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Demand Generation
Prospect
Qualify
Develop
Solution
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Establish quali...
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Review list of...
Complete opport...
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Key Step:
| Complete opty assessment
Rationale:
| The TAS opportunity assessment tool gives Microsoft a structured, repeatable way to analyze sales opportunities. Using the standardized TAS opportunity assessment enables the opportunity team to: Effectively and rapidly analyze opportunities from a customer, business, and competitive prospective Engage the opportunity team on key issues using a commonly understood vernacular Prioritize opportunities so that time, energy, and resources are investing in the right opportunities
| Guidance:
The TAS opportunity assessment can be found in the Siebel (MSP/TAS) Assessment Tool. The TAS opportunity management questionnaire helps an opportunity owner qualify an opportunity by establishing whether an opportunity exists, whether Microsoft can compete for the business and win, and finally, whether competing is worth the effort. The opportunity qualification assessment aims to provide a snapshot of the current status of the opportunity, including its strategic and monetary value to Microsoft. Once the 20 assessment questions have been used to rate and document Microsoft’s (and partner’s) position in the account, the same questions should be used to assess the position of each of the competitors. This sort of competitive assessment helps Microsoft strategize about how to leverage its relative strengths and minimize its relative weaknesses, helping Microsoft develop a stronger opportunity strategy. Use the following link for more information on answering the opportunity assessment questions. Opportunity Assessment Questionnaire Completing an Assessment of an Opportunity The steps below provide Siebel steps required to complete the assessment of an opportunity. On the Screen bar, click Opportunities. Result: The Opportunities List and Form applets display. In the Opportunities List applet, search for and select the opportunity for which you want to complete an assessment On the View bar, click TAS. Result: Additional views display. Click Assessment. Result: The Opportunity Form, Assessment Form, and Notes List applets display. In the Assessment Form, click the New button. Result: A new assessment form displays. Click the down arrow to the right of the Assessment Date drop list and select the date of the assessment Click the down arrow to the right of the Assessment For drop list and select the company associated to the opportunity assessment Click the down arrow to the right of each question and use the guidelines listed beside each question to select the most appropriate answer
Samples & Templates:
Documents for this Key Step include: |
Links:
| Opportunity Assessment Questionnaire - Provides more information on answering the opportunity assessment questions.