Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Finalize evalua...
• Demonstrate c...
• Build proposa...
Review proposal...
Review initial ...
Review proposal...
Issue final pro...
Confirm verifia...
Key Step:
| Confirm verifiable outcome, update opty assessment and update Siebel
Rationale:
| The sales cycle can only be progressed to the Close stage once the verifiable outcome and checkpoints for the Proof 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 Outcome for the Proof stage. Confirm Checkpoints: · 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 Confirm Verifiable Outcome: · Verbal approval received 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 Proposal/SOW and Deployment 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 Proposal and Deployment Plan: Use the links below for detailed instructions on how to attach the Proposal and Deployment Plan in Siebel: Attach Proposal-SOW Attach Deployment Plan
Samples & Templates:
Documents for this Key Step include: |
Links: