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:
| Demonstrate capabilities through proof of concept
Rationale:
| A Proof of Concept (POC) or assessment enables Microsoft and its partners to prove that a proposed solution meets and exceeds the customer’s needs from a technical and business/financial point of view. Furthermore, a proof or assessment also enables the opportunity team to identify problems that could impact the success of the deployment.
| Guidance:
The opportunity team has numerous methodologies, tools, and services at its disposal to execute technical and business proofs. Selecting the most appropriate proof depends on the opportunity and subsidiary resources. The ideal proof meets the power's expectations while keeping MS resource investment as low as possible. High Level Guidance for Proof of Concepts or Assessment: Formal proofs and assessments should only be scheduled after you confirm that the Power Sponsor has a buying vision. Begin any proof or assessment meeting by restating the pain, reasons, impact, and buying vision. Only prove capabilities or business values that align with the client’s vision. Prove all capabilities of the buying vision. This might require multiple sessions with multiple persons. The Opportunity V-Team must orchestrate and maintain control of the proof process – the evaluation plan is a critical tool for helping you to accomplish this Use the following link for more detailed guidance on the proof of concept methodologies, tools and services available to the opportunity team. Demonstrate Capabilities through Proof of Concept or Assessment
Samples & Templates:
Documents for this Key Step include: |
Links:
| Demonstrate Capabilities through Proof of Concept or Assessment - detailed guidance on the proof of concept methodologies, tools and services available to the opportunity team.