Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Stage:
| Demand Generation
Stage Overview:
| During the Demand Generation stage, MS's corporate BMOs, local BMOs and partners generate demand and Marketing Qualified Prospects (MQPs) that feed the sales process.
Probability:
| N/A
Stage Objective:
| Generate awareness and pre-qualify prospects
Verifiable Outcomes:
Verifiable Outcomes are mandatory results that must be achieved before an opportunity can move on to the next Sales Stage. |
Qualified prospects (MQP/SQP) generated
Checkpoints:
Checkpoints are indicators that the opportunity v-team is progressing towards achieving the stage's Verifiable Outcome. |
Campaigns Executed |  |
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
| 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 |  |
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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