Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Establish and t...
Identify, meet,...
Confirm that po...
Identify proced...
Determine resou...
Evaluate and se...
Validate or neg...
Establish oppor...
Develop opportu...
Develop evaluat...
Validate evalua...
Propose evaluat...
Confirm verifia...
Key Step:
| Confirm verifiable outcome, update opty assessment and Siebel
Rationale:
| The sales cycle can only be progressed to the Solution stage once the verifiable outcome and checkpoints for the Develop stage have been achieved. Upon completion of the verifiable outcome, the opportunity owner is responsible for updating the sale cycle stage in Siebel, attaching any key opportunity documents (e.g., sponsor letter, evaluation plan, and proposal) and updating the opportunity assessment (if applicable). Updating this key information in Siebel improves team communication and increases the reliability of pipeline forecasts.
| Guidance:
Step 1: Confirm Verifiable Outcome This task ensures you have successfully completed the MSSP Checkpoints and Verifiable Outcomes for the Develop stage. Confirm Checkpoints: · Access to power · Pain admitted by power · Power buying vision · Partner and/ or Microsoft services selected and engagement expectations agreed · Evaluation plan proposed (inclusive of partner, services, deployment and support considerations) Confirm Verifiable Outcome: · Evaluation (Eval) plan agreed Step 2: Update Opportunity Assessment Use the link below for detailed instructions on how to Update the Opportunity Assessment. Update Opportunity Assessment Step 3: Update Sales Stage in Siebel and Attach Evaluation Plan Update Siebel Sales Stage: Use the link below for detailed instructions on how to Update the Sales Stage in Siebel. Update Sales Cycle Stage Attach the Evaluation Plan: Use the link below for detailed instructions on how to Attach the Evaluation Plan. Attach Evaluation Plan
Samples & Templates:
Documents for this Key Step include: |
Links: