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Bộ mẫu presales cho Solution Architect

Thắng thầu trên nền tảng vững: quyết định bid/no-bid, workshop khảo sát, đánh giá hiện trạng, phương án, PoC, phản hồi kỹ thuật RFP, ma trận tuân thủ, ước tính và danh mục vật tư.

Bước 1

Đánh giá cơ hội

  1. Opportunity Qualification and Bid/No-Bid Template

    Đầy đủ

    Bid/no-bid record: gates, buying context, solution fit and gaps, competition, price to win, deal economics, delivery risk, bid cost, scorecard, decision

    APMP Body of Knowledge (bid/no-bid topics)
Bước 2

Khảo sát

  1. Discovery Workshop Plan and Record Template

    Đầy đủ

    Workshop series plan and record: objectives, participants, data requests, schedule, agendas, capture IDs, pain points, requirements, fit-gap, playback

    IIBA BABOK Guide v3 (Elicitation and Collaboration, Workshops); SAP Activate Explore

  2. Stakeholder Interview Guide Template

    Đầy đủ

    Interview programme and question bank: information and agreement script, structure, core and role questions, NFR probes, probing techniques, notes sheet, coding, coverage

    IIBA BABOK Guide v3 (Interviews); ISO/IEC 25010:2023; GDPR Art. 5 and 13

  3. Stakeholder Register and Engagement Plan Template

    Chuẩn

    Stakeholder register with interest, influence, attitude, power/interest grid, engagement gaps, actions and communication preferences

  4. Current-State (As-Is) Assessment Template

    Đầy đủ

    As-is baseline: applications, integrations, data, infrastructure, security (CSF 2.0), operations (DORA), quality, cost (FOCUS), contracts, findings, gaps

    TOGAF 10th Ed. (baseline, gap analysis names); AWS portfolio assessment; ISO/IEC 25010:2023; NIST CSF 2.0; DORA metrics; FOCUS 1.4

  5. Business Requirements Specification (BRS) Template

    Đầy đủ

    Business purpose, measurable objectives, processes, rules, business requirements with attributes, success metrics (BRS/BRD)

    ISO/IEC/IEEE 29148:2018
Bước 3

Định hình giải pháp

  1. Solution Options Analysis Template

    Đầy đủ

    Approach options: decision, objectives and CSFs, long-list filter, short list with BAU and do minimum, sketches, NFR fit, TCO, risk, scores, sensitivity

    HM Treasury Green Book (2026) options framework; ISO/IEC/IEEE 42010:2022; ISO/IEC 25010:2023; TOGAF 10 Phase E

  2. Proof of Concept Plan and Report Template

    Đầy đủ

    PoC or PoV plan and report: outcomes, hypotheses, success criteria, environment, scenarios, RACI, stop rules, results, evidence, findings, sign-off

    ISO/IEC 25040:2024 (evaluation process); ISO/IEC 25010:2023

  3. Solution Demo Script Template

    Đầy đủ

    Objectives, audience map, storyline and win themes, personas and data, environment checklist, agenda, scene clicks and talk track, Q&A, fallback plan

    Pre-sales demonstration practice; ISO/IEC/IEEE 41062:2024 (acquirer view)
Bước 4

Phản hồi và ước tính

  1. RFP Technical Response Volume Template

    Đầy đủ

    Bidder technical volume: instructions map, win themes, solution architecture, functional and NFR coverage, security, plan, team, SLAs, risks, case studies

    APMP Body of Knowledge; Shipley Proposal Guide 5th ed.; ISO/IEC/IEEE 41062:2024; ISO/IEC 25010:2023

  2. RFP Compliance Matrix Template

    Đầy đủ

    Line-by-line RFP compliance: sources and addenda, shredding, status legend, fit levels, deviations, clarifications, criteria map, coverage metrics

    APMP Body of Knowledge (compliance matrix); ISO/IEC/IEEE 41062:2024

  3. Solution Effort and Cost Estimate Template (PERT, COSMIC)

    Đầy đủ

    Estimate class, methods, COSMIC size cross-check, PERT per work package, role and phase effort, rates, contingency and reserve, range, assumptions

    PMBOK Guide 8th ed. (2025); AACE RP 17R-97 classes; ISO/IEC 19761:2011 (COSMIC); ISO/IEC 20926:2009 (IFPUG)

  4. Solution Bill of Materials Template (FOCUS 1.4)

    Đầy đủ

    Pricing basis, licences, cloud per environment, SaaS, hardware, support, services, commitment discounts, assumptions, validity, totals by year, renewals

    FOCUS 1.4 (2026); ISO/IEC 19770-1:2017

  5. RAID Log Template (Risks, Assumptions, Issues, Dependencies)

    Đầy đủ

    Risks, assumptions, issues, dependencies and constraints log with P x I scoring, validate-by and validated-on dates, heat map, ADC alignment, RACI and review cadence

Bước 5

Hợp đồng

  1. Business Proposal Template

    Đầy đủ

    Client proposal: needs, solution and architecture summary, scope, team, pricing options, technical assumptions, dependencies, risks, win themes

  2. Statement of Work (SOW) Template

    Đầy đủ

    SOW: scope in/out, deliverables with acceptance criteria, milestones, roles of both parties, change control, payment schedule, signatures