Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Stage:
| Develop
Stage Overview:
| During the Develop stage, the opportunity team develops and confirms a clear understanding of the power’s requirements. These requirements are articulated as pain and vision and can only be achieved via direct access to the Power. A clear understanding of the power’s requirements enables two key outcomes: The right opportunity team can be formed. A winning opportunity strategy can be crafted and articulated in the Evaluation Plan.
Probability:
| 20 - 40%
Stage Objective:
| Develop customer requirements and establish relationship with power
Verifiable Outcomes:
Verifiable Outcomes are mandatory results that must be achieved before an opportunity can move on to the next Sales Stage. |
Evaluation plan agreed
Checkpoints:
Checkpoints are indicators that the opportunity v-team is progressing towards achieving the stage's Verifiable Outcome. |
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:
Key Steps are activities that need to be executed to achieve the Checkpoints and ultimately the Verifiable Outcome for the Stage. |
View Icon Legend
| 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 |  |
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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