Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Stage:
| Solution
Stage Overview:
| During the Solution stage, the opportunity team develops and presents a preliminary solution (including a high level deployment strategy and value proposition) to the Power or designated evaluator. Gaining early agreement on a preliminary solution ensures that any subsequent proofs are focused on the areas of the solution that matter most to the Power.
Probability:
| 40 - 60%
Stage Objective:
| Present a solution which exceeds customer needs
Verifiable Outcomes:
Verifiable Outcomes are mandatory results that must be achieved before an opportunity can move on to the next Sales Stage. |
Preliminary solution agreed upon
Checkpoints:
Checkpoints are indicators that the opportunity v-team is progressing towards achieving the stage's Verifiable Outcome. |
Evaluation plan underway (inclusive of partner, services, deployment, and support considerations) |  |
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
| 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 |  |
Links:
| 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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