerRelationshipStrategies
CustomerSupport
CMS DataMaintain
Customers First
Customer FocusDrivers
Focus onCustomerProcesses
CustomerCare
Requirements
Customer FocusFollow theproduct sold in all
its lyfe cicle
Define NewCustomerProcesses
MarketingRequirements
Add/RetainHigh ValueCustomers
CustomerAssistance
Key CustomersInvolvement
SalesRequirements
ImproveCommunication
Deploy a CRMSystem
IncreasePipeline
CustomerChoices Control
IncreaseRevenue
per Customer
Value forCustomers
BetterForecasting
MonitorCustomerProcesses
Customer Assistance
ImproveCustomer
Assistance
Quick Repliesto
CustomerComplaints
On-site Support
On-lineCustomers
Training
MaintenanceEfficiency
MaintenanceEffectiveness
Help Desk
AssistanceSpecialization
No secretaryfiltering
Customers First
Customer FocusDrivers
Focus onCustomerProcesses
CustomerCare
Requirements
Customer FocusFollow theproduct sold in all
its lyfe cicle
Define NewCustomerProcesses
MarketingRequirements
Add/RetainHigh ValueCustomers
CustomerAssistance
Key CustomersInvolvement
SalesRequirements
ImproveCommunication
Deploy a CRMSystem
IncreasePipeline
CustomerChoices Control
IncreaseRevenue
per Customer
Value forCustomers
BetterForecasting
MonitorCustomerProcesses
Special Customer Processes
Monitor Customer Processes
CustomerAccountServicing
AccountManagement
CustomerReturns Mgmt
Customers First
Customer FocusDrivers
Focus onCustomerProcesses
CustomerCare
Requirements
Customer FocusFollow theproduct sold in all
its lyfe cicle
Define NewCustomerProcesses
MarketingRequirements
Add/RetainHigh ValueCustomers
CustomerAssistance
Key CustomersInvolvement
SalesRequirements
ImproveCommunication
Deploy a CRMSystem
IncreasePipeline
CustomerChoices Control
IncreaseRevenue
per Customer
Value forCustomers
BetterForecasting
MonitorCustomerProcesses
Customer Focus Drivers
CustomerComplaints
MarketingEffectiveness
CustomerOrientation
Effective CustomerService
Customers areUnloyal
Crummy Assistance
Customer Focus
Customers First
Customer FocusDrivers
Focus onCustomerProcesses
CustomerCare
Requirements
Customer FocusFollow theproduct sold in all
its lyfe cicle
Define NewCustomerProcesses
MarketingRequirements
Add/RetainHigh ValueCustomers
CustomerAssistance
Key CustomersInvolvement
SalesRequirements
ImproveCommunication
Deploy a CRMSystem
IncreasePipeline
CustomerChoices Control
IncreaseRevenue
per Customer
Value forCustomers
BetterForecasting
MonitorCustomerProcesses
Value for Customers Prism
Productivity ThemeRevenue Increase Theme
Customer OrientedProcesses Facet
People ProductivityFacet
Customer LoyaltyFacet
ProfitabilityIncrease Facet
Fast Delivery
CustomerChoices Control
MinimizeCustomersProblems
IncreaseOperational
Effectiveness
PerceivedValue Increase
Quick Repliesto CustomerComplaints
EmployeeCommittment
New ProductsDevelopment
SalesFocussing
IncreaseRevenue
Opportunities
StrategySharing
EmployeeCompetence
High SkillLevel
ConsultativeSelling
Customers First
Customer FocusDrivers
Focus onCustomerProcesses
CustomerCare
Requirements
Customer FocusFollow theproduct sold in all
its lyfe cicle
Define NewCustomerProcesses
MarketingRequirements
Add/RetainHigh ValueCustomers
CustomerAssistance
Key CustomersInvolvement
SalesRequirements
ImproveCommunication
Deploy a CRMSystem
IncreasePipeline
CustomerChoices Control
IncreaseRevenue
per Customer
Value forCustomers
BetterForecasting
MonitorCustomerProcesses
Add/Retain High Value Customers
Add/RetainHigh ValueCustomers
AccountManagement
Key AccountCriteria
Account MgtBenefits
Key AccountingAvantages
Market Volatility
Manage Accounts
Key Account ManagerTerritory Manager Customer Analyst
Plan Call Activity
Evaluate AccountPerformance
Identify / AddCustomer / Modify
Execute Contact
Analyze Account
Create AccountPlan
Analyze CustomerDetails
Review and AssessAccount Portfolio
Define Call Plan
Set AccountObjectives
Review Performance
Execute Plan
Analyze AccountType
ValidateSegmentation
SegmentCustomers
Start account statushas changed
nonsatisfactory
satisfactory
account statushas changed
non-key account key account
Add/Retain High Value Customers
Add/RetainHigh ValueCustomers
AccountManagement
Key AccountCriteria
Account MgtBenefits
Key AccountingAvantages
Market Volatility
Account Management Benefits
Benefits for Sales Benefits for Customers
Account Mgt Benefits
- Better product information
- Better information on services
- Better understanding of reimbursement
- Better product benefits knowledge
- Ability to raise individual profile
- Increased end users
- Provide resource input
- Improved customer insight
- Understanding of customer needs
- Understanding of usage patterns
- Better product knowledge
- Better access to marketing material
- Better competitor information
- Improved performance information
- Measurable goals
- Link between Business Plan strategyand customer strategy
Add/Retain High Value Customers
Add/RetainHigh ValueCustomers
AccountManagement
Key AccountCriteria
Account MgtBenefits
Key AccountingAvantages
Market Volatility
Key Account Criteria
Key account classification criteria Account screening criteria
Key AccountCriteria
- Ability to sustain long term profitable
relationship ($X net over Y years)
- Account values products and services
as distinct from competition
- Relationship has strategic value and
can create differential advantage by
serving the customer
- We can create considerable barrier
to entry by serving the customer
- Customer relationship based on more
than price negotiation
- Potential for growth greater than the
current major clients
- Customers responsible for ( example
factor 80%) of revenue
- Customer with over (example factor:
$ 1.5 mio) sales
- Customer with potential of (example
factor: $1.5 mio. sales within 2 years)
- Customer generating ( example factor:
$800’000) profit
- Customer responsible for ( example factor:
?2 or more %) of the market in units or value
- Customer with contribution (example
factor: > 5%)
- Opinion leader influences ( example
factor: 20% )
Add/Retain High Value Customers
Add/RetainHigh ValueCustomers
AccountManagement
Key AccountCriteria
Account MgtBenefits
Key AccountingAvantages
Market Volatility
Key Accounting Avantages
Key Accounting Avantages
* Increase sales effectiveness by pursuing high potential accounts and opportunities
* Increase market share and revenue within existing accounts
* Increase profitability through development of the appropriate product & service offering for the customer.
* Provide opportunities to contribute to the success of the customer
* Improve customer retention through stronger relationships and increased client satisfaction
* Facilitate the allocation of marketing and sales resources
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Improve Purchasing
Control theQuality ofPurchases
Control DeliveryTimes
ContainPurchase Costs
Better PurchasesBetter Suppliers
ExtendedEnterprise
SuppliersAuditing
SuppliersSatisfaction
ImprovePurchasingProcesses
SuppliersSelection
No waivers
GlobalProcurement
NetworkSharing
Delay Penalties Just in TimeDaily Control
ImprovePurchasing
SupplierRelation
Purchasing Processes
SupplierDirectory Mgmt
SuppliesInventory Mgmt
AssessingPurchasingSatisfaction
SupplierRelationshipStrategies
SuppliersQualification
SupplierPartnering
SupplierRelationship
Planning
ImprovePurchasingProcesses
Supplier BaseMgmt
SupplierPayment
PurchasingOversight
Procurement
Enterprise Directions Context
ManagementDomain
Quality Domain
Product Domain
Market Domain
ImproveProduction
DevelopmentLeadership
Improve theManagement
ImprovePersonnel Quality
Excell in theDesign Process
Value forShareholders
QFD Deployment
Implement an EA
EffectiveGovernance
Customer Focus
ReduceDevelopment
Costs
Invest in Systems
ImproveOperations
Raise IndustryRank
Total Quality
BecomeMarketing Driven Improve
Purchasing
Operations Improvement
LogisticsImprovement
Assets MgtImprovement
ProductionOverheadsReduction
FlexibleManufacturing
System
FactoryAutomation
ManufacturingImprovement
DeployLogisticsSystem
ImproveLogistics
Processes
PlantSimulationSoftware
MonitorAssets Usage
ImproveOperations Globalization
OperationalEfficiency
Operational Efficiency Prism
Financial StrengthFacet
People ReadinessFacet
Processes SoundnessFacet
Customer HealthFacet
Financial TargetsAchievement
EmployeeMotivation
ProductivityIncrease
CustomerProductivity
Cost / RevenueReduction
Reduce CycleTime
SatisfyCustomers
Maximum Returnon Equity
Tools Deployment
EmployeeCompetence
ProcessImprovement
Reduce Reworks
Revenue Growth
OutstandingLeadership
Margin Increase
Incentives
Cost Reduction
Time-To-Market
Operations Improvement
LogisticsImprovement
Assets MgtImprovement
ProductionOverheadsReduction
FlexibleManufacturing
System
FactoryAutomation
ManufacturingImprovement
DeployLogisticsSystem
ImproveLogistics
Processes
PlantSimulationSoftware
MonitorAssets Usage
ImproveOperations Globalization
OperationalEfficiency
Improve Logistics Processes
ImproveLogistics
Processes
ReceiveProducts
ReceiveCustumerReturns
StoreProducts
MaintainLogistics
Information
LogisticsPlanning
StoreCustomerReturns
WarehousesDesign and
Layout
WarehouseMgmt
Off-siteServices
Execution
StoreCustumerReturns
DeliverProduction
Material
InventoryPlanning
Assortmentand Space
Mgmt
LogisticsStrategySetting
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