Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Establish quali...
Conduct lead qu...
Review list of...
Complete opport...
Author and send...
Confirm verifia...
Key Step:
| Establish qualification V-Team (including services)
Rationale:
| Often, it is difficult for the opportunity owner to qualify an opportunity alone. Creating a team of people with the appropriate skills (i.e., a Solution Specialist or Technical Specialist) should be included in opportunity planning, as appropriate, to ensure suitable opportunity qualification.
| Guidance:
This Key Step involves determining the necessary resources to qualify the opportunity, and identifying the appropriate person to play the role(s). Partners are often good qualification V-Team members. Be aware that both internal and external resources may not be willing to invest great amounts of time in qualification.
Samples & Templates:
Documents for this Key Step include: |
Links: