MSSP Online Playbook
Demand Generation
Checkpoints
Campaigns Executed
Key Steps
Size the revenue opty for GTMs
Develop MS GTM campaigns
Select target accounts and contacts
Select recommended GTM partners
Hold joint partner events
Screen raw prospects
Marketing or Sales Qualified Prospects (MQP/SQP) meet business rules
Enter MQP/SQP into Siebel and pass to partners as appropriate
Prospect
Checkpoints
Prospect is in assigned territory or account
Opportunity meets sales criteria to pursue
Key Steps
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
Qualify
Checkpoints
Pain admitted by sponsor
Compelling event identified
Sponsor has buying vision
Sponsor agrees to explore
Access to power negotiated
Key Steps
Establish qualification v-team (including services)
Conduct lead qualification call to sponsor
Review list of potential partners
Complete opportunity assessment
Author and send sponsor letter copying v-team
Confirm verifiable outcome and update Siebel
Develop
Checkpoints
Access to power
Pain admitted by power
Power has buying vision
Partner and/or MS Services selected and engagement guidelines agreed upon
Evaluation plan proposed
Key Steps
Establish and transition opportunity ownership as required
Identify, meet, and build relationship with power
Confirm that power agrees to explore
Identify procedural buying process
Determine resource requirements
Evaluate and select opportunity partners
Validate or negotiate partner engagement guidelines
Establish opportunity v-team
Develop opportunity engagement strategy with partner and services
Develop evaluation plan
Validate evaluation plan with sponsor and customer deployment contact
Propose evaluation plan to power
Confirm verifiable outcome, update opportunity assessment and Siebel
Solution
Checkpoints
Evaluation plan underway (inclusive of partner, services, deployment, and support considerations)
Key Steps
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
Proof
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
Key Steps
Finalize evaluation plan commitments including:
- Demonstrate capabilities through proof of concept / assessment
- Build proposal (including deployment plan, support plan and SOW) with partners and services
Review proposal/SOW with services signature authority
Review initial deployment and support plan with customer
Review proposal/SOW with power
Issue final proposal/ SOW to power
Confirm verifiable outcome, update opportunity assessment and update Siebel
Close
Checkpoints
Contract, deployment SOW and Support Plan finalized (inclusive of partners and services)
Key Steps
Develop final contracts including partners
Develop negotiating and give/get worksheets
Finalize contract negotiations and secure signature
Confirm verifiable outcomes, revenue in MS Sales and Siebel
Deploy
Checkpoints
New prospects identified and captured in appropriate system
Customer deployment conditions of satisfaction determined with partners
Deployment Readiness re-assessed
Key Steps
Conduct post-close follow-up with V-Team
Provide feedback to partners
Identify additional opportunties
Transition deployment ownership
Follow-up with power on success and references
Confirm verifiable outcome and revenue in MS Sales and Siebel
Support
Checkpoints
Support plan reviewed with customer
Feedback loop established with partner
Conditions of satisfaction reviewed with customer
Key Steps
Transition support ownership
Review support plan with power
Implement support plan
Monitor support plan progress
Confirm verifiable outcome and update Siebel
Views
Foundation View
Document View
Meeting View
System View