essential tools and techniques with a lasting impact on your solutioning

1. 5 Secret Weapons of a
Great Architect
and how to successfully apply
them
Dreamforce 2019
Sebastian Wagner, CTA & Master Coach

2. Sebastian Wagner
CTA & Master Coach
@se6wagner
seb@flowrepublic.com

3. What makes a Great
Architect?
• Perspective
• Models & Abstraction
• Understanding
• Communication
Necker Cube Illusion

4. Company: Forbidden Fruit
Industry: Consumer electronic manufacturer
Model: B2C and B2B
Sales Channels: Online Shop and Resellers
Focus: Implement sales process on Salesforce
Scenario Context

5. 1# Business Capability Map
The view from above

6. Business Capability Map
A model that describes
what the business does to reach its objectives (its capabilities),
instead of how it does it (business processes)
Benefits
• Larger view from business perspective
• Technology and system agnostic
• Can hint towards potential solution components
Overview

7. A basic example
Weapon 1# - Business Capability Map
Online
Marketing
Behavior
Tracking
Lead
Generation
Online Ads
Campaigns
B2C
Customer
Master
Product
Catalog
Online Shop
Payments
B2B
Pipeline
Pricing
Dealing
Document
Generation
Contracting
Channel
Management
Warehous
e
Inventory
Shipments
Returns
Customer
Service
Knowledge
Management
Case
Management
CTI / IVR
Operations
Contract
Management
Payment
Processing
Invoicing
Business Domains
What the business does
Defined by
Business Architect

8. L1 - Domain L2 - Capability System Application
B2C Online Shop Shopify Web Shop
Product Catalogue SAP / SFDC Inventory
Sales Cloud
Payment Processing Shopify Stripe
Customer Master SFDC Sales Cloud
B2B Pipeline SFDC Sales Cloud
Pricing SAP
SFDC
Price Management
CPQ
Dealing SFDC CPQ
Document Generation SFDC 3rd Party
Contracting SFDC
SAP
Sales Cloud
Contract Management
Channel Management SFDC Partner Community
A joined business & IT view
Mapping Capabilities to Systems
What?Business Domain Where? With what?

9. 2# - Business Process Deep Dive
What’s going on?

10. Business Process Deep Dive
Understand all relevant aspects of business processes, that can influence your architecture
and design decisions
Benefits
• Macro (Entire Process) instead of Micro-View (Feature/Requirement)
• Address functional and non-functional aspects, that might not be not be covered in
requirements
• Inspire further thinking
• Learn what you don’t know
• Use question catalogue like a checklist
Overview

11. High Level Process B2B in SFDC
Reseller orders goods based on quote
Limited perspective
ResellerSales
User
RFP
Create & Send
Quote
Submit Order
Close Deal

12. From Here We Need to Drill Down
High Level Process B2B full
ResellerSales
User
Warehous
e
Finance
RFP
Create & Send
Quote
Submit Order
Close Deal
Ship Order
Invoice
Customer
Things that come to mind
- Quote Templates
- Delivery Times
- Shipment Tracking
- Outstanding Amount
Integration

13. Goals & Objectives
✔ What are the goals the process aims to archive?
✔ What are the business objectives and vision?
✔ What are quality criteria and KPIs?
Actors & Systems
✔ Who is involved - users, roles, entities, systems?
✔ Who owns the process or is a stakeholder?
Business Events & Lifecycle
✔ What are significant business events?
✔ What are the different process stages?
✔ What are the process steps and their conditions?
✔ What variations / exceptions / branches exist?
✔ What degree of automation is required?
✔ What are the dependencies?
A basic checklist
Business Process Deep Dive
Extend with
your own
questions
Data & Analytics
✔ What data is involved in the process?
✔ What is input and/or output data?
✔ What data integrity rules need to be enforced?
✔ What drives reporting and analytics?
Boundaries
✔ What are the process boundaries?
✔ Are there other related/dependent processes?
Others
✔ What regulations do apply?
✔ How is it currently done?
✔ How mature is the process?
✔ …

14. 3# - Business Entity Model
Logical vs. physical reality

15. Business Entity Model
A logical model that documents the entities, or things, that a business or business process uses
and interacts with in order to accomplish its business activities and goals.
It documents the logical structure of the business domain and is later transformed into the
physical structure (ERD).
Challenges with ERDs
• are part the solution, can lead into wrong direction
• physical not logical
• hard to comprehend by business users
• require addl. explanation
• normally don’t incl. important attributes
Overview

16. Classic ERD
Physical Reality
Role
User
Account
Opportunity
Opportunity Line
Item
Price Book Entry
Pricebook2
Product2
Contact
Quote
Discount__c

17. Weapon 3# - Business Entity Model
1
0
..*
Account
Manager
Deal
Customer
PositionVersion
ha
s
Reseller
ha
s
managed by
Sales
Organization
owned by
member of
1
0
..*
1
0
..*
0
..*
1
0
..*
1
..*
0
..*
1
owned by
Region
Reseller Sales
Person
collaborates with1
based in1
..* 0
..*
Product
DiscountPrice
1
..*
0
..*
represents
1
Customer
Type
ha
s
0
..*
1
Quantity
1 1
depends on
Product
Type
ha
s
0
..*
1ha
s 0
..*
depends on
1
works for
1
0
..*
Learn More Here

18. 4# - GAP Analysis
Mind the gap

19. Purpose
A structured approach to assess if and how requirements can be met by a product/solution and
how gaps can be addressed
Benefits
• Identify limitations and/or need for customizations
• Opportunity to revisit requirements and change process
• Useful for build/buy decisions
• Provides justification for your solution
• Helps to prioritize requirements based on effort/benefit
Overview
Fit/GAP Analysis

20. Analyze
Match &
Assess
Identity
Options
Evaluate &
Select
Fit/GAP Analysis End-to-End
In case of Discounts >
20% the Controller
stored as an Account
Team Member must
signoff too
Use of standard approval
process?
Result: GAP
Not able to lookup
dynamically from
Account Related List
1. Lookup on Account
2. Flow to query approver
3. Apex Trigger
4. Custom VF Approval
• Effort?
• Bigger Picture?
• Aligned with
principles?
• Impact?
• Extensibility?
Deals > 50k must be
reviewed and signed off
by the user’s line
manager
Basic approval process?
Result: YES

21. Fit/GAP Result Solution Options Change Type Change Impact
Size
Effort Size
Good Out of the Box New S S
Average Configuration Update M M
Poor Customization Upgrade L L
Development XL XL
Managed Package XXL XXL
Integration
Change Process
Manual
Out of Scope
How to classify and asses GAPs For your reference

22. 5# - Systems Thinking
1 + 1 = 3

23. Purpose
Looking at something as a “system” and understanding how all the components of that system
contribute to achieving whatever result it is supposed to accomplish.
Benefits
• Larger view from technology perspective
• Understand implications of design choices
• Avoid costly mistakes
Overview
Systems Thinking

24. Systems Thinking Applied
What if, we integrate web shop orders via scheduled batch job?

25. Orders are processed with delays
> Inventory / Logistics not aware of sold products in real-time
>> Stock level in inventory not up to date >>> Availability in shop wrong
Orders are processed in bulk
> Orders during peak times such as Xmas, not sent individually
>> Order Management scalability more efficient
>>> Reduced infrastructure cost and higher stability
Systems Thinking Applied

26. • Customer interactions & delivery
• Custom Apps
• Integrations
• User Experience
• Change and Release Management
Systems Thinking In The Wild
Free
System Thinking Webinars
launching Q1/2020

27. • Build upon existing artefacts
• Reuse and recycle as a starting point
• Engage with your team to validate
• Create governance around artefacts and store in repo
Watch how your design improves!
-
How to make them useful
Draw your weapons

28. Download the deck - http://bit.ly/df19-weapons
DF19 1-to-1 Consultations - http://bit.ly/df19-1to1
Learn more
Business Entity Models - http://bit.ly/flowBEM
Business Capability Mapping – http://bit.ly/flowBC
What Next

29. #BONUS - Solution Architecture
Blue Print
Same same, but different
Extend
with your
own
questions!
BONUS
material

30. Purpose
A solution architecture blue print with common components for accelerated discovery & design
Benefits
• Basis for solution drafting
• Reference to map your solution against
• Identifying hidden components previously not considered
Overview
Solution Architecture Skeleton

31. Solution Architecture Skeleton - Sample
User Access
Applications
Platform
Force.com
Common Channels
Integration Layer
Common Integrations
Back Office
Communities
Web Forms
Mobile
Connected
Applications
Customizations Custom Apps
Force.com
Salesforce Apps
Managed
Packages
ESB
Email
Push
SFDC Web UI
Finance Reporting/BIInhouse Apps LDAP Data WarehouseERP
ETL
Canvas
APIs / Web
Services
API Gateway
Outbound Msg /
Callouts
Office Applications
Portals
Social Media
Salesforce 1
Social Media
CTI
Mail
Phone

32. Customer Experience
Solution Architecture - Applied
Communities
Applications
Force.com
Marketing Cloud
Mule Soft
Cloud Integrations
Back Office
Customer Service
Portal
Soft Phone
Stripe
Sales Cloud Service Cloud Conga
ESB
Campaigns
Landing Pages
Online Shop
License
Management
Reporting BIAD / ADFSSAP
ETL
Facebook
Office 365
Partner Community
Forms
Google Analytics
Google Ads
CPQ DocuSign
Social
Login
Payment
s
Trackin
g
Drupal
Nightly
batch
Real
Time
Email
s
C
TI
License Tracker
Custome
rs
Partner
s