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| business process discovery questions: Lean B2B Étienne Garbugli, 2022-03-22 Get from Idea to Product/Market Fit in B2B. The world has changed. Nowadays, there are more companies building B2B products than there’s ever been. Products are entering organizations top-down, middle-out, and bottom-up. Teams and managers control their budgets. Buyers have become savvier and more impatient. The case for the value of new innovations no longer needs to be made. Technology products get hired, and fired faster than ever before. The challenges have moved from building and validating products to gaining adoption in increasingly crowded and fragmented markets. This, requires a new playbook. The second edition of Lean B2B is the result of years of research into B2B entrepreneurship. It builds off the unique Lean B2B Methodology, which has already helped thousands of entrepreneurs and innovators around the world build successful businesses. In this new edition, you’ll learn: - Why companies seek out new products, and why they agree to buy from unproven vendors like startups - How to find early adopters, establish your credibility, and convince business stakeholders to work with you - What type of opportunities can increase the likelihood of building a product that finds adoption in businesses - How to learn from stakeholders, identify a great opportunity, and create a compelling value proposition - How to get initial validation, create a minimum viable product, and iterate until you're able to find product/market fit This second edition of Lean B2B will show you how to build the products that businesses need, want, buy, and adopt. |
| business process discovery questions: Sales Playbooks Hilmon Sorey, Cory Bray, 2019-03-26 A well-designed, relevant, and highly utilized sales playbook creates teams that engage with more prospects, produce more pipeline, and close more deals. A playbook creates more consistent top performers, more quickly. It will also close the gap between your top performers and everyone else. Playbooks are living tools that must continue to be developed, revised, and curated over time. Growing companies are constantly hiring new people, promoting internally, entering into new markets, and facing direct or unforeseen competition. In order to drive success, an understanding of how the business operates, what has worked in the past, what is presently working, and what is anticipated to work in the future is required. |
| business process discovery questions: Fundamentals of Business Process Management Marlon Dumas, Marcello La Rosa, Jan Mendling, Hajo A. Reijers, 2018-03-23 This textbook covers the entire Business Process Management (BPM) lifecycle, from process identification to process monitoring, covering along the way process modelling, analysis, redesign and automation. Concepts, methods and tools from business management, computer science and industrial engineering are blended into one comprehensive and inter-disciplinary approach. The presentation is illustrated using the BPMN industry standard defined by the Object Management Group and widely endorsed by practitioners and vendors worldwide. In addition to explaining the relevant conceptual background, the book provides dozens of examples, more than 230 exercises – many with solutions – and numerous suggestions for further reading. This second edition includes extended and completely revised chapters on process identification, process discovery, qualitative process analysis, process redesign, process automation and process monitoring. A new chapter on BPM as an enterprise capability has been added, which expands the scope of the book to encompass topics such as the strategic alignment and governance of BPM initiatives. The textbook is the result of many years of combined teaching experience of the authors, both at the undergraduate and graduate levels as well as in the context of professional training. Students and professionals from both business management and computer science will benefit from the step-by-step style of the textbook and its focus on fundamental concepts and proven methods. Lecturers will appreciate the class-tested format and the additional teaching material available on the accompanying website. |
| business process discovery questions: Continuous Discovery Habits Teresa Torres, 2021-05-19 If you haven't had the good fortune to be coached by a strong leader or product coach, this book can help fill that gap and set you on the path to success. - Marty Cagan How do you know that you are making a product or service that your customers want? How do you ensure that you are improving it over time? How do you guarantee that your team is creating value for your customers in a way that creates value for your business? In this book, you'll learn a structured and sustainable approach to continuous discovery that will help you answer each of these questions, giving you the confidence to act while also preparing you to be wrong. You'll learn to balance action with doubt so that you can get started without being blindsided by what you don't get right. If you want to discover products that customers love-that also deliver business results-this book is for you. |
| business process discovery questions: Critical Selling Nick Kane, Justin Zappulla, 2015-10-19 Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research. |
| business process discovery questions: The Lost Art of Closing Anthony Iannarino, 2017-08-08 “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\ |
| business process discovery questions: Business Process Management Workshops Fabiana Fournier, Jan Mendling, 2015-04-11 This book constitutes the refereed proceedings of ten international workshops held in Eindhoven, The Netherlands, in conjunction with the 12th International Conference on Business Process Management, BPM 2014, in September 2014. The ten workshops comprised Process-oriented Information Systems in Healthcare (ProHealth 2014), Security in Business Processes (SBP 2014), Process Model Collections: Management and Reuse (PMC-MR 2014), Business Processes in Collective Adaptive Systems (BPCAS 2014), Data- and Artifact-centric BPM (DAB 2014), Business Process Intelligence (BPI 2014), Business Process Management in the Cloud (BPMC 2014), Theory and Applications of Process Visualization (TaProViz 2014), Business Process Management and Social Software (BPMS2 2014) and Decision Mining and Modeling for Business Processes (DeMiMoP 2014). The 38 revised full and eight short papers presented were carefully reviewed and selected from 84 submissions. In addition, six short papers resulting from the Doctoral Consortium at BPM 2014 are included in this book. |
| business process discovery questions: The SaaS Sales Method Fernando Pizarro, Winning by Winning by Design, Dominique Levin, Dan Smith, Jacco Van Der Kooij, 2021-07-29 In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together. |
| business process discovery questions: Business Process Management Forum Artem Polyvyanyy, Moe Thandar Wynn, Amy Van Looy, Manfred Reichert, 2021-08-13 This book constitutes the proceedings of the BPM Forum of the 19th International Conference on Business Process Management, BPM 2021, which will take place in Rome, Italy, in September 2021. The BPM Forum offers innovative research papers characterized by their high potential of stimulating interesting discussion and scientific debate, although without yet reaching the same rigor as the papers accepted for the main conference. In this sense, the BPM Forum papers are characterized by novel ideas about emergent BPM topics. The 16 papers presented in this volume were carefully reviewed and selected from a total of 123 submissions to the main conference. They cover all areas of business process management, from process definition to variability, execution, visualization, monitoring, mining, and optimization. |
| business process discovery questions: Business Process Management Forum Thomas Hildebrandt, Boudewijn F. van Dongen, Maximilian Röglinger, Jan Mendling, 2019-08-23 This book constitutes the proceedings of the BPM Forum held during the 17th International Conference on Business Process Management, BPM 2019, which took place in Vienna, Austria, in September 2019. The BPM Forum hosts innovative research which has a high potential of stimulating discussions. The papers selected for the forum are expected to showcase fresh ideas from exciting and emerging topics in BPM, even if they are not yet as mature as the regular papers at the conference. The 13 full papers included in this volume were carefully reviewed and selected from a total of 115 submissions. The papers were organized in topical sections named: specification; execution; analytics; and management. |
| business process discovery questions: SPIN® -Selling Neil Rackham, 2020-04-28 True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance. |
| business process discovery questions: Business Process Management Workshops Andrea Marrella, Barbara Weber, 2022-01-23 This book constitutes revised papers from the International Workshops held at the 19th International Conference on Business Process Management, BPM 2021, in Rome, Italy, during September 6-10, 2021. Papers from the following workshops are included: 5th International Workshop on Artificial Intelligence for Business Process Management (AI4BPM'21)17th International Workshop on Business Process Intelligence (BPI'21)1st International Workshop on BPM Governance for and Beyond DigitalTransformation (BPMGOV'21)1st International Workshop on Business Process Management and Routine Dynamics (BPM&RD'21)14th International Workshop on Social and Human Aspects of Business Process Management (BPMS2'21)9th International Workshop on DEClarative, DECision and Hybrid approaches to processes (DEC2H'21)5th International Workshop on Business Processes Meet the Internet-of-Things (BP-Meet-IoT'21)4th International Workshop on Security and Privacy-enhanced Business Process Management (SPBP'21) Each of the eight workshops focused on particular aspects of business process management. Overall, after a thorough review process, there were 31 full papers selected from a total of 60 submissions. |
| business process discovery questions: Business Process Management Workshops Florian Daniel, Quan Z. Sheng, Hamid Motahari, 2019-01-28 This book constitutes revised papers from the eight International Workshops held at the 16th International Conference on Business Process Management, BPM 2018, in Sydney, Australia, in September 2018: BPI 2018: 14th International Workshop on Business Process Intelligence; BPMS2 2018: 11th Workshop on Social and Human Aspects of Business Process Management;‐ PODS4H 2018: 1st International Workshop on Process-Oriented Data Science for Healthcare; AI4BPM 2018: 1st International Workshop on Artificial Intelligence for Business Process Management; CCBPM 2018: 1st International Workshop on Emerging Computing Paradigms and Context in Business Process Management; BP-Meet-IoT / PQ 2018: Joint Business Processes Meet the Internet-of-Things and Process Querying Workshop; DeHMiMoP 2018: 1st Declarative/Decision/Hybrid Mining and Modelling for Business Processes Workshop; REBM /EdForum 2018: Joint Requirements Engineering and Business Process Management Workshop and Education Forum The 45 full papers presented in this volume were carefully reviewed and selected from 90 submissions. |
| business process discovery questions: Business Process Management Workshops Ernest Teniente, Matthias Weidlich, 2018-01-16 This book constitutes revised papers from the eleven International Workshops held at the 15th International Conference on Business Process Management, BPM 2017, in Barcelona, Spain, in September 2017: BPAI 2017 – 1st International Workshop on Business Process Innovation with Artificial Intelligence; BPI 2017 – 13th International Workshop on Business Process Intelligence; BP-Meet-IoT 2017 – 1st International Workshop on Ubiquitous Business Processes Meeting Internet-of-Things; BPMS2 2017 – 10th Workshop on Social and Human Aspects of Business Process Management; ‐ CBPM 2017 – 1st International Workshop on Cognitive Business Process Management; CCABPM 2017 – 1st International Workshop on Cross-cutting Aspects of Business Process Modeling; DeHMiMoP 2017 – 5th International Workshop on Declarative/Decision/Hybrid Mining & Modeling for Business Processes; QD-PA 2017 – 1st International Workshop on Quality Data for Process Analytics; REBPM 2017 – 3rd International Workshop on Interrelations between Requirements Engineering and Business Process Management; SPBP 2017 – 1st Workshop on Security and Privacy-enhanced Business Process Management; TAProViz-PQ-IWPE 2017 –Joint International BPM 2017 Workshops on Theory and Application of Visualizations and Human-centric Aspects in Processes (TAProViz'17), Process Querying (PQ'17) and Process Engineering (IWPE17). The 44 full and 11 short papers presented in this volume were carefully reviewed and selected from 99 submissions. |
| business process discovery questions: Process Discovery Best Practices Using IBM Blueworks Live Joshua King, Nachiappan Chidambaram, Peter Lee, Philipp Schume, David Teran, IBM Redbooks, 2014-10-29 Business processes and decisions are the backbone of every company, from the small to the Fortune 50; it is how the business runs. It is these processes and decisions that can create competitive advantage, help a company react more quickly to changing trends, or drag them down because the processes do not serve the business and allow agility. The first step in building business agility is to understand how the business works today; What are my processes? What are the decisions we are making and how do we make them? Understanding these processes and decisions can allow a company to improve, streamline, and increase efficiency. Capturing business processes can be a daunting task. Adding to that burden is learning the tool of choice for capturing those processes. This book helps the audience ramp up more quickly to a fully functional process analyst by explaining all of the features of IBM Blueworks LiveTM and how best to use them. This IBM® RedpaperTM was written with a non-technical audience in mind. It is intended to help business users, subject matter experts, business analysts, and business managers get started with discovering, documenting, and analyzing the processes and decisions that are key to their company's business operations. |
| business process discovery questions: Enterprise, Business-Process and Information Systems Modeling Adriano Augusto, Asif Gill, Dominik Bork, Selmin Nurcan, Iris Reinhartz-Berger, Rainer Schmidt, 2022-05-29 This book contains the refereed proceedings of two long-running events held along with the CAiSE conference relating to the areas of enterprise, business-process and information systems modeling: * the 23rd International Conference on Business Process Modeling, Development and Support, BPMDS 2022, and * the 27th International Conference on Exploring Modeling Methods for Systems Analysis and Development, EMMSAD 2022. The conferences were taking place in Leuven, Belgium during June 6-7, 2022. For BPMDS 7 full papers and 2 short papers were carefully reviewed and selected for publication from a total of 18 submissions; for EMMSAD 11 full papers and 3 short papers were accepted from 30 submissions after thorough reviews. The papers were organized in topical sections as follows: BPMDS: Actual and perceived challenges; business process modeling; understanding collaboration: one issue, many perspectives; and event logs – why it derivates; EMMSAD: Foundations of modeling and method engineering; enterprise, business process, and capability modeling; information systems and requirements modeling; domain-specific and knowledge modeling; and evaluation of modeling approaches. |
| business process discovery questions: Secrets of Question-Based Selling Thomas Freese, 2013-11-05 After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results.—Jim Cusick, vice president of sales, SAP America, Inc. Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more |
| business process discovery questions: Business Process Management Martyn A. Ould, 2005 Businesses need to adapt constantly, but are often held back by static IT systems. The 'Riva approach to Business Process Management' is a way of analysing the mass of concurrent, collaborative activity that goes on in an organisation, providing a solid basis for developing flexible IT systems that support a business. |
| business process discovery questions: Business Process Management Workshops Arthur ter Hofstede, Boualem Benatallah, Hye-Young Paik, 2008-02-29 This book constitutes the thoroughly refereed post-workshop proceedings of 6 internationl workshops held in Brisbane, Australia, in conjunction with the 5th International Conference on Business Process Management, BPM 2007, in September 2007. The 45 revised full papers presented were carefully reviewed and selected from more than 80 submissions to the following 6 international workshops: Business Process Intelligence (BPI 2007), Business Process Design (BPD 2007), Collaborative Business Processes (CBP 2007), Process-oriented Information Systems in Healthcare (ProHealth 2007), Reference Modeling (RefMod 2007), and Advances in Semantics for Web Services (semantics4ws 2007). |
| business process discovery questions: Business Process Management Workshops Niels Lohmann, Minseok Song, Petia Wohed, 2014-05-09 This book constitutes the refereed proceedings of nine international workshops held in Beijing, China, in conjunction with the 11th International Conference on Business Process Management, BPM 2013, in August 2013. The nine workshops comprised Business Process Intelligence (BPI 2013), Business Process Management and Social Software (BPMS2 2013), Data- and Artifact-Centric BPM (DAB 2013), Decision Mining and Modeling for Business Processes (DeMiMoP 2013), Emerging Topics in Business Process Management (ETBPM 2013), Process-Aware Logistics Systems (PALS 2013), Process Model Collections: Management and Reuse (PMC-MR 2013), Security in Business Processes (SBP 2013) and Theory and Applications of Process Visualization (TAProViz 2013). The 38 revised full papers presented were carefully reviewed and selected from 74 submissions. |
| business process discovery questions: Business Process Management Workshops Jochen De Weerdt, Luise Pufahl, 2024-02-11 This book constitutes revised papers from the International Workshops held at the 21st International Conference on Business Process Management, BPM 2023, in Utrecht, The Netherlands, during September 2023. Papers from the following workshops are included:• 7th International Workshop on Artificial Intelligence for Business Process Management (AI4BPM 2023)• 7th International Workshop on Business Processes Meet Internet-of-Things (BP-Meet-IoT 2023)• 19th International Workshop on Business Process Intelligence (BPI 2023)• 16th International Workshop on Social and Human Aspects of Business Process Management (BPMS2 2023)• 2nd International Workshop on Data-Driven Business Process Optimization (BPO 2023)• 11th International Workshop on Declarative, Decision and Hybrid Approaches to Processes (DEC2H 2023)• 1st International Workshop on Digital Twins for Business Processes (DT4BP 2023)• 1st International Workshop on Formal Methods for Business Process Management (FM-BPM 2023) • 2nd International Workshop on Natural Language Processing for Business Process Management (NLP4BPM 2023)• 1st International Workshop on Object-Centric Processes from A to Z (OBJECTS 2023)• 3rd International Workshop on Change, Drift, and Dynamics of Organizational Processes (ProDy 2023) Each of the workshops focused on particular aspects of business process management. Overall, after a thorough review process, 42 full papers were selected from a total of 86 submissions. |
| business process discovery questions: The Executive Guide to Business Process Management Peter Plenkiewicz Ph. D., Peter Plenkiewicz, 2010 THE EXECUTIVE GUIDE TO BUSINESS PROCESS MANAGEMENT has been written primarily for business executives, decision makers, informal leaders, and managers to provide a highlevel comprehensive overview of the powerful family of Business Process Management (BPM) methodologies. It is also for people who want to build the wealth of their organizations by applying sound, effective, and sustainable improvement strategies. The book provides a comprehensive, high-level overview of specific strategies to achieve continuous improvement objectives by applying Business Process Management methodologies. The author strongly believes that implementation of Lean, Six Sigma, or similar methodologies based on BPM paradigms significantly transform organizations, and dramatically increase their efficiency, effectiveness, and ability to achieve faster business goals and meet customer expectations. The hope is that this book will not only change the way you think about your organization, how it functions, and how it can excel, but that it will also have a profound impact on your life by making it equally successful. Many of the techniques and tools described here can dramatically improve your professional or even private life. |
| business process discovery questions: Business Process Management Cases Jan vom Brocke, Jan Mendling, 2017-08-10 This book is the first to present a rich selection of over 30 real-world cases of how leading organizations conduct Business Process Management (BPM). The cases stem from a diverse set of industry sectors and countries on different continents, reporting on best practices and lessons learned. The book showcases how BPM can contribute to both exploitation and exploration in a digital world. All cases are presented using a uniform structure in order to provide valuable insights and essential guidance for students and practitioners. |
| business process discovery questions: Business Information Systems Witold Abramowicz, Adrian Paschke, 2018-07-11 This book constitutes the proceedings of the 21st International Conference on Business Information Systems, BIS 2018, held in Berlin, Germany, in July 2018. The BIS conference follows popular research trends, both in the academic and the business domain. Thus the theme of BIS 2018 was Digital Transformation - An Imperative in Today's Business Markets. The 30 papers presented in this volume were carefully reviewed and selected from 96 submissions. They were organized in topical sections named: big and smart data and artificial intelligence; business and enterprise modeling; ICT project management; process management; smart infrastructures; social media and Web-based business information systems; applications, evaluations, and experiences. |
| business process discovery questions: Business Process Management Workshops Chiara Di Francescomarino, Remco Dijkman, Uwe Zdun, 2020-01-03 This book constitutes revised papers from the twelve International Workshops held at the 17th International Conference on Business Process Management, BPM 2019, in Vienna, Austria, in September 2019: The third International Workshop on Artificial Intelligence for Business Process Management (AI4BPM) The third International Workshop on Business Processes Meet Internet-of-Things (BP-Meet-IoT) The 15th International Workshop on Business Process Intelligence (BPI) The first International Workshop on Business Process Management in the era of Digital Innovation and Transformation (BPMinDIT) The 12th International Workshop on Social and Human Aspects of Business Process Management (BPMS2) The 7th International Workshop on Declarative, Decision and Hybrid approaches to processes (DEC2H) The second International Workshop on Methods for Interpretation of Industrial Event Logs (MIEL) The first International Workshop on Process Management in Digital Production (PM-DiPro) The second International Workshop on Process-Oriented Data Science for Healthcare (PODS4H) The fourth International Workshop on Process Querying (PQ) The second International Workshop on Security and Privacy-enhanced Business Process Management (SPBP) The first International Workshop on the Value and Quality of Enterprise Modelling (VEnMo) Each of the workshops discussed research still in progress and focused on aspects of business process management, either a particular technical aspect or a particular application domain. These proceedings present the work that was discussed during the workshops. |
| business process discovery questions: Handbook on Business Process Management and Digital Transformation Paul Grefen, Irene Vanderfeesten, 2024-08-06 Many organizations are currently undertaking digital transformation to improve their business processes and better achieve their goals. This Handbook provides a comprehensive overview of contemporary trends and research at the point where business process management and digital transformation meet. Presenting a multidisciplinary approach, it demonstrates the close link between these two fields through engagement with theory and practice. |
| business process discovery questions: Advances in Enterprise Engineering VIII David Aveiro, José Tribolet, Duarte Gouveia, 2014-04-11 This book constitutes the proceedings of the 4th Enterprise Engineering Working Conference (EEWC), held in Funchal, Madeira Island, Portugal, during May 5-8, 2014. EEWC aims at addressing the challenges that modern and complex enterprises are facing in a rapidly changing world. The participants of the working conference share a belief that dealing with these challenges requires rigorous and scientific solutions, focusing on the design and engineering of enterprises. The goal of EEWC is to stimulate interaction between the different stakeholders, scientists, as well as practitioners, interested in making enterprise engineering a reality. The 13 papers presented were carefully reviewed and selected for inclusion in the book. EEWC 2014 had 42 submissions and accepted 13 for publication. The topics of the presented papers allowed for active participation in interesting discussions and exchange of ideas and stimulated future cooperation among the participants. This made EEWC a real “working conference” contributing to the further development of enterprise engineering as a mature discipline. Topics covered include: enterprise engineering in general, the DEMO methodology, the REA ontology, financial applications, business processes management and enterprise simulation. |
| business process discovery questions: Dynamic Business Process Management in the Knowledge Economy Marek Szelągowski, 2019-06-21 This book describes modern dynamic business process management (dynamic BPM), which is considerably different from traditional BPM from 20, 10, or even 5 years ago. It demonstrates why traditional BPM is not sufficient in the knowledge economy (KE), while also highlighting the opportunities provided by dynamic BPM – the form of management that practitioners and academics deal with on a daily basis. This involves mastering and implementing e.g. case management, process mining, and RPA, and integrating them with knowledge management. But more importantly, dynamic BPM makes full use of the dynamism of knowledge workers: the people who actually create innovative products and services tailored to the specific needs of clients. The book was primarily written for those managers who see advantageous opportunities amidst the ongoing changes. Accordingly, it focuses more on innovations emerging from practice than on theoretical, academic reflection. In addition to helping organizations operating in the KE to prepare for and implement process management, the book is intended as a source of inspiration for process management researchers and iBPMS system vendors. |
| business process discovery questions: Business Process Management Forum Chiara Di Francescomarino, Andrea Burattin, Christian Janiesch, Shazia Sadiq, 2023-08-31 This book constitutes the proceedings of the BPM Forum held at the 21st International Conference on Business Process Management, BPM 2023, which took place in Utrecht, The Netherlands, in September 2023. The BPM Forum hosts innovative research which has a high potential of stimulating discussions. The papers selected for the forum are expected to showcase fresh ideas from exciting and emerging topics in BPM, even if they are not yet as mature as the regular papers at the conference. The 23 full papers included in this volume were carefully reviewed and selected from a total of 151 submissions to the conference. The papers were organized in research tracks on foundations, engineering, and management. |
| business process discovery questions: Business Process Management Josep Carmona, Gregor Engels, Akhil Kumar, 2017-09-01 This book constitutes the proceedings of the 15th International Conference on Business Process Management, BPM 2017, held in Barcelona, Spain, in September 2017.The 19 revised full papers papers presented were carefully reviewed and selected from 116 initial submissions. The topics selected by the authors demonstrate an increasing interest of the research community in the area of process mining, resonated by an equally fast-growing uptake by different industry sectors. The papers are organized in topical sections on process modeling; process mining; assorted BPM topics; decisions and understanding; and process knowledge. |
| business process discovery questions: Scaling BPM Adoption: From Project to Program with IBM Business Process Manager Lisa Dyer, Flournoy Henry, Ines Lehmann, Guy Lipof, Fahad Osmani, Dennis Parrott, Wim Peeters, Jonas Zahn, IBM Redbooks, 2012-10-04 Your first Business Process Management (BPM) project is a crucial first step on your BPM journey. It is important to begin this journey with a philosophy of change that allows you to avoid common pitfalls that lead to failed BPM projects, and ultimately, poor BPM adoption. This IBM® Redbooks® publication describes the methodology and best practices that lead to a successful project and how to use that success to scale to enterprise-wide BPM adoption. This updated edition contains a new chapter on planning a BPM project. The intended audience for this book includes all people who participate in the discovery, planning, delivery, deployment, and continuous improvement activities for a business process. These roles include process owners, process participants, subject matter experts (SMEs) from the operational business, and technologists responsible for delivery, including BPM analysts, BPM solution architects, BPM administrators, and BPM developers. |
| business process discovery questions: Business Process Management Richard Hull, Jan Mendling, Stefan Tai, 2010-09-13 The BPM Conference series has established itself as the premier forum for - searchersintheareaofbusinessprocessmanagementandprocess-awareinfor- tion systems. It has a record of attracting contributions of innovative research of the highest quality related to all aspects of business process management, including theory, frameworks, methods, techniques, architectures, systems, and empirical ?ndings. BPM 2010 was the 8th conference of the series. It took place September 14- 16, 2010 on the campus of Stevens Institute of Technology in Hoboken, New Jersey, USA—with a great view of Manhattan, New York. This volume c- tains 21 contributed research papers that were selected from 151 submissions. The thorough reviewing process (each paper was reviewed by three to ?ve P- gram Committee members followed in most cases by in-depth discussions) was extremely competitive with an acceptance rate of 14%. In addition to the c- tributed papers, these proceedings contain three short papers about the invited keynote talks. In conjunction with the main conference, nine international workshops took place the day before the conference. These workshops fostered the exchange of fresh ideas and experiences between active BPM researchers, and stimulated discussions on new and emerging issues in line with the conference topics. The proceedings with the papers of all workshops will be published in a separate volume of Springer’s Lecture Notes in Business Information Processing series. Beyond that, the conference also included a doctoral consortium, an industry program, ?reside chats, tutorials, panels, and demonstrations. |
| business process discovery questions: Questions Are the Answer Hal Gregersen, 2018-11-13 2018 Nautilus Book Awards Silver Winner What if you could unlock a better answer to your most vexing problem—in your workplace, community, or home life—just by changing the question? Talk to creative problem-solvers and they will often tell you, the key to their success is asking a different question. Take Debbie Sterling, the social entrepreneur who created GoldieBlox. The idea came when a friend complained about too few women in engineering and Sterling wondered aloud: why are all the great building toys made for boys? Or consider Nobel laureate Richard Thaler, who asked: would it change economic theory if we stopped pretending people were rational? Or listen to Jeff Bezos whose relentless approach to problem solving has fueled Amazon’s exponential growth: “Getting the right question is key to getting the right answer.” Great questions like these have a catalytic quality—that is, they dissolve barriers to creative thinking and channel the pursuit of solutions into new, accelerated pathways. Often, the moment they are voiced, they have the paradoxical effect of being utterly surprising yet instantly obvious. For innovation and leadership guru Hal Gregersen, the power of questions has always been clear—but it took some years for the follow-on question to hit him: If so much depends on fresh questions, shouldn’t we know more about how to arrive at them? That sent him on a research quest ultimately including over two hundred interviews with creative thinkers. Questions Are the Answer delivers the insights Gregersen gained about the conditions that give rise to catalytic questions—and breakthrough insights—and how anyone can create them. |
| business process discovery questions: Business Process Management Dirk Fahland, Chiara Ghidini, Jörg Becker, Marlon Dumas, 2020-09-04 This book constitutes the proceedings of the 18th International Conference on Business Process Management, BPM 2020, held in Seville, Spain, in September 2020. The conference was held virtually due to the COVID-19 pandemic. The 27 full papers included in this volume were carefully reviewed and selected from 125 submissions. Two full keynote papers are also included. The papers are organized in topical sections named: foundations; engineering; and management. |
| business process discovery questions: Business Process Management Workshops Michael zur Muehlen, Jianwen Su, 2011-05-16 This book constitutes the thoroughly refereed post-workshop proceedings of nine international workshops held in Hoboken, NJ, USA, in conjunction with the 8th International Conference on Business Process Management, BPM 2010, in September 2010. The nine workshops focused on Reuse in Business Process Management (rBPM 2010), Business Process Management and Sustainability (SusBPM 2010), Business Process Design (BPD 2010), Business Process Intelligence (BPI 2010), Cross-Enterprise Collaboration, People, and Work (CEC-PAW 2010), Process in the Large (IW-PL 2010), Business Process Management and Social Software (BPMS2 2010), Event-Driven Business Process Management (edBPM 2010), and Traceability and Compliance of Semi-Structured Processes (TC4SP 2010). In addition, three papers from the special track on Advances in Business Process Education are also included in this volume. The overall 66 revised full papers presented were carefully reviewed and selected from 143 submissions. |
| business process discovery questions: Business Process Management Claudio Di Ciccio, Remco Dijkman, Adela del Río Ortega, Stefanie Rinderle-Ma, 2022-09-06 This book constitutes the refereed proceedings of the 20th International Conference on Business Process Management, BPM 2022, which took place in Münster, Germany, in September 2022. The 22 papers included in this book were carefully reviewed and selected from 98 submissions. They were organized in topical sections as follows: task mining; design methods; process mining; process mining practice; analytics; and systems. The book also includes one keynote talk in full-paper length and 5 tutorial papers. |
| business process discovery questions: Agility by ARIS Business Process Management August-Wilhelm Scheer, Helmut Kruppke, Wolfram Jost, Herbert Kindermann, 2006-08-11 This book explores the Business Process Management cycle in theory and practice, from the technical as well as the business point of view. Both the ARIS Platform and the methodical approach of ARIS Value Engineering (AVE) are referred to in detail. More than half of the articles are case studies. The book offers valuable ideas to companies on how to optimize their own business processes and thus become more competitive. |
| business process discovery questions: Enterprise, Business-Process and Information Systems Modeling Han van der Aa, |
| business process discovery questions: Business Process Management Workshops Marcello La Rosa, Pnina Soffer, 2013-01-26 This book constitutes the refereed proceedings of 12 international workshops held in Tallinn, Estonia, in conjunction with the 10th International Conference on Business Process Management, BPM 2012, in September 2012. The 12 workshops comprised Adaptive Case Management and Other Non-Workflow Approaches to BPM (ACM 2012), Business Process Design (BPD 2012), Business Process Intelligence (BPI 2012), Business Process Management and Social Software (BPMS2 2012), Data- and Artifact-Centric BPM (DAB 2012), Event-Driven Business Process Management (edBPM 2012), Empirical Research in Business Process Management (ER-BPM 2012), Process Model Collections (PMC 2012), Process-Aware Logistics Systems (PALS 2012), Reuse in Business Process Management (rBPM 2012), Security in Business Processes (SBP 2012), and Theory and Applications of Process Visualization (TAProViz 2012). The 56 revised full papers presented were carefully reviewed and selected from 141 submissions. |
| business process discovery questions: Process Analytics Seyed-Mehdi-Reza Beheshti, Boualem Benatallah, Sherif Sakr, Daniela Grigori, Hamid Reza Motahari-Nezhad, Moshe Chai Barukh, Ahmed Gater, Seung Hwan Ryu, 2016-03-28 This book starts with an introduction to process modeling and process paradigms, then explains how to query and analyze process models, and how to analyze the process execution data. In this way, readers receive a comprehensive overview of what is needed to identify, understand and improve business processes. The book chiefly focuses on concepts, techniques and methods. It covers a large body of knowledge on process analytics – including process data querying, analysis, matching and correlating process data and models – to help practitioners and researchers understand the underlying concepts, problems, methods, tools and techniques involved in modern process analytics. Following an introduction to basic business process and process analytics concepts, it describes the state of the art in this area before examining different analytics techniques in detail. In this regard, the book covers analytics over different levels of process abstractions, from process execution data and methods for linking and correlating process execution data, to inferring process models, querying process execution data and process models, and scalable process data analytics methods. In addition, it provides a review of commercial process analytics tools and their practical applications. The book is intended for a broad readership interested in business process management and process analytics. It provides researchers with an introduction to these fields by comprehensively classifying the current state of research, by describing in-depth techniques and methods, and by highlighting future research directions. Lecturers will find a wealth of material to choose from for a variety of courses, ranging from undergraduate courses in business process management to graduate courses in business process analytics. Lastly, it offers professionals a reference guide to the state of the art in commercial tools and techniques, complemented by many real-world use case scenarios. |
BUSINESS ROCESS ANAGEMENT (BPM) …
The following are sample questions intended to give the reader an idea of the types of questions being asked on a standard BPM certification examination. They are intended as examples only …
Customer Discovery Basics - Harvard Business School
Customer discovery involves defining and prioritizing personas and is applicable to both early-stage companies and big companies when developing new products, seeking to target new …
Individual Assignment A. Scope - University of Sydney
1. Prepare a list of five (5) questions for clarification that you would ask if you are to interview a pharmacist. These questions can refer to all process instances you have seen in the videos. …
Module 10 Behind the Scenes in the Sales Process …
Module 10 – Behind the Scenes in the Sales Process Discovery Questions for your next Sales Opportunity 1. How is your business doing? Where are things going well? What’s most …
Business Discovery Questionnaire - 19oaks.com
What percentage of your business do you want each of these verticals to be? Can we do a quick org chart of the employees and their basic role within the company?
Business Process Discovery - bptrends.info
Business Process Discovery (BPD) – the discipline of BPM is a scientific way to extract the implemented process, validate it with the process owners, and create a baseline that gives a …
Discovery Questions & Cheat Sheet - Innosight
Delivery questions force a decision and narrow choices. Discovery questions, on the other hand, encourage dialogue and open up possibilities.
Business Process Discovery Questions (Download Only)
A. Reijers,2018-03-23 This textbook covers the entire Business Process Management BPM lifecycle from process identification to process monitoring covering along the way process …
Emotional Discovery Guide - resources.synnexcorp.com
To make an impact you need a business-level understanding of your focus industry or workload, a structured discovery process, and clarity into what will emotionally engage your prospects.
Discovery Call Checklist & Template - Nextiva
Goals and challenges questions: • "What goals are you trying to reach in this area?" • "What challenges are preventing you from achieving those goals?" • "What would success look like …
Process Discovery
Dec 1, 2020 · What’s new in Process Discovery? Which innovations are most important for you? SAP S/4HANA helps you achieve your business goals. SAP S/4HANA recommendations.
The Counselor Salesperson Business Needs Coaching …
Doing effective Business Needs Discovery is more than just asking questions of the customer. It is also making sure salespeople have the necessary information going into the call so they can …
Business Process Discovery Questions - old.icapgen.org
Business Process Discovery Questions: Business Process Discovery: Second Edition Gerardus Blokdyk,2018-04 Who needs to know about Business process discovery How do we go about …
Chapter 5 Process Discovery - Springer
Process discovery is defined as the act of gathering information about an existing process and organizing it in terms of an as-is process model. This definition empha-
orion spring newsletter - Orion Development Group
These sub-questions provide the depth you need to explore the “systemic” perspective of the process. These questions use the “SIPOC” model (Supplier, Input, Process, Output, Customer).
Business Process Discovery Questions Full PDF
a clear picture of which Business process discovery areas need attention Your purchase includes access details to the Business process discovery self assessment dashboard download which …
10 owerful uestions for eeds iscovery - RAIN Group Sales …
Asking powerful questions is a key part of the discovery process. The right questions allow you to uncover opportunities and craft a solution that’s relevant and effective.
Discovery insights 5 questions about building a corporate …
Understanding a corporation’s litigation profile—the type of litigation, case volume, potential exposure and regulatory issues—will assist in determining how, or if, a framework should be …
TechTalk Series: Business Process Catalog and Guidance
What business application(s) support this process? What are the steps in the process, and who is involved? Use this to formulate the swim lane diagram – start from a base flow where possible
BUSINESS ROCESS ANAGEMENT (BPM) CERTIFICATION …
The following are sample questions intended to give the reader an idea of the types of questions being asked on a standard BPM certification examination. They are intended as examples only …
Customer Discovery Basics - Harvard Business School
Customer discovery involves defining and prioritizing personas and is applicable to both early-stage companies and big companies when developing new products, seeking to target new …
Individual Assignment A. Scope - University of Sydney
1. Prepare a list of five (5) questions for clarification that you would ask if you are to interview a pharmacist. These questions can refer to all process instances you have seen in the videos. …
Module 10 Behind the Scenes in the Sales Process Discovery …
Module 10 – Behind the Scenes in the Sales Process Discovery Questions for your next Sales Opportunity 1. How is your business doing? Where are things going well? What’s most …
Business Discovery Questionnaire - 19oaks.com
What percentage of your business do you want each of these verticals to be? Can we do a quick org chart of the employees and their basic role within the company?
Business Process Discovery - bptrends.info
Business Process Discovery (BPD) – the discipline of BPM is a scientific way to extract the implemented process, validate it with the process owners, and create a baseline that gives a …
Discovery Questions & Cheat Sheet - Innosight
Delivery questions force a decision and narrow choices. Discovery questions, on the other hand, encourage dialogue and open up possibilities.
Business Process Discovery Questions (Download Only)
A. Reijers,2018-03-23 This textbook covers the entire Business Process Management BPM lifecycle from process identification to process monitoring covering along the way process …
Emotional Discovery Guide - resources.synnexcorp.com
To make an impact you need a business-level understanding of your focus industry or workload, a structured discovery process, and clarity into what will emotionally engage your prospects.
Discovery Call Checklist & Template - Nextiva
Goals and challenges questions: • "What goals are you trying to reach in this area?" • "What challenges are preventing you from achieving those goals?" • "What would success look like …
Process Discovery
Dec 1, 2020 · What’s new in Process Discovery? Which innovations are most important for you? SAP S/4HANA helps you achieve your business goals. SAP S/4HANA recommendations.
The Counselor Salesperson Business Needs Coaching Guide
Doing effective Business Needs Discovery is more than just asking questions of the customer. It is also making sure salespeople have the necessary information going into the call so they can …
Business Process Discovery Questions - old.icapgen.org
Business Process Discovery Questions: Business Process Discovery: Second Edition Gerardus Blokdyk,2018-04 Who needs to know about Business process discovery How do we go about …
Chapter 5 Process Discovery - Springer
Process discovery is defined as the act of gathering information about an existing process and organizing it in terms of an as-is process model. This definition empha-
orion spring newsletter - Orion Development Group
These sub-questions provide the depth you need to explore the “systemic” perspective of the process. These questions use the “SIPOC” model (Supplier, Input, Process, Output, Customer).
Business Process Discovery Questions Full PDF
a clear picture of which Business process discovery areas need attention Your purchase includes access details to the Business process discovery self assessment dashboard download which …
10 owerful uestions for eeds iscovery - RAIN Group Sales …
Asking powerful questions is a key part of the discovery process. The right questions allow you to uncover opportunities and craft a solution that’s relevant and effective.
Discovery insights 5 questions about building a corporate …
Understanding a corporation’s litigation profile—the type of litigation, case volume, potential exposure and regulatory issues—will assist in determining how, or if, a framework should be …
TechTalk Series: Business Process Catalog and Guidance
What business application(s) support this process? What are the steps in the process, and who is involved? Use this to formulate the swim lane diagram – start from a base flow where possible
