The Solution Plan – A Key Deliverable for Solution Architects

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If you’ve been following this blog series, we’ve already talked about the role of the Pre-Sales Solution Architect, their responsibilities, and the inputs they need to build a solid proposal. Now let’s talk about one of the most important outputs of their work: the Solution Plan.

The solution plan is more than just a document—it’s the story of how your proposed ServiceNow solution will solve the client’s challenges and deliver meaningful outcomes. It’s the architect’s opportunity to connect the dots between business needs, technical capabilities, and delivery strategy.

Personally, I like to present my solution plans using a slide deck. It keeps things visual, structured, and easy to follow—especially when presenting to mixed audiences that include both technical and business stakeholders.

A good solution plan should cover several key areas:

• Client Background: Who are they? What’s their business? What’s their current situation?
• Opportunity Context: Why is this project happening now? What’s driving it? What constraints exist?
• Client’s Challenges and Objectives: What problems are they trying to solve? What outcomes are they aiming for?
• Solution Summary: How does your proposed solution address their challenges and align with their goals?
• Business and Technical Considerations: What needs to be factored in from both sides?
• Risks and Mitigations: What could go wrong, and how will you handle it?
• Dependencies and Assumptions: What are you relying on to make this work?
• Scope of the Solution: What’s included—and just as importantly, what’s not?
• Value-Aligned Timeline: A roadmap that links delivery milestones to business outcomes.
• Proposed Architecture Design: A visual and descriptive overview of the technical solution.
• Level of Effort and Resource Plan: How much work is involved, and who’s doing it? This includes a combined team structure with both client and partner resources.

One thing I always emphasize in my solution plans is methodology / approach. Whether it’s Agile, Waterfall, or a hybrid approach, the client needs to understand how you plan to deliver the solution—not just what you’re delivering.

And finally, flexibility is key. A strong solution plan should present multiple options when possible, along with a clear recommendation. This shows that you’ve considered different paths and are prepared to adapt based on client feedback or evolving needs.

If you’re a Solution Architect, Technical Architect, or Developer aspiring to step into pre-sales, how do you approach building your solution plans? What do you include—or avoid? Let’s share ideas and learn from each other in the comments below.