Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Finalize evalua...
• Demonstrate c...
• Build proposa...
Review proposal...
Review initial ...
Review proposal...
Issue final pro...
Confirm verifia...
Key Step:
| Build initial proposal (including deployment plan, support plan and SOW) with partners and services
Rationale:
| Guidance:
A proposal is a document which describes the software and services necessary to solve the customer’s pain in sufficient detail that a contract may be agreed upon with the customer. The components of a proposal usually include: Syntheses of the customer’s pain/business issue Customer’s “buying vision” or desired state once business issue has been solved Description of Business solution including; - Technical solution from MS and Partner - Initial Deployment Plan - Services to be executed by MS and/ or Partners (includes detailed SOW and initial support plan) Value proposition (summary of benefits and investment) Next steps For more detailed guidance on how to develop a proposal, please see Proposal Guidance.
Samples & Templates:
Documents for this Key Step include: |
| Legal Tips on Responding to Proposals |  |
| Proposal Guidance |  |
| Sample Proposal #1 |  |
| Sample Proposal #2 |  |
| Sample Proposal #3 |  |
| Sample Proposal Cover Letter |  |
Links: