Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Stage:
| Close
Stage Overview:
| During the Close stage, the account owner or licensing specialist will conduct negotiations and finalize contracts. Aside from final negations, this stage involves ensuring that all final approvals are completed and that all necessary paperwork is in to Microsoft.
Probability:
| 80 - 100%
Stage Objective:
| Conduct negotiations and finalize contract
Verifiable Outcomes:
Verifiable Outcomes are mandatory results that must be achieved before an opportunity can move on to the next Sales Stage. |
Signed documents
Checkpoints:
Checkpoints are indicators that the opportunity v-team is progressing towards achieving the stage's Verifiable Outcome. |
Contract, deployment SOW and Support Plan finalized (inclusive of partners and services) |  |
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
| 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 |  |
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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