In my previous post, I introduced a few key concepts to sell SOA, including: Shining a light on existing limitations Creating the business case Creating the execution plan Delivering the goods Let's add to that list. Creating the business case refers to the process of actually putting some numbers down as to the value of the SOA to the enterprise or business. This means looking at the existing issues (from the p In my previous post, I introduced a few key concepts to sell SOA, including: Shining a light on existing limitations Creating the business case Creating the execution plan Delivering the goods Let’s add to that list. Creating the business case refers to the process of actually putting some numbers down as to the value of the SOA to the enterprise or business. This means looking at the existing issues (from the previous step), and putting dollar figures next to them. For instance, how much are these limitations costing the business, and how does that affect the bottom line? Then, how will the addition of SOA affect the business — positively or negatively? Put numbers next to the core values of reuse and agility. You’ll find that agility is the most difficult concept to define but has the most value for those building an SOA. Then, if the ROI for the SOA is worth the money, and the effort, you move forward. This tactic communicates a clear set of objectives for the effort, and links the technical notion of SOA with the business. Creating the execution plan refers to the detailed plan that defines what will be done, when, by what resources, and how long. This is, in essence, a project plan, but most people will find that the systemic nature of SOA requires that a great deal of resources work together to drive toward the end state. Leveraging and managing those resources is somewhat complex, as is the project management aspect of SOA. Delivering the goods means just doing what you said you would do. Execution is where most SOAs fall down. However if you fail to deliver on-time and on-budget, chances are your SOA efforts won’t continue to have credibility within the enterprise, and future selling will be impossible. So say what you’ll do, and do what you say. Selling SOA is somewhat more of an art than a well defined process, as you’ve seen. It really requires a certain degree of understanding, including the technology, the business, and the culture of the enterprise. More importantly, selling needs to be followed up with delivery, and the value. That’s the tough part. Software Development