Deliverable 7.5
Project Acronym:
PEPPOL
Grant Agreement number:
224974
Project Title:
Pan-European Public Procurement Online
Work Package 7
Deliverable 7.5 – Appendix VIII 4 RT-Process
Model
Version: 1.00
Status: Work in progress
Editors:
Wolfgang Schneider
Project co-funded by the European Commission within the ICT Policy Support Programme
Dissemination Level
P
Public
C
Confidential, only for members of the consortium and the Commission Services
X
Deliverable 7.5 – Appendix VIII 4 RT-Process Model
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DEL7.5_APPENDIX_VIII.4_RT-Process_Model.docx
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Version Date
0.1
01.03.2011
0.2
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Wolfgang Schneider 42virtual
Wolfgang Schneider 42virtual
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2
Deliverable 7.5 – Appendix VIII 4 RT-Process Model
Wolfgang Schneider
42virtual business services GmbH
Johannesgasse 15
1010 Wien, Austria
mail to: [email protected]
Web: www.42virtual.com

ADONIS :CE - Process documentation
RT&ISU BPM
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System attributes
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Wolfgang Schneider 42virtual & WP7 Team
01.03.2011, 12:39
Wolfgang Schneider
11.04.2011, 15:49
59
DEL7.5_APPENDIX_VIII.4_RT-Process_Model.doc
3
Deliverable 7.5 – Appendix VIII 4 RT-Process Model
Model content
1. Suspect Identified............................................................................................................................................. 4
2. Explore & Document Suspects ........................................................................................................................ 6
3. Qualify Suspect ................................................................................................................................................ 5
4. Qualifies as Suspect ........................................................................................................................................ 7
5. Contact Suspect & Inform about PEPPOL ...................................................................................................... 6
6. Suspect shows interest .................................................................................................................................... 8
7. Qualify Prospect ............................................................................................................................................... 6
8. Business Case Development ........................................................................................................................... 7
9. Qualifies as Prospect ....................................................................................................................................... 9
10. Request ISU technical support ...................................................................................................................... 7
10. Perform technical pre-qualification ................................................................................................................. 8
10. Perform Commercial & Legal Qualification .................................................................................................. 10
11. Qualifies technically, commercially and legally ............................................................................................ 10
12. Work on Value Proposition ............................................................................................................................ 9
12. Manage Engagement ................................................................................................................................... 11
13. Seek Commitment from Lead ...................................................................................................................... 10
14. Refinement of Value Proposition & possible adaption to technical fitness .................................................. 12
15. Lead Commits .............................................................................................................................................. 12
16. Mutual agreement between PEPPOL and PEPPOL-Pilot Partner is achieved ........................................... 11
17. Piloting Agreement is settled ....................................................................................................................... 13
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Deliverable 7.5 – Appendix VIII 4 RT-Process Model
5
Deliverable 7.5 – Appendix VIII 4 RT-Process Model
1. Suspect Identified
Process start
Description
Description
To initiate the present process a "Suspect List" is
required. This Suspect List is a result of a local
Market Segmentation Excercise, meaning, that each
country/HOB needs to agree upon in which target
market segment it will try to recruit Pilots (this market
segmentation is usually based upon documented
and agreed parameters).
PLEASE NOTE THE FOLLOWING PEPPOL
Semantic on various stages in recruitment:
Suspects: Do not know of PEPPOL
Prospects : Need to know about PEPPOL
Leads: Have expressed interest in PEPPOL (Pls
note the following PEPPOL term: Once a is lead
qualified and work begins on value proposition, we
enter the orange phase.)
Committed: Have agreed to participate in PEPPOL
Enabling: Are preparing to Participate in PEPPOL
Active Are actively using PEPPOL
Documents
Referenced documents
Target Market Selection List
2. Explore & Document Suspects
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Accountable for approving results
Documents
Input
The respective SAM explores (=gathers information
about) Suspects in the agreed target market, reports
back to RT-Management about progress and
documents it.
Sales Account Manager
Sales Account Manager
RT Manager
Suspect List (Baseline)
Target Market Selection List
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Deliverable 7.5 – Appendix VIII 4 RT-Process Model
3. Qualify Suspect
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Accountable for approving results
Documents
Input
Output
Referenced documents
Suspects are (nationally/globally) qualified against
agreed parameters, done by all SAMs together
withRT-Management
Result of this qualification is an updated Suspect
List, now showing only those Suspects (by
Company/Contracting Authority as well as Names
and any additional information) that will be directly
addressed by the respective SAM (it´s a prequalifying without any direct interaction with the
respective prospect, but rather based upon
experience of SAM and/or RT Mgmt
Sales Account Manager
Sales Account Manager
RT Manager
Suspect Qualification Parameters
Updated Suspect List
Suspect Qualification Threshold
4. Qualifies as Suspect
Decision
Description
Description
Comment
In order to qualify suspects a threshold of
parameters as well as parameters itself must be
agreed upon upfront with RT-Management.
Thresholds/Parameters might be adapted during
lead-lifecycle
A suspect can be qualified as a suspect for one part
of the procurement process, but not others.e.g. a CA
is advanced in eInvoicing but leg far behind in the
area of eCalatlogues. This is for example the case
for the Swedish hospitals.
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Deliverable 7.5 – Appendix VIII 4 RT-Process Model
5. Contact Suspect & Inform about PEPPOL
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Accountable for approving results
Submit the available information / gather as much
information about suspect as possible
Sales Account Manager (RT&ISU Working
Environment, Page 13)
Sales Account Manager
RT Manager
6. Suspect shows interest
Decision
Description
Description
If the suspect shows interest in the information
handed over by the SAM then it shall be flagged as
"Prospect", in case him/her does not show any
interest the Suspect remains on Suspect List and is
flagged accordingly
7. Qualify Prospect
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Accountable for approving results
Documents
Input
Output
Referenced documents
As Suspect shows interest as well as she/he
received now information about PEPPOL it shall be
moved from "SUSPECT" to PROSPECT Status and
shall be qualified (again against pre-defined local
Parameters if the next step in the Recruitment
Process shall be taken)
Sales Account Manager
Sales Account Manager
RT Manager
Updated Suspect List
Prospect List
Prospect Qualification Parameters
Prospect Qualification Thresholds
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Deliverable 7.5 – Appendix VIII 4 RT-Process Model
8. Business Case Development
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Accountable for approving results
Documents
Input
Output
Describe the business case in a such
comprehensive way as possible, context, business
data model ; process, interacting parties ,outcome,
etc.
Sales Account Manager
Sales Account Manager
RT Manager
Prospect List
Business Case Documentation
Lead List
9. Qualifies as Prospect
Decision
Description
Description
After the positive internal qualification of the
Prospect it shall be moved to LEAD Status and be
flagged accordingly
10. Request ISU technical support
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Accountable for approving results
Cooperation/participation
Documents
Input
Once the Lead is qualified a technical (as well as a
business and legal) qualification ("due diligence")
has to be performed. In order to do so, the
respective SAM needs to request support from ISU
(in concrete from ISU Mgmt and/or ISU technical
coordinator).
Sales Account Manager
Sales Account Manager
ISU Manager
Recruitment Coordinator
Lead List
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Deliverable 7.5 – Appendix VIII 4 RT-Process Model
10. Perform technical pre-qualification
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Accountable for approving results
Cooperation/participation
Documents
Input
Output
Referenced documents
Qualfied Leads are now qualified against technical
Parameters (responsibility of ISU) in order to see
whether Lead is "technically fit" for
PEPPOL.Infrastructure and building blocks - this prequalification is a technical qualification of a first stage
and may be re-done once new parameters (e.g. in
value-proposition or changes in PEPPOL
components or changes in Lead componets arise)
Sales Account Manager
Sales Account Manager
ISU Manager
Technical Account Manager
Lead List
Lead List
Technical Qualification Parameters
10. Perform Commercial & Legal Qualification
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Accountable for approving results
To inform
Documents
Input
Output
Referenced documents
Qualfied Leads are in parallel qualified against Legal
aspects (responsibility for those aspects =
HoB/Country) as well as a "business case" Aspects
(responsibility for those aspects = HoB/Country) in
order to see whether Pilot is "worthwhile" as well as
if there are any Legal Showstoppers.
Sales Account Manager
Sales Account Manager
RT Manager
ISU)
Lead List
Updated Lead List
Commercial & Legal Qualification Parameters (
Commercial & Legal Thresholds
11. Qualifies technically, commercially and legally
Decision
10
Deliverable 7.5 – Appendix VIII 4 RT-Process Model
12. Work on Value Proposition
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Accountable for approving results
Cooperation/participation
Documents
Input
Output
The respective SAM elaborates together with the
necessary specialists a taylored value proposition
suitable for the respective lead (this value
proposition must contain technical and business
propositions)
Sales Account Manager
Sales Account Manager
ISU Manager
Technical Account Manager
Business Case Documentation
Technical GAP Analysis
Lead List
Value Proposition
12. Manage Engagement
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Documents
Input
Output
SAM manages active engagement and tracks the
leads.
Sales Account Manager
Sales Account Manager
Lead List
Updated Lead List
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Deliverable 7.5 – Appendix VIII 4 RT-Process Model
13. Seek Commitment from Lead
Activity
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Documents
Input
Sales Account Manager
Sales Account Manager
Value Proposition (
14. Refinement of Value Proposition & possible adaption to technical
fitness
Subprocess
Description
Description
This is the negiotiations phase where we really work
with the Lead to see whether there can be a pilot and
this involves a qualification and decision process on
thier part but also on the PEPPOL side.
During this negotiation phase the value proposition is
just a basis for discussion and negotiation, then we
have to arrive at a basis for decision which involves
a new qualification step on the PEPPOL side, seeing
for example what resources might be necessary,
what exactly the Lead wants to do etc. Certainly the
ISU side would at this stage need to requalify the
actual feasibility and timeliens involved before
committing to putting resources to pilot enablement.
Comment
This is an iterative Subprocess of the "Seeking
Commitment" Task
15. Lead Commits
Decision
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Deliverable 7.5 – Appendix VIII 4 RT-Process Model
16. Mutual agreement between PEPPOL and PEPPOL-Pilot Partner is
achieved
Activity
Description
Description
Responsible role
INVOLVED ROLES
Responsible for execution
Documents
Output
LEAD is now a PILOT / A mutual agreement (in any
form and not mandatorily in writing) is settled
between PEPPOL and CA and/or EO and/or APProvider
Sales Account Manager
Sales Account Manager
Signed Pilot Agreement
Pilot List
17. Piloting Agreement is settled
End
Description
Description
Type
The Pilot moves into the responsibility of ISU
local
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