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JP2002531899A - プロセス監視用の状態モデル - Google Patents

プロセス監視用の状態モデル

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Publication number
JP2002531899A
JP2002531899A JP2000585808A JP2000585808A JP2002531899A JP 2002531899 A JP2002531899 A JP 2002531899A JP 2000585808 A JP2000585808 A JP 2000585808A JP 2000585808 A JP2000585808 A JP 2000585808A JP 2002531899 A JP2002531899 A JP 2002531899A
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sales
state
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ブロダーセン,カレン
ユー,マイケル
ユー,ジャイ−ジェイン
グローブス,ブライアン
ピー. マザー,アンドルツェイ
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シーベル システムズ,インコーポレイティド
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Abstract

(57)【要約】 工業的またはビジネス的なプロセスとしてのプロセス状態モデルを、個別の段階の1つのシーケンスとして準備し、使用し、および表示するシステムおよび方法である。状態モデルはプロセスのプロセスモデルを許容された状態の1つの組および許容された状態の1つの組へ形成させる論理対象の振舞いを規定する。この方法は、状態モデル(61)を、或るパラメータ、すなわち状態モデル(63)用の創出/修飾状態遷移および規則と条件(65)とともに協働状態遷移、をもって創出することを必然的にともなう。これらの規則は画像ユーザインターフェイスへ入力され、該画像ユーザインターフェイスはデータベース(67)から適切な規則が抽出されるようにさせる。これらの規則は、状態マシンの実行のエンジン(69)へと集合させられ、目標のビジネスの対象(71)上の強制された状態モデルを発生させるよう実施され(70)、そして目標のビジネスの対象はイネイブルにされる(73)。

Description

【発明の詳細な説明】
【0001】 発明の分野 本発明は、プロセスを規定し及び監視する状態モデル及び状態モデルの開発に
関し、より特定的には、工業的及びビジネスのプロセスを監視する状態モデル及
び状態モデルの開発に関する。
【0002】 発明の背景 多数の重畳するチャネル、競合及び補完し合うシステム、多数の顧客に対する
特注製品の提供と商取引またはビジネス環境はますます複雑になっていることか
ら企業にとってはその商取引過程またはビジネスプロセスを管理することが至上
命題になる。ビジネスプロセスの管理を達成するには経営陣に対して進行中の取
引及び斯かる取引の企業を通じての進行を含んだビジネスの状態に関する正確且
つ最新の情報を提供するようにしなければならない。
【0003】 エンドユーザが該エンドユーザの必要性に合わせると共に供給された基本的な
類、関数、サブルーチン等から導出したビジネスアプリケーションを開発するの
を可能にする開発のツールを含んだ容易に量れ且つ容易に展開が出来る開発環境
が特に強く必要とされている。
【0004】 同様に、工業分野においては、平行な経路にある非関連のプロセスステップが
しばしば異なる場所で実施され、ノード及び更に別のプロセスステップに繋がる
と言った具合に工業的プロセスがより長く且つ複雑になっている。これによりエ
ンドユーザが供給された類、関数、ルーチン及びサブルーチンから導出した工業
モデル化アプリケーションを開発するのを可能にする容易に量れ且つ容易に展開
できる開発環境が必要とされている。
【0005】 フローチャート及び特にファンネルチャートにおける如き別個であってしばし
ば平行となる連続したステップから成るプロセスを表現する領域においては特に
プログラムツールが必要とされている。
【0006】 工業、製造または販売パイプラインモデルとしてのパイプライン開発用のツー
ルの開発が更に必要とされている。
【0007】 製造順序及び販売処理について人員を指導するのに使用する工業、製造または
販売支援モジュールとしての支援モジュール用開発ツールが更に必要とされてい
る。
【0008】 発明の概要 本発明は、「オブジェクト」の状態モデルに関し、特に「オブジェクト」の構
成可能な状態モデルに関する。本書において「ビジネスオブジェクト」または「
オブジェクト」と呼ぶ「オブジェクト」は数組の関数及び変数を含み、許可状態
及び遷移、及び禁止状態及び遷移を特徴とする。斯かるオブジェクトはビジネス
プロセスまたは製造プロセスのステップまたは状態をモデル化することが可能で
ある。エンドユーザがオブジェクトを呼び出して自身のプログラム、ルーチン、
サブルーチン、関数及びアプレット(applets)に組み込むことが可能で
ある。本発明によれば、「オブジェクト」は1つ以上のタイプの工業及び製造プ
ロセス、商取引および/または製品製造、製品組立、倉庫保管、出荷、顧客連絡
、販売の先導及び販売の紹介、発注、発注構成及び同様な処理に関連しおよび/
または有益である。
【0009】 本発明は、工業的またはビジネスのプロセスとしてのプロセスの状態モデルを
作成方法を提供する。状態モデルは、1組の許可状態及び該許可状態間の1組の
許可遷移としての工業的またはビジネスのプロセスの工業またはビジネスのプロ
セスモデルにおける論理的工業またはビジネスのオブジェクトの挙動を規定する
。斯かる挙動の画定は、状態モデルのテンプレートを選択する段階と、状態モデ
ルの工業的またはビジネスのオブジェクト要素を選択する段階と、状態モデルの
状態遷移を選択または規定する段階と、状態遷移ルール名で「状態から」から「
状態まで」までの許可状態遷移を規定する段階と、状態遷移を状態遷移規則、名
称及び条件と結合させる段階と、状態遷移名及び状態遷移規則名称を列挙する段
階と、データベースから状態遷移規則を抽出する段階とを介して達成される。前
記状態、遷移及び抽出規則により状態機械実行エンジンを構成すると共に該状態
機械実行エンジンを介して工業的および/またはビジネスのモデルを処理する。
【0010】 前記状態遷移規則の少なくとも1つは遷移が許可される前に満たさなければな
らない前提条件を含み、且つ、前記状態遷移規則の少なくとも1つは状態遷移を
実施する許可されたユーザを規定する。
【0011】 本発明の1実施例では、ビジネスの商業オブジェクトが1組の工業プロセスま
たは商取引(本書においては商取引として例示)の製造または販売パイプライン
ファンネルモデル(本書では販売パイプラインとして例示)を規定し、このよう
な販売パイプラインファンネルは唯一の販売パイプライングラフィック上におい
て異なる手法で作業されている商取引を示す。前記の手法は例えば通信販売プロ
セス取引、戦略的取引及び標準プロセス取引から選択される。
【0012】 本発明のこのような実施例では、商取引を販売手法によりグループ化すること
が可能であると共に、例えば、資格付与のための初期取引(qualifyin
g deals)、作動段階の取引(working deals)及び終結段
階の取引(closing deals)等に分類することが可能である。同様
に、工業的プロセスは技術、物理的プロセス、設備等によりグループ化すること
が可能である。
【0013】 ビジネスのモデルの場合には、本発明の方法は、販売機会を生成し、販売方法
を生成し、斯かる販売方法を該販売方法内で販売サイクルに細分化し、且つ、前
記販売サイクルを各販売サイクル毎に販売段階に細分化することで実施される。
工業的モデルの場合には、本発明の方法は、プロセスのフロー、製造のステップ
を生成し、製造設備またはプロセスに対し製造のステップを識別し、且つ、試験
および/または品質管理ステップを導入することで実施される。
【0014】 本発明の方法の実施に当たっては、販売方法を販売機会と結合すると共に、斯
かる販売機会を結合した販売方法に基づいて前進させられる。販売機会は販売方
法、サイクル及び段階の少なくとも1つにより分類且つグループ化される。取引
データは販売方法、販売サイクル及び取引段階の中の1つ以上により表作成用エ
ンジン(charting engine)に、そして、表作成エンジンから販
売パイプラインファンネルチャートにグループ分けされる。
【0015】 本発明の方法の1つの観点は、取引または製品が状態間を移動し、例えば、該
取引または製品に関する追加の作用を決定する時に前記取引または製品の状態を
監視することである。
【0016】 本発明の他の1つの観点は、進行中の取引または仕掛中の製品にアクティビテ
ィアセスメントテンプレートを割り当てて、例えば、割り当てたアクティビティ
アセスメントテンプレートを使用して取引または製造プロセスフローを査定する
ことである。
【0017】 本発明のさらなる1つの実施例は、少なくとも1つのコンピュータ(しかし、
しばしば、クライアント及びサーバまたはウェブクライアントまたはウェブサー
バとして2つ以上のコンピュータ及び1つ以上のアプリケーションサーバ)で実
行する上記に説明されるようなプロセスの状態モデルを作成するシステムである
。このような状態モデルは前記プロセスのビジネスまたは工業的なプロセスモデ
ルにおける論理的ビジネスのまたは工業的なオブジェクトを1組の許可状態及び
このような許可状態間の1組の許可遷移として規定する。前記システムは、状態
モデルのテンプレートを選択し、状態モデルのオブジェクト要素を選択し、状態
モデルの状態遷移を選択または規定し、「状態から」から「状態へ」の許可状態
遷移を状態遷移規則名称で規定し、状態遷移を状態遷移規則、名称及び条件に結
合させ、状態遷移名及び状態遷移規則名称を列挙し、データベースから状態遷移
規則を抽出し、前記状態、遷移及び抽出規則が状態機械実行エンジンを構成する
と共に、該状態機械実行エンジンを介してビジネスのモデルを処理することを特
徴とする。
【0018】 本発明の前記システム及び方法によれば、状態モデル及び工業的またはビジネ
スのオブジェクトとしての幾つかのオブジェクトからなる状態機械を介してユニ
ークな統合を提供して、マルチプルメソッドセールスパイプライン、ファンネル
チャートエンジン及び1組の報告ツール等のグラフィックレポートを提供するこ
とができる。その結果、ファンネルチャート、販売パイプライン及び特注の報告
技術等の技術を使用して販売パイプラインデータ及び工業的な進行中の作業のデ
ータを含んだデータが多数の販売の方法及び工業的な方法及び場所にわたり画像
的に報告されるようになる。
【0019】 本書に記載した本発明は工業的またはビジネスのプロセスの状態モデルを作成
且つ使用する方法及びシステムを含む。前記状態モデルは前記ビジネスのプロセ
スのビジネスのプロセスモデルを形成する論理オブジェクトの挙動を(1)1組
の許可状態及び(2)前記許可状態間の1組の遷移として規定する。前記状態モ
デルは該状態モデルのテンプレートを選択し且つ前記状態モデルの工業的または
ビジネスのオブジェクト要素を(例えば、“OOP”またはその他の本書に記載
した如きプログラム作成のパラダイム及び方法を使用して)選択することで生成
される。ユーザは次いで状態モデルの状態遷移を、例えば、「状態から」から「
状態へ」の許可状態遷移を規定することで規定される。これが状態モデルの「構
成性(Configurability)」という特徴である。規定または選択
状態遷移規則は状態遷移規則名称に同定される。即ち、状態遷移は特定の状態遷
移規則、名称及び条件に結合されると共に、状態遷移名称及び状態遷移規則名称
が列挙される。前記の状態遷移規則名に対応する特定の状態遷移規則はデータベ
ースから抽出される。抽出した状態、遷移及び規則は状態機械実行エンジンを規
定する。この状態機械実行エンジンを使用して本書に記載する如くビジネスのモ
デルが処理される。
【0020】 本発明の方法及びシステムは添付図面を参照すればより良く理解することが可
能となる。
【0021】 詳細な説明 本発明のシステム及び方法は工業的及びビジネスのオブジェクトを含む「オブ
ジェクト」に関し、斯かるオブジェクトは数組の許可状態及び数組の許可遷移を
有した「構成可能な状態モデル」を介して結合されてマネージャに必要な情報及
び該情報を抽出、分析且つ表示するツールを提供する。これは、機会オブジェク
ト、販売方法オブジェクト、マルチメソッド販売パイプラインオブジェクト及び
ファンネルチャートエンジン商業オブジェクト等のビジネスオブジェクト及び製
造作業、製造設備、ワークフロー、キャパシティ等の工業オブジェクトを介して
達成される。
【0022】 上記の指摘した如く、「オブジェクト」は数組の関数、変数、ルーチン及びサ
ブルーチンと構成可能な状態モデルとを含む。エンドユーザがオブジェクトを呼
び出して、エンドユーザプログラム、ルーチン及びアプレットに組み込むことが
可能となる。本発明によれば、「オブジェクト」がビジネスオブジェクトの場合
には、オブジェクトは顧客連絡、販売の先導及び販売の紹介、発注、発注構成及
び同様な処理等の1つ以上のビジネスの取引および/またはビジネスのプロセス
に関係しおよび/または有益となる。同様に、「オブジェクト」が工業的オブジ
ェクトの場合には、1つ以上の工業、製造または倉庫保管プロセスに関係しおよ
び/または有益となる。
【0023】 本発明はプロセスの構成可能な状態モデルを使用する。斯かる構成可能な状態
モデルは関数及び変数を含み且つ前記工業的またはビジネスのプロセスの工業ま
たはビジネスプロセスモデルを構成する論理的、工業的、またはビジネスのオブ
ジェクトの挙動を(1)1組の許可状態及び(2)前記許可状態間の1組の許可
遷移として規定する。
【0024】 構成可能な状態モデルはユーザにオブジェクトの状態に基づいたワークフロー
管理を拡張するデータにより駆動する方法を提供する。これを作動させるには、
ユーザは1組の受け入れ可能な状態及び状態遷移から成る状態モデルを規定する
必要がある。次いで、状態機械により前記オブジェクトが確実に状態モデルによ
り規定される所望のプロセスにより処理される。
【0025】 構成可能な状態モデルは状態モデルのテンプレートを選択すると共に状態モデ
ルのビジネスオブジェクト要素を(例えば、呼び出しオブジェクトでメンバ関数
を呼び出し、本書に記載する如くC++構文呼出しオブジェクト.メンバ関数(
引き数リスト)またはJAVA構文を使用する等の“OOP”方法を使用し、ま
たは、従来のプログラミングシステムにおける如きルーチン、サブルーチン、関
数等を呼出し、例えば、ベーシック(BASIC)、フォートラン(FORTR
AN)、シー(C)等を使用して)選択して生成する。次いで、ユーザは例えば
、呼出したメンバ関数の「引き数リスト」中の引き数を特定することによって行
うように「状態から」から「状態まで」までの許可状態遷移を規定して状態モデ
ルの状態遷移を規定する。規定または選択した状態遷移は特定の状態遷移規則、
名及び条件に結合されると共に、状態遷移名称及び状態遷移規則名称がオブジェ
クト指向の手法を使用して列挙される。前記状態遷移規則名称に対応した特定の
状態遷移規則画状態遷移規則のデータベースから抽出される。抽出した状態、遷
移及び規則が状態機械実行エンジンを規定する。この状態機械実行エンジンを使
用して本書に記載する如くビジネスのモデルが処理される。
【0026】 本発明の方法及びシステムの構成可能な状態モデル及び結合したアプリケーシ
ョンによれば、構成可能な状態モデルを介して幾つかのビジネスのオブジェクト
から成るユニークな統合に該オブジェクト間において対話形共働(imtera
ctive synergy)を提供することができる。
【0027】 例えば、本発明のファンネルチャートアプリケーションでは、販売処理の多数
の流れ及び異なる完了レベルの顧客を統合することが出来、且つ、結果として生
じる販売パイプラインデータをファンネルチャート技術を使用して多数の販売方
法を横断して図により報告することが可能となる。同様に、本発明のファンネル
チャートアプリケーションを使用して「Nサーバー−Mキュー」モデルに類似し
た工業的プロセスを図にて報告することが可能となる。
【0028】 本発明のシステム及び方法において結合された要素は: 状態モデルであって、1組の構成可能な状態モデルとしてのオブジェクトの特
徴となるものであり、各構成可能な状態モデル自体が1組の許可状態及び前記許
可状態間の1組の許可遷移であり、許可状態遷移、満足されるまで次の段階へ移
動することを不可能にする遷移のための前提条件及び一定の段階への移動を可能
にされたアクター(例えば、特定のユーザのみがオブジェクトの状態を「認可さ
れた」または「閉」状態に変更することが可能となる)とを含んだ状態モデル、 図4に図示したファンネルチャートエンジンであって、一定のチャート命令が
与えられると販売パイプライン及び販売方法に基づいたグラフィックチャートを
生成するファンネルチャートエンジン、これは図4に図示する如く、ファンネル
チャートエンジンは例えば資格を規定する初期段階の取引、中途段階の取引及び
最終段階の取引と言った類に分解され、各類は通信プロセス取引、戦略的取引及
び標準プロセス取引と言った取引分類に分類される、 販売機会に関する情報を保持するビジネスオブジェクトである機会オブジェク
ト、 ユーザが販売サイクル及び段階を含んだ販売手法に関係した情報を生成且つ蓄
積することを可能にするビジネスオブジェクトである販売方法オブジェクト、 工業プロセスの関連オブジェクトであって、ショップオーダー、設備及びプロ
セスフォローチャート及び配列を決定する変数データ、キャパシティ等を含むこ
とができるもの、 システム及び方法の特定の要素、 状態モデル、 である。
【0029】 状態モデルへ戻ると、状態モデルは本発明のシステム及び方法の一部である。
状態モデルはデジタル装置の抽象化したものであり、モデルの現状(出力状態)
が直前の状態(入力状態)と2進制御信号(入力制御信号)の関数となる。状態
モデルにおいては、モデルの出力状態は入力状態と入力制御信号(0,1)との
ユニークな関数である。本発明のシステム及び方法によれば、「状態モデル」は
「状態機械」を介して作動し、ビジネスオブジェクトが許可可能な状態値、遷移
及び通路を規定する。
【0030】 状態モデルは工業的またはビジネスのオブジェクトとしての論理オブジェクト
の挙動を1組の状態及び該状態間の遷移として規定する。許可値及び遷移の普遍
集合の規定に加えて、状態モデルは管理者が遷移の前提条件を前提条件が満たさ
れるまでは次の段階へ進めないように規定するのを可能にする。
【0031】 状態モデルはまた承認された「ユーザ」を(タイトルまたはセキュリティアク
セス等により)規定して、該ユーザが取引または工作物の状態モデルを一定の状
態へ移動するのを可能にする。特定のユーザのみが例えばオブジェクトの状態を
次の状態へ先送りするか、または、「認可された」または「閉」状態へ先送りさ
せてオブジェクトの状態を変更することが可能である。更に、オブジェクトの状
態を変更する権限または能力はユーザ及び現状双方の関数とすることが可能であ
る。例えば、マネジャーはn番目の状態における取引を「承認」または「非承認
」する能力を有するが、斯かる取引がn+1番目に到達すると「承認」または「
非承認」する能力を有しないようにすることが可能である。同様に、製造技術者
はn番目のツールからn+1番のツールへ工作物を移すことは可能であるが、工
作物が一旦n+1番目のツールへ到達してしまうと工作物を更に移動することが
できなくなる。図2のブロック70(「状態遷移/位置」)及び75(「位置」
)に図示した如き「位置」は「ユーザ」を規定する。
【0032】 状態モデルは受け入れ可能な状態及び状態機械が実施する状態遷移のブループ
リントである。状態機械は次いで前記オブジェクトが状態モデルにより画定され
る所望の処理を受けるのを確実にする。
【0033】 状態機械はオブジェクトのライフタイム通じてオブジェクトの状態間で遷移を
実施する。状態は開、閉、保留等のオブジェクトの状態を表す。状態はオブジェ
クトのライフタイムにおける該オブジェクトの位置を表す。状態機械はまたオブ
ジェクトのデータの修正の可否を制御する。例えば、閉状態にあるサービスリク
エストは「凍結」していると考えることが可能であり、斯かる状態ではその属性
を修正することはできない。
【0034】 状態遷移はオブジェクトの1つ状態から次の状態への許可可能な移動を画定す
る。例えば、閉じたが再度開く必要があるサービスリクエストは閉状態から開状
態へ移動し、開から保留へ移動することが可能であるが、閉から保留へ直接遷移
することができない。閉から開、または開から保留へのサービスリクエストの許
可可能な移動は規定状態遷移を表す。状態遷移はまたその他の挙動を実施するこ
とが可能である。状態遷移の規定は特定の条件が遷移が起きる前に満足されたこ
とを保証するものである。状態遷移の規定はまた遷移を開始できる個人または個
人から成るグループを管理するものである。
【0035】 構成可能な状態モデル−技術的な説明 図1に例示した構成可能な状態モデルはユーザにオブジェクトの状態に基づい
てワークフローを拡張するデータにより駆動される方法を提供するものである。
これを機能させるためには、ユーザは状態モデルを規定する必要があり、斯かる
状態モデルは1組の受け入れ可能な状態及び許可状態遷移から構成される。状態
機械は次いでこれらのオブジェクトが状態モデルにより規定された所望の処理を
確実に受けられるようにする。本発明のシステム及び方法によれば、構成可能な
状態モデルは論理的ビジネスオブジェクトの文脈において使用される。特に、状
態モデル状態及び遷移は直感的なユーザインタフェースを使用する商業オブジェ
クトに画定され、オブジェクトを1つの状態から別の状態へ遷移可能なものに制
限される。図3は本発明の状態モデルの視野のスクリーン画面である。
【0036】 状態モデルは次の要素: 状態:状態はオブジェクトの状態であり、これはまた属性の値であり、属性は
オブジェクトのライフタイムを通じてオブジェクトの値を変化させる。値は、ブ
ール形式(Boolean)、英数字または数字であることができる、 状態遷移:状態遷移は1つの状態から次の状態への許可可能な移動を画定する
2つの状態間のリンケージまたは1組のリンケージであり、状態遷移に規則妥当
性検査追加することが可能であり、状態機械が次の状態へ先送りできるかまたは
実行時間ではないかを決定し、また、承認ユーザを規定することで次の状態へ先
送りする特権をもち得るユーザを規定することができる、 状態モデル:状態モデルは許可可能な状態及び状態機械が実施する状態遷移の
セットまたはブループリントである、 状態機械:状態機械は状態及びオブジェクトがそのライフタイム間に受ける状
態遷移を実施するエンジンである、 から構成される。
【0037】 図1、図2及び図3に図示する如く、本発明の方法の第1の段階は状態を生成
することまたは一定のパラメータ(「状態モデルID」、「値」、「記述」)で
ある図1及び図2のブロック61及び図2のブロック62の既存の状態モデルを
修正することである。これは図3に頂部のブロックに呼出されるアクションとし
て例示されている。即ち、「状態モデル」、「状態モデル」の「商業要素」、「
領域」及び起動および満了日の入力及び/または選択である。次の2つの段階は
図1及び図2のブロック63に例示した如き「状態モデルの状態遷移を生成/修
正する」ことと、ブロック65に例示した「状態遷移を規則及び条件に結合する
」ことである。これは図2(「状態モデルID」、「状態IDから」、「状態I
Dまで」、「領域名称」、「オペレータ」、「値」、「規則」、「パブリックフ
ラグ」及び「記述」が「状態遷移」ブロックに入力される)のブロック65及び
遷移を図示した図3の画面の中間であって各許可遷移が「状態名称から」、「状
態名称へ」、「パブリックフラグ」、「規則領域名称」、「規則オペレータ」及
び「規則」を有する画面の中間により例示されている。代表的には、状態機械及
び状態モデル規則は、現状が「0」であり、入力が「0」であると、新たな状態
は「1」となり、入力が「1」であると、新たな状態は「0」となり、現状が「
1」であり、入力が「0」であると、出力は「0」であり、入力が「1」である
と、出力は「0」である、と表現される。
【0038】 図1の次位のブロックに図示する如く、図3のグラフィックユーザインタフェ
ースに上記の規則を入力すると適切な規則がブロック67のデータベースから抽
出され、次位のブロックにおいて図1のブロック69の状態機械実行エンジンに
組み立てられ図2のブロック70において実施される。これによりブロック71
の目標のビジネスオブジェクト上に実施状態モデルが生成されて、ブロック73
に図示する如く目標のビジネスオブジェクトがイネーブルにされる。
【0039】 状態モデル類定義は付録Aに複製され、状態機会源コードは付録Bに複製され
る。
【表1】
【表2】
【表3】
【表4】
【表5】
【表6】
【表7】
【表8】
【表9】
【表10】
【表11】
【表12】
【表13】
【表14】
【表15】
【表16】
【表17】
【表18】
【表19】
【表20】
【表21】
【表22】
【表23】
【表24】
【表25】
【表26】
【表27】
【表28】
【表29】
【表30】
【0040】 マルチメソッド販売パイプライン 本発明のマルチメソッド販売パイプライン方法及びシステムを図4に例示する
。図4は大型のファンネル1及び小型のファンネル11、13及び15を図示し
ており、単一の販売パイプライン図上において異なる手法で作業されている取引
を表す。小型のファンネル11、13及び15は単一の手法で作業されている1
グループの取引から成る販売パイプラインを表す。上方の大型のファンネル1は
小型のファンネルの結合及び販売員の割り当てに対する取引全ての値を比較する
方法を表す。図4に図示する如く、ファンネルチャートエンジンは例えば、初期
の資格規定取引3、中途段階取引5及び最終段階取引7に取引を分割する。各類
は通信プロセス取引11、戦略的取引13及び標準プロセス取引15等の取引に
分類される。
【0041】 本発明のシステム及び方法の実施例のフローチャートを図5に図示する。図5
に図示されるように、一方の側のブロック21に機会が生成され、販売方法が他
方の側のブロック31に生成され、該販売方法はブロック33の販売方法内で販
売サイクルに分割され、ブロック35においてブロック33の販売サイクルの各
々に対する販売段階へ更に分割される。処理された販売方法及び機会はブロック
37に図示されるように一体にされて販売方法が販売機会と結合される。販売機
会は次いでブロック39に図示されるように販売方法に基づいて前進させられる
。販売機会は次いでブロック41に図示されるように、販売方法、販売サイクル
及び段階別に分類されグループ化される。販売方法、販売サイクルおよび取引段
階別にグループ化されたデータは次いでブロック43に図示されるように表作成
のエンジンへ進行させられ、図5のブロック45に図示されるように、該表作成
のエンジンから図4の販売パイプラインファンネルチャートへ進行させられる。
【0042】 販売支援 本発明のシステム及び方法の販売支援モジュールは取引がなされている間に該
取引の状態を監視し、このような特定の取引に使用される手法に基づいて実施さ
れるべき特定のアクション及び評価(“assessments”)を提案する
が、これは必ずしも必要なものではない。取引が1つの段階から別の段階へ移行
する時に、販売支援モジュールは状態モデルを使用して取引を監視して追加のア
クションまたはアセスメントの提案が必要であるか否かを決定(その時の最新の
手法に基づいて)する。このような販売支援のフローチャートが図6に図示され
る。
【0043】 販売支援は指導ツールでもある。販売支援を使用して組織の皆が互いから特に
最も経験の積んだ販売代理人から学ぶことが可能となる。アクティビティテンプ
レートは自動的にスケジュールをリストアップして販売機会を早急に1販売段階
から次の販売段階へ移動するのに必要なアクティビティの全ての割り当てを行う
。アセスメントは同様な機会を「モデル」または「最適な」機会と比較する。
【0044】 図6のフローチャートに図示されるように、ブロック51の販売支援アクティ
ビティテンプレート及びブロック53の販売支援アセスメントテンプレート等の
テンプレートが生成される。上記2つのテンプレートは次いで手作業にてブロッ
ク55の機会、口座及びコンタクトに割り当てられる。一方で、斯かるテンプレ
ートはまたず6の右側のブロック57に図示する如く、販売方法及び機会に結合
されるとともに、ブロック59の機会販売方法及びブロック61の先送りされた
販売サイクルに結合される。販売サイクルは上記に説明した状態モデルの許可状
態及び許可遷移を使用して前進させられる。アクティビティテンプレート及びア
セスメントテンプレートは次いでブロック63で割り当てを行い、ブロック65
でアセスメント及びアクティビティ計画が実行される。ブロック65のアセスメ
ント及びアクティビティ関数の積または出力が許可状態及び状態遷移に基づいて
追加のアクション及びアセスメントの提案であり、このような取引と最適取引と
の比較である。
【0045】 販売支援のモジュール 販売支援モジュールの技術的な説明: 販売支援は、販売機会、口座またはコンタクトのライフサイクルを容易にする
と共に監視するユニークな方法が提供し、この方法のC++の例示に含まれる要
素は: アクティビティテンプレートオブジェクト:ビジネスオブジェクトであって、
機会/口座/コンタクトに適用できる1組のユーザが定義可能なアクションを保
持するもの、 アセスメントテンプレートオブジェクト:ビジネスオブジェクトであって、機
会/口座/コンタクトの質を評価する1組のユーザが定義可能なアセスメント規
則を保持するもの、 販売支援代理人:スマートの代理人(a smart agent)のプログ
ラムであって、アクティビティ及びアセスメントを販売手法及びサイクルに基づ
いて機会/口座/コンタクトに対する割り当てができるもの、 である。
【0046】 販売支援手法を使用してその他の工業上の用途中の生産計画及び障害の除去を
行うことが可能であることは、勿論、理解されるであろう。
【0047】 下記の付録は本書に記載した方法のコードのリストである。
【0048】 本発明が一定の好適な実施例及び例示に基づいて説明されてきたが、それによ
り本発明の範囲を制限することが意図されるものではなく、本発明の範囲は添付
の特許請求の範囲によってのみ制限されることが意図される。
【図面の簡単な説明】
【図1】 本発明の方法及びシステムの構成可能な状態モジュールのフローチャートを示
す図である。
【図2】 状態モデル、特に、状態モデル、状態、状態遷移、状態遷移及び位置、及び位
置の関係を示す図である。
【図3】 本発明の状態モデルを映し出した画面を示す図である。
【図4】 本発明の方法及びシステムを表したファンネルチャートエンジンを示す図であ
る。
【図5】 本発明のマルチメソッド販売パイプラインモジュールの方法及びシステムのフ
ローチャートを示す図である。
【図6】 本発明の方法及びシステムの販売支援モジュールのフローチャートを示す図で
ある。
【手続補正書】
【提出日】平成13年6月19日(2001.6.19)
【手続補正2】
【補正対象書類名】図面
【補正対象項目名】図1
【補正方法】変更
【補正内容】
【図1】
【手続補正3】
【補正対象書類名】図面
【補正対象項目名】図2
【補正方法】変更
【補正内容】
【図2】
【手続補正4】
【補正対象書類名】図面
【補正対象項目名】図4
【補正方法】変更
【補正内容】
【図4】
【手続補正5】
【補正対象書類名】図面
【補正対象項目名】図5
【補正方法】変更
【補正内容】
【図5】
【手続補正6】
【補正対象書類名】図面
【補正対象項目名】図6
【補正方法】変更
【補正内容】
【図6】
───────────────────────────────────────────────────── フロントページの続き (81)指定国 EP(AT,BE,CH,CY, DE,DK,ES,FI,FR,GB,GR,IE,I T,LU,MC,NL,PT,SE),OA(BF,BJ ,CF,CG,CI,CM,GA,GN,GW,ML, MR,NE,SN,TD,TG),AP(GH,GM,K E,LS,MW,SD,SL,SZ,TZ,UG,ZW ),EA(AM,AZ,BY,KG,KZ,MD,RU, TJ,TM),AE,AL,AM,AT,AU,AZ, BA,BB,BG,BR,BY,CA,CH,CN,C R,CU,CZ,DE,DK,DM,EE,ES,FI ,GB,GD,GE,GH,GM,HR,HU,ID, IL,IN,IS,JP,KE,KG,KP,KR,K Z,LC,LK,LR,LS,LT,LU,LV,MD ,MG,MK,MN,MW,MX,NO,NZ,PL, PT,RO,RU,SD,SE,SG,SI,SK,S L,TJ,TM,TR,TT,TZ,UA,UG,US ,UZ,VN,YU,ZA,ZW (72)発明者 ユー,マイケル アメリカ合衆国,カリフォルニア 95129, サン ホセ,ブルック グレン ドライブ 1410 (72)発明者 ユー,ジャイ−ジェイン アメリカ合衆国,カリフォルニア 94539, フレモント,フェスティボ コート 573 (72)発明者 グローブス,ブライアン アメリカ合衆国,カリフォルニア 94117, サンフランシスコ,クレイトン ストリー ト 881 (72)発明者 マザー,アンドルツェイ ピー. アメリカ合衆国,カリフォルニア 95136, サン ホセ,シャロン パーク ドライブ 124

Claims (44)

    【特許請求の範囲】
  1. 【請求項1】 プロセスモデルの論理オブジェクトの挙動を1組の許可状態
    及び該許可状態間の1組の遷移として画定する状態モデルを作成する方法であっ
    て、諸段階: (1)前記状態モデルのテンプレートを選択する段階、 (2)前記状態モデルの商業オブジェクト要素を選択する段階、 (3)前記状態モデルの状態遷移を選択または規定する段階、 (4)「状態から」から「状態へ」の許可状態遷移を状態遷移規則の名称で規
    定する段階、 (5)状態遷移を状態遷移規則、名称及び条件に結合する段階、 (6)前記状態遷移名及び状態遷移規則名を列挙する段階、 (7)データベースから前記状態遷移規則を抽出する段階であって、前記状態
    、遷移及び抽出された規則は状態機械実行エンジンを具備するもの、および、 (8)前記状態機械実行エンジンを介してモデルを処理する段階、 を具備する、ことを特徴とする方法。
  2. 【請求項2】 前記状態遷移規則の少なくとも1つは、前記遷移が許可され
    る前に満足されなければならない前提条件を含む、請求項1記載の方法。
  3. 【請求項3】 前記状態遷移規則の少なくとも1つは、認可されたユーザを
    画定して状態遷移を実行する、請求項1記載の方法。
  4. 【請求項4】 前記オブジェクトは、1組の商取引の販売パイプラインファ
    ンネルモデルを画定する商業オブジェクトである、請求項1記載の方法。
  5. 【請求項5】 前記販売パイプラインファンネルが、単一の販売パイプライ
    ングラフィック上で異なる手法により仕掛中の商取引を示す、請求項4記載の方
    法。
  6. 【請求項6】 前記手法は、通信プロセス取引、戦略的取引及び標準プロセ
    ス取引から成るグループから選択される、請求項5記載の方法。
  7. 【請求項7】 販売手法別に商取引を部グループ化する段階を備える、請求
    項5記載の方法。
  8. 【請求項8】 取引を分類する段階を備える、請求項5記載の方法。
  9. 【請求項9】 初期の資格を規定する取引、中途の取引及び最終の取引に取
    引を分類する段階を備える、請求項8記載の方法。
  10. 【請求項10】 販売機会を生成する段階を備える、請求項5記載の方法。
  11. 【請求項11】 販売方法を生成する段階を備える、請求項10記載の方法
  12. 【請求項12】 前記販売方法を該販売方法内で販売サイクルに分割する段
    階を備える、請求項11記載の方法。
  13. 【請求項13】 前記販売サイクルを各販売サイクル毎に販売段階に分割す
    る段階を備える、請求項11記載の方法。
  14. 【請求項14】 販売方法を販売機会と結合する段階を備える、請求項11
    記載の方法。
  15. 【請求項15】 前記結合された販売方法に基づいて前記販売機会を先送る
    する段階を備える、請求項14記載の方法。
  16. 【請求項16】 販売機会を分類する段階を備える、請求項15記載の方法
  17. 【請求項17】 販売方法、サイクル及び段階の少なくとも1つにより販売
    機会を分類且つグループ化する段階を備える、請求項16記載の方法。
  18. 【請求項18】 販売方法、販売サイクル及び取引段階の1つ以上によりグ
    ループ化されたデータをチャートエンジンまで通し、次いで、該チャートエンジ
    ンから前記販売パイプラインファンネルチャートまで通す段階を備える、請求項
    17記載の方法。
  19. 【請求項19】 取引は、1つの状態から別の状態へ移動する時に該取引の
    状態を監視する段階を更に備える、請求項1記載の方法。
  20. 【請求項20】 取引の状態を監視して、該取引に関する追加のアクション
    を決定する段階を備える、請求項19記載の方法。
  21. 【請求項21】 アクティビティ及びアセスメントテンプレートを処理中の
    取引に割り当てる段階を備える、請求項19記載の方法。
  22. 【請求項22】 前記アクティビティ及びアセスメントテンプレートを使用
    して前記取引を評価する段階を備える、請求項21記載の方法。
  23. 【請求項23】 少なくとも1つのコンピュータ上で実行されてプロセスモ
    デルの論理オブジェクトの挙動を1組の許可状態及び該許可状態間の1組の遷移
    として画定する状態モデルを作成するシステムであって、該システムは、 (1)前記状態モデルのテンプレートを選択し、 (2)前記状態モデルの商業オブジェクト要素を選択し、 (3)前記状態モデルの状態遷移を選択または画定し、 (4)「状態から」から「状態へ」の許可状態遷移を状態遷移規則の名称で規
    定し、 (5)状態遷移を状態遷移規則、名称及び条件に結合し、 (6)前記状態遷移名及び状態遷移規則名称を列挙し、 (7)データベースから前記状態遷移規則を抽出すると共に、前記状態、遷移
    及び抽出した規則が状態機械実行エンジンを構成し、および (8)前記状態機械実行エンジンを介してモデルを処理する、よう構成されて
    いることを特徴とするシステム。
  24. 【請求項24】 前記状態遷移規則の少なくとも1つが、前記遷移が許可さ
    れる前に満足されなければならない前提条件を含む、請求項23記載のシステム
  25. 【請求項25】 前記状態遷移規則の少なくとも1つが、認可されたユーザ
    を規定して状態遷移を実行する、請求項23記載のシステム。
  26. 【請求項26】 前記オブジェクトが、1組の商取引の販売パイプラインフ
    ァンネルモデルを画定する商業オブジェクトである、請求項23記載のシステム
  27. 【請求項27】 前記販売パイプラインファンネルが、単一の販売パイプラ
    イングラフィック上で異なる手法により仕掛中の商取引を示す、請求項26記載
    のシステム。
  28. 【請求項28】 前記手法が、通信プロセス取引、戦略的取引及び標準プロ
    セス取引から成るグループから選択される、請求項27記載のシステム。
  29. 【請求項29】 販売手法別に商取引を部ループ分けするように構成された
    、請求項27記載のシステム。
  30. 【請求項30】 取引を分類するように構成された、請求項27記載のシス
    テム。
  31. 【請求項31】 初期の資格を画定する取引、中途の取引及び最終の取引に
    取引を分類するように構成された、請求項30記載のシステム。
  32. 【請求項32】 販売機会を生成するように構成された、請求項27記載の
    システム。
  33. 【請求項33】 販売方法を生成するように構成された、請求項32記載の
    システム。
  34. 【請求項34】 前記販売方法を該販売方法内で販売サイクルに分割するよ
    うに構成された、請求項33記載のシステム。
  35. 【請求項35】 前記販売サイクルを各販売サイクル毎に販売段階に分割す
    るように構成された、請求項34記載のシステム。
  36. 【請求項36】 販売方法を販売機会と結合するように構成された、請求項
    33記載のシステム。
  37. 【請求項37】 前記結合された販売方法に基づいて前記販売機会を先送る
    するように構成された、請求項36記載のシステム。
  38. 【請求項38】 販売機会を分類するように構成された、請求項37記載の
    システム。
  39. 【請求項39】 販売方法、サイクル及び段階の少なくとも1つにより販売
    機会を分類且つグループ化するように構成された、請求項38記載のシステム。
  40. 【請求項40】 販売方法、販売サイクル及び取引段階の1つ以上によりグ
    ループ分けされたデータをチャートエンジンまで通し、次いで、該チャートエン
    ジンから前記販売パイプラインファンネルチャートまで通すように構成された、
    請求項39記載のシステム。
  41. 【請求項41】 取引が、1つの状態から別の状態へ移動する時に該取引の
    状態を監視するように構成された、請求項26記載のシステム。
  42. 【請求項42】 取引の状態を監視して、該取引に関する追加のアクション
    を決定するように構成された、請求項41記載のシステム。
  43. 【請求項43】 アクティビティ及びアセスメントテンプレートを処理中の
    取引に割り当てるように構成された、請求項41記載のシステム。
  44. 【請求項44】 前記アクティビティ及びアセスメントテンプレートを使用
    して前記取引を評価するように構成された、請求項43記載のシステム。
JP2000585808A 1998-11-30 1999-11-30 プロセス監視用の状態モデル Pending JP2002531899A (ja)

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