Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Stage:
| Qualify
Stage Overview:
| During the Qualify stage, the opportunity owner qualifies the lead and determines whether there is an opportunity that Microsoft wants to compete for. Microsoft invests significant resources after this stage, therefore it is critical for the opportunity owner to ensure that Microsoft can: Confirm that this is a potentially attractive opportunity for which Microsoft is well positioned to compete by doing an Opportunity Assessment. Establish PPVVC (pain, access to power, vision, value and control) and confirm this via a sponsor letter. Use the following link for more information on the MSS tenets of Pain, Power, Vision, Value and Control and how to measure them. Pain Power Vision Value and Control (PPVVC)
Probability:
| 10 - 20%
Stage Objective:
| Qualify lead / opportunity
Verifiable Outcomes:
Verifiable Outcomes are mandatory results that must be achieved before an opportunity can move on to the next Sales Stage. |
Sponsor letter agreed upon OR Opportunity assessment completed.
Checkpoints:
Checkpoints are indicators that the opportunity v-team is progressing towards achieving the stage's Verifiable Outcome. |
Pain admitted by sponsor |  |
Compelling event identified |  |
Sponsor has buying vision |  |
Sponsor agrees to explore |  |
Access to power negotiated |  |
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
| Establish qualification v-team (including services) |  |
| Conduct lead qualification call to sponsor |  |
| Review list of potential partners |  |
| Complete opportunity assessment |  |
| Author and send sponsor letter copying v-team |  |
| Confirm verifiable outcome and update Siebel |  |
Links:
| Criteria for determining when to pass opportunity to partner : passing opportunity 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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