Welcome to the MSSP Online Playbook The Microsoft Solution Sales Process (MSSP) is Microsoft's globally consistent opportunity management process. The MSSP drives sales success and CPE by: Simplifying our business - MSSP offers us one universally agreed way to communicate about opportunity management Improving opportunity v-team management - MSSP helps clarify expectations at every Sales Stage and Reinforcing corporate priorities - MSSP hardwires deployment planning and early partner / service integration Comments/Questions/Feedback can be sent to opfeed
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Probability:
| NA | 0% | 10% | 20% | 40% | 60% | 80% | 100% | NA
Sales Stage Objective:
| Generate awareness and pre-qualify prospects | Validate potential opportunity and identify potential sponsor. | Qualify lead / opportunity | Develop customer requirements and establish relationship with power | Present a solution which exceeds customer needs | Demonstrate the capability Microsoft has to exceed customer requirements | Conduct negotiations and finalize contract | Finalize deployment plan and execute | Finalize support plan, execute, and monitor progress
Verifiable Outcomes:
| Verifiable Outcomes are mandatory results that must be achieved before an opportunity can move on to the next Sales Stage.
Qualified prospects (MQP/SQP) generated | Potential sponsor identified | Sponsor letter agreed upon OR Opportunity assessment completed. | Evaluation plan agreed | Preliminary solution agreed upon | Verbal approval received | Signed documents | Deployed products/solutions | Supportability review completed
| Checkpoints:
| Checkpoints are indicators that the opportunity v-team is progressing towards achieving the stage's Verifiable Outcome.
| Checkpoints:
• | Campaigns Executed
• | Prospect is in assigned territory or account
• | Opportunity meets sales criteria to pursue
• | Pain admitted by sponsor
• | Compelling event identified
• | Sponsor has buying vision
• | Sponsor agrees to explore
• | Access to power negotiated
• | Access to power
• | Pain admitted by power
• | Power has buying vision
• | Partner and/or MS Services selected and engagement guidelines agreed upon
• | Evaluation plan proposed
• | Evaluation plan underway (inclusive of partner, services, deployment, and support considerations)
• | 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
• | Contract, deployment SOW and Support Plan finalized (inclusive of partners and services)
• | New prospects identified and captured in appropriate system
• | Customer deployment conditions of satisfaction determined with partners
• | Deployment Readiness re-assessed
• | Support plan reviewed with customer
• | Feedback loop established with partner
• | Conditions of satisfaction reviewed with customer
| Key Steps:
| Key Steps are activities that need to be executed to achieve the Checkpoints and ultimately the Verifiable Outcome for the Stage.
| Key Steps:
• | Size the revenue opty for GTMs
• | Develop MS GTM campaigns
• | Select target accounts and contacts
• | Select recommended GTM partners
• | Hold joint partner events
• | Screen raw prospects
• | Marketing or Sales Qualified Prospects (MQP/SQP) meet business rules
• | Enter MQP/SQP into Siebel and pass to partners as appropriate
• | Identify SQP via account plan or prospecting
• | Validate MQP/SQP
• | Consider customer's strategic partners (available in account plan)
• | Perform pre-call research and identify potential pain of targeted key players
• | Conduct calls to key players and/or potential sponsor to generate interest
• | Confirm verifiable outcome and update Siebel
• | 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
• | Establish and transition opportunity ownership as required
• | Identify, meet, and build relationship with power
• | Confirm that power agrees to explore
• | Identify procedural buying process
• | Determine resource requirements
• | Evaluate and select opportunity partners
• | Validate or negotiate partner engagement guidelines
• | Establish opportunity v-team
• | Develop opportunity engagement strategy with partner and services
• | Develop evaluation plan
• | Validate evaluation plan with sponsor and customer deployment contact
• | Propose evaluation plan to power
• | Confirm verifiable outcome, update opportunity assessment and Siebel
• | Execute evaluation plan & manage progress including:
| - | Define initial solution
| - | Define initial deployment strategy
| - | Build value proposition
| - | Develop SOW for proof of concept & secure partner and service resources
| - | Conduct initial services risk assessment
| - | Meet with customer to review initial solution
• | Confirm verifiable outcome, update opportunity assessment and Siebel
• | 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
• | Develop final contracts including partners
• | Develop negotiating and give/get worksheets
• | Finalize contract negotiations and secure signature
• | Confirm verifiable outcomes, revenue in MS Sales and Siebel
• | Conduct post-close follow-up with V-Team
• | Provide feedback to partners
• | Identify additional opportunties
• | Transition deployment ownership
• | Follow-up with power on success and references
• | Confirm verifiable outcome and revenue in MS Sales and Siebel
• | Transition support ownership
• | Review support plan with power
• | Implement support plan
• | Monitor support plan progress
• | Confirm verifiable outcome and update Siebel
Links: