Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Stage:
| Proof
Stage Overview:
| During the Proof stage, the opportunity team gains verbal approval of the proposal. This is achieved by completing evaluation plan commitments proving the value of our proposed solution.
Probability:
| 60 - 80%
Stage Objective:
| Demonstrate the capability Microsoft has to exceed customer requirements
Verifiable Outcomes:
Verifiable Outcomes are mandatory results that must be achieved before an opportunity can move on to the next Sales Stage. |
Verbal approval received
Checkpoints:
Checkpoints are indicators that the opportunity v-team is progressing towards achieving the stage's Verifiable Outcome. |
Evaluation Plan completed (inclusive of partner, services, deployment, and support considerations) |  |
Pre-proposal/ Statement of work (SOW) review conducted |  |
Ask for business |  |
Proposal/ SOW Issued – decision due |  |
Key Steps:
Key Steps are activities that need to be executed to achieve the Checkpoints and ultimately the Verifiable Outcome for the Stage. |
View Icon Legend
| Finalize evaluation plan commitments including: |  |
| • Demonstrate capabilities through proof of concept / assessment |  |
| • Build proposal (including deployment plan, support plan and SOW) with partners and services |  |
| Review proposal/SOW with services signature authority |  |
| Review initial deployment and support plan with customer |  |
| Review proposal/SOW with power |  |
| Issue final proposal/ SOW to power |  |
| Confirm verifiable outcome, update opportunity assessment and update Siebel |  |
Links:
| Diagram showing recommended functional ownership for sales stage activities: Show functional ownership diagram

Legend |
Customer interaction |
System |
Opportunity v-team interaction |
Evaluation Plan |
Proposal |
Sponsor Letter |
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