Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Stage:
| Prospect
Stage Overview:
| During the Prospect stage, MS validates and prioritizes prospects so that MS's scarse resources are only applied to actual opportunities (e.g., those with potential sponsors, a willingness to engage with MS). By conducting interest generating calls and account research, the opportunity owner generates a short list of leads that are worth qualifying more thoroughly.
Probability:
| 0 - 10%
Stage Objective:
| Validate potential opportunity and identify potential sponsor.
Verifiable Outcomes:
Verifiable Outcomes are mandatory results that must be achieved before an opportunity can move on to the next Sales Stage. |
Potential sponsor identified
Checkpoints:
Checkpoints are indicators that the opportunity v-team is progressing towards achieving the stage's Verifiable Outcome. |
Prospect is in assigned territory or account |  |
Opportunity meets sales criteria to pursue |  |
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
| 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 |  |
Links:
| Diagram showing recommended functional ownership for sales stage activities : Show functional ownership diagrams

Legend |
Customer interaction |
System |
Opportunity v-team interaction |
Evaluation Plan |
Proposal |
Sponsor Letter |
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