| A powerful resource for supporting consultative customer engagements, the Microsoft Solution Selling Playbook is an interactive and in-depth guide designed to facilitate the implementation of the Microsoft Solution Selling process. This detailed tool provides information, templates, scenarios, and suggested timelines to help guide the sales process from prospecting through close. The tools contained in the playbook guide the sales process through 9 steps: Demand Generation—The initial stage of filling the sales pipeline. Review this section by clicking on the button and following the “Key Steps” section at the bottom of the page. Prospect—Sales verifies the necessary resources, makes initial research calls, and investigates prospect decision making processes. Click on the underlined links for supporting templates and programs. Qualify—At this stage more detailed information is gathered and resources begin to be allocated. This section includes a number of important resources. In addition, Software Assurance would be a useful program to discuss with the customer at this point. (see the Software Assurance section under Equip in this guide) Develop—Once the customer has defined their needs, it is time to begin designing a solution. At this point be sure to involve key Microsoft partners. This is also a good time to introduce Microsoft Skills Assessment for Organizations. (see the Organizational Assessment section under Equip) Present—When presenting a solution to a prospective customer, include information on the appropriate Official Microsoft Learning Products to apply to their business needs. (see the overview section of Equip for a list) Proof—Transforms a customer into a “client”. By providing the rationale behind the solution, the client has all the information they need to move forward. Refer to the templates and checklists available by following the links within the playbook. Close—Get the signature! This is where all the hard work pays off. Manage the client’s expectations and, whenever possible, provide a little more than they expect. The extra effort may foster additional opportunities at that site. Deploy—Schedule training solutions as agreed to by the client. At this point Microsoft Learning and Learning Solutions partners are evaluated by the client based on ability to exceed expectations. Support—Follow up to make sure that loose ends are wrapped up. Efforts at this point can make the difference between acquiring repeat business or getting a poor review score. Ensure the client has all the information they need to finish the project to their satisfaction. Think about how to approach additional groups within the client enterprise – A job well done will be recognized. |  | Microsoft Solution Sales Process (MSSP) Playbook